Lead Follow Up Buy Sell Die or Restraining Order [Video]

Real Estate is not about selling homes it is all about lead generation. One of biggest mistakes that real estate agents make is not enough lead follow up. They just think they should be able to talk to them once or twice and have everything magically fall into place. That is not reality, because most of the time lead conversion never happens in the first few communications. All of the real money in real estate is made after many follow ups because it takes time to build a relationship with people. RESG has a motto for our Brokers and their leads its is Buy, Sell, Die or a Restraining Order.

Lead Follow Up Buy Sell Die or Restraining Order:

Video Transcript:

Hey. I’m Anton Stetner with the Real Estate Solutions Group. Thanks for
taking a moment to watch this video. Today we’re going to talk specifically
about lead follow-up. I’m making this video specifically for my teammates,
but I want to share it with you guys too. how to sell a home quickly in Birmingham AL privately can be an exciting challenge for most people but can also be a daunting task especially if you’ve never done it before. While selling your house privately is never as easy as you think, it’s certainly a feasible way to avoid paying thousands of dollars in commission to a real estate agent. If you’re confident you can do it or just want to give it a go, you’ll need to know the ways in which you can market your house so that you receive a quick hassle-free sale as well as achieving the best sale price possible.

One of the things that we completely believe in, this is our motto: “Buy,
Sell, Die, or a Restraining Order.” So, if we have a lead and we put it
into the system and we start to follow up on that lead, all of these four
outcomes are acceptable. These are the only four acceptable outcomes, if
they buy a home, sell a home, die, or get a restraining order.

Okay. So what I mean by that is we need to work on these leads with a
fanatic discipline, being consistent and persistent, and giving them the
same message on a regular basis. At the same time, giving them value and
asking for their commitment.

So how many times should we follow up with a lead? Realistically, you’re
going to end up following up with your leads between 8 to 12 times each.
See, the gravy leads, those little golden nuggets are sitting at the bottom
of the barrel. You’re just taking the nice easy ones right off the top when
they immediately say, “Hey, come list me,” or, “Hey, I want to see this
house right here.” The real gold nuggets are sitting at the bottom, and
that’s where all the money is made, by getting your other leads to go
through.

So how do you choose how many times you’re going to follow up? Well, what’s
their level of motivation? Are they an A, in other words, they’re going to
do something in the next 30 days? Are they a B, where they’re in that 30
day to 90 day cycle? Or are they a C, where they’re in the 90 day to 6
month cycle?

So you’re going to follow up with these accordingly. Of course you’re going
to pay more attention to the A’s. You want to pay more attention to people
who can do business now. All of these, you’re going to want to
systematically follow up with them.

So, one of the main things to remember is you’re going to earn trust with
time. So most of the time, you’re not going to be able to chat with someone
the very first time, and then they’re immediately going to be like, “Hey,
you’re great, Anton. Thank you for calling. I’d love to list my home with
you.”

No. It’s going to be that fourth and fifth phone call, where they start to
understand who bought video views here, understand your marketing. They’ll be
like, “You know what? I really want to list with you. I admire your
persistence.”

Lead follow-up for us, particularly, this happens during the third hour of
our four-hour workday. Take a look at that video. You’re going to want to
use and work this system, so put it in your contact management system. For
us, that means putting it eEdge. It means launching one of the follow-up
campaigns. In order to keep up with them, you’re going to want to launch it
specific to their motivation and specific to the type of person it is,
whether it’s a buyer or a seller.

This right here, I know I’ve already said this, but we have to just
reiterate. This is the difference between those who make all the money in
real estate and those who make none. A lot of agents are really good at
generating that first lead. Very few will follow up until it turns into
something.

Hey, I’m Anton Stetner with the Real Estate Solutions Group. Subscribe
above, comment below, and we will update you as we go. Thank you.