We’ve all heard it a million times: follow-up is key to success in any business. Yet so many agents in the real estate industry often overlook this important tool, or fail to use it effectively. Here are three reasons why follow-up is critical to real estate agents, and how you can use it to boost your business to the next level.
1. It shows your clients you care – When I was a practicing attorney, I dreaded having to deliver bad news to a client, no matter how small. Yet I quickly learned that regardless of whether I had good news, bad news or no news at all, it was imperative that I follow-up with my clients each week so that they knew I was on top of their case. This idea applies just as easily to real estate. At the end of the day, your clients want to know that they haven’t been forgotten, and the easiest way to do this is through follow-up. Whether it’s a phone call, email or text message, it’s important to “check in” and let your clients know that you’re on top of things.
In doing so, it’s also important to determine which type of communication works best for each individual client. Some people prefer a good old-fashioned phone call, while others are partial to e-mail. Some people hate text messages (gasp!), while others don’t check their voicemails. Your best bet is to ask your client the best way to reach him or her from the get-go. And it should go without saying that if you are unable to reach your client, follow up again (later that day or the following day) to confirm that your message was actually received.
2. It will make your job easier – We all know how quickly the real estate market moves; the industry is so fast-paced that it’s easy for things to get lost in the shuffle. If you fail to follow up with a client for a few days (or, even worse – weeks!), your client could be missing critical information that may affect his or her goal. In turn, this can ultimately make your job more difficult.
For example, let’s say you’re working with a young married couple looking to buy their first home. They tell you that they want a three-bedroom single-family home in the suburbs. You spend hours on the MLS looking up properties and making phone calls to get information from the listing agents. You get sidetracked with other business and a week goes by before you check in with your clients. When you finally speak with them, they tell you they’ve changed their minds and want to look at condos instead. Had you followed up earlier, you could have saved yourself hours of precious time.
3. It will come back to you threefold – Few agents realize that the job doesn’t end at the closing table. You can convert a buyer or seller into a “client for life” by remaining in contact long after the closing. Any easy way to start is with a simple phone call, letter or e-mail after the client takes possession, to ensure that they are satisfied.
That type of follow-up shows dedication to customer service, and tells your client that you’ll do what it takes to make him or her happy. In turn, this not only helps to keep the client’s future business, but it also provides agents with the opportunity to build a referral business. A client is much more likely to refer you to their friends and family if they’re pleased with your performance. Follow-up is a quick and easy way to accomplish that.
Lindsay S. Rubens, J.D., is a Realtor with Avatar Real Estate Services, LLC in South Miami. She can be contacted at:
Office: 786.406.1516 x321