I think it was Woody Allen who said “95% of success is just turning up.” In other words just doing what you should do.
This is so true when it comes to always following up after a prospect makes an enquiry.
And yet it happens so rarely. Let’s take a case in point.
A friend of mine has decided it’s time to sell his aged mother’s property which is in a raging hot real estate area of Melbourne.
And maybe that’s the problem… perhaps the real estate agents there are just so busy already they don’t have time to follow up a prospective vendor’s enquiry.
In any event my mate rang three real estate agents telling them he was interested in selling the property. Each of them said they would immediately get some information to him.
Only one agent emailed, emailed you’ll note…. not delivered personally… some information and has not followed that up since. My mate never heard anything from the other two agents.
It’s not as if it was an insignificant opportunity…. the commission on the sale would be about $40,000. I would’ve thought it would have been worth chasing. However, he still has heard nothing and he wonders how good any of the agents would be at selling the property if they can’t be bothered following up. Would they behave the same to interested buyers, he wonders.
It’s an axiom of selling that you should, no, must follow up any enquiry until the possibilities are exhausted.
Personally, I’ve always believed that you should “Stay with a prospect until they buy or die”.
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