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Real Estate Investors: How to Set Up a Follow Up System to Get Sellers to Call You

By Michel Lautensack

Republish: EasyPublish™ Published: 04Oct2009 Word count: 493 Viewed: 327 time(s) Get Free Content For Your Site

Follow Up with a Phone Call

Somewhere in that sequence of follow-up I would really recommend that you do a phone call, but not right away - particularly if they're not a high-motivated person. Definitely on the fourth or fifth contact, about two weeks out, follow up with a phone call so they remember your voice and you stay in front of them.

After that call, you continue to stay in front of them with various pieces, but the sequencing of the various contacts starts to slow down a little bit. Maybe every three weeks at that point. If you want to do every month, that would be fine.

Send Something Out

Over the next four to five months I would suggest that you just send something out on a monthly basis. For the first six months, you may be sending out anywhere from five to eight pieces. One or two of them may even be a phone call.

Each thing is either an email, a letter, a phone call, a newsletter, a flyer, or you could even invite them to another meeting if you want. You could say, "You mentioned you were thinking about selling in six months. Would you like to get together again and have another meeting?"

Again, be creative. Some of this will be dependent on the situation. Make sure you have a system in place and its constant follow-up.

After the six months you start to really spread it out. You can go out every three months. At that point, it really becomes just enough that you stay in front of them. If you have a monthly newsletter, just keep them on your monthly newsletter list so they're getting a piece of mail from you every single month. Your name and your company are staying in front of them on a fairly repetitive basis.

That is a very good system that will make sure that you are going to get as many of those follow-up sellers call you at some point down the road. The whole plan is for you meet with them. It's not quite the right time. Something's not quite right. You follow up. You follow up. Month three goes by. Month four goes by. Month five goes by. All of a sudden, your phone rings.

"Mike, it's Joe again. Remember we met six months back? I was telling you about my Aunt Sally and all this. Now Aunt Sally's passed away and I finally got the house. Now I need to sell it." Now you're the guy. You're there. You're ready to do the deal. That's the call you want.

I guarantee you 95% of real estate investors never get that call because they give up and that guy will end up having to find somebody else in that fifth or sixth month. He'll start the process brand new, but at that point he's motivated.

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