If there is one thing that all of the most successful TigerLead clients have in common, it is persistence. Looking at those same clients’ dashboards is a thing of wonder; every lead has multiple emails and/or phone calls logged. No lead gets left behind. In the words of Verl Workman, you shouldn’t stop contacting them until “they buy or they tell you to die!” It isn’t always easy to keep on top of every single lead, but if you put in the effort you can reap the rewards. Here are some suggestions on maintaining persistence:
1) Using your follow up system: The key to maintaining persistence and closing as many deals as possible is to have a solid follow up plan, preferably one that is written down somewhere where you and any team members you have working your Tiger leads can see it. The first step is the easiest: making sure that every new lead that comes in has at least one phone call and one email logged. How often you follow up after that might be something you need to adapt based on the size of your team and the number of leads, but it’s paramount to have a solid next step outlined and enforced. It could be something along the lines of “all leads that are three days old must have at least two phone calls and two emails logged and all leads that are a week old must have four calls and four emails logged.” It sounds basic but without a clear written system that is enforced, perfectly good leads can fall by the wayside.
2) Taking another look at those “invalid” email addresses: No-one is immune to making a typo, especially when typing out an email that they use every day. If an email isn’t working, it’s worth taking a second look. Far too often a lead is ignored due to the email being for “gamil.com” instead of “gmail.com” or John Smith’s email being written as “firstname.lastname@example.org”. Nicki Conway gave a great example of a lead that could have easily fallen through the cracks.
“A lesson for all. Today I wrote an $800,000 contract for a Tiger lead who provided an incorrect email address and the phone # was invalid. I looked closely at the email address and made a slight change to it. Then I sent the lead a ‘test’ email and told her it was a test and I was concerned that we wouldn’t be able to send her the listings she requested since she must have mistakenly entered the wrong email address. She replied and thanked me profusely. That was 5 days ago and today we wrote! Don’t give up just because the information appears to be incorrect. It could be an innocent entry error.”
3) Try texting: If there’s a lead who doesn’t respond to emails or phone calls, try a third option. Someone who’s saving up to buy a house might be too busy working to return calls or look at their personal emails, but who doesn’t check their texts?
4) Avoid generic emails: You will always have at least some idea of what area and what price range a lead is looking in. Don’t be afraid to tailor follow up emails to the individual lead. Ask questions. Suggest properties. Make it clear to them that you’re not just contacting them to cross them off the list for the day but that you really want to connect with them and help them find their dream home.
Here in the Client Services Team at TigerLead we get to see daily the relationship between a truly successful team and the use of a consistent, persistent follow up system. If you want to grow an amazing garden don’t forget to water every single seed!
– David Martin, Client Services Team