It is rare that a sale is made after just initial contact with a prospect, especially for any large ticket item or service such as real estate. Customers buy on their schedule and it is the job of the agent to stay in touch with the prospect during the sales cycle. Here are some ways to maintain contact throughout what can be a long sales process.

Make sure your message has value for the prospect
One of the keys to successful follow up is making sure your message has value. A contact, by phone, letter or visit that conveys “have you decided yet” is often intrusive to the prospect and seldom successful. A better message conveys “appreciation for your interest, response to questions or your interest in the prospect’s success” is better received.