Follow Up: The Art of the Sale

Your sellers and buyers will be looking for a confirmation in their choosing you as a realtor. This specifically means that they will be looking for your professional opinion when it comes to properties, as well as recommendations. The best way to begin to help your client is by always following up. Here are a few of the basics to this simple skill that can gain you clients time and time again after your real estate license schooling.

 

Book an Appointment – When you think of follow-up, keep an idea in your mind of what you would like to accomplish. The main goal should be to make an appointment. An appointment gives you the opportunity to make eye contact, express yourself fully and get a feel of your potential client through body language. It is much easier to speak with a client and be upfront about costs, property value and expectations when they are looking you in the eye.
Let Them Go – Your time is the most important asset that you possess. Make sure to use it wisely. In this case, it is important to determine which person is worth the investment in your time. The best way to determine the intentions of the person is to continue to follow-up until a clear “no” is stated. This can help you to determine if it is necessary to spend more time on an individual that has no current or future intentions of working with your business. After real estate license schooling, it can be important to learn this lesson of when to move on and when to pursue. It is “The Art of the Sale”.
Determine the Need – There are a few important factors to consider when deciding if a person is in “need” of your services. If you answer yes to any of these questions, then it might be worth the extra follow-up.

“Does this person need your services?”

“Do they want your services?”

“Can this person afford to move forward?”

These questions are essential in determining if a person is willing and able to continue with a purchase or sale of property. If a person is not willing to commit to you verbally with wishes to continue forward, it might be time to let that lead go.
Have additional questions about what happens after real estate license schooling? Contact us today at KeyRealtySchool.com or check out the latest on our blog.