As a Nigerian realtor, one of the most crucial steps in the sales process is the follow-up.
However, many realtors struggle with it or fail to do it effectively.
The result?
Deals are lost, clients go cold, and the pipeline dries up.
If you’re facing challenges closing sales in real estate despite putting in all the effort, then the issue might be in your follow-up strategy.
In this post, we will explore 5 simple follow-up secrets that every Nigerian realtor needs to know, to convert leads into actual sales.
These strategies are proven to work in Nigeria’s real estate market, where competition is fierce, and clients often require multiple touchpoints before making a decision.
If you’re ready to elevate your follow-up game and close deals faster, check out this quick-result-driven ebook “CLOSE OR LOSE” for more insights on how to turn those leads into signed contracts.
Simple Follow-Up Secrets Every Realtor Needs to Know
1. Be Consistent and Timely with Your Follow-Ups
In the world of real estate, timing is everything.
A study by the National Association of Realtors shows that 80% of sales require 5 or more follow-ups, yet many realtors give up after just one or two attempts.
In Nigeria’s fast-paced property market, clients may not always respond right away or may be distracted by other priorities, but consistent and timely follow-ups can be the key to getting them back on track.
How to Implement It
Create a Follow-Up Schedule: Map out a follow-up plan immediately after your first conversation with a potential client.
Determine when and how often you’ll follow up, and stick to it.
Whether it’s after a property viewing or a first inquiry, stay on their radar.
Utilize CRM Tools: Customer Relationship Management (CRM) tools are invaluable for keeping track of your follow-up tasks and reminders.
Automating this process will help you avoid missing out on leads.
Set Reminders: Use your phone or calendar apps to set follow-up reminders. Whether it’s a call, email, or text message, make sure you reach out on time.
Pro Tip: Staying on top of your follow-ups shows professionalism. Clients respect realtors who are persistent without being pushy.
Get more advanced strategies for follow-ups in this ebook.
2. Personalize Your Follow-Up Messages
One-size-fits-all follow-up messages rarely work, especially in Nigeria’s diverse real estate market.
Every client has unique needs and concerns, and if you treat them like just another number in your sales pipeline, you may miss the chance to close the deal.
Personalization shows that you understand their needs and are willing to tailor your approach.
How to Implement It
Reference Past Conversations: Whenever you follow up, remind them of key points from your previous discussion.
For example, if they were interested in a property with a large compound, bring that up in your next message.
Use Their Name: A simple but effective way to personalize your communication is by using the client’s name in your follow-up message. It makes the conversation feel less like a generic sales pitch.
Tailor Your Message to Their Needs: For instance, if a client is particularly interested in the security of the neighbourhood, mention this in your follow-up and provide additional details or updates on that.
Pro Tip: People respond better when they feel valued and understood. Personalization will increase your chances of closing deals.
3. Offer Value in Every Follow-Up
In the competitive Nigerian real estate market, clients are constantly bombarded with calls, messages, and offers from other agents.
To stand out, you need to make sure your follow-ups offer something valuable.
Instead of just reminding them of the property, think about how you can enrich their experience.
How to Implement It
Provide Market Insights: In your follow-up messages, include insights about the property market in Nigeria.
For example, if there’s a price drop on a property, let your clients know.
Or share tips on home financing, the current property trends in Lagos, or information on property taxes.
Send Relevant Listings: If you come across a property that might interest your client, send them the details even if it’s not part of the original inquiry.
This shows that you’re going above and beyond.
Share Resources: Offer free resources like guides, checklists, or webinars about real estate in Nigeria.
You could even offer a quick property valuation for their current home.
Pro Tip: Providing extra value shows that you’re not just after a sale, but that you’re invested in solving their problems.
4. Use Multiple Channels for Follow-Ups
In Nigeria, potential clients are using a variety of platforms to communicate.
From WhatsApp and SMS to email and social media platforms like Instagram and Facebook, it’s important to meet your clients where they are.
By using multiple channels to follow up, you increase your chances of getting a response.
How to Implement It
WhatsApp and SMS: In Nigeria, these are the most popular communication channels for real estate transactions. After your initial call, follow up with a personalized WhatsApp message or an SMS.
Email: For clients who prefer a more formal approach, email is the way to go. Ensure that your emails are concise, professional, and contain useful information about the property.
Social Media: Social media platforms like Facebook and Instagram are increasingly becoming places where realtors showcase properties. You can also use these channels to follow up, engage with clients, and share updates.
Phone Calls: Despite the digital world, don’t underestimate the power of a personal phone call. Sometimes, a brief chat is all it takes to keep the deal moving forward.
Pro Tip: Use a mix of personal and professional channels to reach out to your clients.
Clients will appreciate your multi-channel approach and will be more likely to engage.
Learn how to optimize your follow-up strategy using the FOLLOW UP OR FOLD UP ebook.
5. Always Have a Clear Call to Action (CTA)
Every time you follow up, you must include a clear call to action (CTA).
Without a CTA, your client may feel confused about the next steps.
A CTA guides them through the decision-making process, making it easier for them to take action, whether it’s scheduling a viewing or signing a contract.
How to Implement It
Make It Specific: Instead of just saying “Let me know if you’re interested,” be specific. For example, “Would you like to schedule a viewing for this Saturday at 10 AM?”
Create Urgency: Adding a sense of urgency to your CTA can encourage clients to act faster. For instance, “This property won’t last long, so let me know if you want to secure a viewing this week.”
Follow Through: After sending your CTA, be sure to follow through. If a client shows interest, be quick to arrange the next steps or answer any questions they may have.
Pro Tip: Every follow-up should lead to a specific action. Without a CTA, your client has no reason to act.
FAQs
What is the best time to follow up with real estate leads?
The best time to follow up is within 24 hours of your initial contact. After that, follow up consistently but not too often, so you don’t overwhelm the client.
How many times should I follow up with a real estate lead?
It’s ideal to follow up at least 5-7 times before deciding to stop pursuing the lead. Each follow-up should offer value and a clear next step.
Should I use WhatsApp for follow-ups?
Yes, WhatsApp is a highly effective platform for follow-ups in Nigeria, as many clients prefer this method of communication for real-time responses.
What should I say in my follow-up emails?
Your emails should be professional, concise, and personalized. Include property details, market updates, or answers to questions the client may have asked during previous interactions.
How do I handle unresponsive clients?
If a client goes silent, continue your follow-ups with a friendly reminder or a useful piece of information. If they still don’t respond after several attempts, consider moving on.
Conclusion
In the Nigerian real estate market, consistent and effective follow-ups are often the difference between closing a deal and losing a client.
By personalizing your approach, offering real value, using multiple channels, and incorporating a clear call to action, you can significantly improve your follow-up strategy and close more deals.
If you’re serious about turning your leads into clients and closing sales faster, check out this ebook “CLOSE OR LOSE”, which contains step-by-step strategies to master follow-ups and close deals consistently.
Stop letting valuable opportunities slip through your fingers—use these follow-up secrets to increase your sales success today.
Simple Follow-Up Secrets Every Realtor Needs to Know by DIYLanzy.
