The Art of The Follow-Up
By Pierre Mouchette | Real Bits
How long does it take you to give up on a prospect? Maybe you gave up the very first time they said no. The fact is that most real estate investors would be more successful if they had better follow-up skills!
Following up is the most important approach to the entire negotiation process. Not every negotiation necessarily has to be a sales transaction. Relationships with all kinds of people in the real estate industry require maintenance and check-ins occasionally. Your follow-up is still essential even if you close a deal on the first conversation. Any time you work with other people, you must strategize every follow-up to achieve your desired results.
It involves three skills:
Persistence - this first trait is vital since many real estate investors give up on themselves too early in the negotiations. By keeping a calendar and notes of whom you have talked with recently and what you talked about, you can effectively follow up with them as often as necessary to reach a conclusive decision.
Before you get off the phone with someone, schedule your next call. That way, the customer can be prepared with an answer, and you will have the opportunity to follow up. Most customers will appreciate someone who stays persistent, even if they did not win at first.
Caring - if you do it right, your constant check-ups with customers will make them feel you care about their needs. Build rapport with them rather than gusting through the facts. Keep a positive tone, remember and ask about personal details such as their family or interests, and express appreciation for their business or consideration. You can connect with people on a deeper level to let them know that they are more than just a transaction to you.
Consistency - when you connect with someone for a follow-up, try to make them feel like your last conversation never ended. Build friendly rapport and then pick up exactly where you left off. If you ended your last call by letting the person know their next steps, you should ask about them immediately during your subsequent call. Assess their readiness to close the deal by their dedication to the process. Good follow-up skills will allow you to close deals more quickly while making you appear polished, professional, and in control of any situation.
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