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

📺 Watch on YouTube: RARE Agent Nation Channel

📸 Follow Dylan on Facebook: Click Here

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Subscribe to The RARE Agent Show and leave a ⭐⭐⭐

👉 Join the conversation: Join our thriving Facebook group, Closings From Listings - RARE Agent Nation, to connect with other agents and access exclusive resources.

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

Episode Transcript

Dylan Tanaka (00:00):
Welcome to the RARE Agent Show.
I'm Dylan Tanaka, a REALTOR,mentor and author.
This podcast is dedicated tohelping real estate Agents like
you close more deals so that youcan live the life you always
dreamed of.
Every week, my guests and Ishare the stories, strategies,
and tools you need to inspireand empower you.
Let's make it happen.
Hey Agents, I want you to behonest with me.

(00:20):
How many times have you reachedout to a lead maybe once, twice,
or three times and you heardabsolutely nothing back?
And then you had to assumethey'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 wonthrough follow up.
And I think the biggest problemis most Agents just don't have a

(00:41):
good system for actuallyfollowing up with their leads.
So that's what I'm here to do.
I want to fix your lead followup.
We're going to start with the3-2-1 method for follow up
timing.
One of the biggest mistakes thatmost of us Agents make is not
consistently following up.
So I'm going to give you a supereasy plan so you don't make that
mistake.
On day one, you've got to followup within the first three hours.

(01:05):
I think this is super crucialand it Shows your prospective
client, your professionalism,and that you're ready to do
business.
Then on day two, I like to sendkind of a value driven, but
friendly message, somethinglike, Hey, Dylan, just checking
in, making sure you don't haveany questions about buying or
selling right now.
And if they're not super hot atthat point, I'll wait till right

(01:28):
around day seven, but I want toreach out with something
personalized that we've talkedabout in a previous
conversation, reference that andsee how their home search is
going.
Or if they're thinking aboutselling.
What kind of questions they mayhave and why is this proven to
work because most of the timeAgents give up after one or two
Reach outs where studies Show itshould take about five to seven

(01:53):
touches for you to actuallyconvert that person into a lead.
And this method easily keeps youtop of mind without overwhelming
your prospect.
Here's a simple action step foryou.
As soon as you're done watchingor listening to this episode,
create a follow up scheduleusing my 3-2-1 method.
Take a look at your pipeline, behonest with yourself and make a

(02:14):
plan for Anyone who's in therethat you haven't followed up
with recently because out ofeverything else consistency is
the key There's a lot of noiseout there So if you think that
your leads are just sittingaround waiting for you to reach
out to them to talk about realestate You're probably wrong.
So when you do reach out, youwant to deliver value every
single time.

(02:35):
Neither you nor I like beingchased by salespeople.
So you don't want to just callthem 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 thescript and add value every time
you reach out.
Here's three super simpleexamples.
Number one, offer a marketupdate.
Tell them what's exactlyhappening in their neighborhood
right now.
Everyone wants to know whattheir neighbor's house is

(02:57):
selling for.
Send a link to an article thattalks about how to get your home
ready to go on the market.
Better yet, write your ownarticle and send them to your
website.
This is going to Show you'rejust a bit of cut above the rest
and you're actually puttingtogether content that helps
people, not just pushingyourself on them.
And then you can always throw achallenge at him and say, Hey,

(03:18):
what are your three topquestions about buying or
selling?
You can always try to get themto start a conversation by
saying something like, I bet Iknow what your top three
questions are about buying orselling.
And when you add value duringthose conversations.
It shifts you from being asalesperson and an unwanted pest
to an absolute welcome guest,who's always there willing to

(03:41):
help instead of begging forbusiness.
People remember Agents whoprovide solutions, not apply
pressure.
So here's your action step onthis part.
Think about three specificpieces of value that you can
offer during your follow ups.
It could be a checklist, maybean insightful article about
buying or selling, or even avideo, but make sure you have
these at your fingertips.

(04:02):
So start building that contentlibrary now so that you can save
time and strengthen yourreputation with your leads.
Now I want to talk about themagic question.
I love this.
It's my personal favoritebecause it's super simple, but
so many Agents just don't knowhow to use it correctly.
And what it really does is itopens up real conversations.

(04:23):
So you want to use it in everysingle follow up.
And here it goes.
What's your biggest concernabout buying or selling right
now?
So why do you think this is sopowerful?
Because it flips the focus ontothem, and it Shows them that you
are worried about them.
And not just your commission.
It can also uncover objectionsthat now you can overcome

(04:44):
directly, bringing you closer tothat deal.
And maybe the best part aboutthe magic question is you can
incorporate it into phone calls.
Emails or texts, and your onlygoal is to keep that
conversation going and positionyourself as a trusted advisor.
Let's go back over those threestrategies that will help you
level up your follow up game.

(05:05):
Using the 3-2-1 method forconsistent follow up timing.
Then it's adding value withevery single touchpoint.
And finally, you use that magicquestion to uncover concerns and
build trust.
So now it's your turn, pick oneof these strategies and start
using it today.
And remember leads are way toovaluable to slip through the

(05:25):
cracks.
So use these techniques to turnmore of your leads into closings
today.
I hope that you found thisepisode helpful.
Make sure to hit that subscribebutton so you don't miss another
episode.
And here's something evenbetter.
I'd love for you to join me andsome of the nation's top Agents
in my free Facebook group calledClosings from Leads.

(05:45):
It's where we dive a lot deeperinto strategies like these.
We have exclusive trainings andconnect with Agents who are
serious about growing theirbusiness.
You can find a link to the groupin the Show notes.
I can't wait to see in the groupand hear your followup success
stories.
We'll see on the next episode,keep it RARE and keep it Real.
Thanks for listening to the RAREAgent Show.

(06:06):
I hope you got as much value outof this episode as I loved
bringing it to you.
If you're ready for more, makesure to subscribe.
So you don't miss a singleepisode and don't forget to join
our free Facebook group closingsfrom leads.
It's a community where Agentslike you are connecting, sharing
strategies and getting exclusiveresources.
Is to close more deals.
You can find the link in theShow notes.

(06:27):
I can't wait to see you thereuntil next time.
Keep it RARE.
Keep it Real.