I know many Realtors out there are complaining about the lack of leads or quality of leads. Here are a few things to consider that really changed how I view prospects.
-For many consumers, just picking up a phone to call us can be intimidating, respect that.They wouldn't raise their hand if they weren't interested. They are asking for our help. Find a good list of qualifying questions and it will tell you plenty about what that client is looking for.
-Treat every lead like and A lead until they disqualify themselves.
-Make sure you have a great lead follow-up system. My coach recommended I don't put anyone into my computer until they've completed the transaction. For active leads we use a binder system, with 31 tabs for the days of the month and 12 tabs for the months. For example, we take each lead and file it under the day we said we'd call, or in a week after the first time we spoke to follow up. Every day we open the binder and know who we are supposed to call. It's simple but it works.
If we don't follow-up and stay in touch with our leads, someone else will.
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