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Follow-up is one of the most time-consuming tasks. Often, agents pour too much energy into the wrong leads. How can you weed out the curious from those with a solid buyer intent? Is there a way to make door knocking a pleasurable experience for property owners? How can you keep in touch with potential buyers in your database? On this Q&A, we answer your questions on following up the right way.
The next thing to watch out for is narrowing that funnel and making people jump through some hoops before they get an agent. -Matt Johnson
Three Things We Learned
Use coupons when going door knocking
Don’t just be the agent who goes door knocking. Make them look forward to seeing you. Bring them information about the neighborhood, your success stories, and the state of the local market.
You can also bring coupons for dinner or lunch, or whatever will make you stand out and show them that you’re interested in their well-being first instead of just getting a listing.
The orphan program
The orphan program consists of buyers that agents forget about. These could be buyers who say they will come with a follow-up but never do. Make the first step and show them you’re still available. Send them a anniversary card or give them a phone call instead of expecting them to remember you.
Automated follow-up weeds out the curious from leads
Following up on a constant basis and keeping track of all your leads can be quite daunting at times. Instead of doing everything manually, set up a system like Agent Legend that helps you record your voicemail and sent out messages and emails. This process will weed out those who are just interested in finding out more info from those who are actually interested in selling or buying property.
Buy the neighborhood data, do the calls, go in and call just listed, just sold, just pendings, or new listings. -Greg McDaniel
Rather than going out and doing hardcore cold calls and door knocking quite yet, I would only do that if you have a zero database. –Matt Johnson
Many agents spend way too much time on the phone with people who express interest but don’t have a buying intent. To avoid this, create a system that weeds out the curious from the solid leads before you jump on a call with them. Automated follow-ups, funnels, and chatbots are all useful when it comes to lead selection.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.