17 August 2018
Every top performing real estate agent knows, “the fortune is in the follow-up.”
This is because effective follow-ups are the key to turning clients into lifelong sources of real estate referrals.
One could argue that the most critical period for follow-up is within the first 30 days after your clients have moved into a new home. During this time, they will decide whether they have made the right decision or not. And it’s during this 30-day period that even one tiny little problem — a utility hook-up delay, for example — can impact that answer. That’s why following up is a must during this period.
Here are the three follow-ups you need to make in the first 30 days after your clients move in:
The first follow-up should be made the day after the move. Call or visit to find out how the move went, and to ask if they have any questions or concerns. If there’s a problem you can help resolve, getting on top of it right away will build loyalty.
The next follow-up should be a week later. At this point, your clients are settling in. Again, ask how things are going and let them know they should call if they have questions or need help.
Finally, call or visit at the 30-day point. By this time, your clients will likely clue into the fact that you are a sales associate who cares. They’ll be glad they hired you and will be more likely to recommend you to others.
After these three follow-ups, it’s important to make sure you continue to keep in touch with your past clients if you want to maximise your referral-based leads. This is where a solid marketing communication strategy falls into place. Keep in touch via multiple platforms at the right intervals with compelling messaging. A Real Estate Marketing Success System will make keeping in touch a breeze and help ensure those real estate client referrals keep rolling in.