Can we admit something?
One of the most irritating parts of real estate is chasing people who came to you for help.
They call.
They want to know what their house is worth.
They want listings.
They want your opinion on the market.
They want to know whether they should sell now, wait six months, buy first, sell first, or somehow do all of it without losing their minds.
So you help them.
You answer the questions. Pull the comps. Send the properties. Explain the options.
And then? Crickets.
Suddenly you’re the one chasing them.
Excuse me? You found me. I did not tackle you in a parking lot and demand the privilege of preparing your CMA.
Yet here I am:
“Just checking in…”
“Wanted to follow up…”
“Thought I’d circle back…”
At some point you want to type:
You do remember this was your idea, right?
I Don’t Hate Follow-Up. I Hate Chasing.
There’s a difference.
Follow-up says:
I’m paying attention. I know what you’re trying to accomplish. I have something useful for you.
Chasing says:
Please acknowledge the information you specifically asked me to prepare.
No, thank you.
After enough years in this business, I’ve learned something:
Stop following up empty-handed.
Instead of:
“Are you still thinking about selling?”
Try:
“Three homes have sold in your neighborhood since we talked, and one surprised me. It changes how I’d price yours today.”
One sounds like chasing.
The other sounds like expertise.
Be the agent who knows something.
Stop Asking, “Are You Ready Yet?”
A lot of follow-up is basically:
Are you ready now?
How about now?
Now?
That doesn’t help anyone.
If they aren’t ready, asking repeatedly won’t make them ready.
Give them information that helps them think.
A new sale.
A price reduction.
A shift in inventory.
A property that fits what they asked for.
Something happening in their neighborhood.
Something they haven’t considered.
Now you’re not pestering them for a decision.
You’re advising.
That’s our job.
Give the Conversation a Next Step
Here’s another trap.
They say:
“Let me think about it.”
We say:
“Sure. Call me if you need anything.”
Very polite. Also completely useless.
Now three weeks later you’re wondering:
Do I call?
Am I bothering them?
Did they list with someone else?
Did they move to another country?
Avoid the drama.
Agree on the next step while you’re talking.
“I’ll update these numbers for you next month.”
Or:
“I’ll keep an eye on the neighborhood and call you if something changes.”
Now you’re not chasing.
You’re keeping an appointment.
And Sometimes, Just Ask
Not every lead needs to live forever.
Plans change.
People change their minds.
Life happens.
So sometimes the best follow-up is:
“I don’t want to keep popping up in your phone if your plans have changed. Is this something you still expect to do?”
If they say yes, great.
If they say no, also great.
I’ll take an honest no over six months of “maybe.”
Persistence Is Fine. Pursuing Is Exhausting.
Stay visible.
Stay useful.
Stay relevant.
But remember:
Their real estate decision belongs to them.
You cannot want their move more than they do.
Our job is to advise, educate, notice what they don’t notice, and be there when the timing is right.
That is very different from chasing.
So I’m officially putting “Just checking in…” on light duty.
Bring information.
Offer perspective.
Create a next step.
Ask where things really stand.
And then get back to running your business. Because after enough years in real estate, you earn the right to know this:
Good follow-up should make you look valuable — not desperate.
