"This Is What Happens Next": The Four Magic Words That Keep Deals (and Relationships) Moving Forward
Jun 23, 2025
Ever had a great conversation with a potential client, hung up feeling amazing, and then... crickets? π¦
You know exactly what I'm talking about. That buyer who was "super motivated" but never returned your calls. The seller who was "definitely listing soon" but that was three months ago. The lead who said "let me think about it" and apparently is still thinking.
Here's the uncomfortable truth: It's not them. It's us. We're leaving every conversation without the one thing people desperately need—clarity about what comes next.
The Four Words That Changed Everything
I'm about to share something so simple you might roll your eyes. But stick with me, because these four words have completely transformed how I handle every client conversation:
"This is what happens next."
That's it. No fancy scripts. No manipulation tactics. Just four words that create clarity, momentum, and—here's the kicker—make people actually WANT to stay engaged with you.
Why Most Follow-Up Fails (And How to Fix It)
Think about your typical lead conversation. It probably ends something like:
- "Great talking with you! I'll be in touch!"
- "Let me know if you need anything!"
- "I'll follow up soon!"
See the problem? These are conversation killers disguised as friendly sign-offs. They create zero momentum, zero commitment, and zero reason for anyone to pick up when you call again.
But when you end with "This is what happens next," everything changes. You become the guide who knows the path forward. And people desperately want guides, not salespeople.
Real Conversations That Actually Convert
Let me show you exactly how this works with actual conversation templates you can use today:
The New Lead Who's "Just Looking"
Instead of: "Great! Call me when you're ready!"
Try this: "I appreciate you taking the time to talk with me about your real estate goals. This is what happens next: I'll send you an email within the next hour with the neighborhood market data we discussed. Tomorrow, I'll text you three properties that match what you described. Then let's connect again on Thursday to discuss which ones interest you and plan any showings for the weekend. Does Thursday at 10 AM or 2 PM work better for you?"
See what we did there? Specific actions. Clear timeline. Next meeting already scheduled. No ambiguity.
The "We're Not Ready Yet" Pipeline Contact
Instead of: "No problem! I'll check in with you later!"
Try this: "I know you mentioned you're about six months out from making a move. This is what happens next: I'll send you a monthly snapshot of homes selling in your target neighborhoods so you can track pricing trends. In three months, we'll schedule a consultation to review your financing options and refine your search criteria. Then at the five-month mark, we'll get you pre-approved and ready to move quickly when you're ready. How does that timeline feel to you?"
You just mapped out six months of value-added touches that keep you connected without being pushy.
The Open House Visitor
Instead of: "Here's my card! Call me if you want to see it again!"
Try this: "Thanks for visiting the open house today. This is what happens next: I'll email you the property details and disclosures for this home tonight. I'll also include two similar properties in the area that might interest you. Then I'll check in later this week to see if you'd like to schedule private showings for any of them. What's the best way to reach you—call, text, or email?"
Natural next steps that provide value whether they're interested in this house or not.
Advanced Conversation Templates for Tricky Situations
When Someone Ghosts You
"Hey [Name], I know life gets busy and real estate might not be top priority right now. This is what happens next: I'll pause my regular follow-ups but keep you on my monthly newsletter with market updates. Whenever you're ready to restart the conversation, just reply to any of those emails or shoot me a text. I'll be here when the timing is right. Make sense?"
You're acknowledging the situation, providing an easy out, but keeping a thread of connection.
The Long-Term Nurture
"I understand you're probably two years out from making a move. This is what happens next: I'll add you to my quarterly market report specifically for [their area of interest]. Once a year, I'll check in to see if your timeline has changed. About six months before your target date, we'll start more active planning. Does that feel like the right level of contact?"
You're showing respect for their timeline while staying professionally connected.
When They're Working With Another Agent
"I appreciate you letting me know. This is what happens next: I'll keep you on my market update list in case you need a second opinion or if things change. Best of luck with your search!"
Classy, professional, and leaves the door open without being pushy.
The Framework That Makes It Work
Every "this is what happens next" conversation needs five elements:
- A specific action you will take
- A clear timeline for that action
- The next connection point already scheduled
- An easy out if they're not ready
- A question to confirm it works for them
Handling Common Objections
When they say: "That seems like a lot..." You say: "I hear you. Let's simplify. This is what happens next: I'll just send you the one thing we talked about, and you can let me know when you're ready for the next step."
When they say: "I'm not sure about my timeline..." You say: "No problem at all. This is what happens next: I'll check in once a month with a quick text. When your timeline becomes clearer, we'll map out the right plan for you."
When they say: "I need to think about it..." You say: "Absolutely. This is what happens next: I'll send you a summary of what we discussed today. Take the weekend to think it over, and I'll touch base on Monday to see what questions came up. Does Monday afternoon work for a quick call?"
Your "This Is What Happens Next" Action Plan
Ready to revolutionize your follow-up game? Here's your action plan:
This Week:
- Use the phrase in every client conversation
- Track how many people actually follow through with the next step
- Notice how it changes the energy of your conversations
This Month:
- Create your own templates for common scenarios
- Test different "next steps" to see what gets the best response
- Build it into your CRM follow-up sequences
This Quarter:
- Make it second nature in every interaction
- Track your ghost rate (it should plummet)
- Watch your pipeline conversations stay warmer longer
The Mindset Shift That Matters
Here's what really changes when you master this approach: You stop chasing and start leading. You stop hoping people will call back and start creating reasons for them to stay engaged. You stop having awkward follow-ups and start having purposeful conversations.
Your leads feel the difference too. Instead of another agent "checking in," they have a professional guide who knows exactly how to help them reach their goals.
Your Turn
I'm curious—which conversation scenario resonates most with you? Where do you usually get stuck in follow-up?
Drop a comment below and let me know which template you're going to try first. Or better yet, share your own "this is what happens next" success story!
Remember: In a business built on relationships and momentum, the agent who always knows what happens next isn't just organized—they're invaluable.
Now stop reading and go use this in your next conversation. This is what happens next: You try it, it works, and you wonder why you didn't start sooner. π
Let's keep those conversations moving forward!
Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today’s challenges and scale tomorrow’s success.
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