Generating leads in real estate requires a lot of effort and making sure you are on the radar of any and all home sellers. Real estate agents need to always keep it in their mind that there needs to be a steady stream of leads coming in for them to have work coming up.
However, prospecting in real estate without any follow-ups is impossible. Follow-ups are necessary in order to ensure you constantly get leads coming in.
Before we learn more about follow-up strategies in real estate, let us look into what follow-ups are and their importance.
Follow-Ups In Real Estate
While follow-ups and lead generation are often interchanged as the same thing, they are quite different.
Lead generation involves contact with people who you have had no contact with before, in order to get them contracted with you.
Follow-ups on the other hand involve communicating with people who you have contacted before, but business did not happen then. However, follow-ups involve continuous communication with these people in order to ensure you can turn them into a lead in the future.
There are different ways of following up with prospective leads:
- Phone Calls
- Face-to-face
- Texting (SMS Messaging)
- Direct Mail
With different strategies being available and them being made easier as well with automated drip campaigns through CRMs, follow-ups are now an integral part of any real estate agent’s and investor’s arsenal.
A CRM or customer relationship management system is an all in one system that houses various different tools in order to help run a real estate firm and can be used individually by real estate agents for follow-ups. They have lead management systems in order to generate real estate leads, and most importantly automated drip campaigns for your follow-up systems.
The best CRMs for real estate agents involve systems that are designed by real estate professionals for real estate workers, in order to provide the most streamlined and optimized settings to generate real estate leads.
The Significance of Subsequent meet-ups in Land
Follow-ups are important when it comes to the world of real estate as already stated, whether you are a real estate agent or investor, it helps bring in more clients over a long period of time.
People in the real estate industry have often noticed and noted the fact that most people are not willing to sell their property on the first try, it often takes 3 or 4 or 5 attempts before they are finally ready to make their sale.
Which is why, it is important to note how important follow-ups can be in real estate:
Keeping Yourself Top Of Mind
When marketing your real estate services, you need to keep in mind that there are hundreds of others doing the same thing. Whether it be for real estate services or others, there are competitors out there who do the same, and if you fall behind, people will forget about you.
Having a consistent marketing campaign for at least 5-6 months is necessary because barely any people will be willing to sell on the first try, however, when they are ready, with your follow-ups through email, direct mail, SMS and phone calls, you will find that when they are ready, they will be willing to sell to you first.
Keeping A Track Of Circumstances
With a consistent drip of your follow-up, with whatever mechanism it may be through, you will be able to be on top of any and all changes that your prospective client has. Being informed does not only give you information on how to proceed moving forward, but you can also adjust your offers and close the deal accordingly.
Conversion Rate Maximization
A very crucial aspect of doing follow-ups is maintaining a communication line with your prospective clients. As already mentioned, the first try will not be enough with most people, thus, keeping your real estate marketing campaign going through and following up with them consistently will allow you to ensure that you are gaining the most amount of clients you can.
Trust Building
The constant communication being open has multiple benefits to it, as some already mentioned. With an open line of communication, you will find that people begin to trust you soon, especially if your follow-ups highlight your expertise as a real estate agent and how you can help them.
Conclusion
Overall, there are various ways to conduct follow-ups in the real estate industry, and it often is the reason that many people get an increased amount of conversions in their business. With there being multiple ways of doing follow-ups, you can also set up different budgets to find the type of marketing that helps your business the most, and focus on that.
However, it is important to remember that what your follow-up says is also very important. Just mentioning you are a real estate agent who is looking to sell their property – might not come off properly. Keeping a sense of understanding and building a rapport with your prospective clients is of the utmost importance.
