Business Bros – Episode 42 – 18 Relentless Lead Follow-Up HCC Rules Part 1

In this episode we discuss the 18 relentless lead follow up rules provided by the Harris Certified Real Estate Coaching program. We go through the points making them not only relevant to Real Estate agents but also to Insurance agents. Follow-up is where the money is made in any sales job and Real Estate is no different. Making these changing in your practice and implementing will dramatically change the way you do business, will allow you to be of service to more people and as a result you will make more money. Join the conversation of Facebook @SiasFirst or on Twitter @BusinessBrosPod, we would love to hear from you. You can also schedule your free coaching call on our website www.SiasFirst.com. Music by www.bensound.com 18 Relentless Lead Follow Up Rules Memorize, Internalize and practice daily and you will Almost instantly be making more money, more consistently. Rule: You must follow up daily on ALL leads of all types, until they either: List or buy with you (or tell you they’re listing or buying with someone else) OR - They file a restraining order because you’re following up so well and so consistently!   1.Relentless Lead Follow Up means that the goal is to feel like you might be ‘over communicating’ with prospects.  In reality, it is impossible to over-communicate with prospects or even existing clients. The #1 complaint listed in a recent NAR survey of hundreds of recently closed real estate clients was, “lack of communication and follow up by my real estate agent.” BE the One Who Follows Up. Many agents make the initial call or contact. Almost no one follows up.Can you guess who makes more money? For example, when a home expires, everyone calls. However, if they don’t get the appointment on the initial try, 99% of real estate agents give up, lose the lead or convince themselves that the customer isn’t motivated. Schedule your Relentless Lead Follow Up DAILY. No excuses! You must end each day knowing that you have communicated with ALL of your leads. By the way, email doesn’t count. It is so important that you should no longer say that you ‘worked’ any day that you skipped your Lead Follow Up. 4.Keep all of your leads in one place, using one system. For example, we recommend either a super-simple 3 x 5 card system, or Top Producer (which almost all of you have but don’t use). Top Producer has some excellent training systems that don’t take long to help you utilize their service. Enter ALL of your new leads into your dedicated system daily. Keep your system updated and you’ll be more likely to actually practice Relentless Lead Follow Up. This of course means that you’ll make more money faster. Leads are labeled either “A, B, or C Quality.” A lead is someone who will buy or sell with you in the next 45 days or less. These people are to be called DAILY, concentrating on setting your next appointment. B Leads are 45 to 90 day leads that have logical conditions. This can be something like a pending relocation contract with their employer, an apartment lease ending, their financing needs approval, or getting back from their honeymoon. The condition must MAKES SENSE and each condition has some sort of time frame associated with it. Call these leads WEEKLY to stay in touch and help them fix the condition if possible. This will ensure that YOU will be the agent they use when the time is right. C Leads are any of the following: You’ve spoken with them before but they stopped responding. Their plans are way too far out in the future. Something is flakey about them, like maybe they’re working with someone else or aren’t pursuing financing.  Since C leads have a lot of questions and uncertainty surrounding them, you must also call them DAILY until you upgrade them to an A or B lead or cut them loose after determining they are flakey. Three calls should do the trick. Secret: Always leave the door open on your last call so if they become un-flakey, they’ll call you instead of someo