Question: What script or marketing communication is best to get my foot in the door and beat other agents.
- First you have to market to the right target.
- Have a strong, consistent follow-up system in place. "The Fortune Is In The Follow-Up"
- A person has to see us an average of eight times.
- Very few agents follow-up so if you do you will win most times.
The best way to develop a steady pipeline of leads and then listings is to market to the right target. That would be Expireds, FSBO's and your Sphere of Influence.
Have a system in place that you stay in touch with people on a regular basis with postcards, e-mail, phone calls and letters. E-mail alone is not good enough, trust me!
My favorite saying concerning this is "The Fortune Is In The Follow-Up"
The main reason that a strong follow-up system is so important is two fold; first a person has to see us an average of eight times before they will even consider doing business with us, these are the new statistics. That number used to be six times. The increase comes form the amount of advertising that we are so bombarded with on a daily basis.
The second reason that a follow-up system is so important is because very few agents do follow-up. I have been told by many sellers, expireds in particular that the other agents will contact them in the first day or two and that's it. And that was the reason that I was there because I kept on following up with them.
So to sum this up and the direct answer to the question is put a follow-up system in place that is consistent. The example that I will give you is my Expired Listing follow-up system that you can download free over at http://busyagentpro.com. I mail them ten postcards and the postcards are mailed every Monday Wednesday and Friday and they also receive a few calls mixed in between the cards.
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