Real estate agent are always trying to figure out the magic number for how many times they should follow up.

In this week’s video, Peter Lorimer of PLG Estates gives us his philosophy on follow-up.

I used to use the magic number six. If I tried to follow up with someone six times, and he or she don’t respond, I kind of gave up that person.

But I’m changing my mind on this; a client contacted me after six years of silence ready to buy, which has changed my mind a little bit.

Instead of counting those people out, separate your leads into four tiers:

A’s: People who are showing interest in buying real estate now.

B’s: People who are standing by.

C’s: Wait-and-see leads.

D’s: Everyone else.

Contact your new open house leads four times in the first week:

  1. The day you meet them.
  2. The next day.
  3. A few days later.
  4. And then follow up because it’s open house time again.

Don’t be afraid to piss people off. That fear will inhibit your success.

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