Also known as Callback
Follow-up is where most property leads are won or lost. A buyer who asked for a 3 BHK in Kharadi on Monday and heard nothing until Thursday has usually spoken to three other brokers. The habit that fixes it is simple: never end a call without a next step and a time, and record it on the lead.
Good follow-ups have a reason (“send floor plans and call after you discuss with your wife on Sunday”), not just a date. For unreachable leads, teams use a fixed RNR rhythm — for example retry the same day in the evening, then the next morning, then on day three — before marking the lead cold.
Check channel rules before following up: promotional calls and SMS on an enquiry are allowed for seven days under TRAI’s rules unless the person has registered consent.
Example
A follow-up note that works (illustrative)
After a call with a Kochi NRI buyer living in Dubai, the agent writes: “Wants 3 BHK near Kakkanad under ₹1.2 Cr. Visiting India 14–20 Dec. Send 4 options by Friday; call Sat 7 pm IST.” The follow-up is set for Saturday 7 pm, and the options are shared on WhatsApp on Thursday.
Figures are illustrative, not market rates.
Questions about Follow-up
How many follow-ups before giving up on a lead?
There is no official number. Many teams try five to seven contacts over two to three weeks across call and WhatsApp before marking a lead cold, then move it to a slower nurture rhythm. Track your own data: if bookings rarely come after the fourth attempt, adjust.
What should I write in a follow-up note?
What the buyer said, what you promised, and the next step with a time. “Interested” is not enough; “wants east-facing 2 BHK, loan pre-approved for ₹80 L, call Sunday 11 am after spouse sees plans” lets anyone on the team pick up the conversation.
Sources
Reviewed