Top 4 Proven Follow-Up Strategies To Close More Deals

By Jason Baker

Jason is a full time agent who enjoys training his agents on how to think big and live an incredible life, while providing the best experience for their clients.

Are you doing lead follow-ups the right way? In our recent sales training, one of the things we focused on is effective client follow-ups, which is one of the most important things you need as an agent. Today, I’ll share three things you need to remember when calling a client:

Objections vs. conditions. When we first call someone this time of year, we often hear, “I want to wait until spring,” or “I’m not ready yet.” That’s when you need to differentiate between an objection and a condition.

An objection means you haven’t asked the right question or discovered their story enough. If you do, they might be more inclined to engage. A condition indicates that they won’t list their house without certain circumstances being met, such as a job or a child’s graduation.

Misidentifying leads. The biggest mistake we make in real estate is thinking everyone we speak to is a lead. My mentor said a lead is someone prepared to transact within the next seven days. Otherwise, consider them a throwaway.

The best example is a story about a woman with 946 index cards representing potential leads, but she wasn’t closing anything. She had a false sense of security from those cards. My mentor advised her to call each one and ask if they needed to buy or sell in the next seven days.

She found only three or four who did and discarded the rest. As a result, her business improved significantly because she focused on motivated clients.

The need for fanatical follow-up. You have to be fanatical about your lead follow-up. We discuss this at our daily meeting. We talk about new ways to engage people on our list to move them down the pipeline to where they want to buy or sell.

What new data can we provide our clients? We can give them market stats, comps, and so on, but you have to make a lot of deposits into that data bank.

About 70% of your appointments will come from lead follow-up. Without a solid system for follow-up, building your business will take longer. If you’re not generating substantial business from lead follow-up, you need to improve your approach.

If you are curious and would like to join our daily morning meeting, let me know, and I’ll send you the Zoom link. We enjoy having guests, as they bring new energy.

Have a large trash can ready. I know you’re wondering why you need to throw your leads away: it’s because you’re tricking yourself into thinking you have something when you don’t. You only have a lead if someone is ready to act in the next few days.

We get around 250 internet leads monthly, which I pass on to our agents. To manage that, ask your leads, “Are you ready to do something now?” If they say yes, keep them. If they say no, respond with, “Okay, great. Just remember my name for later,” and then let them go.

Determining the motivation of buyers and sellers is vital, as is ensuring that you’re the one who follows up better than anyone else.

Hopefully, this was helpful. If you have any questions, feel free to reach out at (406) 552-4443 or jason@jasonbakerteam.com. I’m always ready to help.