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This article by Nicholas Moschetto highlights a major mistake that real estate agents make when following up with leads. A study conducted by BoomTown shows that most agents give up on leads after a short period of time, even though the majority of people don't decide to act on buying or selling a home until much later, 1 to 3 months later.
Moschetto stresses the importance of having a system for lead follow-up to avoid giving up too soon.
He provides four rules for creating a lead follow-up system:
1. Track, measure, and plan (Live in your CRM)
2. Know what you're going to say (Scripts, Dialogues, Prompters, and Questions)
3. Choose your method of delivery (Text, Email, Call, Snailmail, and Visit)
4. Have something to really offer (Houses for Buyers and Buyers for Sellers)
By having a well-structured system, agents can increase their chances of success and avoid leaving potential business on the table.
