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Follow up techniques

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By : Jacquelyn Marks    99 or more times read
A large portion of a Realtorģís business is follow-up on leads to generate more business and referrals, as well as to keep in touch with current and past clients. Having a database and client management system in place is essential to manage and follow up with your leads.

Ways to stay in touch

There are several ways to follow up and stay in touch with your database such as direct mail, email, newsletters, telephone calls, dropping by in person, taking clients out to lunch, sending birthday and holiday cards or throwing a special party, charity event or holding a seminar. By giving people information, asking them for help and offering free services, you can stay in touch with your leads.

Website leads

When you receive a lead from your website, you should respond right away. It is important to capture the lead immediately or they may go on to another agentís website and then you have lost them forever. Most leads who contact you on the Internet are at the beginning of their home searches or selling process. They may just be looking for an agent to work with by looking at several agentsí web pages. Itís up to you to make the next move and make contact. One thing you can do is some research and see if you can find out some more information about the lead from the information they give you by checking phone directories and reverse directories to make sure the information they have provided matches.

This way you know whether or not they are a genuine lead. If they are a prospective seller, you can check out the tax records to see how long they have owned the home and get information on comparative homes sales. This way when you do contact them, you sound knowledgeable about home prices in their neighborhoods. If you are working with a buyer lead, then you want to have all the information available about current listings so you can discuss homes and features with them or set up an appointment to meet with them in person.

Developing a system

Letís say you meet a new client at one of your open houses. You could call them the next day to give them information they asked for or make an appointment to drop by and meet with them in person and go over the information. Or, maybe you are prospecting for listings in your farm area. You could send a mailer, follow it up with a phone call or knock on their door, send some more information the next week such as market statistics, or a list of neighborhood restaurants. Then another telephone call the third week to ask for an appointment if they indicate they are interested in selling. Follow up with a thank you card or note after meeting with them. The important thing to remember is to be consistent with your system. This way you will capture more leads which turn into sale and referrals.

Putting clients first

Providing outstanding service and gaining your clients trust and loyalty will grow your business and increase your referrals. You will begin to generate more and more repeat business. Make sure you stay in touch on a regular basis with your clients, provide them with the most current information and return phone calls promptly. When it comes time for them to buy or sell, they will call you first.

Agents with the most conversion rates on their leads are the ones that follow-up on a regular basis and provide their clients with the highest level of outstanding service consistently. They go out of their way to provide information, whether or not they end up getting business from the client. is the internet source for real estate investors and homebuyers. Search foreclosures, preforeclosures, short sales, and rent to own homes.

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