HOW TO CONVERT MORE LEADS WITH GREAT LEAD FOLLOW UP - KEVIN WARD
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- เผยแพร่เมื่อ 13 มิ.ย. 2019
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Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."
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Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:
Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.
Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.
Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”
Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.
For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here: thebookofyes.com
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So true! I managed sales teams at retirement resorts. Weekly follow ups seemed daunting, however it never failed that prospective clients would just “show up” one day to tour after weeks of positive touches. “Know em then Wow em” was amazingly effective. All about relationships...
The One & Only Sir Kevin...👍
HEY 👋 KEVIN, I JUST RECEIVED THE BOOK 📚 OF YES 🙌 DELIVERED FROM AMAZON. NEW AGENT , GOT MY CA LICENSE 2 MONTHS AGO!!!! LOOKING FORWARD TO GREAT 👍🏼 SUCCESS 💪🏼
Great videos Kevin. All very helpful. Straight to the point.
I am gonna watch your videos and learn from them one by one from the very beginning one .
Thanks for sharing, Kevin! Its certainly very helpful! I've got a question - how quickly should we touch base with our clients? To put things in perspective, people from my part of the world generally avoids confrontation at all cost. If they sense you're over-zealous, they might feel pressured, and avoid your calls and texts totally. Can you advise where and how to draw the line?
Watching from the UK , fantastic tips and advice.
Great content!
Great info Kevin.
love it!
Excellent content! Thank you!
Your video training is very helpful, thank you for the amazing sharing. I am a realtor in Toronto . I v been a buying agent for three years now trying to get more selling business. Looking forward to getting more wonderful training videos from you:)!
kevin your the man thank you so much
Your sales strategies are super practical and effective.
Kevin, your 4-points on lead follow-up are excellent. While I use a CRM for systemizing, admittedly I fail to have a strict routine for scheduling follow-up. I will take your 4-points on follow-up lead conversion to heart and start a daily routine of Schedule/System/Script and most importantly, Stick TO IT. Thank you
Patty wore them down! Good stuff!
Great man
I used this script on my grandma. She gave the listing to my sister and said I sounded too phony.
How long before your 1st touch base and the sequential touch bases?
I like this method. I was just saying this. I have a crm and doesn't help me when I need to contact people that are hot lead like you say or in the future
Great video! But any follow up should provide some value. "Just touching base" is not value. You need a great reason to follow up. "Hey buyer client" I just sent you some new listings that just came on the market, wanted to make sure you got them" or "Hey seller client, I just emailed you 2 homes that just came on the market on your block, some great home prices! Still thinking about selling?" Every point of contact should have value!
Where can I get your buyer sheet? It's not in the book.
Is there a time when you should stop calling a lead?
I hate pushy people. That strategy wouldn’t work with me.