When "Call Me Back" Means To Start Planning

 

I have been updating some elements of the one-on-one coaching I do for real estate investors and brokers with a greater emphasis on the art of following up. It amazes me how many long-time residential and commercial brokers are not thorough when it comes to this important part of their process. The “They know I am here when needed” style of thinking rarely holds true no matter how strongly some real estate professionals think it.

When they are told “Call me back in three months”, many people will make a note to call them back months later while thinking the conversation would continue. As my valued clients and students know, it doesn’t work that way. Sending those people a recipe for apple pie or your headshot and contact information does not help them prepare to sell or buy a property. Knowing you “are there” is nowhere near the caliber of them knowing exactly what you are already doing to help them.

If he or she that tells me to call back weeks later is a current or potential client, it is time to create a plan specific to his or her situation. I might start the following week by sending them a comp which is favorable to their situation. The following week I might send him or her information about an upcoming or current project (construction, acquisition, etc.) in their region. I may come across a local sale or incentive (from an outside entity) which might be of use, such as a big sale on furniture appropriate for the property. Your research person should be able to come up with specific “reminders” to send out at least once every 10 days during the “3 months” before your official call back.

By that time, he or she does not just “know I am here”. They see how you are preparing to sell, buy, or provide whatever the subject matter you initially called about. In the event they are not really interested, chances are they will have let you know sooner rather than later. Their letting you know “sooner” may allow you to stay in contact. That scenario, likely keeps the door open for continued contact. You will be ‘remembered’ a lot more for your effort than blindly calling them back three months later to not have him or her so much as recall that they asked you to do so.

As a broker, your aim is to attract clients to hire you. Working within their timeline is a much more effective way to get hired than hoping they still remember you months later. It can make you “first in” on getting the deal!

 

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