Checklist: Home Tour Follow-Up

You’ve met a prospective buyer during their tour of your model home, took copious notes about their desires and timelines, and you got their contact information. Now what?

Follow up with them! Once you determine their purchasing timeline, you’ll need to know when and how to stay in contact to convert them.

Use this checklist as a guideline to follow up with prospective buyers so that you stay top of mind on their journey to purchasing a new construction home.

Within 24 hours

Send a handwritten thank-you note

Buyers took time out of their day to swing by your model home; the least you can do is thank them for it and for sharing their wants and needs with you. Let them know how much you look forward to working with them.

Day 2 after the tour

Call to say thanks

Show you listened to their needs during their model home visit by summarizing what you discussed. Be specific: Mention the floor plan, lot placement, community walking trails, etc. that they particularly liked.

Ask for their feedback and questions

What did they think about the home or floor plan now that they’ve had some time to think about it? Is there anything more they’d like to ask about (e.g., upgrades, community amenities, phase completion)?

Confirm their timeline

Check again when the buyer is looking to purchase. You can do the tasks below every four to five days after your initial follow-up call or on a monthly basis — whichever is appropriate for the buyer’s indicated timeline.

Day 5 after the tour

If the buyer is looking to purchase within a month or so, reach out with these tasks every four to five days.

If the buyer’s timeline is closer to nine months or a year, reach out every three to four weeks.

Call with something of value

Offer more information on the home or community they liked. Confirm again the kind of home and features you discussed.

Email a video to say hello and touch base

Let them know how much you look forward to working with them. Ask if they’re connected with a lender and are pre-approved (offer a recommendation if they aren’t).

Email new information

Let the buyer know that you want them to be first in line when it comes to choosing a new construction home in your development. Offer any new listings or updates on homes, features or communities they’re interested in.

Text or email to gauge their interest

Ask if they’re still interested in the home and community they visited, and offer to schedule another guided, in-depth tour.

Email a video check-in

Mention that you’ve left a couple messages and are sending a video of the home or community they’re interested in — in case that’s a better way to reach out. Ask again about their timeline, and let them know you’re looking forward to helping them on their home journey.

Email your value proposition

Focus on the value of new construction homes and offer to help them get the most from theirs, whether that’s advising them on lot, floor plan or upgrade options.

Email to ask their pre-approval status

Ask again if they have a lender and are pre-approved. Let them know you understand about wanting to get the best deal from their home and can help them achieve that.

No response?

Email to check if they’re still interested

Let the buyer know that you’ve been trying to touch base in the past few weeks but haven’t heard back. Ask if you went wrong, then let them know you’re there to help whenever the time is right. Then put them on a drip campaign to regularly send them information about the homes and communities in their area.