How Often Should You Follow Up?.
Follow-up frequency should match the person’s timing, level of interest and situation. More contact is not always better.
There is no single follow-up schedule that suits every contact.
The right frequency depends on how active the opportunity is and what the person has told you.
Active opportunities.
Someone preparing to sell, making an offer or actively buying may need frequent contact.
That could mean:
Same day
Next day
Several times during the week
After each important update
The follow-up should reflect what is happening.
Warm opportunities.
Someone considering a move in the next few months may need less frequent contact.
For example:
Every few weeks
When there is a relevant local sale
When market conditions change
When you have information that may help
Keep the contact useful rather than simply regular.
Long-term opportunities.
Someone who says they may sell next year does not need weekly calls.
A better approach may be:
Occasional market updates
Relevant sales nearby
An appraisal update
Contact closer to their expected timing
Record the timing in the CRM so the follow-up makes sense.
Buyers.
Active buyers may need regular contact while they are searching.
As their situation changes, so should the frequency.
If they pause their search or buy elsewhere, update the CRM rather than continuing the same follow-up.
Past clients.
Past clients usually need less frequent contact.
Good reasons to reconnect might include:
A sale or purchase anniversary
A relevant local sale
A market update
A personal check-in
The aim is to maintain the relationship without over-contacting them.
Watch the response.
The contact’s behaviour can also guide you.
If someone consistently responds and engages, regular contact may be welcome.
If they rarely respond or have asked for less contact, adjust accordingly.
A simple guide.
Contact | Typical approach |
|---|---|
Active seller | Frequent, based on activity |
Appraisal opportunity | Based on agreed timing |
Active buyer | Regular while searching |
Future seller | Less frequent, based on likely timing |
Past client | Occasional, relevant contact |
Long-term nurture | Periodic and useful |
There is no value in contacting someone simply because a reminder appeared in the CRM.
Good follow-up should have a reason.