One of the questions I get most frequently from real estate agents is, “How long should I keep in touch?” My answer is simple…forever or when they tell you to stop…whichever comes first.
Engage Your Prospects
The issue is this. Real estate agents or should I say, real estate agents in need of money are impatient. If a prospect doesn’t respond after a few attempts they are ready to drop them and move on. We meet dozens and perhaps thousands of people at open houses, floor duty, networking events and other prospecting activities. The first thing we must do is to input those we made a connection with into our data base. That data base should be separated into categories such as…buyers, sellers, or other. At this stage of the process, all of these people are only prospects with varying time frames for action. How you engage them is determined by their need. If they are looking to buy at some point you may want to send them listings in the neighborhood they like so they can get an idea as to what they can expect when they are ready to make a purchase. For a potential seller, think about sending quarterly comps so they can see how their neighborhood is trending.
Top of Mind is the Goal
At no time should you try to pressure them into action. Remember, these are only prospects. They may or may not ever need your services, but that is thinking too far ahead. Right now your goal is to keep your name top-of-mind so when they have a real estate need, you will be the agent they contact. It may take some time to build the relationship and it may take time before they are actually ready to act…so be patient…it’s not about you.
Time Well Spent
Have a solid marketing system in place so you can easily stay in contact with them. Search listings daily and send them a link to properties they might like. Doing these simple activities only takes a few minutes a day. Although you may be busy, I find it hard to believe you can’t spare 3 minutes to stay in touch with a potential client. I can’t tell you how many times someone told me they would buy in a year, and 3 months later we were going to settlement. Why? Because I sent them something they liked. I’d say that was time well spent.
Enjoy less stress by having smoother transactions by implementing these simple strategies today!
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In 2016, Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States.
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As an active Realtor licensed in three jurisdictions, I approach real estate training from a different perspective. With over 18 years in the real estate business, I teach agents what it’s really like to be a real estate agent.