You want to close more deals. You want to outgrow your competitors. You want to own one of the most successful real estate businesses (whether agent or investor) in your market. But… how are you going to do it? Well, there are a lot of things you could do. Sending paid ad traffic to a high-converting website, optimizing your ad campaigns for a better click-through rate, and creating sales scripts can all make a massive difference in how many leads you generate and how many deals you close per month. Real estate lead follow up is one of the biggest determiners of success. If an agent or investor has a rigorous and consistent follow-up system in place, they are far more likely to be successful than those that assume a lead is dead if they don’t get a signed contract after the first phone call. But you don’t have to take our word for it. Hone Your Negotiation Skills & Close More Deals Get the fool-proof strategies & step-by-step scripts used by real estate investing’s top closers — all in one resource. Download Now: Free Negotiation Playbook Is Follow-Up Really Worth Your Time? We’ve mentioned this in other blog posts before, but the data is pretty clear about whether follow-up is worth your time or not… (Image Source) Think about that for a second… 80% of sales are made between the fifth and twelfth contact. Let’s pretend that that is true for your business, but that you’re currently only following up once with each lead. That would mean that you’re giving more than 80% of your potential deals to your competitors — just outright handing them over. Because those leads aren’t just sitting at home waiting for you to pursue them, they’re calling other investors and agents in the area and they’re examining all of their options. If you stop contacting them, they’ll forget all about you and they’ll work with someone else. Over 80%! Sound crazy? Well, even if that percentage is 50% for your business, isn’t that too much? Even 10% is too much! Especially in real estate, an industry where one transaction often amounts to tens of thousands of dollars in profit. Look — you know that there’s money in the follow-up, but you still have some limiting beliefs about actually building a follow-up system for your business. So let me walk you through 3 of the most common myths of follow up in real estate. Three Follow-Up Myths Myth #1: “I need to have a complex CRM before building my follow up system.” Yes. Having a super fancy CRM will help you organize your lead-flow, assign tasks to different team members, and ensure that you follow up with every lead, with the exact same messages, a pre-determined number of times. CRMs allow you to organize and automate your follow-up system, making the entire process a whole lot simpler. But CRMs aren’t always cheap. And they also aren’t always easy to use (some are better than others). If you think that your lack of a CRM or your hatred of technology is an excuse to not follow up with your leads, think again… Just keep it simple, use an ESP like MailChimp or iContact (both of which integrate with your Carrot website), and schedule an automated follow-up campaign. Remember, some sort of follow-up strategy is better than no follow-up strategy. Myth #2: “The majority of deals come from first-contact, not from follow-up.“ Whether you’re an agent or investor, it’s easy to assume that the bulk of your deals come from first contact. A motivated buyer or seller calls … Continued