Weekly Training Session The Prospect Follow Up Sheet

Weekly Training Session – The Prospect Follow Up Sheet: A Tool to Help You Get Those “Dates” with Your Leads Let’s get on the same page: what is a lead? SPRING CAMPAIGN 2007

A lead can be defined as… • Someone you’re not actively working with right now (in contrast to a customer or client) • Anyone who has shown interest in a real estate transaction • Anyone who has the potential to become a customer at some point in time How do you know when someone is interested in a real estate transaction? SPRING CAMPAIGN 2007

A person interested in buying or selling will…. • Make the effort to attend Open Houses • Surf the Internet to see houses that are available for sale • Pick up the phone and call to find out more information about a listing EVERYONE who attends your Open House, or calls in through Lead Network or during Op Time, is a lead and could become a client! SPRING CAMPAIGN 2007

Your Goals with Lead Follow Up • Maintain a relationship with the lead • Get an appointment for a Buyer Consultation or Listing Appointment • Keep yourself in the minds of the lead, so that they will work with you when they are ready to take action SPRING CAMPAIGN 2007

Introducing… Pro The Prospect Follow Up Sheet: A Tool for Lead Follow Up SPRING CAMPAIGN 2007

The Prospect Follow Up Sheet • Complements your existing Client/ Customer Management System • Allows you to capture notes of each follow up call, including personal aspect and essence of your conversation during the contact • Helps you keep the relationship going with a prospect who may not be ready to buy or sell right now SPRING CAMPAIGN 2007

Prospect Information Section SPRING CAMPAIGN 2007

Contact Record Section This information will help you reconnect and reestablish rapport more easily at your next contact SPRING CAMPAIGN 2007

Example “Hi Janet, this is John Price from Weichert, Realtors. Welcome back, how was your cruise to the Bahamas? . . . the last time we spoke, you mentioned you were concerned about getting seasick, did you make out ok? . . While you were on vacation, a new listing came on the market that I thought would be perfect for you. How about we set a time for next week so I can take you to see it? How does Saturday at 2 sound? ” SPRING CAMPAIGN 2007

• Also available online on Weichert University • Online version allows you to type in the information and save a copy on your computer SPRING CAMPAIGN 2007

SPRING CAMPAIGN 2007

Let’s Calculate! How many leads do you have right now? Estimate the following and add them up: Lead Source Over the Past 6 Months # Open House Guests # leads from Lead Network # leads from Opp Time # referrals (from Pure Gold, Referral Associates, i. Mail, FSBOs, etc) SPRING CAMPAIGN 2007

In a recent study*… • We found that 1 out of 3 people who called into the Lead Network actually ended up buying! • Results will be similar for leads from any other lead sources So shouldn’t you start calling and following up with your leads right now? *Study conducted by Real IQ Inc. , an independent research company. SPRING CAMPAIGN 2007

This Week’s Office Call Session Date: Time: Remember to bring all your contact lists, such as your Open House Guest Registers! SPRING CAMPAIGN 2007

Log On* and take the THREE Open House courses • Preparing for a Successful Open House • Conducting an Effective Open House • Open House Follow Up *www. Weichert. One. com and Weichert University SPRING CAMPAIGN 2007