5 Guiding Principles of 5 Guiding Principles of Follow UpFollow Up

Guiding Principles of Guiding Principles of Follow UpFollow 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 Guiding Principles of Follow UpFollow 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 Guiding Principles of Follow UpFollow 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 Guiding Principles of Follow UpFollow 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 SheetProspect Follow Up Sheet

5. Follow the Guiding Principles!

Discipline and practice are important.

Building a strong relationship will make your prospects want to work with YOU!

Guiding Principles of Guiding Principles of Follow UpFollow Up

Follow Up Conversion Follow Up Conversion ChartChart

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 Grow Your Skills and BusinessBusiness

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 (1st or 2nd), 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 YouThank You