The most important thing you can focus on when you get a new lead is making contact with them.
This is the first time where some variation in the system occurs.
Up to this point, your website works EXACTLY the same as Julie Matthews’ website in
Winter Haven, and EXACTLY the same as EVERY Money Making Website in North America.
You’ve ALL got the same site, that says the exact same thing, makes the exact same offers, and follows up with the exact same automated process.
Once a lead shows up in your inbox, it’s the first time the exact same thing isn’t happening every time, because ME following up with leads is going to be different than YOU following up, and different still from Julie Matthews following up.
What I’ve tried to do here is eliminate as much discretion as possible, and show you exactly what to say and do when the leads come in so you get the best results possible.
A system you can pass on to your buyer’s agents or assistants.
Sometimes it’s difficult to connect with your prospects…so I’ve developed a 5-Star Prospect filter. It’s a sequence of calls, voicemails, and emails designed to connect you with as many of your prospects as possible. This whole process should happen within a week of getting a new lead. You’ll either connect with then, or you won’t. Either way is okay. We call this our 7-Step Connection Process.
Step#1
When you get a lead from your website, if you have a phone number and an e-mail address. Try the phone number first. Most of the time you’ll get someone’s home phone number and their work e-mail.
If you call them and get voice mail…leave this message.
“Hi I’m calling for Bob Crosby…this is Dean Jackson from Living In Winter Haven.com.
I’m putting together your marketwatch subscription today, and I’ve just got a couple of quick questions…can you give me a call at 1-800-420-6773. It’s 2 o’clock now, and I’ll be here until 5 or back in tomorrow morning at 9…ok? Thanks.”
Step#2
Immediately after you leave that voicemail send them this email message…
To: Bob@aol.com
Subject: Message on Your Voice Mail…
Hi Bob,
I just left a message on your voice mail…
I’m putting together your marketwatch subscription and I’ve got a couple of quick questions.
Would you prefer to talk by phone or email?
Thanks,Dean JacksonLivingInWinterHaven.com
Step#3
Try to call again, if you get the voicemail again, just hang up without leaving a message.
Step#4
If you get no reply…forward the original e-mail to them the next day with a short premessage
that says:
Is this the correct e-mail address for Bob Crosby?
Then include the message from the day before, along with the details section of the email
from the day before, so it would look something like this:
————————————————————————————
To: Bob@aol.com
Subject: Fwd: Message On Your Voicemail…
Is this the correct email for Bob Crosby?
>————————————————————-
>To: Bob@aol.com
>Subject: Message On Your Voicemail…
>
>Hi Bob,
>I just left a message on your voice mail…
>I’m putting together your marketwatch subscription and I’ve got a couple of quick questions.
>Would you prefer to talk by phone or email?
>
>Thanks,
Dean Jackson
LivingInWinterHaven.com
———————————————————————-
Step#5
Try to call again, if you get the voicemail again, just hang up without leaving a message.
Step#6
If you get no reply… send this email…
Hi Bob,
I didn’t have any luck trying to reach you by phone this week… and I just wanted you to know there’s a real person behind these emails.”☺
Are you still interested in the FREE Marketwatch subscription?
The reason I was trying to reach you is because we have two different programs.
If you’re going to move in the next 4-6 months or more, we’ll send you updates by mail every two weeks of ALL the homes that come on the market in the 2-week period.
It’s great for getting familiar with the market and keeping informed.
If you’re going to buy a home in the next couple of months, you may want to get more frequent updates on more specific area, neighborhoods or a narrower price range.
This is called our HomeSearch program.
Would you just reply to this message and let me know a little about your plans, so I know the best kind of information to send you?
Thanks…
Dean JacksonLivingInWinterHaven.com863.294.6773
Step#7
If you call them and get voice mail…leave this message.
“Hi Bob,
It’s Dean Jackson calling you from LivingInWinterHaven.com. I seem to be having a hard time connection with you this week…
Would you give me a call either today or any time tomorrow at 294.6773…
Ok? Thanks… Talk to you soon”
A word of caution, tone of voice is important. You’re not disappointed in them or anything, you’re merely stating a fact and know that you can help them, if you could just get in touch with them
This seven-step process will increase the number of people you connect with. If you don’t connect with them after completing this 7-step process… it’s okay. This process will identify most of the real 5-Star Prospects.
Focus on completing this process.
The quicker you can make this happen, the better, while it’s still fresh in their minds.
There’s one more scenario you need to be ready for.
If you get a request for MarketWatch or a Home Loan Report that doesn’t have a phone number, here’s what you do…
You skip right to step #2 and send the same email, but instead of saying “Message On Your Voicemail…” You say “Hi Bob, I got your message…”
Same thing in the body of the message. You just replace the opening line to say:
Hi Bob,
I just got your message…
I’m putting together your MarketWatch subscription…etc.
Then carry on with step #5 if they don’t respond by the end of the next day.
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