Sales people who follow up consistently have a higher close rate than those who don’t, regardless of the industry. Depending on which statics you look at it takes between 5 and 7 touches on average before a real estate prospect is converted into a client, but many agents don’t follow up more than once or twice.
We all have people in our database who have fallen off our radar for some reason. They inquire about a property or we do a CMA for them, and then they go missing. We leave a couple of voice mails or emails but don’t hear back. We don’t want to “bug” them so we check them off the list and move on. Here’s the thing, though. The last agent who they talked with before they signed on the dotted line is going to get the business. Want it to be you? Be the last agent they talked with. Here’s how I manage my database… Continue Reading →