Three Follow-Up Myths
Three Follow-Up Myths
Myth #1: “I need to have a complex CRM before building my follow up system.”
Yes. Having a super fancy CRM will help you organize your lead-flow, assign tasks to different team members, and ensure that you follow-up with every lead, with the exact same messages, a pre-determined number of times.
CRMs allow you to organize and automate your follow-up system, making the entire process a whole lot simpler.
But CRMs aren’t always cheap.
And they also aren’t always easy to use (some are better than others).
If you think that your lack of a CRM or your hatred of technology is an excuse to not follow up with your leads, think again…
Just keep it simple, use an ESP like MailChimp or icontact (both of which integrate with your Carrot website), and schedule an automated follow-up campaign.
Remember, some sort of follow-up strategy is better than no follow-up strategy.
Myth #2: “The majority of deals come from first-contact, not from follow-up.“
Whether you’re an agent or investor, it’s easy to assume that the bulk of your deals come from first-contact.
A motivated buyer or seller calls you on the phone, they’re ready to take action now (they might even already know who you are and trust you), and that call effortlessly turns into a closed deal.
That’s how many of your transactions happen now.
But we have to ask the question… do most of your currently closed deals happen like that because if someone isn’t motivated from the get-go, then they won’t be motivated down the road?
Or because you’re not following up and thus not capturing leads which might require a little more time and effort?
The answer is clear.
After all, no matter how motivated someone is to buy or sell their home, a reasonable person likely won’t just decide to work with you right off the bat — they’ll need to process, think about it, examine other options, and speak with you some more.
And if you’re following up during that decision-making process, they very well might work with you down the road.
Myth #3: “I don’t want to follow up too much or I’ll annoy my prospects.“
This “myth” isn’t totally false.
Some real estate follow-up sequences are downright annoying to prospects.
If you’re sending the same thing every time — “Hey! I want to buy your house right now!” — then that’ll get old quickly.
But this belief is a myth in that the follow-up sequence you create doesn’t need to be dull and drab — it can be interesting, engaging, and trust-building.
How?
Well, we think that one of the best ways to build trust and engage prospects with your follow-up sequence is by providing free value.
Send them a link to an article on your website which might help them solve a current problem. Give them a piece of advice specific to their situation. Or even offer to get on the phone and discuss their options.
The better the relationship you build with them, the more dividends that relationship will pay you down the road.
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From myths to facts to truths!
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