Follow-Up That Actually Closes Deals | RARE Agent Show

🎙️ Are You Losing Leads Because of Poor Follow-Up?

In this episode of The RARE Agent Show, Dylan Tanaka uncovers the game-changing power of follow-up strategies that actually work. If you’ve ever felt stuck wondering how to keep leads engaged without coming off as pushy, this episode is your ultimate playbook. Learn the proven tactics that top agents use to turn prospects into clients—without the awkwardness or endless chasing.

💡 Ready to supercharge your follow-up game? These three strategies will help you master the art of connecting with leads and closing deals.

What You’ll Learn:

✔️ Why most agents fail at follow-up—and how to avoid those mistakes.

✔️ The 3-step framework for consistent, meaningful follow-ups.

✔️ How to follow up without feeling pushy or salesy.

✔️ Real-world examples of follow-ups that convert into closings.

Recommended Resources Mentioned in This Episode:

📘 Never Split the Difference by Chris Voss – Master the art of communication and negotiation.
🎧 The RARE Agent Show Playlist

Stay Connected with Dylan Tanaka & RARE Agent Nation:

🚀 Join Our Community: Closings From Leads - RARE Agent Nation

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📸 Follow Dylan on Facebook: Click Here

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Ready to elevate your real estate game? Press play and let’s get started!

Transcript

Dylan Tanaka: 0:00

Welcome to the RARE Agent Show. I'm Dylan Tanaka, a REALTOR, mentor and author. This podcast is dedicated to helping real estate Agents like you close more deals so that you can live the life you always dreamed of. Every week, my guests and I share the stories, strategies, and tools you need to inspire and empower you. Let's make it happen. Hey Agents, I want you to be honest with me. How many times have you reached out to a lead maybe once, twice, or three times and you heard absolutely nothing back? And then you had to assume they're just not interested. Guess what? I've done it. You've done it. We've all done it. But here's the truth. The majority of deals are won through follow up. And I think the biggest problem is most Agents just don't have a good system for actually following up with their leads. So that's what I'm here to do. I want to fix your lead follow up. We're going to start with the 3-2-1 method for follow up timing. One of the biggest mistakes that most of us Agents make is not consistently following up. So I'm going to give you a super easy plan so you don't make that mistake. On day one, you've got to follow up within the first three hours. I think this is super crucial and it Shows your prospective client, your professionalism, and that you're ready to do business. Then on day two, I like to send kind of a value driven, but friendly message, something like, Hey, Dylan, just checking in, making sure you don't have any questions about buying or selling right now. And if they're not super hot at that point, I'll wait till right around day seven, but I want to reach out with something personalized that we've talked about in a previous conversation, reference that and see how their home search is going. Or if they're thinking about selling. What kind of questions they may have and why is this proven to work because most of the time Agents give up after one or two Reach outs where studies Show it should take about five to seven touches for you to actually convert that person into a lead. And this method easily keeps you top of mind without overwhelming your prospect. Here's a simple action step for you. As soon as you're done watching or listening to this episode, create a follow up schedule using my 3-2-1 method. Take a look at your pipeline, be honest with yourself and make a plan for Anyone who's in there that you haven't followed up with recently because out of everything else consistency is the key There's a lot of noise out there So if you think that your leads are just sitting around waiting for you to reach out to them to talk about real estate You're probably wrong. So when you do reach out, you want to deliver value every single time. Neither you nor I like being chased by salespeople. So you don't want to just call them up or text them and say, are you ready to sell yet? Are you ready to buy yet? What you need to do is flip the script and add value every time you reach out. Here's three super simple examples. Number one, offer a market update. Tell them what's exactly happening in their neighborhood right now. Everyone wants to know what their neighbor's house is selling for. Send a link to an article that talks about how to get your home ready to go on the market. Better yet, write your own article and send them to your website. This is going to Show you're just a bit of cut above the rest and you're actually putting together content that helps people, not just pushing yourself on them. And then you can always throw a challenge at him and say, Hey, what are your three top questions about buying or selling? You can always try to get them to start a conversation by saying something like, I bet I know what your top three questions are about buying or selling. And when you add value during those conversations. It shifts you from being a salesperson and an unwanted pest to an absolute welcome guest, who's always there willing to help instead of begging for business. People remember Agents who provide solutions, not apply pressure. So here's your action step on this part. Think about three specific pieces of value that you can offer during your follow ups. It could be a checklist, maybe an insightful article about buying or selling, or even a video, but make sure you have these at your fingertips. So start building that content library now so that you can save time and strengthen your reputation with your leads. Now I want to talk about the magic question. I love this. It's my personal favorite because it's super simple, but so many Agents just don't know how to use it correctly. And what it really does is it opens up real conversations. So you want to use it in every single follow up. And here it goes. What's your biggest concern about buying or selling right now? So why do you think this is so powerful? Because it flips the focus onto them, and it Shows them that you are worried about them. And not just your commission. It can also uncover objections that now you can overcome directly, bringing you closer to that deal. And maybe the best part about the magic question is you can incorporate it into phone calls. Emails or texts, and your only goal is to keep that conversation going and position yourself as a trusted advisor. Let's go back over those three strategies that will help you level up your follow up game. Using the 3-2-1 method for consistent follow up timing. Then it's adding value with every single touchpoint. And finally, you use that magic question to uncover concerns and build trust. So now it's your turn, pick one of these strategies and start using it today. And remember leads are way too valuable to slip through the cracks. So use these techniques to turn more of your leads into closings today. I hope that you found this episode helpful. Make sure to hit that subscribe button so you don't miss another episode. And here's something even better. I'd love for you to join me and some of the nation's top Agents in my free Facebook group called Closings from Leads. It's where we dive a lot deeper into strategies like these. We have exclusive trainings and connect with Agents who are serious about growing their business. You can find a link to the group in the Show notes. I can't wait to see in the group and hear your followup success stories. We'll see on the next episode, keep it RARE and keep it Real. Thanks for listening to the RARE Agent Show. I hope you got as much value out of this episode as I loved bringing it to you. If you're ready for more, make sure to subscribe. So you don't miss a single episode and don't forget to join our free Facebook group closings from leads. It's a community where Agents like you are connecting, sharing strategies and getting exclusive resources. Is to close more deals. You can find the link in the Show notes. I can't wait to see you there until next time. Keep it RARE. Keep it Real.