You know what’s insane?
Spending thousands on marketing and not having a reliable Prospect Follow-Up System.
Or worse, forgetting to follow up with a referral or a hot lead you met at an Open House.
Oh sure, you talked to them once. Then two months went by, and you noticed a new listing.
“Wait a minute. That address seems familiar.”
Yup. They listed with someone else.
Has this ever happened to you? 😲
You get busy, you forget, you write notes on scraps of paper and lose them. You have no follow-up system, whatsoever.
It’s time to resolve this outrageously expensive problem, once and for all.
Let’s keep it as basic as possible for now. In fact, let’s use a Ridiculously Uncomplicated Follow-Up system (RUFUS). Here’s why:
If you can’t follow a simple system, you’ll never train yourself to use a more complicated program, such as Follow-Up Boss (which I’m told is excellent).
As with any computer software, what comes out is only as good as what goes in, so training yourself to use a “manual” system first, is a good stepping stone towards something more robust.
That said, even when I was earning in the high $800,000’s in yearly commissions (as an individual agent), the following simple spreadsheet is the only system I ever needed to keep track of ALL my leads.
Open up a new spreadsheet and label the columns as follows:
Column A A, B, or C indicates the importance level.
Column B First name(s)
Column C Last name(s)
Column D Date of the most recent contact attempt – Update this every time you add a new note so you can sort your list newest to oldest or vice-versa
Column E Notes. What did you discuss, and what was the result? Just keep adding new notes at the front of the cell (not at the end) preceded by the date. The latest entry will always be visible, and you can review older notes if necessary.
Column F / G Email(s) 1 and 2 – List these in the same order as you list their first names in Column B
Column H / I Phone number(s) 1 and 2 – Same thing. Always list information consistently.
Now, start adding your leads into this spreadsheet and train yourself to review and update it daily. If you haven’t made the plunge and done the Master’s Program yet (including Module #2 – Getting Stuff Done), figure out your own way to force yourself to do this! It’s important!
When you do this daily, all your prospects will be top-of-mind, and I guarantee you’ll NEVER forget to contact a prospect, ever again.
HOW and WHEN to contact your prospects is another topic covered in this previous post. Please check it out to learn more.