At Classic it is important that all our Real Estate agents follow up with their contacts

The F-word in Sales is Follow-up!

 

Have you let FORD PWR you lately?

 

Now, you have a method for breaking the ice at a networking function and you have sent them a PWR note.  That puts you in the top 20% for all follow-up systems.  But you don’t want to just be in the top 20%, you want to be in the Top 1%!  The top 1% are the Top Producers, the RAIN makers, the Moneymakers.  That’s where you want to be.  Follow-up, Follow-up, Follow-up!  Here’s how to take your follow-up program to the Top 1%:

 

Day 0: You meet the person and write a PWR note.  You institute the F-bomb plan here! Push play, push the Plan button in your contact management software, put the touch points into your tickler file, etc.

Day 2: You e-mail the person a thank you (Special note here: Get e-mail stationery. Nothing too elaborate, but subtle and professional)

Day 3: Leave them a voicemail at their work number (after hours to be sure you leave a voicemail, the act of speaking with them has only slightly more value than leaving a voicemail).

Day 4: The PWR note arrives at their home or office.

Day 7: They get the first postcard that is part of your F-bomb:  This postcard should describe something that you can offer them as a benefit to using your services.  (Use of a Moving Truck for a real estate agent, for instance)

Day 14: 2^nd Postcard arrives.  This is another postcard explaining your services and why a person should either work with you or refer you business.

Day 21: Follow-up Phone Call or e-mail.  If they prefer phone call, call them and make sure they are getting your informative postcards. E-mail them if they prefer electronic communication.  Script: “Hi, Jim, this is John Bendall of The Bendall Group.  How are you? Great! Just a quick call (e-mail) to make sure you were receiving my informative postcards. (Conversation…or business specific e-mail)

Extra credit: Do 15 minutes of research before this call or e-mail and insert a link to an interesting article or include your research in your phone call. 

Day 28: 3^rd Postcard.  This is another postcard explaining your services.

Day 35: 4^th Postcard: This postcard specifically talks about the importance of referrals in the growth of your business.  You HAVE to have people send you business.  You’re a business.  You always need business.

Day 40: Call and ask for a specific type of business.

Script:

Intro:  “Hey Bob! How are you doing?  (Great, thanks).

Ask for Time: Good, wondered if you had a few minutes? (Sure).

Ask for Confirmation: Bob, I wanted to make sure you received the information I have been sending you and see if you had any questions. (Yes, I got them. No questions really.)

Ask for Understanding: Great.  What do you understand about how my team and I work? (I understand you do really well in the business and that you work primarily by referral).

Ask for Comfort: Great.  Bob, I am going to ask for your help, but I only want you to help me if you are comfortable.  Okay? (Okay.)

Ask for Specific Business: I’ve been trying to get an appointment with the Human Resource VP of Widgets Inc.  I believe you know her as you’ve done some work with her.  I’d like to get an invite if you don’t mind as a majority of our business is (what it is).  Would you mind doing an intro? (No)

Teach: Could you please give her a call today?  I’ll be calling this afternoon at 3:30 p.m.  Do you mind just letting her know that I will be calling and that it is worth her time to speak with me?  What time can you call her? (I’ll call her right after lunch).

Ask for Referrals: Bob, I appreciate it.  By the way before I let you go and with you knowing how I do business, who is another Human Resources contact I should be talking to? (Conversation…)

Closing: Thanks, Bob.  Is there any way that I can help you? 

Help Bob!

 

Immediately follow up with another PWR note AND a thank you gift (moving tickets, Blockbuster GCs, Dinner GC, etc.)

 

Do this with everybody you meet and you will make a lot of friends, a lot of money, and a lot of strong, professional relationships.  Which of those are you in need of?

 

Quickly calculate the cost of this F-Bomb System…

Yes, that’s about $4.00 without the last gift.  Time spent? 1 hour.

What is the Power of this system? Priceless! (With all due respect to Mastercard J).

 

How do you manage the system? First, all postcards are the same for each day of the plan so you can print multiples of those.  You’re just signing them.  You could put them in a Tickler file or in a calendar filing system at 7, 14, 28, and 35 days.  God bless technology!  You can use any of quite a few contact management programs to remind you of all of these touch points throughout the system.

 

Anything else is just excuses!  Set up the system and make it work for you!  Once you set up the F-Bomb, guess what?  Yes, you don’t ever have to set it up again.  It’s a SYSTEM! 

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