Tuesday, February 25, 2025

I’ve come to believe that many of the best opportunities in life and business don’t come from the first conversation, but from what happens after.

How many times have you met someone at a conference, had a great conversation, exchanged business cards, and then… nothing? Or had a moment where you thought, I should check in with them, but then the day got away from you?

The follow-up is where relationships are built. It’s where ideas turn into action, where a passing conversation becomes a lasting connection. And yet, so many of us either forget to do it or hesitate because we don’t want to be a bother.

But here’s the truth: people appreciate follow-ups. They appreciate being remembered. And in an industry like real estate—where trust and relationships drive everything—mastering the art of following up isn’t merely polite, it’s essential.

A Simple Formula for Following Up

A great follow-up doesn’t have to be complicated. Here’s a simple approach:

  • Be specific. Mention something from your last conversation to show you were truly listening.
  • Be timely. Don’t wait weeks (or months) to reach back out. A quick follow-up within a few days keeps the momentum going.
  • Be valuable. Instead of just saying, “Great to meet you!” offer something useful—a resource, an introduction, or even just an insightful thought.

Why This Matters in Real Estate & Finance

In our industry, follow-ups aren’t just about being courteous; they’re about building credibility. Lenders, title agents, and real estate professionals who consistently follow up show that they’re reliable and engaged.

Think about it: A client might meet several professionals at an event, but the one who follows up with a helpful email or a quick call is the one who stands out. The same goes for industry colleagues, referral partners, and even podcast guests.

Some of my best podcast episodes, business connections, and friendships have come from simply sending that extra email, making that extra call, or circling back on an idea that might have otherwise been lost.

A Lasting Impression

In a world where everyone is busy, following up isn’t just about good business—it’s about standing out. It shows you value the conversation, the connection, and the potential for something more.

So the next time you hesitate before reaching out, remember: the follow-up might just be the most important part of the conversation.  Just go for it.

Until Next Time,

Mary Schuster
Chief Knowledge Officer
October Research, LLC