As a business owner I often look back at lost opportunities and question the reasons why certain things were not done."? The most glaring is follow-up."? Break this down between follow-up before, during and after the transaction."?

Do we follow-up before the transaction with potential leads either immediate or future."? Essentially, how do you communicate with a lead until they are committed to working with you?"? This would be a given if we plan on having any closed transactions."? The methodology, which we use to follow-up with leads, is topic for a later jaw."?

Let's assume that we have our willing and able seller who has signed the proverbial dotted line to list their home."? What type of follow-up are we doing during the process?"? Years past agents may have sent the ads that they had run or an MLS printout."? Additionally, many agents would call their listings on a regular basis."? Today we have websites and talking houses and virtual tours."? We may list the house in multiple areas or place in a variety of different magazines."? How are we communicating all of the work we are doing for our client"??

Once an offer has been received what are we doing to make sure our client has knowledge of the important dates and requirements to properly close the transaction?"? Do we provide our client with a list of dates or merely expect them to pull it off the contract"??

If you read feedback surveys from people that have listed and SOLD their property, feedback is continually the worst rated portion of the service provided by the agent."? If we supply poor communication during the listing period why should we expect to receive referral or repeat business from these individuals"??

Finally, after the property has closed, what do you do?"? For many agents this is a black hole of shoulda-woulda-coulda."? Do you send a thank you?"? Do you send a survey?"? Do you schedule follow-up calls 1, 2 and three months after closing?"? How about sending a copy of their HUD statement at the end of the year for tax purposes"??

Evaluate your follow-up procedures and ask how you would like to be taken care of after a major purchase."? These are the features that clients look for when recommending real estate services to their friends and family.