2015 PROSPECTING

 The Best Way to Get Your Prospects to Respond

You spend hours preparing and meeting with prospects that have expressed a genuine desire to buy real estate or sell their home and when you try to follow-up with them, you find that they have fallen off the face of the earth. This is usually a very frustrating scenario.

Many agents wonder when to give up on the client that doesn’t respond. The answer? NEVER GIVE UP! At least not until they tell you that they have already transacted their business with someone else or tell you to stop!

Why do people appear to behave so poorly especially after you’ve devoted a great deal of time and money on them? Once again, the answer is simple. It usually means the transaction, or your project, is no longer a 20% activity for them, at least not at the present time. We all know timing is everything. It could be that they have a pressing business or personal situation that is taking precedence over their purchase. It could also mean they are having genuine concerns about the purchase.

Remember, selling doesn’t begin until you get your first “no” or objection. Stay with this client by maintaining communication with them. If they don’t respond after several messages, think of something clever to say to get their attention. For example:

“John and Mary, this is Judie with the Luxury Real Estate Company, I’ve left you several messages and haven’t heard back. I’m getting concerned that you may have been abducted by aliens. Please give me a call so I know you’re okay.”

Most importantly, when your prospects accidentally behave poorly by not responding; THERE IS NO SUCH THING AS TOO MANY CALLS,E-MAILS, TEXTS OR CONTACTS!

Also, keep in mind that every prospect has a preferred way of communicating. If you have left several phone messages, try e-mailing them. If they still don’t respond, text them. If all else fails, send them a priority envelope with a short note, or just drop by their office or home.

You would be surprised how many contracts come together because agents are persistent and refuse to give up. It’s especially rewarding to “laugh all the way to the bank,” because you didn’t get annoyed. Also keep in mind that your prospects will feed off of your emotions. If you are happy and having fun, they will be too. If you are excited about the market and have lots of energy, it will be infectious.