Follow up and Lead Nurturing
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Building a follow up plan that converts
Detailing the road map of your follow-up process with you can help you organize and control your lead's experience.
The leads have a motivation/interest to sell, but it doesn't mean that they want to sell to you, especially since you're strangers to each other.
Provide the leads with proper credibility packets (e.g. testimonials, reviews, company profile, etc.)
The point is not to sell to them during the phone call; the point is to get together with them to see if you’re a great fit to work with (Book the appointment).
Speed to lead
We all know that speed to lead is an important factor in lead conversion. However, being available day and night at all times to call a lead that you can not predict the time of receiving is impossible for most. This is why having a system in place is so valuable.
When you are not able to call a lead instantly, we see agents having great results with an automated video text. This is a way to introduce yourself, begin the rapport-building process, and stand out from competitors before ever speaking to the lead.
Here is an example of an initial contact sequence to be persistent, without being a nuisance.
Follow mega agent Gabe Cordova as he started with zBuyer and developed an SOP that converts
Have you built an Omni-Channel Approach?
When you are marketing to your leads you should be using every channel possible to try and reach them! The more channels of marketing you use, the better your chances are of getting into contact with your leads.
Email
Text
Video Text
Social Media (Facebook, Youtube, TikTok, etc.)
Not today is not a no forever
Often leads are not ready to move or make a decision after the first phone call. There is a process and many factors that must be in place first for the home buyer or seller. Build value and gain trust to allow your prospect to be open about their intentions and possible concerns. Once you know this you can help your potential client by creating a step-by-step plan on how to move forward.
How can automation change your follow-up plan?
From the power of artificial intelligence to advanced retargeting, technology can save your business time, money, and allow you to grow at a much faster rate than the traditional methods of cold calling. Automation is one of the greatest ways you maximize your performance while being hands off.
Check out This SOP built by Marcus Edwards, mega agent and founder of Virtual World Assistants.
See how Deven Nemer, CEO, and founder of Real Estate Faster shows a step-by-step system to build a constant flow of transactions. This is done by utilizing their relentless follow-up system to strategically target and produce appointments with zBuyer leads.
zBuyer Member Scott Rotheiser is leveraging video client testimonials in his business. This is incorporated in his lead follow-up, prospecting campaigns, and online to bring organic leads to his funnel.
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