15 Day Challenge
Lesson 14: Follow Up
Tasks
No tasks for this challenge
Reminders:
The 3-2-1 Plan
Week 1: 3x/week
Week 2: 2x/week
Week 3: 1x/week
No response → 1x/month (automated) + monthly newsletter
Instead of trying to figure out when to follow up, ask the client how often they’d like you to follow up.
Use the power of an out when looking to soften the sales approach
“No need to respond”
Places We Can Hang 🤙
Personal IG (my personal life) / Rev IG (real estate tips)
TikTok (mostly quick real estate tips)
Podcast (solo episodes, team discussions, interviews)
YouTube (longer form learning and some fast ideas)
My email is michael@revrealestateschool.com
Video Transcript
0:00 Hello and welcome back to your 15 day challenge. My name's Michael Montgomery, and today we're talking about follow up, but we're going to break follow up into three different components.
0:09 First off, there's going to be the lead who registers on your site, you haven't actually had a conversation with them.
0:14 And then we're going to determine once you've actually had a conversation, how often to follow up. And this may surprise you.
0:19 And then finally, we are going to move to the power of an out. And this is a way of softening our sales approach.
0:26 So let's jump into the first concept. We have a lead that registers on our site. The first problem is you're going to hear a lot about this concept of 10 days of pain, where we just hammer them for 10 days with text calls, emails.
0:39 Now, please do not do this. This is a strategy. Maybe it worked at one point in time, but if somebody did this to me, I would not be transacting with this person.
0:48 It is way too much and it's not necessary. So oftentimes we think what we need to do in order to convert is to actually reach out more.
0:56 And yes, in most cases, agents don't reach out enough. But that being said, it's really not overly challenging. We don't have to just inundate them with messages.
1:06 So we use a structure called 3 21, and just as the name suggests, on the first week, you're gonna reach out three times.
1:13 The second week you're gonna reach out two times, and on the third week you're going to reach out one time.
1:17 Now, there's a reason for this, it's because typically you don't want to give up on somebody until after eight attempts.
1:24 So we are actually going to make eight attempts. That being said, after they've completed the three weeks, we still keep them on an automated drip sequence because we just don't wanna lose that opportunity.
1:34 So I'm not actually going to go through what is in each of these messages, emails and phone calls, simply because it's all in your templates.
1:41 You can just go to your online lead cadence and you're going to see the exact email template. You're going to see exactly what to do.
1:48 And so off the start, they're getting an automated email and an immediate call. And then a few hours later you're doing a personalized video.
1:55 And then you can follow along the structure as you progress. So again, the 3, 2, 1 is week one, there's three reach outs.
2:02 Week two, there's two reach outs. Week three, there's one reach out. And then following that, what you'll notice is you just put them on a drip campaign.
2:10 And my drip campaign is actually quite simple. They get one email a month and they also get my email newsletter.
2:16 So theoretically that's two potential interactions per month. So they're going to get one automated email and then one email newsletter.
2:24 Now if you're trying to figure out what to put in those automated emails in the templates, you're going to see a whole list of a bunch of different templates that you can use.
2:32 Okay, so let's say that that individual does respond to you, you're able to get them on a call and you start discussing with them.
2:38 Now how do we determine how often to follow up? This is a question that comes up all too frequently, and the answer to it is actually extremely simple.
2:47 The answer is ask them. You just simply have to ask the individual how they would like to be followed up with.
2:53 So the way that this works is you can simply ask them. You can simply ask them, how often would you like Me, me to follow up?
3:00 And if they're kind of sitting there stumbling and they're not a hundred percent sure, you can say, usually people that are just starting like to be followed up with at least about once a month.
3:09 People that are out there actually looking at homes probably wanna be followed up with at least once a week. So typically we suggest somewhere between once a week if you want to get out there and start looking to about once a month, if you're just getting started with your search.
3:22 So here is the real trick behind this concept is instead of trying to figure out how often to follow up with people, just ask them.
3:30 And the beauty of this is once they're committed to it, they're a lot more likely to respond to you to pick up your calls, to respond to your text and respond to your emails.
3:37 Now finally, the power of an out. So usually when we're going through the process and we're following up, at some point in time we're just gonna hit a person.
3:44 We're gonna be like, ah, I need to follow up. I should send them some properties, but haven't heard from them in the last like eight follow up.
3:51 So what am I supposed to say? I don't want to come across as being too pushy or salesy. Well, the really easy approach to this is you do need to follow up, but then simply at the end of your email, just say, no need to respond.
4:04 And so using that line, no need to respond at the end of your email is a fantastic tool. A oftentimes they will respond, but when they don't, when they see that they, it's just a huge weight off their shoulders, they don't have to respond.
4:16 So that's the power of an out. Just using that line, no need to respond at the end of your follow up emails, and then it doesn't come across as salesy.
4:25 But in most cases, agents need to follow up more. It's pretty rare that I find an agent who follows up too much.
4:30 But if you follow this structure and you ask people how often they'd like to be followed up with, and then you use the power of it out when necessary, you're gonna be in a fantastic place.
4:38 So no task today, just a concept for us to bear in mind. And we can start to implement these into our CRM or into our systems.
4:46 You have access to all of the templates. And with that, we'll see you at the Challenge tomorrow.