This past winter, my wife and I bought our first house. After we moved in, we realized something that we didn’t even think to ask about when we were shopping for homes. Our water was so hard that we could see the flecks of calcium and magnesium in a glass of water. So through the magic of Google, I discovered our town is well water, not city water, thus making it extremely hard. To remedy this, we needed a water softener.
So off we go to the home and garden show in search of a local company who could help us out. We spoke with three companies. We learned everything we possibly could about water quality (I swear I’m an expert now) and took home all sorts of information and system prices to digest.
Now, these three companies offered similar systems at similar prices. So what’s the difference, how did we choose which company would earn our business? It turns out the decision was pretty easy. Only one of these companies properly followed up with us consistently.
The Monday after the show, the sales rep called me and offered to schedule an in-home water test to which I agreed. By the end of the week, they completed the test and laid out the best solutions for our problem. Not ready to make the financial commitment yet, I told the rep maybe next month. So what did she do? Four weeks later she called to check in.
Long story short, I put her off for three months before we said yes. All the while, she politely checked it with me by phone and included me on her email newsletter every other week. In the end, she earned our business because she followed up with us.
Those two other companies? One didn’t call me for over a week and the other, I kid you not, just called me YESTERDAY. Ten months after we spoke! Needless to say, I was happy to inform them we chose the company who knew how to properly follow up with us.
Speed to the lead and lead nurturing in any business is key, but in real estate, it separates the top 1% of realtors from the other 99.
When you wisely utilize Facebook ads to build your clientele, you typically end up with anywhere from 1-5 leads per day. These leads must be contacted immediately and nurtured fully. This is why in all my discovery calls with prospective clients, I always ask what their follow up system is and how well they adhere to it. Without an effective system, your leads will be dropping like flies.
The cost of not following up properly can be enormous. For every lead an agent doesn’t follow up with, that could be one commission they’ll never see. Multiply that by the 30 leads they failed to properly follow up with over the month. There’s no telling how much revenue that they’ve left on the table. Not to mention the wasted advertising or marketing time and dollars spent to acquire those leads.
Lead generation is a numbers game. The more leads you collect, the more you can follow up with and load your pipeline with current and future sales. Don't lose money by failing to follow up.
Ask me about my lead follow up system that my clients use to lock down new clients every month. While we're at it, we'll talk about your FB ads!