1. Push-Pull
One approach in communication is to lead with value before you ask for info. What does that look like?
Say you are following up with a potential client (ideally by phone) try this format on phone, SMS or email:
Hi <OWNER>
Quick update, a property around the corner from you just sold (discuss details)
By the way where are you at with your plans?
2. Double-Check
Never miss an opportunity to follow up with an owner. In this case you've received a query for a specific property feature that you are not 100% sure about, which prompts you to reach out.
Hey <OWNER>
Quick question, can you remind me of the layout again? Describe the fencing? How many off street parks are there? What are the bathroom configurations?
Your goal is to create dialogue. Following up with intent keeps you top of mind without being pushy.
Once a conversation is flowing, transition back to the owner's criteria and motivation.
And were you looking for anything else besides a modern home close to transport?
How is your time-frame looking at the moment?
Remember a lot of impact is in the subtext:
- Use open ended questions to show you are an active listener
- Create a strong impression by demonstrating you are active, busy, and talking to customers
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