Position yourself to be THE person who a seller will sell their property to if and when they get to the point where your offer makes sense. Most sellers are just as disorganized as you and I. As soon as they get off the phone, they move on to the next thing and before they know it . . . they’ve either forgotten that you exist all together or they can’t find your information to call you.

That brings us to a very important question . . . How do you follow up on your seller leads?

3 Step Action Plan to Effectively Following Up with Seller Leads

Step 1 – Ask the Seller if They Would Like to be Added to Your Follow Up System

There is no reason to follow up with someone that doesn’t want to hear from you. If I know by the end of my communication with a seller that we are not right to work together then, I will simply say, “Doesn’t look like we are a fit to work together right now. Hopefully you’ll be able to sell the property but who knows in this market. I’ll tell you what I can do, would you like for me to add you to our follow up system and give you a call down the road sometime? . . . Great, when would you like for us to give you a call back?”

I usually let a homeowner define the time frame when we call back. Do whatever makes sense to you.

Step 2 – Determine How to Track Your Follow Up Call Schedule and Seller Information

There’s nothing worse than following up with a seller and not having any information on their property or their situation (and not remembering it either). You need to decide exactly how you are going to keep up with both of these pieces of information.

When you call back exactly when you say you would and remember all the specific details about the seller and their personal circumstances, watch out! It’s powerful!

Expect to be thanked many times over for caring so much and remember that Lou said 60 % of his deals come from following up with old seller leads.

Step 3 – Make the Call and Rebook the Next Follow up Call if Need Be

When making the call, simply reintroduce yourself and say something like, “Joe, hey this is Patrick Riddle. I spoke with you x-time ago about your property for sale and am just calling you back like I said I would. Did I catch you at a bad time? . . . Good. I guess you’ve probably already gotten the property all squared away and sold, right?”

Simple as that.

By following this simple advice, you maximize the return on marketing dollars you’ve already spent, save on marketing dollars you didn’t have to spend, and stand out from the crowd in the eyes of everyone you work with.