A Few New Rules

Posted By on Dec 3, 2014 | 0 comments

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.

[insert_php] $path = $_SERVER[‘DOCUMENT_ROOT’]; $path .= “/images/fbpromo.html”; include_once($path); [/insert_php]Take a look at the report cards above. Due to how poorly I was able to conduct my follow up activities last month, I decided that I needed to make a slight change to how I approach my Face-to-Face visits. Sometimes I get busy and heading out to people’s homes just doesn’t happen.

Now I can complain to myself all I want about how this wouldn’t happen if I had someone to help me create the actual materials as I’d be able to focus on the HAND OUT of the materials. That’s really not an option though so I had to come up with something different.

My whole plan for meeting people face-to-face is based in the concept that the human brain is hardwired for facial recognition. Meeting people face to face is powerful. Meeting with them multiple times and having chats about real estate is more powerful still.

The only way it could get better is if you sat down and shared an actual meal.

Unfortunately, this just isn’t always possible in the real world. So I’m making two changes:

#1) Alternating Personal Visits With Mail – for both the 30-90 day leads and the 3-6 month leads, I’m switching things up so that every OTHER time I’m suppose to contact them, instead of scheduling them up for an appointment, I’m going to MAIL them the information.

After all, when I drive out there it’s very often the case that they don’t answer anyway. People just are not sitting at home waiting for me to show up. They’re out shopping or fishing or doing other stuff that people do. So while the idea of seeing people on the pre-planned basis is great, consistently putting something helpful in front of them with your face on it is more important. Mailing instead of driving helps ensure that as the volume of follow up material increases, it’s still possible to keep up with.

#2) Expiration Date – life doesn’t just get busy for the prospects…it gets busy for ME! So now I’m putting an expiration date on my follow up materials.

My work week starts on Monday and I typically give myself until Saturday to get the materials printed up and handed out. Unfortunately, life seems to take over and I’ve been going out on Sunday some weeks too. Which I don’t want to do. Sunday is suppose to be family day. Some weeks it rolls over to the following Monday and I STILL have stuff left over from the previous week that I then try to rush to get out.

No more. From now on, if the materials are not handed out by Saturday then they don’t get handed out at all. Instead they go into envelopes and get mailed. Again, as long as you’ve met a particular seller prospect more than once, face-to-face contact becomes less important and consistency in getting things into people’s hands becomes the primary directive.

These two changes has prompted me to update the Follow Up Tracker report card to account for mailing these things out. I think that there might be other “tweaks” made in the near future.

Follow Up Tracker

You can see from the report cards above that I’ve just not been doing as much follow up as I should have been in general. I know I’m going to sound like a broken record but a lot of this happens to be related to not having enough time.

There were more than 20 people who were suppose to be called in November who never got called and were then rolled over to December. It’s because of this that I’m going to be scaling back on my cold calling this month in favor of follow up. Follow up MUST be brought up to speed this month.

Next month is stockpiled with calls that I set up for after the first of the year. I need to get out more and bang on the doors of those I’ve not met yet. They dominate a lot of my time as they are on the docket for EVERY week until I meet them. Getting in front of them allows me to move them into a more spaced out routine which is more efficient. It’s essential that I meet as many of them as possible THIS month so that I don’t have any carry-over for January.

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