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How often do you follow-up with your buyers and sellers prospects?  Do you know their real time frame, and what they really want?

To get the most from your follow-up, you must know and understand your prospects in order to provide the information that will cause them to do business with you.

This means knowing more than just how many bedrooms, bathrooms and price.  Our research shows that people have shifted their thinking and purchasing habits.  While people have an idea and continue to talk about their "dream home", today most people purchase a home based on their life style and current situation.

Therefore, before you kick-into gear with your follow-up process, you should first understand your prospects.  Our research revealed five key pieces of information that you must know in order to get the maximum results from your follow-up activities.

What You Should Know About Your Prospects

1.  Family Size:  The size of their family gives you a perspective on the total living space that is likely to be needed.  Use this information to avoid sending data on properties that are inappropriate in size.
 

2.  Kids Ages & Gender:  Find out the ages and genders of the kids that will be living in the home, then get a true perspective on the number bedrooms.  If the kids are similar in ages, but of different gender, then separate bedrooms are likely.  Whereas, kids of the same gender, even with a larger difference in age, may share bedrooms.
 

3.  Who Works from Home:  When working from home, you need a space, area or room to do your work.  Find out if any one works from home or has plans to start working from home.  Use this information in your follow-up to show how the property meets that need.
 

4.  Medical Issues:  Find out if there has been any recent knee, back or other medical related injuries or surgery.  This gives you a perspective about including properties with stairs; or having a particular bedroom next to the bathroom.
 

5.  Entertainment & Overnight Guests:  How often does the prospect entertains guests that stays overnight.  For frequent overnight guests, having an extra space or room comes in handy.  Including properties with larger dens or family rooms lets your prospect see the extra value they get from the purchase.

Once you start to know the things that are important to your prospect's lifestyle and current situation, you can more easily talk with them at a personal level and build a personal relationship.  Thereby, giving you the advantage each time you follow-up with them.

next:  How to Get Buyers to Close

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