5 Guiding Principles of Follow Up Guiding Principles

5 Guiding Principles of Follow Up

Guiding Principles of Follow Up 1. Make it Personal by Being a Student of your Prospects. § Listen carefully. § Be observant. § Find common ground. § Share something about yourself.

Guiding Principles of Follow Up 2. Give Them Something of Value. § Just because a person is hesitant does not mean they don’t want to work with you. § Be persistent when you hear an objection. § Separate yourself by offering something of value! § What would you do to give something of value? In this case, sending them a market update would be a great way of sending something of value.

Guiding Principles of Follow Up 3. Reach out on a Regular Basis. § Which Jeweler would YOU be more likely to give your business to? – A Jeweler who sends you the monthly flyer with the different kinds of jewelry on sale that month, but with whom you have no other significant contact. – A Jeweler who sends you periodic emails containing the kinds of jewelry you like. – A Jeweler who sends you e-mails with images of new jewelry you like, along with a personalized letter or follow up phone call.

Guiding Principles of Follow Up 4. Write it Down. § Keep detailed notes about a lead. § Record the date when you last spoke to a lead. § Describe the method of follow up.

Prospect Follow Up Sheet

Guiding Principles of Follow Up 5. Follow the Guiding Principles! § Discipline and practice are important. § Building a strong relationship will make your prospects want to work with YOU!

Follow Up Conversion Chart

Today’s Call Session § Make a minimum of 50 calls from your prepared list –f past customers and clients § Keep track and report progress on the board. § Record all leads and appointments made. § Utilize Prospect Follow Up sheet to set follow up call appointments.

Call Session Results § How many calls were made in total? (Calculate on flipchart) § How many appointments were made? (Calculate on flipchart) § What worked well for you today when calling? § What would you try differently next time?

Grow Your Skills and Business § Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments. § Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1 st or 2 nd), FSBO, expired or price improvement. § Come prepared to make 50 calls at next workshop. § Preview homes and take notes on property features. § Work an Open House. Follow up with all guests in 24 hours. § Take online training – “Converting Your Leads into Cash and Formula for Success”.

“The path to success is to take massive, determined action. ” - Anthony Robbins

“Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning. ” – Denis Waitly Thank You