The past few tips I have talked about prospecting over the phone and at the door after a lead is generated using many offline and online lead generation and prospecting techniques.
It will do you no good to go through the pain of prospecting if you do not follow up on the leads you generate so that is what my topic will be today Lead Follow-Up.
So many times we get a prospecting or marketing program going, get leads, talk to them once, they say I will call you when I am ready to buy or sell. Then we drive by the house and see another Realtor's For Sale sign in the yard. If you haven't experienced that you don't have to, if you follow up.
Many agents are afraid to follow up because they "don't want to bother people". Have you ever wanted to buy something at a store and the sales clerk seemed uninterested? How did that make you feel? I don't know about you but I can't stand when that happens.
When you have a Real Lead and you don't follow up with them just because they said they will call you, you are appearing to be uninterested in the person's eyes. Now I must say you can over do it and become a pest if you don't follow up properly.
When I first got into real estate back in 1993 a lady told me don't ever forget "Buyers are liars and so are sellers" and boy was she right. I don't ever use the term myself because I don't actually believe anyone is intentionally lying, I just believe they say things that they believe will buy them time and get me put off for a long enough period of time where they can ease their way into a decision:) I think there is some kind of thing built into people when it comes to selling them something, they get real defensive. I have found that staying in touch builds credibility if not over done.
I have heard some trainers say they call the same expired and FSBO listings every day. (yeah right!) What a joke of a philosophy!
Ok so how do you follow-up successfully?
Let's look at a listing lead, first of all what is your objective? To get the listing, to show the client that you are professional and develop a professional relationship (and that doesn't necessarily mean to bond with them). Most people have enough friends and not enough time for the ones they do have, so keep it professional. When you try to bond you end up agreeing with them and telling them what they want to hear especially when it comes to pricing.
Here is a script:
Hello may I speak to Bob? This is Bob...Hi this is Brian Rodgers with Realty Executives, I know your busy and I will be brief...the last time we talked you said you wanted to get your house on the market in May so you could get some updating done and I realize that is about two months away....but I want to stay in touch and be available to answer any questions you may have....so are your plans still the same or have they changed? Listen!....Great! you still want to wait to get the house on the market until May, please keep in mind I am ready when you are so don't hesitate to call me if you have any question at all....Thanks for your time.
The important thing to remember when you follow up with them repeat back what they said last time to show them that you are listening to them.
When you are following up with a buyer it will be a little different in that you will be sharing information about properties that have just come onto the market. Yet sometimes buyers just want to wait also, perhaps to pay off some debt. In that case use a similar script.