The Importance Of Having A Lead Follow-up Strategy- EP 126

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica are going to duke it out over what is the best lead follow-up system? A lead for Monica is a referral from a client, and she does whatever it takes to get in touch with that person because they might also expect her call. Jenn uses all forms of communication if a person or lead doesn’t respond once because her thought process around that is - they will respond in their preferred way of communication. Tune in for all of the details!

Episode Highlights:

• If you have a referral lead and if that person doesn’t call you back, it still does not mean they don’t want to do business with you, says Jenn.
• Jenn inquires, in the case of referral, you first call the person, and they don’t return the call; what do you do? 
• A certain percentage of buyers are listing, but Jenn does not care that much because she would help you if you want to be helped.
• For internet leads, you have got to be quick. But, if you are doing Zillow leads, you have to understand that this game is one with consistent persistence, suggests Monica. 
• Jenn answers the question: When does she give up or move off from the lead if they never talked to her?
• The goal is to get a response, and if you have got 15 leads, that is a lot because all you are doing is a lead follow-up every day, says Jenn.
• Honestly, the answer to the best lead follow-up strategy is that it depends on what lane you are in and how serious you are about that lane, says Monica. 
• Monica shares her advice on Zillow leads.
• Tiebreaker, Jamie Woodall, licensed associate real estate broker at Pat O’Brien & Associates, joins the conversation. He says before becoming a real estate broker, he was a pastor and was visiting about, opening up churches, making connections, networking, and inviting people to create things together.
• Immediate, passionate, and energetic response is the best lead follow-up strategy. Jamie gives his advice on timing.
• If you don’t generate leads, you have nothing to negotiate, and if you work in order of priority following up and generating leads, it is more important, affirms Jenn.
• You can put all of your detailed information on the contact card of your phone so that when you shoot it to a new lead, they at least have you in their contacts list that they ever do need help, suggests Jamie.
• Many agents are starting to do videos on different neighborhoods, so that could even be something if new clients are looking at a specific community, and this idea is creating values, says Jenn.

 

3 Key Points:

1. Most brokers have an automated system, and automated is better because the problem with lead follow-up is that after so many leads, it is very difficult for you to do it manually, says Jenn.
2. If you want to build a business based on cold leads from Zillow, and that is your strategy, then you better get a solid follow-up system, recommends Monica.
3. The main thing that Jamie looks for in the first conversation with the lead is their criteria for a home, price range, timeline, and the main reason they are buying the home.

 

Resources Mentioned:

• Jenn Murtland LinkedIn | Facebook | (513) 400-1691 | Website | Instagram
• https://jennifermurtland.com/Vault/
• Monica Weakley website | LinkedIn | Facebook
• Real Estate Fight Club Podcast  Facebook page | Instagram | YouTube
• Jamie Woodall   Website | jamie@patobrien.com

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