You don't have to be the best salesperson out there to succeed as a real estate professional.  You've heard it a thousand times before, but it's the truth: It's all about forging relationships, and that comes from one simple-but-under-utilized practice...following up with real estate leads. (For information on getting leads, you can visit http://www.getmyhomesvalue.com/real_estate_leads).



The follow up system that you create for your real estate leads is crucial to your success.  It is important to develop a system that is both effective and efficient. Time is the most prized possession we have and should be spent even more carefully than you spend money.

Your follow up system should utilize many different means.  Some people respond to means of communication that other people do not, so your follow up plan must feature a contact plan that includes phone calls, emails, in person visits, letters, etc.  Be creative, consistent and persistent.  There is no fool proof system. The key to success with real estate leads is persistence.

There are many extremely successful real estate professionals who are not the greatest salespeople out there. What makes them great is they have the drive, dedication, and perseverance to work the lead until they “buy" or “die". 

They do not give up after two emails with no response.  They do not give up after leaving 3 voice mail message and not getting a return call.  They do not give up without knocking on that person's door.  They are not afraid to call a potential client everyday, stop by their house, and do some of the unconventional tactics to close the deal.  They do not ask their sales manager for real estate leads, but rather make things happen themselves, treating every lead like it is gold. They believe that every lead is a great lead.  They do not take "no" for an answer.  They have the perspective that the sale “begins at no".

Following up with your existing clients that have their home under agreement with you is important as well.  It is important to communicate with your sellers and buyers on a regular basis.  Approximately once or twice a week is sufficient unless you are working through a tough situation, then communicating everyday or several times a day would be necessary.  It is not good to obsess about your deals in progress because it hinders your ability to get new clients.  Once the deal is under agreement let the other parties involved do their job to help get the transaction to closing.  A strong working relationship with a mortgage broker will ease a lot of potential stress during the process.

There are as many maps for success as there are agents, so it is important to educate yourself on different ways to follow up on real estate leads and develop a system that works for you.  There are literally hundreds of books written by top players in the real estate industry with good insights on follow up.  Many of these people relate their experiences dealing with leads and turning them into closed sales.

It's simple, really.  You just have to take time to plan.  A plan for the next twelve months is appropriate and would serve you best.  Develop a schedule as part of your plan.  Know exactly what type of follow up you will be doing each day and stick to your plan when it comes to working your real estate leads. 

It is very easy to get distracted, but it's also easy to set yourself up for success.  Put your follow up plan in your schedule and do not schedule another appointment in its place because you will get out of the habit of following up on a regular basis.  Treat your follow-ups as you would an appointment, because with real estate leads, your follow-ups today become your appointments tomorrow.