Find Reasons to Follow Up

May 19, 2010 by Shirleen Von Hoffmann Leave a reply »

This is probably one of the most important, easiest piece of advice I am going to give you. Are you listening?

While you have the prospect in your office, find out all about their needs, their wants and their personal lives. Then make sure you write that information down. Why you ask? Of course the first answer is so you can sell them what they need but the second is, So you can follow up.

By knowing, what they are interested in and what their needs are just that alone will give you loads of reasons to follow up with them. In other words they have a problem, you have to find out what that problem is so you can sell them a solution to the problem.

They like golfing, send them your community info on golfing.
They like baseball for their kids, send them your community baseball teams.
They hate commuting; tell them why your community is so convenient.

It’s endless what you can do with great information you collect from your prospects.

When you follow up with valid, personal information that addresses their needs, it says, “They remembered me”, “They are different from the rest!”

Even if someone was totally turned off by your homes, you can follow up with a Thank You and a referral flyer for their family and friends. Who doesn’t want to make some referral money?

From our research, we find that only 1 in 30 agents are following up. Therefore, this is an excellent way to stand out from your competition. It’s also an excellent way to impress prospects so they buy from you, therefore making more money! Who doesn’t want more money in this market?

Remember right now with traffic counts so low, we all have to start maximizing those prospects. Your livelihood depends on it.

Here’s your new mantra and follow up song!
When you’re busy…follow up, when you’re bored…follow up, when you’re tired…follow up , When you’re ignored…follow up, when you’re at the top of your game…follow up…when you have nothing on your mind…follow up consistently and your sales will blow your mind!
Be the best – stand out from the rest and watch your sales grow!  Find Reasons to Follow Up.

Order our Follow Up CD Package

Happy Sales!

Be Sociable, Share!

One Response

  1. Del Barbray says:

    I agree with you, Shirleen that the successful new home sales people follow-up with their prospects and buyers on a regular basis without fail. I know from personal experience that follow-up is a very important part of my job as a new home sales person and that it pays big dividends such as more sales and more referrals if it is done on a regular basis.

    You do need a reason to follow up so a new home sales person must discover why their prospect wants to move, what their prospect likes to do in his or her spare time, where the prospect works, etc. in order to come up with reasons to follow-up with that prospect on a regular basis. If a new home sales person does a good job of asking the right discovery questions and writing down the answers to these questions then he or she will have plenty of reasons to follow up with their prospect.
    Thank you for the reminder to follow-up, follow-up and follow-up.
    You do a GREAT job.
    Del Barbray

Leave a Reply

Footer Image