You met with the seller, sent your pre-listing presentation, toured the home, and now you’re waiting for them to decide if they will choose you. What’s next?
It’s vital that you follow up after a listing presentation—and to do so effectively. Remember, a crucial factor in a listing presentation’s success is the timing and quality of your follow-up. Think of the follow-up as an extension of the listing presentation itself.
Why Follow Up After Presentation?
Following up after a listing presentation is crucial to turning a potential client into a permanent client! Promptly following up with answers to their questions, addressing objections, and reiterating why you’re the right person to sell their home leaves a lasting impression on the seller.
Winning this listing is essential for your future business. A successful listing can generate more referrals, more deals, and more opportunities for you down the line. That’s why taking extra steps to ensure you win the seller is so important.
But how exactly do you follow up after a listing presentation? Let’s dive into the best practices.
Listing Presentation Follow-up Best Practices
Keep in mind the following best practices when following up on a listing presentation:
Send a follow-up email after the in-person meeting
The best way to follow up after a listing presentation is by sending an email. It’s quick, efficient, and a great way to check in with your potential client. Some clients may find calls intrusive, and younger sellers often prefer email communication, making it the perfect choice for follow-up.
- Craft your follow-up email carefully
Put thought into your follow-up email template. While using a standard template can be a great starting point, avoid sending a generic thank-you email. Personalize it by addressing the seller’s specific needs, answering all their questions, and including relevant information. A successful relationship requires time and effort—show the seller that you’re invested.
Timing Is Everything
When should you send a follow-up email? The sooner, the better—but not too soon. Avoid being overly aggressive by emailing immediately after the listing presentation. Instead, aim to send the email within a few hours or by the end of the same day. If that’s not possible, follow up the next day.
This timing keeps you fresh in their mind while maintaining professionalism.
- Be Patient and Nurture Leads
Ultimately, the seller dictates the timeline. Sending daily follow-up emails won’t convince them to choose you; in fact, it might do the opposite and create unnecessary pressure. Instead, focus on nurturing the relationship by showing genuine interest in their concerns and addressing any lingering doubts.
Even if you don’t land the listing immediately, staying professional and approachable can lead to future referrals, a stronger reputation in your market, and opportunities you might not have anticipated. Patience often paves the way for trust, and trust can result in long-term business growth.
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The Best Listing Presentation Follow-up Questions
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Now that we’ve established the importance of follow-up, what should your follow-up email include? Here are the essential elements of an effective follow-up email:
- Thank the seller for their time and the opportunity to discuss their property.
- Highlight key points from the listing presentation, such as the suggested listing price, marketing strategy, and sales plan.
- Answer any pending questions they brought up during the presentation or in subsequent conversations.
- Reiterate your unique value as the right person to achieve their desired outcome by leveraging proven strategies.
- Provide relevant information about comparable properties or curb appeal improvements to strengthen your case.
- End with an open invitation to contact you anytime and include a personalized email touch that reflects their specific needs.
Engage the Seller With Follow-Up Questions
Aside from the points above, you should also ask questions to encourage your client to reply to your email and continue building the relationship.
Here are a few of the best listing presentation follow up questions to include:
- Do you need additional information about the property that I wasn’t able to include in the listing presentation?
- Is there anything specific about my promotional strategy you would like me to explain further?
- Would you like to learn more about my comparable deals in the same area?
- Do you have any other questions for me?
- Is there anything else I can help you with?
- When can I expect your feedback on the listing presentation?
Every seller is unique, and so is every property. Some sellers may give you a decision immediately, while others may require multiple touchpoints to make an informed decision. It’s important to tailor your follow-up strategy to meet the needs of each individual seller.
What remains consistent across all situations is the importance of follow-up. A well-timed and thoughtful follow-up not only reinforces the value you presented during the listing appointment but also keeps you top of mind. Treat the follow-up process as an integral part of your overall strategy—just as crucial as the listing presentation itself—to maximize your chances of securing the deal and building long-term relationships.
Take a look at this post about how to create a follow-up presentation with Highnote.
Nurturing Leads Beyond the Listing Presentation
If a seller doesn’t choose you right away, don’t let the relationship end. Some sellers take longer to decide, and staying in touch keeps you top of mind. Even if they don’t need your services now, they might refer you to others or work with you later.
A strong follow-up strategy starts with an immediate follow-up after the listing appointment. Stay connected with a drip campaign and share updates on the local market, comparative market analysis, or similar properties. Adding a personal touch—like checking in or offering helpful insights—can make a big difference.
By keeping the conversation going and showing your expertise, you increase the chances that when they’re ready to sell, they’ll choose you. Keep it simple, provide value, and nurture both cold and hot leads to build lasting relationships.
Make Your Listing Presentation Shine With Highnote
Thousands of real estate agents use Highnote to create effective, visually engaging listing presentations. The platform’s drag-and-drop interface allows agents to craft maximum-impact presentations with minimal effort.
Sign up for a free trial of Highnote today and discover how a digital listing presentation can improve your chances of closing deals.
Hopefully, your presentation will impress sellers so much that you won’t even need to follow up after the listing presentation!
