Fortune’s in the Follow-up…

Comments(0) By Brett Figueroa •October 29th, 2008

I’ve mentioned that many of these ideas and philosophies were going to be the basics. You can’t get more basic than follow-up, yet few will ever do it. The real fortune in a meeting, a sales call, or an interview is in the follow-up—the “what’s next” call, the opportunity call. Most get lost in thinking that the fortune was in the meeting or the call or the appointment. When I go into a coaching relationship with a realtor, the first source we mine for business is following-up on his past business, because a percentage of his past business will guide us to new business. Not all will guide us to new business, but many will, and the ones that do are the ones we count on. I have had some of my players do a “The Fortune’s in the Follow-Up” office presentation. The great part about follow-up is that it sends the right message and lets the world know you are a person of follow-through. This is another great way to separate yourself from the herd of other realtors in your neighborhood, as most have poor follow-though. This is a mind-set first, skill set second. In order for you to do follow-through, you must have it on your brain. I have seen people go totally high-octane with this—from screen savers to banners to tent cards that say the

“fortune’s in the follow-up” as a simple reminder to do what others are simply unwilling to do. Not that others don’t know how; it’s just they’re unwilling to do. The three basic rules to ones success…..FOLLOW UP…FOLLOW-UP AND QUESS WHAT? FOLLOW-UP. HAVE FUN!!