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The Science Behind Timing and Persistence: The Art of Realtor Follow-Up

Sean Colon

By Sean Colón 

As a realtor, your success hinges on your ability to convert potential clients into loyal customers. One crucial aspect of achieving this is the art of follow-up. How and when you follow up with leads can significantly impact your conversion rates. In this blog, we'll delve into the science-backed strategies for effective follow-up that will maximize your chances of success. Let's explore the key findings from CallHippo, a leading research team in the industry, to shape our advice.

Timing is Everything:

  1. Wednesday - The Golden Day: According to CallHippo's research, Wednesday emerges as the best day to reach out to your prospects. The midweek timing allows you to catch potential clients when they are focused and receptive, increasing the likelihood of a positive response.

  2. The Power Hour: The best time to connect with prospects or customers is between 4:00-5:00 PM. During this period, individuals are often wrapping up their workday and are more likely to be available for a conversation. The second best time falls between 11:00 AM -12:00 PM, where people are typically settled into their day but not yet burdened with afternoon tasks.

  3. Strike While the Iron is Hot: Capitalize on the initial inquiry from a potential client by making a sales call within an hour of receiving it. Responding promptly shows your dedication and responsiveness, giving you an edge over competitors.

Persistence Pays Off:

  1. The Rule of 6: CallHippo's observations suggest that it may take up to six attempts before a prospect converts into a sale. Persistence and perseverance are key when it comes to converting outbound leads. Don't give up after one or two attempts. Stay consistent and keep reaching out to nurture the relationship.

  2. The 70% Increase: Surprisingly, the probability of conversion jumps by 70% when you make more than five attempts to connect with a prospect. Remember, each contact is an opportunity to showcase your expertise and build rapport. For more info about HOW to follow up effectively, here is a great article on just that!

Avoiding the Pitfalls:

  1. Mondays and Late Fridays: It's crucial to know when not to call. Mondays tend to be overwhelming for many individuals, and late Fridays are often associated with winding down for the weekend. Avoid reaching out during these times as you may face lower response rates.

The Numbers Speak:

  1. The Power of Being the First: Statistics show that a significant portion, ranging from 38% to 52%, of sales go to the first responder. Quick response times are essential for establishing credibility and securing a potential client's trust.

  2. The Hour Matters: Response rates drop dramatically by eight times after the first hour. This highlights the importance of prompt action. Aim to respond within one hour to optimize your chances of success.

  3. The 400% Difference: The disparity between the number of responses in the first hour and the second hour is a staggering 400%. This emphasizes the critical role that timing plays in lead conversion. Capitalize on the initial momentum and act swiftly.

Mastering the art of realtor follow-up requires precision and strategy. By leveraging the insights provided by CallHippo's research, you can optimize your timing and persistence to maximize your conversion rates. Remember, Wednesday is the golden day, the power hour lies between 4:00-5:00 PM, and responding within one hour is paramount. With a commitment to persistent follow-up, you can increase your chances of success by 70% or more. So, seize the opportunity to connect with potential clients, be the first responder, and win them over with your dedication and expertise.

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By the way, I help realtors improve their online presence by providing beautiful photos of their listings. That is why I’ve created this FREE HOME PREP LIST for your clients to help your listings look their best. Feel free to share.