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today I want to talk about how to convert more leads better with great lead follow-up [Music] hi there it's kevin award the founder of yes masters real estate success training helping you get more yeses and more successes in your business and your life and when I started real estate I had a problem and that was that I had to really really really ratchet myself up and work up my nerve just to prospect and when I prospect it and I got a lead then I had to ratchet up my nerves and work up my nerves just to be able to follow up with my new leads and so what was this vicious vicious cycle and realizing that most of your success comes with a combination of both lead generation and leave follow-up because most of your appointments are not going to come in your first interaction or your first conversation with a prospect or a lead most of the time in fact over 70% of the time you're listing appointments with sellers are going to come after your initial conversation which means it's gonna happen during the lead follow-up and so today I want to talk about how to convert more leads better with great lead follow-up so lead follow-up if you don't do it makes lead generation makes prospecting internet lead generation almost all of it useless if you don't have a good lead follow-up plan so I want it this is a this is not an advanced training on lead follow-up but it is understanding that most greatly follow-up happens not with the advanced stuff but with the fundamentals your fundamental approach toward making lead follow-up work for you and converting leads into appointments so I want to share with you today four keys to making lead follow-up work terrifically for you and it will work and it will work every single time when you mastered these four keys so first is if you want to match early follow-up you have to schedule it which means you have to have it in your schedule every time every day a time every single day that you are gonna follow up on your leaves now I recommend that you do it in the mornings right after your prospecting ok and typically as you're gonna be able probably to knock out most you lead follow-up in 30 minutes so you block out 30 minutes every single day Monday through Friday or whatever it is you're working five six days a week that you're doing your lead follow-up and it has to exist in your schedule every single day if it doesn't if you don't have a schedule you're gonna put it off you're gonna put it off because there's never a convenient time or a perfect time to follow up on a lead okay the perfect time to follow up with the lead is at the moment they're ready to make a decision the problem is you don't know what that's gonna be so why do I have to do I've got to schedule it so I have a consistent time and the magic of effectively follow-up is in the consistency of it and the first thing I added to making consistent is I had to actually put it in my daily schedule and I have to put that time every day and this in them in my calendar and I have to actually honor it and get on the phones and follow up with my leads during the scheduled time so that's number one the second key to great lead follow-up is that I have to systemize it systemize it create a system now one of the things that a lot of people do especially as new agents is we go in and we get us a lead and we're like I got a lead and we have it written down somewhere and then we lose the thing that was written on one of the you know it's like the worst possible thing you can do is write it down on a napkin or like I get a call or I meet somebody at a coffee shop and they're interested in so I'm like okay cool and I write it down somewhere then I lose it or even though in a text message you can like text me your number or we can exchange information that way or whatever great get a business card but if you don't have a system what happens is people fall through the cracks and the worst thing the probably the most painful experience in your business is when you find a card a business card somebody gave you to give them a call that week and it like that was five weeks ago like oh my goodness and now you got to decide do I bike the bullet and call them today or do I just write it off because if I call them today I'm there's potential pain and so I can just ignore it throw it away well number one call them but to create a system so that didn't happen again right so here's the best system that I've ever created well I've ever seen and I've and I'm gonna I'm gonna tell you something really really important technology can be a great ally it can also be your worst enemy and I've seen too many real estate agents trying to find out the perfect the perfectly follow-up system with technology and the technology became so advanced or so tricky that it actually messes them up for a couple of reasons one let's just say that I have a that I create it so that it gives me a Reinders of who I need to call and so forth but what happens is if I miss a day or if I put the date to follow up with them on the weekend and I'm not working and it passes us and then they fall through the cracks I am totally a big fan of technology so you should all you should have a good CRM a customer relationship management software that you use there's a ton of them out there so I don't really recommend one because there's so many of them but something however with lead follow up with your lead follow-up system I recommend a much more basic approach and I have done this I've trained this for years and what I have discovered is agents that use this they never ever ever miss a lead and what is important is not how technologically advanced you are it is how effective you aren't so I've seen people say well you need to use technology you need use of CRM and all that kind of stuff ok cool I love CRM however if it doesn't work don't use it what works simple I you here's my system I used one was I had my seller sheets ok and I've buyer sheets as well but just simply and this is in the book of yes is a seller sheet so the seller sheet function not only as a pre-qualifying script for once I said in a plane with somebody but it also was my lead sheet so as soon as I had a conversation going with a prospect I started taking notes on a seller sheet now what that meant was that I carried I had him with me all the time so had at my prospecting station in my office I had a stack of seller sheets and buyer sheets right under him so that when I started a conversation with somebody I could immediately grab my pen and I'm taking notes okay and that way when I talked to him the next time and I followed up with them as a lead I could remember of what I had and I had that with me and then I had folders literally paper manila folders that were warm leads and hot leads and hot lead was somebody I knew I needed to probably call them back in the next three or four days or less I looked through my hot lead folder every day and then my warm lead folder which I wouldn't do it every week and those were people that I needed to call in a week or two weeks or three weeks but I only looked at that once a week hot lead folder I looked at every single day but every single person I put him on this so in my car I had seller sheets and my house in my my briefcase I had seller sheets so if I got into a conversation I wasn't going like oh no what about right on and so forth and if you do take it and like okay I put the information in my phone make sure that you get it from your phone into your system and then with the schedule your system is how do I know when to call somebody back all right now I'm gonna give you one simple strategy that is really really important when you're talking to a prospect and they say call me back in a week or they say call me back in a month or whenever they give you a time to call them back I want you to always cut that time in half so if they say call me back in a week I'm gonna cut it in half a call back in three or four days just a touch base will get to the next step in a minute but I this the system is if they say call me back in a month I'm gonna call them in two weeks now this is really important if you're prospecting for sell by owners and expired or what I call turbo leads which is people that you've met that are actually ready to do something in the near future if you meet somebody an open house they come to your open house event and they say call us in a month call them in two weeks now here's the reason number one because that's what they're telling all the other agents call me in a month so most agents are gonna do what they say call them in a month if they're gonna call them at all I want to be calling them sooner so I can build a relationship with them number one number two I don't want to miss out if they decide to do something earlier because people change their mind they make decisions to do stuff so in terms of the system I want to make sure if they say coming back in a week I'm probably gonna call them in a couple of two or three or four days right so for example I I it's Tuesday and I call it for sell by owner and the for sale by owner says well we just put it on the market we're having an open house this week if it doesn't work whatever in a couple of weeks but I do a couple weeks of open house if it doesn't work through we may look at hiring an agent okay cool so call us back in a couple of weeks all right now it's Tuesday they're gonna have an open house this weekend and then they're thinking they're gonna try it again for another week and have another open house and then they want me to call them in two weeks what I'm gonna do is I'm gonna call them on Friday in three days well they said calling to each other they're going to be annoyed no they're not gonna be annoyed because I'm not dogging them I'm gonna call them and I'm simply gonna touch base with them because they've got an open house week open house coming up and want to wish them luck see if there's any the information they need or anything I can do to help I'm just gonna connect with them touch base with them to start building that credibility to build that connection to start building that relationship so they remember who I am okay so I want to have a system now the best system that I've ever seen is to have your seller sheets and buyer sheets and then have folders and I keep those I kept those folders in a folder holder little stand on my desk at all times and I had a hot lead folder at a warm lead folder and I had an appointment folder which was once I said in a point was somebody boom they were right there hot lead boom right there one lead boom right there so every single day because I have it scheduled because I actually have a scheduled time every single day I'm looking okay here's my hot lead folder I'm gonna take it out I'm gonna open it up and I'm gonna look do every one of my hot leads and if I'm gonna look at when the date is I'm supposed to call him on that sheet of paper and if it says calling today I'm calling today if this is call him tomorrow then I'll flip it over and I'll go on to the next one all right but that system is so simple and yet so powerful and if technology messes me up I don't have to worry about that because it's always right there in front of me if these are truly important leads there it's important enough to have them in front of me now I also put them into mice erm so they're on any email campaigns or anything else that I am sending out there there as well but because they're a lead-in they're important I want to have them physically right there in front of me okay so technology is great but again make sure what you're doing is working systemize it now let me just tell you why if you're in case you're one of those that argues that that technology is better look what matters is effectiveness today I decided because I wanted you to understand that it's not about technology it's about effectiveness that I said you know what I'm not gonna use technology today I'm gonna use a I'm gonna use a legal pad and I'm gonna give you the steps right here because you're gonna remember them cuz you see them and I could use it we can use fancy titles post it on the video we could use I could use a flip chart I could use a PowerPoint I can use anything but this works just as well and the key is effectiveness and so have a system that is simple and that is fail proof because the worst thing you don't want to lose $10,000 because some reminder didn't remind you at the right time all right you want to lose the listening to that the third key to greatly follow-up is script it schedule it systemize it and script it which means know what you're gonna say and how to say it when you actually follow up with a leave now in the book of yes we have the the best lead follow-up scripts you get a copy of my book of yes at the book of the book of yes calm and you get that it is free all you have disc cover shipping and handling you can get a copy of that and it's got the seller sheet in it so it's got this stuff from the seller sheet and it's got the lead follow-up script now just to give you a quick overview of the most powerful way to approach Lee follow the script of lead follow-up is hi I call him hey Bill its Kevin at yes Masters Realty if he doesn't know remember who you are whatever it is I'm going to introduce myself hey it's Kevin it yes master drill D we spoke last week and you said you were thinking about putting your house on the market in a couple of weeks so I just wanted to touch base and see what the next step is I just wanted to touch base and see if you're still on track with that timeframe so the the framework of the script is I call them I greet them I remind them of our previous conversation which they may or may not remember doesn't matter and I'm friendly and then I say I just wanted to touch base and see what the next step is I wanted to see wanted to touch base and see if you're ready to get the ball rolling I wanted to touch base and see if you're still on track with that time frame so the the the wording is I wanted to touch base and see never say I wanted to follow up okay it's a weird psychology of words but people don't like to be followed right nobody likes to be followed so unless you accept on Twitter but other than that we don't like to be followed so never say follow up because when you say follow up this sense tumors are getting to us I got a lawyer too much like a doctor following it I don't want don't please don't follow me leave me alone but who do we touch base with we touch base with people we like I just want I'm just I'm not I'm not following up with you I'm just touching base so it's a very simple powerful way of reaching out to them and saying hey I just wanted to touch base and see if there was anything I could do to help today okay I got this for sabe on earth they said they're gonna try it a couple of weeks they say caught me in two weeks it's Friday what am I gonna do I'm gonna call them in three days I talked to one Tuesday I'm caught on a Friday say hey it's Kevin hi bill it's Kevin award at yes mattress cruelty we spoke on Tuesday and I know you're planning and doing an open house this weekend I just wanted to call see if everything how everything was looking if you had any questions or anything I can do to help real simple right it's just a real simple conversation like no we're good we're gonna do it okay cool now I can he can go to the open house I let him do the open house and I can literally call again on Monday and say hey bill Kevin a word here yes masters Realty oh yeah how Kevin how's it going to see now he remembers me hey just wanted to touch base see how they open house with this weekend I went good don't it or didn't go good we didn't have that many people whatever it is I'm just gonna touch base and I'm gonna say hey let me ask you a question if I could help you get your house sold and that you the money you need in your pocket to make this move happen would you consider interviewing me now so now I've followed up sort of relationship and then every time or every other time or whatever depending on what's appropriate I can now ask for the appointment all right and so all of the scripts that I'm talking about are in the book of yes you go to the book of yes comment put the link down below so you can get a copy of that book but you want to know what you're gonna say and how you're gonna say it by scripting it and then if you want to convert more leads and and do that with great lead follow-up here is the ultimate key to doing it number four is stick to it you got to stick to what you're doing you got to stick to the conversation you got to stick to just like stick to the lead call them over and over and over again and not give up not not freak out not worried okay so I call it when we were kids somebody I just remember a word that matter if this is a Texas word or not since I grew up on a farm and in West Texas but I used to say you need to have stick-to-itiveness just that persistence that relentlessness that tenacity this do you have the stick-to-itiveness to win and that's what I'm talking about that the way you convert leads we greatly follow up is by stick doing sticking to the lead and being willing to call them over and over and over again most real estate agents give up way too soon you have a conversation and they're not really doesn't go well so you're like I don't want to annoy him I don't want to be pushy and so you quit call are you afraid that they're gonna tell you no you're afraid that they're gonna have already listed with an agent so you're just chickened out no column at all you want to get results you've got to stick to it and call them over and over again it is impossible to call too many times okay it really is if they if you're calling too many times they'll let you know it you can dial back a little bit but most agents call too little rather than call too much and here's the deal if you call too much all they're doing is believe in you're on top of things you're letting them know that I'm consistent I am hungry I make stuff happen and I'm not passive so don't be a friend no I know it's scary for some of you it's like no I'm afraid if I call them too much they're gonna get offended no or not not if you're friendly not if you're nice not if you know what to say how to say it your conversational and you're helpful you're building a relationship you're letting them know I want to help you I want to do business with you and whether you have to follow up for two weeks or for two months it does not matter the key is don't give up you've got to have the stick to have stick-to-itiveness to make it happen in fact that was on a coaching call one of my coaching calls today and Patti from Tampa Florida just took an expired listing and so I asked her how she said I got a new listing and I'm like where'd you get it and was it wasn't expired and they had expired over two months ago and she had met them door-knocking so that listing expired she went and knocked on their door awesome she got the lead no appointment the person was not ready they were going through some health issues and they just weren't ready to put the house back on the market and so she took the lead and what did she do she called them every single week for months over two months she called them every single week talked to them built a relationship with them and she said it was over ten conversations that she had with this person before the age before the this the seller said I'm ready for you to come list my house now because she had the stick-to-itiveness to stay with it she had a system to keep it going that this person didn't fall through the cracks she she had her in a on a seller sheet on a seller she and a folder and she was calling her every single week and she followed the script and she just touched base with her and she was just helpful and she was friendly and she just stuck to it until the day came when the seller was ready and now no other agents have been calling this seller she's the only one who stuck with it and now she's going out gets a listing with no competition that my friends is greatly follow up that my friends is how to convert more leads and when you follow the system you schedule it you systemize your script it and you just have the stick-to-itiveness to make it happen you can always expect yes now if this video is helpful make sure you give it a thumbs up if you got questions comments or other thoughts on lead follow-up make sure you post them in the comments below and if this is your first time here subscribe to the channel so that you'll get notice my next training video which should be coming to you next week [Music]