Are you in control of the conversation flow with your buyers and sellers? Today I discuss how to eliminate the fear and resistance on when is the right time to make your follow up calls. How do you ensure you keep the ball in your court?
Click to watch the video or simply read the transcript below for today’s tip.
Caroline Bolderston, real estate coach with a coaching on the go moment.
How to set the expectations
I’ve just wrapped up a coaching session and I wanted to share with you something that I feel is really vital when it comes to you managing how you handle your follow up.
This is all about expectations being the answer.
What I mean by this is how do we eliminate the resistance to making a follow up call. How do we cut down the thought that goes into when the right time is to follow up with somebody who hasn’t responded to your last message, voicemail, email or SMS.
The simple answer is this, you have to keep the ball in your court.
What to say in a follow up call
This is all about you being on serve when it comes to playing the game. I use the tennis analogy because I want you to stay in control of the flow of conversation.
Next time you are leaving a message or following up in an email;
- Set the time frame
- Expectations – You will try again if you don’t hear back.
It could go as simply as this;
“Hey give me a call when you have a moment so we can follow up on this. And if I haven’t heard from you by 5:00 o’clock on Wednesday, I’ll give you another call and see if we can catch up”.
What you’re doing here is letting them know that you want to hear from them in the first place.
If they don’t find the time or if things get busy for them and they don’t manage to get back in touch with you, you’ll be keeping the ball in your court and you’ll be calling them again.
If you have a genuine desire to serve your clients, work hard and become the best you can be contact me via the section below to discuss how coaching can work for you.