VIII. Follow Up

The last step (if you can call it that), is the Follow Up. This step sets the stage for your next interactions with the person, their lasting impression of you and your ability to connect with them in the future. Very often the follow up can be just as important as doing the informational itself. Follow ups for me have led to additional meetings, job opportunities and investments. They keep you at the forefront of a person’s mind, especially when new opportunities arise. Generally there are two kinds of follow ups: “right after” and “catch up.”

Follow Up – Right After

“Right After” follow ups are exactly that, immediately following meeting someone. They let a person know how much you appreciated their time and also to remind them of the things you talked about (and hopefully asked for). Follow up within 48 hours (and usually if possible that day). I almost always follow up via email. Two sample emails I use (often with Gmail Canned Responses) are below:

Example 1:

Bob:

Thank you for giving me a chance to have an interview with you. I appreciated our talk about [massive entitlement issues, commercial real estate and the advantages of the Valley as opposed to the IE, and a little hunting and fishing mixed in there too]. I hope your new position is fruitful and fulfilling. If you have time to follow up with anyone you think would be good for me to talk to, I would greatly appreciate it.

I hope that we can stay connected over the course of my MRED program.

Example 2:

Michael:

Thank you for giving me a chance to have an informational interview with you. I appreciated our talk about [employment, real estate, your process of finding a job, and what your future holds]. I really liked your honesty and willingness to help me in my quest.

You mentioned I should talk to [Brian Shelley and Edward Lariat]. Would you mind forwarding me their contact info? Thanks again.

I hope that we can stay connected over the course of my MRED program.

Follow Up – Catch Up

“Catch Up” follow ups usually are for a specific purpose, to stay in touch or to get on someone’s mind. They usually follow a predetermined time frame (every six months) or an event (something changed with you, or you saw an article about their company). Again these follow ups are via email (or the occasional Linkedin message). A few examples of follow up emails are below:

After a meeting with a common contact:

Jeremy:

I just wanted to follow up with you to say thank you for forwarding me Don Phillips’s contact information. I was able to have a conversation with him about Tejon Ranch and their unique ranching and commercial operations. It was rewarding and I thank you again for forwarding me to him.

Also, I will be graduating in May from USC’s Master of Real Estate Development program, and I would greatly appreciate any references or companies you foresee hiring an industrial graduate in the next couple months. I hope all is well at Sunwest Development, and have a nice January.

Six month Follow Up:

Pharris:

I wanted to reach out to you since our last meeting to keep you updated on my job search upon graduation from the MRED program at USC. I hope all is well and Georgia Power has continued to succeed in this tight industrial market.

I am wondering if Georgia Power is looking for anyone in the next couple of months, or if you have heard of anyone in the industry looking for someone like me. Thanks again for meeting with me, and I hope to stay in contact as I integrate into the Southern California real estate industry.

Newsworthy Event:

Sam:

I just saw an article about you and your company closing on a new development site. Congratulations! I hope all is well and you are enjoying CBRE.

I wanted to let you know I will be moving companies soon and am have attached my new contact info. I hope we stay in touch and we should grab coffee soon!

Just like your mother told you: be sure to follow up and write a nice thank you note. They are mostly common sense, just often forgotten. Be sure to do them and make the most of your interview!

Previous: Chapter 7: The Interview

Next: Chapter 9: Conclusion

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