In this instructional video, seasoned broker and investor Joe Homs (40+ years experience) outlines a systematic approach to following up with home sellers to increase deal closures. He emphasizes the need for a consistent schedule and CRM tagging, using multiple communication channels (email, text, calls, Zoom), and always delivering value aligned with the seller’s goals. Homs stresses a balance between persistence and avoiding pushiness, illustrated with a foreclosure scenario where timely follow‑up secured more information and options for the seller. He advises customizing each interaction based on the seller’s specific situation—whether they need a quick cash sale, a listing, or a loan solution—and maintaining meticulous records of all communications through a robust CRM, especially when working in teams. The video concludes with a call to action for viewers to comment, subscribe, and book one‑on‑one help.
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Following up with sellers is a crucial part of the real estate business. It's not enough to reach out to sellers once and then wait for them to respond. You need to keep in touch with them regularly to build trust and to stay in front of those sellers. And here's how you do it. Hi, I'm Joe Homs, and I have over 40 years of experience as a broker, mentor, and investor. And I want you to subscribe so that you never miss a video. Number 1, Set a schedule, a follow-up, a tag on your CRM, a tag on your calendar. Make sure that you're reaching back to these sellers in a consistent manner. And make sure that if you speak to them and they say, call me back on Wednesday at 5 o'clock, you best be on the phone Wednesday at 5 o'clock speaking with them. Number 2, use a mix of communication channels. You can email, you can text, you can use phone calls, Zoom calls. There's so many different things that are out there that you can use, whatever you feel comfortable and your client feels comfortable with communicating. And those are questions that you're going to ask up front. Number 3, provide value. You always want to provide value. Find out what it is that they're looking to accomplish and provide value towards that goal. Are you following along? Make sure that you hit that like button and help me get in front of new investors. Number 4, be persistent but not pushy. For example, one of my wholesalers was talking to somebody today Good conversation. Needed to get way more information. He knew that, so he kind of cut the call off at the end there, saying that, I'll follow up with you within 24 hours. Hung up the phone. We had a conversation. We made up a plan. I said, don't wait 24 hours. They're not going to remember who you are. Call him back this afternoon. We went to lunch. He called back this afternoon, spoke to him, got a lot more information on a situation that this seller is getting foreclosed on. And unfortunately, they're like ostriches. They have their heads in the sand and you have to literally yank their head out of the sand to help them. But he's the same way. I want, I want to stay in my house. I want to keep it. Do you know you're going to be foreclosed on in 15 days? Yes, but I think I can do a reverse mortgage or do this. All I need is $10,000. Maybe I'll go borrow it from some loan shark or whatever. But anyways, those are the type of things that you have to deal with and offer the seller some options. Number 5, customize your approach. And I guess that, that begins with listening to what the seller is looking for or what they want. Hi, my name is Joe. I'm a real estate investor. I'm looking to buy your home cash. And then start that conversation and try not to, you know, settle for just a no. Keep talking. Well, no, how, you know, why are you saying no? You know, it looks like public records shows that you're going to get foreclosed on in 15 days. You know, I'm here. I'm offering you a lifeline. I'm here To help you out. What can I do to that end to help you out? I've got, you know, all these different programs, but you need to tell me what it is that you're looking for. You're looking for a quick cash sale? Do you want me to list the property? With 15 days to go, you know, we'd have to get an offer in, have you send it to the bank. Hopefully they postpone it for another 30 days while we close this transaction. Or maybe go on to something else. So customize everything with that seller. Number 6, keep track of your communication. We call literally thousands of people a month, maybe even more. So you have to keep track of the conversation. And that is having a good CRM and looking at the conversation from maybe a previous wholesaler that has called them if you're working on a team and find out, you know, what was said before so you don't have to repeat all that stuff. So try to keep track of everything that goes on with that particular transaction or deal or dealing with the seller. Remember, following up with the sellers is an essential part of dealing with the real estate business. If you have any questions or comments, leave them down below. If you need help talking to sellers, Click on this video right here or book some time with me one-on-one. As always, I'm always here to help.
