The Practices of Follow Up

Successful agents are driven with determination and commitment when following up with leads. The more consistent the follow up the greater the chance the professional will have of converting the prospect into a client. Be careful of success and of being too busy for follow up. Being disciplined is a critical part of successful follow up. If you consider these tips when designing and implementing a follow up system you will have SUCCESS!
Time Management
· Following up with leads has to be a routine – set specific times daily to follow up with prospective customers and clients.
· Don’t let follow up time suffer from being busy. Set aside time daily to follow up even if it isn’t the same time every day.
· Lead follow up is your number one job when you’re not out actively performing duties for your buyers and sellers. It is a mind set of tenacity and determination.
Discipline and Organization
· Believe in the fact that consistent follow up is a proven method leading to success. Use an easily to follow system for follow up and stick to it.
· Organization begins with keeping the information you have on leads in one place. Don’t get confused between one lead and another by being disorganized or haphazard in organization.
Documentation
· Use a system to capture critical information like a prospect sheet and use it with every lead. Use a system that is easy for you and makes you feel comfortable.
· Keep notes on each lead with details from each conversation. Review these notes before each contact with a lead to help redevelop rapport and refocus on key information.
Set Your Expectations
· Expect rejection! It’s ok. Determine your no to yes ratio to keep yourself encouraged. Using that ratio and your average commission determine how much each no is actually worth. Have fun with this!
· Understand rejection. Many times customers use the word no to mean, “I need more information .” Sometimes no means, “I’m not ready yet.”
· If you don’t ask you’ll never be rejected. Ask for business a lot otherwise you’ll never get to a single yes.
· Understand your prospects’ needs and wants by asking probing questions and listening to their answers. This valuable information will help you be of exceptional service and stand apart from the competition.