Communication is Key!

One of my biggest pet peeves is when someone tells me they are going to do something and they don't.  Interestingly enough, the number one customer complaint about real estate agents is that we don't follow-up.  Most of us are great at following up on leads, because if we don't, that will cost us new business and money.  Failure to follow-up with past clients costs us referral business.  If you are serious about increasing your production, you may want to think about how well you follow-up with your clients. 

Following up with sellers is one of the most important things an agent can do.  Unfortunately, this is one area in which agents tend to drop the ball.  When you first get a new listing, you are excited and it is easy to stay in touch.  But what happens when that listing doesn't sell?  Do you dread contacting the seller like most agents do?

Here are some tips for preventing this from happening to you.  First, at the beginning of the listing, tell the sellers that you will be updating them weekly by email or privately on one of the social networking sites such as Facebook with the following items:
The number of showings in a given week

1. The number of property views on the websites your company syndicates to
2. Any broker feedback about showings
3. Any new listings in the same market area that compete with their listing
4. A list of properties in the same market area that have gone under contract
5. A list of properties that have closed in the same market area and their closing details

Some sellers insist on being contacted by phone.  This is fine.  Leave a message on at their home when they are at work, or try Slydial to leave a message on the mobile phone.  The main point is doing the follow-up.  If the seller really needs to speak with you, they will contact you.  And if they do contact you, REPLY IMMEDIATELY.

Remember, do what you promise and follow-up regularly and you will have a happy seller and hopefully more referrals!

Brandon L. Penny
bpenny@fmrealty.com
http://www.facebook.com/fonvillemoriseydurham
(919) 402-1201