I Don’t Get…Why You Still Don’t Get It?

By
Education & Training with GetMyHomesValue.com

Too many real estate agents (sales people) still do not get Lead Generation Follow Up yet so I am going to break it down into simple terms so that everyone can understand:

1) You get a lead;
2) You call (talk) the lead right away or leave a message and email the lead;
3) You discover what bits of information you are missing from the lead and you get the information through various obvious places (Google…duh!!);
4) You place all the leads information into your Contact Management (CRM) [Prospect Maximizer] system for regular and automated follow up;
5) You at no point concern yourself with the Leads time frame for doing business for that will allow you the opportunity to falsely accuse the lead of being invalid and since you are not going to only be in real estate for 6 months you can put a lead in your pipeline that has an 18 month window and know they will eventually be your client….trust your abilities and your follow up system;
6) You follow the contact management structure you have established for the lead which includes calling, visiting, emailing, mailing, etc.;
7) You continue following up with the lead until they become a client at which point you can stop referring to them as a lead;

Any questions?

Comments (8)

Elizabeth Cooper-Golden
Huntsville Alabama Real Estate, (@ Homes Realty Group) - Huntsville, AL
Huntsville AL MLS

Rory, Amen, amen, amen, AMEN! This is the best piece of advise I have read in days!

May 12, 2008 11:15 AM
Adam Brett
The Adam and Eric Group - Fullerton, CA
The Adam and Eric Group, Fullerton's Finest

I would say there comes a point when you have so many leads you dedicate more time to the 'now' buyuers.

May 12, 2008 11:15 AM
Patrick Lambert
ALLY Real Estate - Waikoloa, HI
Hawaii Real Estate Expert

Nope, no questions. Seems pretty simple to me. Don't let em go until they sign the dotted line!

May 12, 2008 11:15 AM
Patrick Lambert
ALLY Real Estate - Waikoloa, HI
Hawaii Real Estate Expert

Nope, no questions. Seems pretty simple to me. Don't let em go until they sign the dotted line!

May 12, 2008 11:15 AM
Katharine Carey
eXp Realty - Bellingham, WA

I enjoyed your post.. I need to find a better contact management system! What a positive way of looking at leads.

 

May 12, 2008 11:17 AM
Lisa Spalding
Casa Latino Four Corners, REALTOR, CDPE - Longwood, FL
REALTOR, CDPE

Good info.  Follow-up.  Follow-up.  Follow-up. 

May 12, 2008 11:22 AM
Michael A. Caruso
Surterre Properties - Laguna Niguel, CA

Hi Rory,

Very nice explanation.  Have a great week.  Michael A. Caruso

May 12, 2008 11:25 AM
Rory Wilfong
GetMyHomesValue.com - Lancaster, PA
Sales Coach and Trainer

ELIZABETH - Thanks for the comments

ADAM - That is the beauty of a Contact Management System especially an automated one, you can focus on the now while your follow up system focuses on the always.

PATRICK - You got it!

KATHARINE - Feel free to research our Prospect Maximizer CRM and see if it is a good fit

LISA - Proper Follow Up.

MICHAEL - Thanks and same to you

 

May 12, 2008 12:50 PM