I know, I know… We all know how important it is to follow up with prospects, but just how many people actually follow up? Not many…
So, are you one of the few who actually follow up? If so, congratulations! You’re on your way to success!
Back in July, I started sending out postcards for real estate that offered a free home sellers’ guide. People started responding saying they wanted a copy. I got their contact info and sent them the home sellers’ guide (via PDF or mail, which ever they preferred).
I then put all their information on a 5 x 8 index card along with the date of contact and notes (I’m old school, paper and pen won’t get deleted off the hard drive).
Then, I would follow up every week, then about every two weeks the longer time went on. Well, it took one prospect until March of this year to finally say they would like us to come out to take a look at their house and list it. It took eight months to pick up this prospect as a client!!!!
Eight months of following up and taking notes on my 5 x 8 index card to finally get this one listing. What do you think would have happened if I never followed up? They probably would have listed their house with some ding bat of an agent, but not on my watch!
So, what’s the key here? The key is to ALWAYS follow up with your prospects. It doesn’t take much time (Do you have 2 minutes?), doesn’t take expensive software to keep track and remind you to follow up (5 x 8 index cards work wonders and you actually get to use a real pen or pencil… you know… those things that have ink and lead in them…), and you WILL turn prospects into clients if you just follow up.
The goal is to be in your prospects mind when they decide to take action and act on whatever you’re offering.
So, what’s your excuse for not following up? Laziness? Don’t have the right “software?” Don’t really know what to say?
Leave a comment below or send me a message to discuss.
Now go take action!