{"id":326,"date":"2023-02-22T16:14:14","date_gmt":"2023-02-22T16:14:14","guid":{"rendered":"https:\/\/agentskills2.dvsrvr.in\/?p=326"},"modified":"2023-02-22T16:14:14","modified_gmt":"2023-02-22T16:14:14","slug":"the-forgotten-art-of-the-follow-up-how-to-keep-prospects-engaged","status":"publish","type":"post","link":"https:\/\/agentskills2.dvsrvr.in\/?p=326","title":{"rendered":"The Forgotten Art of \u2018The Follow-Up\u2019 – How to Keep Prospects Engaged<\/strong>"},"content":{"rendered":"\n

Last RAM, I described the Absurdly Simple System to Keep Track of Prospects<\/a>.<\/p>\n\n\n\n

Now, let\u2019s discuss how to keep your prospects engaged. <\/p>\n\n\n\n

By the way, if you haven\u2019t set up the Absurdly Simple System<\/a> yet, it takes all of 47 seconds, so go ahead and do it now. I\u2019ll wait.<\/p>\n\n\n\n

____________________<\/p>\n\n\n\n

Welcome back!<\/p>\n\n\n\n

Now that you\u2019ve got a list of prospects, and you know how to sort and prioritize them and record your interactions, what next?<\/p>\n\n\n\n

You\u2019ll want to maintain a regular dialogue with each prospect, without <\/em>coming across as a salesy slickster. Right? <\/p>\n\n\n\n

Yes! So first things first. Set up ALL your prospects on a Web Portal or Automatic Notification System.<\/p>\n\n\n\n

You\u2019ve already done this? OK, but you\u2019re probably doing it wrong. Here\u2019s why:<\/p>\n\n\n\n

1. You\u2019re only sending active listings. So, your prospects have no idea about the pending and sold properties. Think about it. Why NOT give them ALL the information? This way, they\u2019ll be better informed and start to get a feel for the market. How can this be a bad thing?<\/p>\n\n\n\n

2. You\u2019re only sending the information to buyer prospects. Why not sellers, too? Yes, I have EVERY one of my sellers (and seller prospects) set up on a Web Portal, so they can see exactly what is happening within their geographical area and price range, including new listings, price adjustments, pending and firm sales, terminations, expiries, everything!<\/p>\n\n\n\n

The above system is the foundation for further communication with your clients. These emails go out automatically, so they\u2019ll hear from \u201cyou\u201d regularly. Make sure you get copied on every email, so you can be on the watch for good\u2019uns. <\/p>\n\n\n\n

If you don\u2019t have all your clients on this system, what a great \u201cexcuse\u201d to contact them! Simply explain the parameters and how it works. Nobody EVER says no to receiving this valuable information. <\/p>\n\n\n\n

Now that you\u2019ve got everyone set up on a search, the search itself can be a catalyst for further engagement with your clients.<\/p>\n\n\n\n

Here are a few examples for buyer clients:<\/p>\n\n\n\n

1. \u201cThis new listing seems to check most of your boxes. Please let me know your thoughts and if you\u2019d like to book a showing. Thanks!\u201d – This demonstrates that you\u2019re watching out for them. You\u2019re not just sitting around waiting for them to contact you.<\/p>\n\n\n\n

2. \u201cThis one looks good, but it backs directly onto a busy roadway. It seems like the listing agent forgot to mention that!\u201d – There\u2019s absolutely nothing wrong with pointing out negatives on a property. This builds trust by demonstrating that you have their best interests at heart.<\/p>\n\n\n\n

Aside from commenting on potential listings, here are a few other \u201cexcuses\u201d for contacting your clients:<\/p>\n\n\n\n

3. \u201cHey, I want to ensure you\u2019re okay if I add you to my monthly newsletter list. It goes out on the first business day of every month and always includes some interesting content. So please let me know!\u201d – Always ask for a response whenever appropriate. <\/p>\n\n\n\n

4. \u201cHey, I\u2019m noticing that the market is getting really tight in your price range, with unusually low inventory and strong demand. This means that there will be strong pressure on prices to rise over the next while. Please call me if you\u2019d like to discuss this further.\u201d – Demonstrates that you are a professional keeping a close eye on the market on their behalf. <\/p>\n\n\n\n

5. \u201cHey, I just thought I should check in to ensure we\u2019re still on track. Please let me know if there are any changes you\u2019re considering after our initial discussion. Thanks!\u201d – If they don\u2019t respond to this, it\u2019s probably time to text or call them. <\/p>\n\n\n\n

In the interest of saving space, I\u2019ll leave it to you to think of more of your own \u201cexcuses\u201d for contacting both buyer and seller prospects. You get the idea. Keep them engaged by demonstrating that you\u2019re working and thinking about them.<\/p>\n\n\n\n

It\u2019s a great idea to keep a list of ideas handy, so when you\u2019re reviewing your Prospect List, you can just pick one. <\/p>\n\n\n\n

By the way, I usually send these messages by email. If you don\u2019t get a response every time, don\u2019t worry about it, so long as they respond sometimes<\/em>. If not, there\u2019s nothing wrong with sending a text, \u201cHey, I haven\u2019t heard back, so I just want to ensure you\u2019re receiving my emails(?). Please let me know!\u201d<\/p>\n\n\n\n

Now here\u2019s the most essential part. You must review your Prospect List regularly and keep it up-to-date. If you\u2019re faltering on this, I suggest you re-read the Habit-Stacking<\/a> RAM from last month.<\/p>\n\n\n\n

By the way, if you\u2019re having any trouble figuring out the parameters of your email notification system, there\u2019s an art to it, and it\u2019s easier for me to explain, so just give me a call (403-973-9730). <\/p>\n\n\n\n

(See what I did there?)<\/p>\n\n\n\n

Before you leave, please do me a massive fave and forward this RAM to ANY other agent you know who might appreciate this type of down-to-earth, real-world advice, and ask them to sign up below.<\/p>\n","protected":false},"excerpt":{"rendered":"

Last RAM, I described the Absurdly Simple System to Keep Track of Prospects. Now, let\u2019s discuss how to keep your prospects engaged.  By the way, if you haven\u2019t set up the Absurdly Simple System yet, it takes all of 47 seconds, so go ahead and do it now. I\u2019ll wait. ____________________ Welcome back! Now that […]<\/p>\n","protected":false},"author":1,"featured_media":327,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[10],"tags":[],"class_list":["post-326","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-4-the-follow-up"],"_links":{"self":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/326","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=326"}],"version-history":[{"count":0,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/326\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/media\/327"}],"wp:attachment":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=326"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=326"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=326"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}