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Creating your Follow Up System to Close More Leads | Chat with Chatto 008

400 views · Published 4 April 2018 · 11:56 · Indexed 12 November 2026

Channel: DeRosa Group · 2018 · Education

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Hey Youtube,

Welcome back to another episode of "Chat with Chatto".  Thanks for joining us today and if you've been following along with all the steps that we've been giving you, you're probably at the point where the phones are ringing.  

You've mailed out your marketing campaign and now you're starting to get calls. This is where the fun begins.  It's important to not get discouraged during this part of the process when you receive calls from people who are upset that you sent them a mailer.  Let's just say you send out a 1,000 letters and you get 20 calls.  More than likely 15 are going to be from angry people who want you to remove them from their list.  Don't get discouraged over this, it's actually a good thing.  Now that you know these leads don't want anything to do with you, you can get rid of them and only focus on the leads that are motivated.

Looking for motivation and how to determine it.  How do we determine the motivation level of our leads and how do we know which ones to go after or not? 

There's 3 levels of motivation.
Low - (there's a gap) either in price or time frame.
Mid (not ready just yet) these people have interest but they're just not ready to pull the trigger right now.
High (ready right now) these people are most distressed and need results now!

You want to focus on the high and mid motivation.  When you have sellers in these 2 catagories, set the appointment IMMEDIATELY! Remember that you're not the only one mailing this list. There's been many times where we won deals because we were able to set the appointment and get to the seller first.

The next action step is the Follow Up System that you're going to create.

70-75% of all our business in 2017 came from following up. This is where consistency takes over.  How are you going to follow up, email, text, call, letter? How often are you going to follow up. Every 3 months, 6 months, year? The riches are in the follow up so it's crucial that you create a follow up system now that you have potential leads coming in.  Hope this helps!

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