Today was a long time coming. I’m actually surprised that it didn’t arrive sooner.
Up until this point I’ve had people lie to me and say they have no plans on selling their home only to see it show up on the market 90 days later. Twice I’ve gone on a listing appointment with a cold call lead and lost the listing to a different competing agent. Just last week I lost a lead to someone else because I originally contacted them in September but didn’t have the time or resources at that time to put someone who wasn’t going to be listing until after the new year into my follow up plan. They were due for a call, but listed before I placed it. So failure to follow up was a factor.
Today was the day that I was holding my breath over though.
Full-Throttle Follow Up #15
So it’s almost 10am and I’ve yet to do pretty much anything. This after staying up late 3 days in a row trying to catch up on follow up. It’s official. I’ve overloaded myself.
Here’s what all is suppose to be done by close-of-business Saturday:
In December, I pretty much cut my prospecting activities back to the bone. Instead of working IN my business by shoving more leads into the pipe, I chose to work ON my business. This came in the form of re-vamping my follow up process to a degree as well as tweaking my website. Family activities also dominated the time-scape to a much greater degree than I would have thought. Or perhaps it was just that I was paying attention.
The first week of January is past and I’m working full steam right now, but follow up is still playing a front-and-center role right now. I probably won’t get back into my “groove” until the second half of this month. I’m focusing on follow up. Particularly, touching base with people I have NOT met in the past.
The map to the right shows all of my lead follow up activity in a visual format. With the exception of 11 new leads I put into the system this week, I have physically driven to every one of these homes. The leads are kind of clustered so you can’t see all of the pins on the map, but the black ones are those I’ve not met yet, the blue those I have met but are further down on the horizon, and the red are those I’ve met and which I feel are most likely to pull the trigger in the next 90 days.
Winter follow up is going to be a challenge. The wind chill here is 15 below. Snow is everywhere. I have no proper boots for this mess. Nice.
Today is Saturday. I have a listing appointment at noon and should probably be buying proper footwear before showing up there. I have over 30 drop-offs that need to be done either today or tomorrow and 11 of them are first-time visits which require me to build out CMAs. That’s not done yet.
Do I believe that I should be calling? Yes. Do I feel bad that I’m not? Only slightly and THAT is because of this phantom sense of peer pressure from people in the cold-calling community that are a little more hard-core than I am. So my shame about not getting on the phone is not even properly placed shame.
Some choose more calling. I choose follow up. Following up on the leads you DO have is more important than trying to find NEW leads. At least in my book. So no calling this weekend. Just getting a new listing signed up and getting my follow up completed.
I love the smell of commission checks in the morning. It smells like…victory.
On Tuesday, at long last, I closed my very transaction which I can directly attribute to my cold calling efforts. I’ve closed other deals this year, but they were either sphere-of-influence deals or distressed sales. This closing was a direct result of phone prospecting.
I know that there are some out there who don’t believe anything unless they see proof, so here’s a picture of the check…
Full Throttle Follow Up #14
I’m always trying to figure out how I can make my system work better. AS mentioned in past posts, I think that the BEST thing I can do would be to get someone to help me with all the follow up workup type of tasks. But there are other things that can be done.
So here we are in December. November wrapped up nicely with 34 leads but I think that the big focus was the Mojo contest. I’ve touched on the fact that the fact that the November contest sponsored by the elite dialer service provider was boosted with the prize being 3 months worth of free service for anyone who made 10,000 dials or more.
You can see from the chart to the right that seven of us made it. Last month I think that there were only three who crossed that threshold. Participation was much more fierce this month and it made the cold calling part of things a little more interesting.