10 Tactical Lead Follow-Up Strategies
“Be yourself, try your best, and never be afraid to dream.”
10 tactical lead follow-up strategies:
1. Effective marketing and prospecting efforts are a complete waste of time without effective and timely lead follow-up. Don’t confuse lead follow-up with prospecting. The goal of prospecting is to find leads; the goal of lead follow-up is to make appointments, get in front of people and sell real estate.
2. Determine the level of motivation for each lead - and keep only those who are serious. Ask all prospects three questions: Where are you moving? When do you want to move? When should your current home be on the market? If you have answers to two of the three questions, consider the lead worthwhile.
3. Get all the information necessary for follow-up. Get the names of all parties involved, take down all contact numbers, write complete details of the conversation, and find out the best time to call back, along with the best number to reach the clients during the day.
4. Always call back early. Generally, it’s the halfway point between when you spoke with the clients and when they said to call back. Make sure their plans are still the same. Recap the first conversation you had. Confirm your appointment or try again to schedule one.
5. The purpose of every call should be to set a face-to- face appointment. Before picking up the phone, decide what outcome you are trying to achieve with the conversation. Set a goal today for how many appointments you’re going to schedule. They don’t have to be this week or this month. Just get them scheduled and follow up properly.
6. Make it easy for prospects to set up an appointment with you. The further out the appointment, the easier it will be for the prospects to confirm it. Tell them you will pencil it in and will call back a week before to confirm. Mark your calendar and make sure you call.
7. Send out a hand-written note after every conversation whether you set an appointment or not. Make references to things you spoke about. If you set an appointment, the note should confirm the time, date and place. If no appointment was set, encourage a phone call to set one up.
8. Perform lead follow-up four or five times per day in time-blocked appointments. Carry your hot leads in a file with you all day and never finish your day until you’ve made at least four attempts at contacting leads.
9. Have a simple, yet effective, lead follow-up system. Buy a one-inch, three-ring binder with two sets of dividers: January through December and 1 through 31. Create a lead follow-up sheet to track client information: contact numbers, house details, dates of contacts and conversation recaps. As you make appointments or set up times to call back leads, place the sheet under the month the appointment falls. The 1 through 31 tabs divide sheets only in the current month. Every day, follow up with the leads under that day’s tab. Make all appropriate notes and refile accordingly.
10. Be open to everything and attached to nothing. Fear is a major obstacle with lead follow-up. There’s nothing to fear if you’re unattached to the result. If you’re prepared for any and every client reaction to your efforts, you remain in control.
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