2. RE/MAX Mumbai Gujarat Maharashtra
Two Most important words in
REB:
Follow up.
Sales are mostly closed with follow up,
not lead generation
How much lead generation you should
do?
Only till the extent you can follow each
of the leads properly.
Remember: the faster the client is
responded to, the more trust he has
on the service.
3. RE/MAX Mumbai Gujarat Maharashtra
Lead Sources
Leads
Walk Ins
In/
Outbound
Calls
SMS
Social
Media
Email
In a Party
4. RE/MAX Mumbai Gujarat Maharashtra
How to manage 6 sources of
leads?
Make one single repository for all
leads
Can be in excel or any database
Ensure it cannot be easily deleted by
making protected fields
Best leads can be managed by using
iConnect as it is made as per RE/MAX
hierarchy
5. RE/MAX Mumbai Gujarat Maharashtra
How to manage 6 sources of
leads?
Capture all leads: A lot of phone leads
are lost. Ensure the following at your
office:
◦ The phone call is attended in 2 rings
◦ All the details are noted down (keep a
notepad near phone)
◦ Proper questions are asked and limited
information is given
7. RE/MAX Mumbai Gujarat Maharashtra
Lead allocation:
All leads in the office should be
allocated according to a policy
Give according to geographical focus
of the BA
Commercial and residential
specialisation should be also
considered
BA should have skin in the game
If a BA does not follow up on leads,
then they should not be allocated
8. RE/MAX Mumbai Gujarat Maharashtra
Lead allocation:
Research shows that if 20% of the
particular leads source are below
quality the salesperson ignores all
leads from that source
So if you tap only bad quality leads,
eventually there will be no motivation
to follow up
As discussed in last session: have
multiple lead generation sources.
9. RE/MAX Mumbai Gujarat Maharashtra
Lead Life cycle
First contact
Understanding
requirement
Qualify
Providing
required info
Rapport
building
Closing the
deal
Can take from One day to few months…
10. RE/MAX Mumbai Gujarat Maharashtra
How much is each lead
worth?
100 inquiries
30 qualified
10 near
signing
1 signed
Commission earned of Rs. 1,00,000/- so each
lead is worth Rs. 1,000/-
11. RE/MAX Mumbai Gujarat Maharashtra
Time management:
You need to work with active buyers /
sellers in first priority
Their requirement should be satisfied
in top priority
Remaining inquiries should be put in
low priority but should be kept in touch
as we discuss further…
12. RE/MAX Mumbai Gujarat Maharashtra
3 Rules:
The rule of 45 : 45% of all leads turn in
to a sale for someone
Great salespeople follow up every
sales lead until the prospect buys or
dies
The older the sales lead, the less the
competition
13. RE/MAX Mumbai Gujarat Maharashtra
Facts:
50% of sales leads are not followed up
in first 15 days of lead generation of
the lead
80% of sales leads are not followed up
after 1 to 2 month of generation
Most lead close after 6 – 12 months of
generation
14. RE/MAX Mumbai Gujarat Maharashtra
Checklist for follow up
Focus on strengthening relationship
Centre of conversation should be
customer, do not be ME centred
Make a simple system which the office
follows
The end result of lead follow up should
be an appointment
15. RE/MAX Mumbai Gujarat Maharashtra
3 B s of follow up:
Be prepared and organised: When
you say you will call “day after
tomorrow” call exactly on that day.
Trust building starts here and now.
Be persistent: Keep on trying till
prospect gives appointment
Be patient: Remember the life cycle of
the lead can be 1 year. Be patient till
then.
16. RE/MAX Mumbai Gujarat Maharashtra
Step 1: Qualify, Qualify,
Qualify:
Are you prospect
Or
Suspect?
17. RE/MAX Mumbai Gujarat Maharashtra
Step 1: Qualify, Qualify,
Qualify:
To be Customer centric, get used to
asking a lot of questions.
These questions should help you
judge the seriousness of the customer
Budget, need, requirement, time table,
identification, etc.
This will help you to know how much
aggressive follow up you need to do.
18. RE/MAX Mumbai Gujarat Maharashtra
Step 2: Response Kit:
So the day you get the postal address
and all information about the
customer, send a response kit
It can be:
◦ Cover letter, thanking them for inquiry
◦ Buyers guide / seller guide / a recent
update
◦ Office / agent profile
19. RE/MAX Mumbai Gujarat Maharashtra
Step 3: F.O.R.D. to build
rapport:
F: Family
O: Occupation
R: Recreation
D: Dream
Whenever you meet you can refer to
these things before hand to make the
prospect feel important:
◦ How’s your son exams go? (when you
know his son was to appear in board
exams)
20. RE/MAX Mumbai Gujarat Maharashtra
Step 4: Flood with
information:
Send a lot of information, mostly over
email.
Make a office newsletter and send to
all the prospect database, with
information on:
◦ Just listed
◦ Just sold
◦ New agent joining
◦ Any new development in area of
specialisation
◦ General real estate rules
21. RE/MAX Mumbai Gujarat Maharashtra
Step 4: Flood with
information:
Send various reports, which you can
make on trends of market
Each prospect has to be impressed
that you know more about real estate
than the 99 other agents they
contacted, combined.
The probability that a customer will
follow your advise increases when
they know you know a lot
22. RE/MAX Mumbai Gujarat Maharashtra
Step 4: Flood with
information:
Make 8 week direct mailer plan:
◦ 1st Week: Response kit
◦ 2nd Week: Buyer guide / Seller Guide
◦ 3rd Week: Just listed postcard
◦ 4th Week: Market report
◦ 5th Week: Customer Testimonials
◦ 6th Week: Just sold postcard
◦ 7th Week: City Guide
◦ 8th Week: Income tax tips / home loan tips
23. RE/MAX Mumbai Gujarat Maharashtra
Step 5: Phone call
Dedicate 1 hour for phone calls
everyday
98% of appointments are generated
over phone call
Most people avoid picking up
unknown numbers, so try again. Then
try with a different number.
Calls can be simple “how are you” or
following up with some information
they need
24. RE/MAX Mumbai Gujarat Maharashtra
Use iConnect:
To add all contact details of prospects
Record activities on their listings
Ensure that a database is handy for
mass emails, personal notes and
sending response kits.
26. RE/MAX Mumbai Gujarat Maharashtra
Lead Audit :
Check all the leads which have been
recorded and see whether they have
been followed up with every month.
Systems fail, unless checked and
rechecked.
Try to incorporate improvements
based on past experiences.
Do not assume that everything is
going normal unless you have
evidence to that fact
27. RE/MAX Mumbai Gujarat Maharashtra
Lead Audit :
Things to be checked in an audit:
◦ All leads generated in an audit are
recorded
◦ All recorded leads have proper
information
◦ All recorded leads have been allocated in
proper manner
◦ All allocated leads are followed up
◦ According to office policy the follow up
process is going on
◦ Lead source is cost effective
28. RE/MAX Mumbai Gujarat Maharashtra
Lead Audit:
Purpose:
◦ Check any lead leakage
◦ Measure performance of Lead source
◦ Measure performance of follow up
systems
◦ Track BA performance
◦ Improvise trainings
◦ Review office strategy
29. RE/MAX Mumbai Gujarat Maharashtra
Questions?
http://technologyremax.blogspot.in
/
ppandya@remax.in
mgm@remax.in
THANK YOU
LOOKING FORWARD TO BE PART OF YOUR
SUCCESS
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