Following Up Made Me $50k this month.

[Russell Brazil]

I have a pretty simple process for selling houses. 2 of the things I do is every Monday morning, I call/email/text every agent that has shown the property in the past week, and every one that has come through my open house that weekend. The 2nd is I go back and do the same with anyone who has expressed even the slightest interest from the previous weeks.  Seems pretty simple. Lots of agents do this...but you would be surprised how many do not. How do I know? Because a very tiny minority call me for follow up on the properties Ive shown.

Well this month with my very simple follow up method, I was able to shake out multiple buyers or agents who had buyers for some of my hard to sell listings. Sometimes the 4P's method of selling a house works, (Put a sign in the yard, Put a lockbox on the door, Put it in the MLS, and Pray for an offer) but many times you have to put the work into finding a buyer or finding an agent that has a buyer for your property.  

This really goes for anything in real estate with leads, whether its selling a listing, buying a property etc, Follow up is key.

Ryan Serhant in his book lays out his system as Follow Up, Follow Through, and Follow Back. (Back meaning reaching out to old leads).  

[Steven Holiday]

I work in education.  I'm very passionate about cultural transformation, social justice, great movies, etc.  Yesterday, I had a great chat with a realtor, 20 minutes after I found out that the prop he listed was in counters and was a transaction between two chain smokers.  He also told me the ballpark terms they were working with.  That part of the conversation took south of 90 seconds.  For the rest of the 15 minute call, I found out I went to school in his hometown.  His grandpa used to hold public office in my hometown.  He operates 2 or 3 hours away from me, but I found myself thinking, "I'd sure like to do a deal with that guy."  

A real estate question transitioned into a chat between friends when he asked me, as a teacher, about the school down the street and the culture of the neighborhood.  Looking back, he sucked me in by "being a nice guy", but really he appealed to my ego.  That sounds shallow, but people dedicate their lives to medicine, law, grocery, childcare, whatever: that's their passion and a clear path to their trust and personal regard.  

The really successful people, in any field, are those who can really invest in every opportunity to build a connection, regardless of outcome.  I know it's much easier said than done, but I sure appreciate it when it happens.  

Thanks for sharing your journey!