Eighty percent of Dubai property deals close on the fourth to seventh contact. Eighty percent of agents stop at the second. The rest of the market is arithmetic.
Follow-up is the practice of maintaining structured contact with a lead or client after initial interaction, moving them through the decision cycle toward a transaction. In a market where enquiry-to-close averages 12-20 weeks for mid-market apartments and much longer for villas, a lead who went quiet after the first viewing is almost always still in-market. They are just not in-market with you until you reappear with something useful.
On my own pipeline I run a simple discipline: every viewed-but-not-closed buyer gets a meaningful contact every 10-14 days for the first 90 days, then every 30-45 days beyond that. “Meaningful” means a relevant DLD transaction, a new launch matching their brief, a market note. Not a checking-in text.
The follow-up that works is information-led, not pressure-led. If you cannot send something the client would actually want to read, do not send anything. Dead air is better than nagging.
Related: Lead, Lead Conversion, Cold Lead, Warm Lead.