**Check out the link below for our 1 hour Lead Conversion Training to ensure your agents have a consistently winning strategy to fill their pipeline this spring.

Smart Words: “You just can’t beat the person who never gives up.” – Babe Ruth

Smart Tactics: At least HALF of the deals you haven’t closed were lost in your follow up…how do I know that? I’ve been in sales for 30 years and I’ve run real estate teams for the last 12. MANY of the agents we work with, when they first come to our company for training or guidance in building their businesses, don’t have a clear plan for following up with their leads. It may seem like a basic part of being a sales person…but the shocking truth is most of them don’t have a plan and don’t follow any kind of pattern or process to their follow up that makes sense. One of the FIRST things we do is give them a plan to follow. Having a plan means you’re more likely to consistently take the necessary actions, so that you don’t miss out on the next buyer or seller appointment hiding just below the surface of that stack of tasks you set for yourself.

I’m going to give you a simple plan below. But before I do that, I want to just tell you that many of the agents I’ve worked with over the years struggle with a few points. They say “I don’t know who to follow up with,” “I don’t know what to say,” and “I don’t know how to get the (lead) to move forward to an appointment.” Who to follow up with can mostly be taken care of with the simple plan I give you below, but what to say to a lead you’re following up with and, more specifically, what to say in order to get them to go see houses with you or let you come see the house they are thinking of selling…that is beyond the scope of this email. If your agents need better appointment getting sales skills, you’ll need to check out our training programs. But first, let’s cover the simple follow up plan:

Here is my simple process for lead follow up:

• Follow a 3-2-2 plan for new leads or anyone you’re trying to get in touch with:
  • 3 consecutive days, you’ll call/text/email
  • No messaging for 2 days
  • 2 more consecutive days, call/text/email again
• Every day, reach out to & follow up with your leads in this order:
  • New leads first
  • Responses from leads or nurtures & showing requests
  • Recent leads (leads created in the last 7 days)(on the 3-2-2 plan)
  • Nurtures – tasks you’ve set for yourself to follow up with prospects who weren’t ready when you first interacted with them
  • Action takers – leads returning to your site, opening your emails, etc.

Smart Offer: Do your agents have the 3 things they need in order to crush this Spring market? Those 3 are: the sales skills to convert leads to appointments, a simple lead follow up plan, and a laser focused and productive weekly schedule. Let’s do a 50 minute training with your agents to get them focused and ready to set more appointments and close more deals. Click here to find out more about our Appointment Accelerator training for your team.

Always get smarter,

-Dale