Follow-Up Systems

Ever wonder why a large majority of your prospects never call you back? As it turns out, in all types of sales, especially real estate, following up with potential leads is paramount to achieving that elusive sale.

According to renowned sales coach Jack Daly, an astounding 48 percent of sales people NEVER follow up with a prospect. A quarter of them stop at two contacts, 12 percent make three and only 10 percent are persistent enough to make three attempts at a possible lead.

Let’s compare these numbers with how buyers operate. Only 20 percent of all sales are made in the first four contacts while the additional 80 percent are transacted on the fifth interaction and beyond.

If you take a look at those numbers you’ll observe that there is a gap to exploit. Frequently contacting the right prospects and checking in is a way of reminding your leads that you are there. The goal is to stay fresh in their minds and be the first name that comes up when they think about real estate.

Often times we’re afraid to pick up the phone because we don’t want to seem pushy. Actually, if we don’t make contact then people perceive it as indifference. So now it’s time to get out there and follow your prospects. You’ll see that by staying in constant contact with your prospective buyers and sellers, sales will increase.

We’ll see you home.