• Even when prospects turn out to be "flakey," always leave the door open so that when it's time, they will call you instead of someone else.
  • You must use a call outline or script when following up. If you don't, you'll end up spending time trying to build rapport and giving away information instead of asking pre-qualifying questions that help you close the appointment.
  • Stop making up stories in your head about a prospect's situation. You don't know unless you make contact with them and know all the facts.

Today, we focus on two major points that are critical to great lead follow-up: lead quality and leaving messages. Major mistakes that cost you money are made every day in these two categories. Adopt these two points, and you’ll start to see your business turn around almost instantly.

6. Leads are either A, B or C quality

Learn the difference. The most important thing to know is that you never, ever sit on an “A” lead. The world stops for an “A” lead. Do not let your “drip system” go on auto-pilot for these leads.

“B” leads have logical conditions and need weekly follow-up, and “C” leads should be called daily. Listen to the podcast to find out why!

[Tweet “The difference between a superstar and a regular agent is in the details. @timandjulie”]

7. Leave messages when you follow up  

If you don’t, they’ll never know you were trying to make contact with them and might conclude that you are not interested in working with them.

Keep calling until you do find them and get all the facts about their situation. When you reach them, make it about them by offering them value and taking that step of asking for the appointment.

You can improve your income drastically by being furiously fast and relentless in your lead follow-up. Don’t do what everyone else does.

Don’t rely on digital communication — go knock on the door if you can’t find them. Stop chatting about how they have a golden retriever, and you do too. That doesn’t win the day.

Asking qualifying questions that lead to solutions for the client’s real estate needs are the hallmarks of a true professional.

Subscribe to Tim and Julie Harris’ podcast on iTunes or follow us online at realestatecoachingradio.com.

Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.

Email Tim Harris.

Show Comments Hide Comments
Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Success!
Thank you for subscribing to Morning Headlines.
Back to top
×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription
×