The money is in the follow up.

The money is in the follow up.

The money is in the follow up.

Understand ?


Let’s dive in even more.

Not only do you need to follow up, but you need to ask for the sale one way, then ask the client again, then ask them another way again, and then ask them again…

All while providing valuable information.

Sound confusing?


Good. Well it actually isn’t.   Let me explain…

Ever notice how you when you watch a movie or read a book for a second or third time you catch something new each time?

That’s because you can only process so much information at one time.  Each time you re-watch or re-read something you can process more new information.

Well sales is no different.

You need to constantly follow up, follow up, and follow up some more with your leads to stay in front of them.  All while saying the same thing over and over again, but in new and different ways.

Let me give you an example:

You go knock on someone’s door and collect their information to follow up because they showed interest in what you had to say.   When you spoke with them you let them know you were looking to purchase their house and you could help them out in multiple different ways.

Well your next follow up may be that you figured out how to help them evict the tenants at their property to help speed up the process of you purchasing the house…

Then the next time you may come to them with information and pricing on a moving company , as well as movers, and let them know you are willing to cover these costs if they work with you…

The next follow up may be checking in to make sure that they are following the guidelines for evicting the tenants that you gave them…

The next follow up may be a non-kill adoption home for cats (since the seller has so many cats that she doesn’t know what to do with them all) that you came across….

Get it?



You are constantly following up in new , creative, different ways… all the while staying in front of them, giving them a little push towards selling , and reminding them that you want to buy their home.

This is how you follow up like a pro!

Now on top of having a follow up system in place, you need to have a system in place for your appointments and a system for what channels to use for your follow up.

Some appointment setting tips:

Assume the sale

Control the conversation

Bring your estimate of repairs sheet

Control the environment

Use your Deal analyzer

Explain your thought process on your plans for the home

Some channels to consider for follow up:


Direct Mailer

In Person Visit

Phone Call


Packet on Door Step

Social Media

If you stay in front of a lead using the tips described above, I can guarantee you that 99.9% of the time if your lead decides to sell their house, they will think of you first and will sell it to you if you keep following the formula.

To learn about the exact systems we use in our Real Estate business CLICK HERE.

That’s all for today!


Chris M Cordova

CFO Better Tomorrow Group

Chris is an active investor, Realtor, Broker, marketer, serial entrepreneur, and co-founder of Better Tomorrow Group. Follow Better Tomorrow Group on Instagram @bettertomorrowgroup on Twitter/Periscope @TheBTgroup and Facebook at Better Tomorrow Group.  If you would like a FREE copy of Flipping Your Thoughts On Flipping Follow this LINK.