Soulful Persistence vs Pushy Salesman

[Carol Kerr]

Ever since I've had my RE license I've struggled with the same dilemna.  At least I've finally found some folks who's perspective/opinion/advice I value on this topic.  What's the line between patient persistence and pushy salesperson. 

A little over a month ago I met 2 couples at an open house I was hosting.  Unfortunately the house didn't work for either couple.  Too expensive for 1 and too small for the other.  I felt like I hit it off with both couples.   One is an older couple who turn out to be parents of my neighbors across the street.  They currently live across town and want to move closer to their grandkids.  The other moved to Austin a little over a year ago.  They've been renting a house not far from where I live, are now month to month and want to buy a house.  They want their kids to stay at their current elementary school. 

Both said they are not currently working with a realtor and both gave me their emails and phone numbers.  I sent each an email the evening of the open house telling them how great it was to meet them, how I would love to earn their business and help them find a home in the area.  Since then I've sent them each a few houses I thought might especially meet their needs and called a few times.  I spoke with the older couple once and he seemed happy to hear from me.  But so far, no meetings and no showings. 

My dilemna is I don't know whether to keep contacting them or to let it go.  I so don't want to be a pushy salesperson, but I would also love to help them find homes in the area. 

So my questions to all you wise, soulful professionals is how do I follow up soulfully?  Or when do I know it's time to let them go?

[Jennifer Allan]

This is a great question. I don't have a perfect answer, but I'll tell ya how I handle it...

1.  It's really easy to forget about these backburner prospects, so I use the index card method. Ask me if you don't know what that is. But DON'T forget them!

2.  I put all backburner prospects on my SOI list, so that they get my monthly mass emails and any other mass SOI communications that I do.

3.  Try to get into the mindset that THEY need YOU, not the other way around. So that when you do contact them, you do so not out of hunger, but out of a sincere desire to help, if you can. It will make a difference in your tone and attitude.

4.  A technique a friend of mine uses is to call and after three voicemails, leave a final voicemail that says "I hate to think that I'm bothering you, so I'll leave the ball in your court. I'm here for you whenever you're ready!" She says people often call right back to assure her they haven't vanished, they just got busy,whatever.

5.  Along with the above, whenever you do have contact with them, be very low key about it - don't push them on the $8,000 credit or anything else - in fact, a little reverse psychology can work wonders. "I know you're not in a hurry, so just track me down when you're ready. I'm ready when you are!"

If a house comes up that is perfect for them, do call and casually ask if they'd like to run out and see it with you. Nothing formal, just being helpful and friendly.

[Susan Haughton]

I've had this happen and it's a tad frustrating when we meet someone with whom we really want to work. 

I had this happen a few weeks ago;  followed up a couple of times with no response, but then out of the blue, the prospect called, said he had been going to open houses in all of the communities I had mentioned as being possibilities for him and now he had narrowed down to one community and wanted to see whatever was available within certain criteria in that one community.  Wow, who doesn't love that?  A few days later, he was ratified. So, in his case, he wanted to do his own due diligence without an agent tagging along.  I am finding a lot of folks are like that - heck, *I* am like that!  LOL

We never know what is going on in other people's lives and I think as long as we're respectful and follow up with something of value, it's fine to keep trying...my approach is to go look at property in which they may have an interest, then contact them with "I just saw a house I think you may like, let me know if you'd like to see it" - I make it casual and try to sound as if it were strictly coincidental, so they don't think I'm out there looking for them specifically.  If they don't respond to that, then I figure something else is going on and I touch base periodically, but don't bug 'em. It's amazing how often someone pops up after a few months, even....

[Carol Kerr]

It's so funny... I had a first time buyer client earlier this year who after many hours/days/weeks of house hunting freaked and decided not to buy right now.  I've been following up with her every 3-4 weeks.  Just a quick email or call to check in and see how things are going.  No word from her since early August.   Just got an email from her thanking me for staying in touch and asking to meet and help her put together a plan to be ready to buy in the next year. 

Personally I think she would've been so much better off financially taking the plunge and taking advantage of the current interest rates and the $8K tax credit.  But SHE has to feel comfortable and that's what's important.  So someday I'm sure she will buy a house and it will be at the right time for her and if I'm patient and supportive I'll have a happy client for life which is my whole goal!

Thanks for all the encouragement.  Somedays it just feels like I'm p***ing in the wind...  Oops, did I say that out loud?    Have to apologize.  I grew up with 3 brothers and can't always help myself.