Follow up, follow up, follow up! I used to work for a guy who loved to stump us with questions about sales skills to kick off that part of his meetings. I remember this because it used to frustrate the heck out of me, but I remember one that stuck with me.
What's the most important part of any follow up system? Establishing when the next call will be.
Here's the trick. High tech or low tech, it doesn't matter what you use, as long as it works for you. I'll give you the example that worked for me. When it came to active leads and client follow ups I used simple 3 x 5 cards. On one side was the name and some information along with the phone numbers i needed. On the back is where I wrote the date for the next call and notes after the call. It looked a little like this...
10/3 - get them in office to do more paperwork, done, meet them Sat.
12/3 - confirm apt, left msg
16/3 - set up apt to see houses, done, meet them sat.
18/3 confirm apt. done, they'll meet me at office
23/3 - get them in if they didn't write,
When I got done talking to them I always decided when the next call was going to be made. Then I sorted them by that date and every day I grabbed the cards for today and that's how I kept up on all my important follow up calls.
This is a real simple system but even if you use something like Top Producer or ActiveAgent, or whatever...decide and schedule the next call as soon as you get done with the call. It's just that simple!
Don't wait, go make it a great year!
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