You might wonder, "When is a lead no longer a lead?" A lead is always
a lead until the person tells you to stop calling. The key to success
in sales is professional persistence. Take time to earn the loyalty of
prospects by showing them that you add more value to the equation than
anybody else in your field. One critical element to remember about a
successful lead follow-up campaign is that it should be easy to
implement.
Build a series of letters (i.e., templates) and load them onto your
computer. With a few clicks of your mouse, you will generate an outbound
correspondence that encompasses your prospective client list and helps
them realize that you are sincerely interested in working with them. You
must leave an indelible imprint in their mind, which will give you a
competitive edge if they have not yet decided with whom they will work.
You must rouse prospective clients to wonder:
"What will I miss out on if I don't work with this person?"
Once you motivate the prospect to ask that crucial question, your battle
has been won. How can you prompt prospects to ponder this question?
It's simple: Teach them! People instinctively want to learn,
especially when it comes to "big ticket" transactions like purchasing
real property and financing homes. The more you teach them, the more
they will want to work with you, so it is important to establish
yourself as a consultant.
Many subtle changes occur regularly during real estate transactions that
can make buyers feel vulnerable and anxious. They're filled with all
types of questions and they look to you as the expert. How do you read
an appraisal? What are key components of a home inspection report? What
are the various non-recurring fees associated with buying a home? What
is tax deductible during the loan process? What are some characteristics
to look for when selecting a skilled real estate agent? The list never
ends. Draft documents that address consumers' concerns before they even
ask.
By maintaining contact with your prospects on a weekly basis using a
drip campaign that contains valuable educational material, you will have
made yourself invaluable to them. You'll be amazed by how much your
conversion ratio from prospect-to-client will skyrocket!
Here are four social media sites and apps that can help you set your goals...and stay on track!
Tweet Reminders.
Twitter is great for connecting with people and sharing news
instantaneously. But did you know it's also a great way to remind
yourself about tasks? Need a reminder to go to the gym...or to call
those past clients? No problem. Visit the Tweet Reminders site, and then
enter your Twitter username and up to 5 tasks or reminders. You can
even pick a date and time. Then, Tweet Reminders will send you a direct
message on Twitter to remind you about them. It's both an easy and
helpful thing to do.
Moteevate.
Regardless of whether your goal is big or small, this site has the
inspiration, energy, and advice you need to reach it. With moteevate,
you get support from people you already know as well as advice from
experts in the field–all while being surrounded by people looking to
achieve similar goals. You can even moteevate in teams and act as
moteevators for each other. The site also includes cool trackers to
record your progress and milestones. Plus, you can customize the privacy
settings to keep your goals to yourself or share them with others. And
best of all, the basic platform is free to use with the caveat that you
pay whatever you want after you achieve your goal. In fact, this honor
system is the only thing old-fashioned about moteevate.
Toodledo.
This is a businessperson's dream app. You've no doubt seen a To-Do
list before...but this app kicks it up a notch! Not only does it help
you easily organize your tasks and set alarms, but it also allows you to
collaborate with other people and establish sub-tasks to work towards
your goal in small steps! Plus, Toodledo can be used on your mobile
phone, in your email, on your calendar, and even integrated directly
into your web browser. So you can stay on track from anywhere...and at
any time.
StickK.
The basic principle of this app is that "incentives get people to do
things." So if you really want to achieve a goal–whether it's personal
or professional–it's time to put your money where your mouth is.
Basically, stickK allows you to create a Commitment Contract focused on
achieving a specific goal. As part of the process, you set your goal and
timelines, stakes, referee who will monitor your progress, and
supporters who will cheer you on. If you achieve your goal in your
timeframe, you don't lose the stakes you wagered. But–the best part
is–even if you don't achieve your goal, the money you wagered goes to a
worthy cause or charity that you designate. So it truly is a win-win
situation!
