这个短语我们听过多少次了 一切都在后续调查中? Experts will tell you—and my experience backs it up—that about 80% of sales happen between the fifth and twelfth contact after your initial meeting with a prospect. What is more startling is that most agents never even follow up with a prospect. Think about 如何 many people come through an open house with little to no follow up from an agent. 错失机会的例子还有很多, simply because many people tend to want a quick sale versus playing the long game.

这就是为什么跟进潜在客户是至关重要的, 过去的客户, 以及任何可能有2021十大正规彩票app需求的人. 但如何? The devil is in the details of two things: your system for following up and your system for making the time to actually do it. Many agents fall short in one or both of these areas, because most brokerages don’t talk about it. 当我们都被最新最伟大的科技分散注意力的时候, what many agents lose sight of is 如何 successful you can be by simply implementing a process that you stay true to every day.

一个尺寸的 不 适合所有人

When it comes to the follow-up process, we can’t treat every client or prospect the same. Each type of client means something different to us and therefore requires a tailored approach. You wouldn’t necessarily send a past client the same informational item of value that you would send someone you met for the first time at an open house.

你也可以选择不同的沟通方式. Some of the tried and true methods frankly aren’t as effective as they once were. While nothing beats an in-person interaction—and that is the ultimate goal—things like mailers and even phone calls aren’t as effective as they once were. 人们倾向于丢弃他们认为是垃圾邮件的东西, 而且大多数人不会接一个他们不认识的号码打来的电话. Remember, you want to ensure your content and outreach is being consumed. 怎么?

你的前两步

首先，确定你的潜在客户的来源. The usual categories are 过去的客户 (people who know 如何 wonderful you are), 开放的房子, FSBOs, 过期的, 网络使, 别人的推荐, 以及你的势力范围. 接下来，确定要发送的内容. A booklet of vendors who can help a seller get the home ready might be appropriate for an expired listing, while the latest interest rates might be right for an open-house lead. 你永远不应该没有内容可以发送或交流. The 德州2021十大正规彩票app经纪人® website and social media pages are great resources to pull content from. Here are some other ideas to consider (be mindful of your MLS rules and the NAR 道德守则):

  • 当前公司列表
  • 开放参观日名单
  • 即将发布的属性列表
  • 刚刚降价的房屋名单
  • 春季大扫除清单
  • 新条例或业主协会规则
  • 来自德州2021十大正规彩票app经纪人®或您当地董事会的市场统计数据

MarketViewer, 这是德州2021十大正规彩票app经纪人®会员的独家福利, 为您提供您所在地区的大量市场统计数据. 您可以下载英语、西班牙语和越南语的信息图表. 访问 teehouse-golf.com/marketviewer.

When you add in information you find on social media, the possibilities are endless. 真正的价值来自于只有你能提供的东西. For this, you need look no further than the MLS, MarketViewer, and REALTORS® Property Resource. Any trends that you can present visually tend to draw the most attention.

考虑送货方式

接下来可能是最重要的一步——如何 传达你的内容. 记住，人们平均每10-12年才搬一次家, 所以他们只是偶尔需要我们. For this reason, it’s important we stay relevant, so that they will hire us 当 they are ready.

我最喜欢的交流方式是发短信, 视频文本, 视频电子邮件, 即时通讯, 以及亲自拜访. 如果你使用这些方法，你的内容肯定会被消费. 想想看. 你上次不看短信是什么时候? 如果有人给你发视频, you are going to have a hard time ignoring it—even more than a written text.

另一种方法是手写便条. Yes, it takes more time, but since no one else does this, yours will get noticed. Just make sure to hand address the envelope, keep the note brief, and include your business card. An example might be, “Hey Jane, just thinking of you today and hope you are well. 谢谢你所做的一切.在这个例子中，便条很简短，但也很鼓舞人心. 你的客户会欣赏并回应这些便条的. 它创造了一种即时的、持久的情感联系.

你应该多久跟进一次?

More does not always mean better, nor will it ensure you increase your chances of gaining a client.

最后一部分是频率，或者 当 你应该伸出援手吗?. More does not always mean better, nor will it ensure you increase your chances of gaining a client. Most of the time, increasing your frequency beyond a certain amount annoys people. I always say that everyone wants to buy; they just don’t want to be sold to. 多少才算太多? 下面是一个被证明有效的时间表:

  • 势力范围 -第1、7天，之后每30天
  • 过期的 —第1、3、7、14、21天，之后每14天一次
  • 开放日访客 —第1、3、7天，之后每隔7天
  • 网络使 —第1、3、7天，之后每隔7天
  • FSBOs —第1、3、7、14、21天，之后每14天一次
  • 推荐/过去的客户 -第1、7天，之后每30天.

虽然没有勘探计划是保证, 如果你想增加长期业务成功的几率, 你必须执行一个制度并坚持下去. 每天为这个计划留出两个小时. 其中一些甚至可以在非传统的营业时间内完成. 即使你是兼职，你仍然可以把它完成.

Expect people to opt out of emails … expect people to not respond … expect people to hire someone else. 没关系.

Expect people to opt out of emails … expect people to not respond … expect people to hire someone else. 没关系. If you commit to a consistent approach and spend the time following through, 你的听众会找到你的.