A good follow-up strategy is something that you need to have to make sure that you can succeed and crush it. This was an absolute game changer when I started utilizing more follow ups in my outreach strategies.
Why is it very important to follow up? This gets your message across to your lead that you are serious about doing business with them. An effective follow-up method is one of the tricks on how you can convert an old lead to re-engage.
Short Background How my journey started…
Due to how I was brought up by my mother in the "not so safe” parts of Indianapolis Indiana—the midwest, I did not have access to a lot of things that I wanted, although my mother gave us her best as she raised us and I bless her for that. I had to live on government assistance, and anything above standard of living such as the cool things I wanted as a kid(new nikes, clothes etc.) I had to learn to figure out how to earn money on my own. Although there were lots of illegal activities going on in my environment, decided not to take that route.
So through this experience is when the entrepreneurship spirit came into existence at an early age where my first product I sold was kool aid then Pokemon cards. And during this time the importance of follow up started to come into play with getting repeat customers. Now in todays’ competitive market the follow up is even more important to finding off-market deals at great prices.
Now let’s get down to business, following up is not an easy task and believe me, it takes time to get the results you want. In general, it requires a number of emails, calls, texts, direct before a lead takes action or respond. In this post, I’ll discuss to you some of the effective strategies on how to follow up like a Pro!
Be creative
My initial point of contact has been a cold call and I know you might feel a little hesitant about calling a complete stranger but at the end of the day you have to often times do things you don't want to do to get what you want.
From my experience, most of the owners I reach out to are "not interested", and through multiple follows up convert them to "being interested".
Being creative helps you use different mechanism to stay top of mind without you being intrusive.
Engage your moves
One of my favorite follow-ups is where I do a selfie video expressing my interest in buying a owners property while on site at the apartment. Although some do respond, some others might not. The objective is just to stay on the owners radar.
Timing is also important in influencing the decision of the owner.
Fun gifts in the mail are another way is to be creative. It has worked for me. You can also send a little Tylenol bottle with a note that says "hey let me get the headache off your hands". It boils down to using different techniques without being boring. If you're bored, you might end up on the customers " do not call list".
You can also show up in person which face to face always goes a long way in comparison to texts, calls, direct mail etc.
Persistence
It is a numbers game. You have to try out multiple attempts to get in touch with someone. It might take the 8th to 12th contact just to get in touch with the lead. When you are doing the follow-up, do not internalize the rejection and whether the person cusses you out if he is having a bad day. Don't give up even if you are rejected. Be a pro! Be in charge of your game.
I am very excited to see how things will go for you. Here are the moves that you can use to follow up like Pro:
Use cold-calls
Texting
Sending gifts in the mail (handwritten letter, tiny shoes)
Social media (one time I was having difficulty getting in touch with a property owner and so I slide into his daughters DM and she gave me his contact, strictly business of course)
Be persistent and don't give up
You may feel discouraged and might give up at first but keep in mind that with the right strategies and techniques on how to follow up your leads, everything will be just like a smooth walk at a park. One of the qualities of most successful personalities today is they did not give up. They did not stop until they reached their goal towards success. We all know how difficult it is to make it big in the world of real estate but as long as you have the perseverance, goal and mindset then everything is possible.
Thank you so much for reading. Let me know if you have any questions, comment below or send me a direct message at sterling@sterlingwhiteofficial.com.
P.S.
I’m giving away a copy of my book “From Zero to 400 Units”. Grab your FREE copy here. Also, I am hosting an Intensive Real Estate Investing Training. Will Take You By The Hand To Show You Exactly How This Works— Absolutely FREE! Book your COMPLIMENTARY Seat here.I am putting up an elite group for real estate entrepreneurs like yourself. If you wish to be part of the “The Real Estate Mastermind Group” take the free self-assessment test to see fit.
Thank you!
(Sterling White)