A prospect who did not transact last year may still have a property requirement. Equally, the requirement may have changed completely.

For Joe Sokolic, founder and CEO of Sokolic Property Group, the opportunity in historical enquiries begins with respectful reconfirmation.

“An old enquiry gives us context for a conversation. It does not give us certainty about what someone needs today,” he says.

A business may have renewed its lease, postponed expansion, changed its budget or moved elsewhere. Sending it the same property material indefinitely adds little value.

A more useful process would review the original requirement, the last meaningful contact and any agreed follow-up date. Where contact is appropriate, the first message should establish whether the information remains current.

AI can help staff organise records for review and draft relevant follow-up messages. It should not manufacture urgency or imply knowledge of a prospect’s circumstances that the business does not possess.

For example, a recorded future moving date could prompt a broker to check in. It should not automatically trigger a statement that the client’s lease is expiring or that a relocation is imminent.

“The quality of the follow-up depends on how honestly we handle what we know and what we need to ask,” Sokolic says.

Communication preferences and previous requests to stop contact must also remain visible within the workflow.

The commercial opportunity lies in useful timing and continuity. A well-informed reconnection can save a client from starting a search again with no context.

“A strong database helps us return to a conversation thoughtfully. The client should feel remembered, never pursued by an unattended machine.”

Continue the conversation

Want to discuss your property requirements, explore the ideas in this article, or arrange a media interview with Joe Sokolic? Contact the Sokolic Property Group marketing team.

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