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the reason why I went to this folder system is I use my CRM for my weekly emails and the organization of my database right this is my asset in my business this is the only thing that has any value so I need to have that thing organized now there are some other things that we do inside the CRM from an organizational standpoint to like my birthday program is run out of there my annual real estate reviews are done out of there which you guys are going to learn a lot about but when it comes to lead follow-up Kevin when I was doing this through my CRM I was losing leads left and right because it required me to log into a piece of technology filter around a bunch of stuff play around with a bunch of things to figure out okay who do I call on this thing you know I got six thousand contacts in here who I call so about four years ago I said the hell with that I'm gonna I'm gonna do something different because for me for me I'm a much more visual guy people on my team Rob Colt may all know that and so for me I created this folder system so here's what it looks like the first folder I have is for the hottest leads possible okay what does that mean that means that I have met with this person had a great conversation with this person that I could list their property at any given period of time and this folder Kevin goes with me everywhere it's like my wallet it's like my keys to my car it's like my phone goes with me everywhere I'm touching that folder that group of people Kevin every single day every day okay so for a lot of people are like man don't you think that's too much well again I don't lose listings for following up too much I used to lose listings all the time for lack of follow-up so I'm touching those people every day okay that's folder number one folder number two this is the one that pertains to everyone in this program this is my Monday follow-up folder okay this folder is really thick it's really beat-up I got to replace it all the time there's probably 40 or 50 people in that folder Kevin because those are the group of people that I am calling every Monday right that's the Monday folder that you hear about all the time and the easy thing the cool thing for me here Kevin is that I I can see it I can feel it I can literally feel my pipeline it's amazing when you can hold on to it and I got a folder with this thick full of Fizbo hopes and those are all potential listings in that in that thing so that's my second folder there you go exactly right doesn't it feel nice it's very tangible yeah it's very tangible so then as I'm going through so Mondays at 11 o'clock you guys I not only is it in my calendar to call all the Fizz beause I just grabbed this folder I don't have to think and it saves a lot of energy and I just call through each piece of paper and I'm not worried about if they pick up or not right if they don't pick up I will I will leave a voicemail if if they're a really really good lead like they're not in my daily folder yet I will text them you know because I want to get them to call me back and so I go through the whole list alright that's my second folder then I have 12 other folders okay so altogether I 14 and I have 12 other those folders represent each month of the year yeah no problem so so the other 12 folders are for each month of the year so so this is what I want you guys to use this for so all of you are doing things you're meeting people that have some level of interest in buying or selling a home whatever you do in your business whether you're going to networking events you're going to realtor parties you're going to open houses you meet people all the time that say yeah you know what I'm thinking about doing something next year how many of you buy raise a hand have ever heard that in the last couple days I'm looking to do something in the next year on everyone so you have to have a system for that and so the system for that is putting them into a monthly calling system so if it's a long-term lead this is not someone that's gonna list their house with me today it's not a Fizbo expired someone I can get a listing from in the next couple of weeks or months it's a further out lead and for me it's 90 days or more they're gonna go into a folder system and I'm gonna call through those folders this is the thing if you're going to take notes you're gonna write this down you want to call these people every month and I do it on Monday at 11 o'clock the first Monday of the month they all get a phone call at 11 o'clock so imagine how busy my first Monday of each month is because I got all my weeklies and I got a monthly folder to call through and it's very simple this folder just sits right in my filing cabinet and I've got one through January through December and those are the 14 folders Kevin that I use and how I use them cool in it yeah no problem and since doing that I will tell you that my my business from lead follow-up has increased because like you guys hear me preach all the time the vast majority of any results you're ever going to get in this industry is gonna come through follow up very rarely will you talk to somebody one time and you go get the listing the majority of the time regardless of lead source is gonna come through multiple conversations multiple meetings multiple contact with people before they buy a house from you or before you list their home okay never forget that