Real estate agent are always trying to figure out the magic number for how many times they should 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:
- The day you meet them.
- The next day.
- A few days later.
- 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.