This is a continuation of “3 Small Tweaks” Part 5…
So typically in a month, I might go on 10 or 15 appointments, but every appointment I go on I get a contract, 100%. I don’t go on appointments I don’t know that I’m going to get a contract. I’ve already pre-qualified them. He pre-qualified them for motivation, then I go and pre-qualify them for motivation, pretty much tee it up, negotiate the whole thing, and if they’re local, I’ll go and meet them and get a contract. If not, we’ll send a contract out, get it signed and get it back. We’ve got contracts out right now that are getting signed from sellers either in probate or inheritance or whatever the case, and they’re sending them back but we continue to follow up with them. So the bottom line is that lead management is so important. This is one major tweak that will make the difference between you making $50,000 and $500,000, because the money is in the follow up. Money is in the follow up, because if you’re the person that follows up, you sound professional, you listen, you go back to your notes, “Yeah we spoke on June 8th and it looks like you have a probate situation you’re trying to clear up and you thought you were going to get it done by June 10th. I was just following up to see if you are ready. We have some available funds and we are looking for a couple more properties right now. Are you still interested in selling or where are you at?” “Oh yeah, you know, we just got it done and I think we are ready to go.” Then you can talk about pricing and where they need to be if you sense that motivation there. But that follow up is key. You want to spend your time, and you’re wondering, “What do I do on a daily basis?” Well you’re going to have your calendar there, you’re going to have follow up people you’re talking to, you’re going to have contracts you’re following up on, sellers you’re following up on, and new leads that are coming in. But the money is in the follow up.
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