This document provides 5 guiding principles for follow up to boost your business: 1. Make it personal by learning about your prospects and finding common ground. 2. Give prospects something of value like market updates to separate yourself from competitors. 3. Reach out to prospects on a regular basis through personalized emails and calls. 4. Keep detailed notes about leads and follow up attempts. 5. Practice the principles through making calls, attending appointments, and following up consistently.

1. Boost Your Business
5 Guiding Principles of Follow Up

2. Check In
 What did you do?
 What happened?
 What results did you get?
 What do you think you’ll do next time?
Refer to your Sales Planner from last workshop

3. Guiding Principles of Follow Up
1. Make it Personal by Being a Student of your
Prospects.
 Listen carefully.
 Be observant.
 Find common ground.
 Share something about yourself.

4. Guiding Principles of Follow Up
2. Give Them Something of Value.
 Just because a person is hesitant does not mean they
don’t want to work with you.
 Be persistent when you hear an objection.
 Separate yourself by offering something of value!
 What would you do to give something of value? In
this case, sending them a market update would be a
great way of sending something of value.

5. Guiding Principles of Follow Up
3. Reach out on a Regular Basis.
 Which Jeweler would YOU be more likely to give your
business to?
– A Jeweler who sends you the monthly flyer with the different
kinds of jewelry on sale that month, but with whom you have
no other significant contact.
– A Jeweler who sends you periodic emails containing the kinds
of jewelry you like .
– A Jeweler who sends you e-mails with images of new jewelry
you like, along with a personalized letter or follow up phone
call.

6. Guiding Principles of Follow Up
4. Write it Down.
 Keep detailed notes about a
lead.
 Record the date when you
last spoke to a lead.
 Describe the method of
follow up.

7. Prospect Follow Up Sheet

8. Guiding Principles of Follow Up
5. Follow the Guiding Principles!
 Discipline and practice are important.
 Building a strong relationship will make your
prospects want to work with YOU!

9. Follow Up Conversion Chart

10. Grow Your Skills and Business
 Call until you get 1 appointment – do this 3 times before next
session. Goal is to secure 3 appointments.
 Attend 1 appointment – appointment can be a buyer
consultation, listing appointment (1st or 2nd), FSBO, expired or
price improvement.
 Come prepared to make 50 calls at next workshop.
 Preview homes and take notes on property features.
 Work an Open House. Follow up with all guests in 24 hours.
 Take online training – “Converting Your Leads into Cash and
Formula for Success”.

11. “The path to success is to
take massive, determined
action.”
- Anthony Robbins

12. Sales Planner
1. Add the assignments we just reviewed to your new
Sales Planner.
2. Write down what you will commit to do by next
session.
3. You have five minutes to complete this.
4. Ask me or a colleague for ideas and help.
Distribute blank copies of Sales Planner

13. REMEMBER…
Quickest Way to Boost Your Business
 Work an Open House every week. Aim
for an
 Know the inventory! Appointment
a Day!
 Get Price Improvements on listings 30+DOM.
 Make 100 iCalls every week.
 Work FSBO’s and Expireds every week.
 Follow up! 1=18% 2=34% 3=62% 4=78%

14. “Success is almost totally dependent
upon drive and persistence. The
extra energy required to make
another effort or try another
approach is the secret of winning.”
– Denis Waitly
Thank You