To Be a Leader, You Might Have to F-O-L-L-O-W

Monday Morning Match is a quick post – maybe a quote, inspirational story or idea – intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.

How was your open house this weekend? Did you get any online leads for your IDX site, broker page or one of the Z, R & T mega-sites? Is there a former client you’ve been meaning to reconnect with? Maybe it’s time to understand the basics of F-O-L-L-O-W  U-P?

F – Focus on what you’re trying to do. Are you trying to book an appointment? Negotiate a contract? List a house? Be very clear about your purpose of the follow-up you want or need to do.

O – Keep an Open mind that you don’t need to sell or book anything today or this week, you just want to see where the relationship may go. Take the pressure off of yourself so you don’t put a pressure-filled feeling on your prospect. 

L – Be prepared to Leave a message. Know what you are going to say on a voice mail or video text. If you send a text or email, leave some sort of call to action instead of just a message that won’t make them compelled to respond.

L – Let them know you will reach out again if you don’t hear back. Here’s a sample dialogue you could use; “Hey Michelle, it was great to meet you at the Open House at 1234 Dreamhouse Lane. Give me a call to let me know if you have any questions about that home or neighborhood or anything else you might have seen out there. If I don’t hear from you by Thursday, I ‘ll try to call you on Friday and see what your weekend plans look like.”

O – Offer something of value in order to encourage a response. Do you have an email newsletter? Can you set them up on an MLS portal? Do you have insights to market info before it goes public? Sell the value in being included on your “Exclusive Clients List” so they realize that not every salesperson offers the same level of service.

W – Welcome objections and inquiries. People don’t usually object to something they don’t want, so treat every objection as a proverbial “nibble on your hook.” Keeping the “Gone Fishin'” theme alive, the key is to reel them in with “yes’s” or throw them back with “no’s.” Just realize that “maybes” don’t get you anywhere. In fact, respond to all hesitant answers with a simple question – “Is that a yes?“

U – Do you truly have anything Unique to offer the prospect? Do you send a funny or original video text that they won’t get from the other boring agents in your town? Do you have a link to an introduction video that 90% of other salespeople will not have? Can you send them a private invite link to your website so they have access to search the newest listings? Figure this one out and your incubation time may be cut in half. 

P – Persistence is the key to coverting customers into clients. Think if some of your biggest “wins” in business. Did it take more than one conversation or meeting to make it happen? I’m guessing it did. Just like they say on the shampoo bottle; “lather, rinse, repeat.“

So what do you think? Are you ready to take your follow-up to the next level? It could make a huge difference in your immediate and long-term results. It will certainly help you build relationships, solve problems, and have fun.

Now let me give you a call to action – what’s one of your keys to your successful follow-up routines? Follow up with me by commenting or replying to this blog or connect with me on one of the social channels. I promise…I’ll follow up with you.

Photo Credit: Martin Cathrae via Flickr