Follow Up

Studies have shown the more you follow up, the more you’re apt to make the sale. Always, always, ask for permission to call and/or write before following up with a prospect or resident.

If you make an appointment with a prospect, follow up and confirm that appointment. If they make the appointment the day before, it’s perfectly acceptable to call them on the morning of to leave a message, “”Hi Joe! Looking forward to seeing you today at 1 p.m. Our first stop will be that 2BR overlooking the pool I mentioned yesterday. I know you’ll like it. See you at 1 p.m.!”

So what do you do if you’ve done everything right – followed up on time, made the presentation, received buying signals and interest from the prospect, and she still isn’t getting back to you? There really is only ONE reason – just kidding! There could be tons of different reasons! So you need to find out exactly what’s going on.

People get busy. They could be on vacation. They could be in analysis paralysis. Sure, they may not be interested. But you need to find out.

After an appropriate time period, leave a message or send a note saying something like this:

“Hi Joe, I’ve called a few times about the apartment you were interested in and I haven’t heard back from you. I hope all is well – and if I don’t hear back from you, I’ll assume you found a new home elsewhere. I’ll leave the ball in your court. I really did think we had a good match, and you are welcome to call any time. My number is ...”

Stay in the game. Keep following up. Keep your positive attitude. And you’ll close more sales.

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