Follow-up is extremely important when receiving a lead and you need to have a system in place that can be activated from the moment you receive your first inquiry. What we often fail to realize is conversion can often occur after the fifth attempt to reach a lead, about the same time many of us give up. Don’t stop calling until they respond. Invite prospects to client parties, send holiday cards and create a monthly market snapshot -anything you can do to connect with the prospect until you get a reason to stop.
Thanks to Kimberly Cameron, CRS for another great tip. Kim is a broker associate with BH&G Real Estate Preferred Properties in Saint Louis, MO. Kim has been a CRS since 2008.