You already know the money is in the follow-up. The results are too.
But on a busy day, most of us take the easy way out. “Just checking in.” “Just following up.” “Wanted to touch base.”
Those messages technically count as follow-up. They just don’t give anyone a reason to answer.
Whether you’re an agent following up with a seller, a recruiter following up with an agent, or a manager following up with your own team, the fix is the same. Every follow-up should bring something with it. That’s what our D.R.I.S. acrostic is for.
D.R.I.S.: four reasons to reach out
D is for Data. Bring a number that matters to them: a market update, a sale on their street, a trend in their price range.
“Three homes sold on your street this month, and one went well over asking. Want to see the numbers?”
R is for Recognition. Notice something they did and say so. A new listing, a big closing, an award, a milestone.
“Saw your listing on Elm went under contract in four days. Congratulations. That’s great work.”
I is for Insight. Show that you were listening and kept thinking about it after the conversation ended. That’s what makes you an advisor instead of a salesperson.
“I’ve been thinking about what you told me last week, and I have an idea that might help. When’s a good time to talk?”
S is for Stories. Share what happened for someone in a similar spot. People remember stories long after they forget the facts.
“I worked with a seller last spring who was in almost the same situation. Here’s what she did, and how it turned out.”
Make it personal
Whichever letter you use, tie it to something they told you. It proves the message isn’t part of a mass email.
“You mentioned your database has gotten away from you. We just started a weekly accountability group for exactly that, and I thought of you. Want to sit in on one?”
Win the day to win the week: Daily TCF+
Great follow-up isn’t a talent. It’s a system. We track it with TCF+:
- T is for Touches. Calls, texts, notes and emails that bring D.R.I.S. value.
- C is for Conversations. Real two-way conversations, not messages sent.
- F is for Face-to-face appointments. In person or on video.
- The plus is referrals earned and hires made. That’s the scoreboard that shows the first three are working.
Track TCF+ every day, and you’ll know exactly where your next month is coming from.
Which letter of D.R.I.S. will you use in your next follow-up?
Framework: This post is part of Action Produces Data, the coaching framework for consistent production: take the next right action, track it and let the results, not opinions, guide what you do next.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
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