A great analogy for thinking about real estate follow-ups is to equate it to a football game. There are certain plays that you use at certain positions on the field, just like there are certain follow-ups that we're going to use for certain leads, depending on where they are in our stage of engagement as you have your early downplays or what we call first tens. These are going to seek to provide immediate value, establish rapport right out of the gate, and really give us a foothold.

The second is our midfield plays. We're not looking for an end-zone strike here. We just need to get into field goal range and keep chewing up yardage. Then finally we have our red zone or our goal line stack. These are going to be direct, to the point, and with the goal of converting.

What we're looking to do in the midfield plays is continue building on the rapport that we set on day one, when we initially sat down and spoke or answered a phone call. The second goal will be continuing our value-add strategies by providing context and then, finally our goal line push.

This is when we've built enough rapport that it's okay to check in on the timeline. We're going to do it in a way that shifts the conversation from a sales breath approach to something a little more engaging, such as, Hey, I know a while back you were looking to make a move in the area. We've kept in conversation. I just wanted to make sure that I'm not dropping the ball if that's something that's still on your radar at this time.

So there you have it. Several different ways and strategies for how we view our follow-ups that are a little bit more engaging and special than just your old-fashioned fashioned, Hey, checking in to see if you're ready to buy.