Following Up Made Me $50k this month.

[Russell Brazil]

I have a pretty simple process for selling houses. 2 of the things I do is every Monday morning, I call/email/text every agent that has shown the property in the past week, and every one that has come through my open house that weekend. The 2nd is I go back and do the same with anyone who has expressed even the slightest interest from the previous weeks.  Seems pretty simple. Lots of agents do this...but you would be surprised how many do not. How do I know? Because a very tiny minority call me for follow up on the properties Ive shown.

Well this month with my very simple follow up method, I was able to shake out multiple buyers or agents who had buyers for some of my hard to sell listings. Sometimes the 4P's method of selling a house works, (Put a sign in the yard, Put a lockbox on the door, Put it in the MLS, and Pray for an offer) but many times you have to put the work into finding a buyer or finding an agent that has a buyer for your property.  

This really goes for anything in real estate with leads, whether its selling a listing, buying a property etc, Follow up is key.

Ryan Serhant in his book lays out his system as Follow Up, Follow Through, and Follow Back. (Back meaning reaching out to old leads).  

[Russell Brazil]

@Caleb Heimsoth great question.  I have a little bit of screening criteria. First and most importantly, they have to be willing to meet me in person.  Youd be surprised how many people contact me, but then feel they are too busy to meet in person.  That probably weeds out 80% of people that would be time wasters right there.

Then there are some people, who know exactly what they want and have realistic expectations. "I want a 4 bedroom in X neighborhood that rents for $2500 a month.". Those people, they know what they want, so they are usually good to go.

First time flippers, I almost always pass on now, as 99% of them wont pull the trigger, and if they do, they usually wont take your advice and will go down in flames.

Then you have the legit people, who are scared and need the hand holding.  They dont know exactly what they want...and here, this is usually just a matter of making that decision, do I think they will buy at some point, or will they be too scared to pull the trigger.  This is usually a gut feeling (and Im not 100% accurate on this.) This usually comes down to whether they seem to have their life together.  Are they investing in stocks as well, are they saving money, are they taking other actions to improve their life financially.  Those usually get over the hump to buy.