All month we've talking about the little things that combined help you convert more prospects into closed deals. You know the subtle things that attract clients to you and then make them want to do business with you.
This week I we'll wrap it up and talk about the most important piece of this puzzle - following up.
We all try so hard to get someone to contact us but we miss that one key ingredient that gets him or her to do business with us. What a shame. I know it's human nature to want instant gratification but you have to realize that buyers will buy when they are ready to, not when we want them to.
So the key becomes follow up. I am not going to go on and on here telling you how important follow up is or the reasons to follow up. You know all that already, right? So instead let's dig in and talk about some ways to follow up.
Here are a few ideas you can implement right after you finish reading this article.
Establish a file folder system and create a folder for A-Z.
Use a three-part prequalification worksheet (one is included in our membership area at
Once a month we follow up with the agent and borrower to see where they are in the process and give them a rate update and a market update.
Each month they are sent our client newsletter.
The bottom line is that we are able to follow up with each prospect at least twice a month and if they are working on a deal we often speak more frequently.
If the client has found us on the web our system will follow up with them automatically for 90 days several times a week with various pre-programmed tips (from
Following up with past clients - and especially prospects is the most important and profitable function you can perform. Follow up and start watching your income go up as well!
Brian Sacks is the CEO of
