Picture this: your buyers are in their car on a winding road with their dream home at the end. You as their prospective agent, aren't in the car with them. You're actually in the grass off the road completely. They haven't yet chosen their agent and they don't know how long their journey on the road will be. How do you get from the grass to in the car with them as their copilot?
Don't think about follow-up as just follow-up. Think of it as your strategy to get in the car with them on their home journey. As their copilot, you'll need to be prepared to guide them around obstacles along the way to get them to their final destination.
Keep in mind, that not everyone wants to take the fastest route to their destination. Think about your own travel. Do you take the route with the least traffic? No tolls? The most scenic? Or simply the fastest? The same transfers over to a buyer or seller's journey. You have to understand what they want their journey to look like to be able to effectively get them to their desired destination. Don't just take them down the route you would take. The journey is not about you.
