5 Calls, 4 New Leads!! Lead Generation on a Shoestring!
Are you looking for low cost, lead generation ideas?
I had an introductory call last Thursday with an agent who just started coaching with me. We made a plan for the week and he felt excited and empowered and a little apprehensive. One of the things he decided he needed to do was to reconnect and call his past clients and sphere of influence. He made a goal to contact 5 people each day 5 days a week and spend the bulk of that time calling past clients. We brainstormed a script and then on Friday he picked up the phone and went for it. He made 5 calls in 1.5 hours and ended up with 4 new leads!
His outlook on the real estate business is much rosier now! See, he was a top producer prior to the collapse of the market. He sold a lot of homes and had a team. When the market collapsed not only did he lose his sales and team, he also lost his confidence. Since it had been such a long time since he had connected with his past clients and sphere he felt like it was too late and after 30 years he needed to start over building his business. That would be overwhelming for anyone. He felt that the connections he had spent so much time cultivating were gone. That turned out to be untrue and it only took 5 calls to prove it.
How are you doing staying in touch with and calling your past clients and sphere of influence? It’s never too late!
An easy way to make the calls is to have a reason to call.
Think about a buyer need you have. When you make the calls let the person you are talking with know you are working for your buyer and really pounding the pavement to find them the perfect home. Not only are you working for your buyer when you do this, you will be making a strong impression on your network too.
Make a checklist of items you can tell them about that you need help with in your business. If you have a listing you are promoting, think of the one feature or benefit that is awesome about that house and be ready to share that info with the person you are talking with. Every house has a selling feature. What is special about your listing. If you have a buyer you are struggling to find a home, ask if they know anyone with that style of home or in the specific neighborhood your buyer wants that may be willing to sell.
At the end of the call make sure to tell them that you work in all price ranges and you are never to busy to help anyone they care about.
You want them to be sure to know that you are not too busy for them and that you want to be their trusted adviser.
We hear so much about “lead follow-up” and that is critical but staying in touch with our past clients and sphere of influence is important too.
