In the real estate industry, there are two types of ghosts:

The first occurs when a buyer initiates contact but then disappears. It's common, but we shouldn't ignore it. Instead, we should follow up with these individuals after some time has passed. More often than not, they simply got busy, not because they disliked us or found another agent.

Reaching out with a call, text, or email is essential. We should inquire politely about their home buying progress. Even if they ghost us again, it's not a big deal. Let's not fear this type of ghosting and continue to pursue potential leads.

The second ghosting scenario involves us ghosting others inadvertently. It happens when we forget who certain contacts in our phone are. To address this, we should review our contacts and ask those we're unsure about to remind us of our connection.

By doing so, we might uncover opportunities we would have otherwise missed. Let's stop being ghosts ourselves and maintain connections with our contacts. These...

Folks, let's retire the F word - follow-up.

You know how often you've had salespeople call you saying, "I'm just following up" or "I'm just checking in." It's not the best approach. It sets the tone of being an annoying salesperson, and we don't want that. We should aim higher and see our services as valuable.

Instead of using "follow up" or "checking in," try these alternatives:

Start with, "As promised, I'm calling you because I have that listing you asked about."

Or say, "I was thinking about you today because something interesting came across my desk."

Or perhaps, "I'd love to get your opinion on a strategy I have for maximizing your home's value. I know you're not ready now, but it'll work anytime."

Another option is, "I had a little time between appointments, and I thought I'd give you a quick call. I only have about five minutes, but I wanted to ask you something." This way, they know it won't be a lengthy call.

...

I want to discuss how to follow up with a seller effectively. Having a reliable follow-up process is essential to getting the seller to sell their house for the highest possible price.

Many agents don't have a set follow-up plan, so I encourage you to adopt a consistent and rigid one. This means that you are consistent in delivering your follow-up to the seller. It all starts with a conversation where you set the seller's expectations when you first take the listing. You say, "Hey, Mr. and Mrs. Seller, I'm super excited to be your listing agent and start working with you. We're going to get your home sold."

One of the things I like to do is to have a weekly follow-up call, and I will provide a complete update on what's happening. This includes virtual showings, physical showings, feedback from agents, the seller's peer group, and any new listings that hit the market. I will also send you a physical report every week.

I...

50% of clients can't remember their agent's name 6 months after closing.

In order to avoid falling into that group, you need a system of steps to follow after closing that captures people for the long haul. In this video, I'm going to explain four strategies to do this and reveal a simple system you can implement today. It's called the "3-7-30-1 System" and it will make it impossible to be forgotten by your clients.

The 3 stands for Day 3 After Closing.

We already know we should provide a closing gift and ask for reviews and recommendations after closing. That's not what we're talking about today. Instead, we're talking about having a follow-up system that makes it impossible to forget you.

So on Day 3, you want to call or text your clients and say, "Hey, I just want to follow up with you since it's been a few days since we closed. Often my clients find that if things are going to go wrong, they go wrong in the first weeks of ownership. Because of...

Quick notes on professional persistence. For many agents when we are going to do follow up, we feel uncomfortable with it. We feel like we're going to be annoying with clients and or potential clients. So we don't make the calls, we don't send the email, we don't send a text. And what happens is we lose those opportunities to our competitors. Here's the reality - 80% of all sales are made after the fifth contact or follow up, yet, most salespeople will give up after the first or second. In fact, 50% of all real estate leads are never followed up on!

We don't want to fall into that gap trap, right? We want to be someone that is following up consistently, but we need to think about it in a different way. Professional persistence is different than just being annoying. One personal example for me personally is Matt. Matt had been working on me for months and months and months to sell me his product. I would get a weekly call, a text or an email from him and about 80% of the...

This week I had the pleasure of participating in a podcast with Kosta Panagoulias of  Top Agent Podcast. Kosta and I covered a ton of ground during this fast paced interview including:

• Narrow Casting to Lead Generate
• Open House Strategies
• The Important of Lifestyle Marketing 
• Emotional Ad Writing 
• The Power of Headlines and Copy Writing 
• The Billion Dollar Follow Up Gap (and how to fix it)
• and much much more~!

This is a jam packed podcast full of actionable tips you can literally use in your business today. Grab your notebook or iPad and take notes! Don't say I didn't warn you. 

Do you need more leads, more listings, more buyers, and more closings? 

Explore Mastery Classes:

• Open House Mastery 
• For Sale by Owner Mastery
• Expired Listing Mastery
• Sphere of Influence Mastery
• Business to Business Lead Generation Mastery

Weekly Coaching Program: 

• The Path Performance Coaching Platform

Jim Remley is a nationally recognized expert in the...

How do you capture leads at an open house or when connecting with a buyer on the phone? While many agents 'wing' every conversation with a potential client superstars use scripts to ensure they convert more conversations into closings! 

Having a strong conversion plan is essential to a marketing strategy that maximizes your return on investment for marketing dollars. Consider if you are already connecting with enough potential clients to transform your career you simply need a better conversion strategy. 

Watch and learn several easy conversion scripts and follow up scripts you can use in the field today to begin capturing, converting, and closing more potential clients into sales. 

Ready for a new lead generation plan for 2019?

Explore Mastery Classes! 

• Open House Mastery 
• For Sale by Owner Mastery
• Expired Listing Mastery
• Sphere of Influence Mastery

About Jim Remley:

Jim Remley is a nationally recognized expert in the field of residential real...