Do you follow up with your leads? And how is it working for you?

By
Real Estate Agent with Coldwell Banker Dynasty

  The other day one of the agents in my office called me inside his office and told me he have a hot lead. I looked at the information and asked him when was the last time he talked to the lead. He told me the last time was March, which was about four months ago.  As a courtesy, I told the agent that I would called the lead up and see where she is at and sure enough the lead waited for about two weeks before deciding to get another agent and purchase from the other agent.

   Had the agent in my office followed up with the lead sooner, he would have gotten that sale. I have also been guilty of not following up as I should. Previously when I go door-knocking, I would write lead information from contacts on sheets of paper that I would just throw them around instead of entering them into a database program to follow up.  Eventually I started entering the leads into the program but don't do much because the program was complicated and time-consuming. 

   For the past few weeks I been using a custom lead follow system that works OK. If I would have to rank it, I would give it about a 6/10, so I am trying to look for something that is more easier to use and efficient.  Heard about Top Producer and a few others. Are there any recommendations?

Comments (6)

Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

Contact is everything. You have to stay in the customers presence to make them your clients.

Jul 24, 2010 08:42 PM
Steve Ewing - Keller Williams Realty
Keller Williams - Stockton, CA

I heard a number quoted from NAR statistics that 97% of all leads are never followed up on. 

Jul 25, 2010 12:41 AM
Don Spera
CR Property Group, LLC - East York, PA
Serving York and Adams County, PA

We are missing a large portion of our business.  It is much easier following up on the leads we have than to create new ones.  Please pass onto everyone when you find some company that does this.

Jul 25, 2010 02:41 AM
J Perrin Cornell
Coldwell Banker Cascade Real Estate - Wenatchee, WA
Broker, ABR, VAMRES

Well I use Buffini. It is way more than followup... but it does get the job done... 87% of my business comes from referrals... cold calls...nada... door knocking...nada.... it will make you life better and your business better and you better...

Jul 25, 2010 03:12 AM
Song San
Coldwell Banker Dynasty - Rosemead, CA
Broker, MBA

 Michael: You are right and I have been spending a lot of time developing my lead generating and lead folow up system.

 
 Debbie: Good point.

 
 Steve:  I have not read about this, but good to know.

 Don:  I totally agree that it is easier to follow up on the existing leads then try to generate new ones.

 Perrin:  I only saw Buffini on Youtube before. Which of his strategies are you referring to?

Jul 25, 2010 07:57 PM
J Perrin Cornell
Coldwell Banker Cascade Real Estate - Wenatchee, WA
Broker, ABR, VAMRES

Michael, there is a Buffini site on AR. Check it out. It is a total program... covering leads is just one small aspect... try looking him up on line and you will get an idea... or if you are really interested contact me via email and I can tell you my experience and result and give you more info.

 

Best of luck either way!

Jul 26, 2010 02:25 AM