How to Follow Up Leads and Close Deals
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by Nina Tambal
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Sep 28, 2022
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General
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Every real estate professional knows how important leads are in the business of renting.
You get to encounter and interact with potential tenants of different backgrounds, ages, genders, ethnicities, and so on. This is a wonderful perk, of course, but how do you go about following up with them?
What are the most efficient ways in checking in on your leads? How can you improve your ways of working in terms of this aspect?
Well, here are five effective ways to follow up on leads. Read on to create a foolproof follow-up routine or solidify your existing one.
1. Sort your leads
Get organized and categorize those leads!
You can write them down in a notebook you always carry around or type them up in a Google sheets file and save it to your drive.
Either way is good and from there, you can sort your leads according to their rental budget, location, preferred number of bedrooms, or any other category you deem necessary.
Most leasing professionals will be handing multiple properties, so organizing leads this way can help in following up.
2. Maintain multiple follow-up channels
There are many modes of communication these days. Some leads will be more active on WhatsApp, some on Viber, others on Messenger.
While the conventional text message is the safest way to follow up with them, the reality is that majority of leads are more active in the aforementioned chat applications.
Especially foreign renters. Having these apps onhand allows you to keep a diverse pool of leads.
3. Organize schedules of follow-ups
So, you’ve sorted your leads and you’ve installed your messaging apps. Now, it’s time to organize your calendar for your follow-ups.
This is so you can avoid scheduling calls with numerous leads at the same time and day. Also, it helps to know just how many times you’ve followed up with certain leads.
For example, if you had a call with a lead yesterday, you would want to schedule a follow-up a week or so after.
Or if they had specified a timeframe in mind, like three or four days, you can pin down a date according to their request.
4. Communicate with empathy
Empathy goes a long way. You want to be able to connect with your leads (with boundaries, of course), because at the end of the day, they’re human beings with their own stories.
Listen to their asks and needs, then provide solutions for them based on what you can offer with your unit.
Versus bombarding them with the features of your property in comparison to others and the benefits of them signing with you specifically.
Meet them halfway and show that you care about their rental circumstances.
5. Assess calls and conversations
All that said and done, it’s important to evaluate how you did with your calls and conversations.
Which phrases or statements resonate with a lead? Which ones don’t? Is small talk necessary or not? What chat apps work best and which aren’t as effective?
This will help you continuously grow as you move forward. There’s always room for improvement no matter how small or big.
Also, it wouldn’t hurt to give yourself a pat on the back when you do great too. Celebrate those wins!
Final thoughts
That’s about it.I hope that these tips have been insightful. Feel free to use them as you see fit.
Remember that leads come and go. What’s most important is that you always put your best foot forward when dealing with them. Everything else will follow.
So, prepare to get the ball rolling and upgrade your follow-up strategy today! Because there is no way but up from here.
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