You know what\u2019s insane?<\/p>\n
Spending thousands on marketing and not having a reliable Prospect Follow-Up System.<\/p>\n
Or worse, forgetting to follow up with a referral or a hot lead you met at an Open House.<\/p>\n
Oh sure, you talked to them once.\u00a0 Then two months went by, and you noticed a new listing.<\/p>\n
\u201cWait a minute. That address seems familiar.\u201d<\/em><\/p>\n Yup. They listed with someone else.<\/p>\n Has this ever happened to you? <\/p>\n You get busy, you forget, you write notes on scraps of paper and lose them. You have no follow-up system, whatsoever.<\/p>\n It\u2019s time to resolve this outrageously expensive problem, once and for all.<\/strong><\/p>\n Let\u2019s keep it as basic as possible for now. In fact, let\u2019s use a Ridiculously Uncomplicated Follow-Up system (RUFUS). Here\u2019s why:<\/p>\n If you can\u2019t follow a simple system, you\u2019ll never train yourself to use a more complicated program, such as Follow-Up Boss (which I\u2019m told is excellent).<\/p>\n As with any computer software, what comes out is only as good as what goes in, so training yourself to use a \u201cmanual\u201d system first, is a good stepping stone towards something more robust.<\/p>\n That said, even when I was earning in the high $800,000\u2019s in yearly commissions (as an individual agent), the following simple spreadsheet is the only system I ever needed to keep track of ALL my leads.<\/p>\n Open up a new spreadsheet and label the columns as follows:<\/p>\n Column A\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 A, B, or C indicates the importance level.<\/p>\n Column B\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 First name(s)<\/p>\n Column C\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Last name(s)<\/p>\n Column D\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Date of the most recent contact attempt \u2013 Update this every time you add a new note so you can sort your list newest to oldest or vice-versa<\/p>\n Column E\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Notes. What did you discuss, and what was the result? Just keep adding new notes at the front of the cell (not at the end) preceded by the date. The latest entry will always be visible, and you can review older notes if necessary.<\/p>\n Column F \/ G\u00a0\u00a0\u00a0\u00a0\u00a0 Email(s) 1 and 2 \u2013 List these in the same order as you list their first names in Column B<\/p>\n Column H \/ I\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Phone number(s) 1 and 2 \u2013 Same thing.\u00a0 Always list information consistently.<\/p>\n Now, start adding your leads into this spreadsheet and train yourself to review and update it daily. If you haven\u2019t made the plunge and done the Master\u2019s Program<\/a> yet (including Module #2 \u2013 Getting Stuff Done), figure out your own way to force yourself to do this! It\u2019s important!<\/p>\n When you do this daily, all your prospects will be top-of-mind, and I guarantee you\u2019ll NEVER forget to contact a prospect, ever again.<\/p>\n