Podcast: 18 rules of relentless lead follow-up (Part 1)

Be furiously fast and persistent
  • You're losing 20 percent to 30 percent of the business you could have had by not mastering relentless lead follow-up.
  • The lie you've been told regarding lead follow-up is that it should be automated. Set aside your mental and emotional attachment to automating lead follow-up, and prioritize your best energies every day around doing the lead follow-up.
  • You don't need more leads. You need to be better at prequalifying and following up on the leads you have.

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How many calls and emails are you getting each week from companies trying to sell you leads? Dozens, right?

One of the traps agents fall into is thinking that they have to spend more and more money on lead sources, when in reality they could increase their business by 30 percent or more just by properly handling the leads they already have.

The key words to remember in lead follow-up are furiously fast. Start implementing our 18 relentless lead follow-up rules and almost instantly make more money consistently.

Here are the first five rules.

1. Relentless lead follow-up means that the goal is to feel like you might be over-communicating with your prospects

The truth is that it’s impossible to do this. What’s the No. 1 complaint, according to a National Association of Realtors survey of closed clients? Lack of communication by the agent.

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2. Be the one who follows up

When a home expires, everyone calls. But not everyone follows up after that initial contact.

The top producers always call back. Not email. Not text. Not Facebook. They call!

3. Schedule your relentless lead follow-up daily

No excuses. It’s so important that you should no longer say that you worked any day that you skipped your lead follow-up.

4. Keep all your leads in one place, using one system

Keep it simple — even on index cards. Make sure it’s a system that can be kept in front of you; otherwise, you lose the urgency.

5. Enter all of your new leads into your dedicated system daily

If your system is updated, you’ll be more likely to practice relentless lead follow-up. Stay focused, and keep it practical.

Remember: The goal is not to accumulate leads. That’s a big mistake. A lead on its own is useless.

Following up on leads turns them into motivated buyers and sellers or allows you to rule them out as tire-kickers or lookie-loos.

Listen to today’s podcast for more insights on these five points, and stay tuned for part 2 tomorrow; we’ll talk about lead quality and the rules for leaving messages.


Subscribe to Tim and Julie Harris’ podcast on iTunes
 or follow us online at realestatecoachingradio.com.

Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.

Email Tim Harris.