Podcast: 18 rules of relentless lead follow-up (Part 2)

Be furiously fast and persistent
  • Even when prospects turn out to be "flakey," always leave the door open so that when it's time, they will call you instead of someone else.
  • You must use a call outline or script when following up. If you don't, you'll end up spending time trying to build rapport and giving away information instead of asking pre-qualifying questions that help you close the appointment.
  • Stop making up stories in your head about a prospect's situation. You don't know unless you make contact with them and know all the facts.

Today, we focus on two major points that are critical to great lead follow-up: lead quality and leaving messages. Major mistakes that cost you money are made every day in these two categories. Adopt these two points, and you’ll start to see your business turn around almost instantly.

6. Leads are either A, B or C quality

Learn the difference. The most important thing to know is that you never, ever sit on an “A” lead. The world stops for an “A” lead. Do not let your “drip system” go on auto-pilot for these leads.

“B” leads have logical conditions and need weekly follow-up, and “C” leads should be called daily. Listen to the podcast to find out why!

7. Leave messages when you follow up  

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If you don’t, they’ll never know you were trying to make contact with them and might conclude that you are not interested in working with them.

Keep calling until you do find them and get all the facts about their situation. When you reach them, make it about them by offering them value and taking that step of asking for the appointment.

You can improve your income drastically by being furiously fast and relentless in your lead follow-up. Don’t do what everyone else does.

Don’t rely on digital communication — go knock on the door if you can’t find them. Stop chatting about how they have a golden retriever, and you do too. That doesn’t win the day.

Asking qualifying questions that lead to solutions for the client’s real estate needs are the hallmarks of a true professional.

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.