It’s as Easy as ABC

Growing your real estate business starts with knowing your ABC’s.

One of the feedback systems that need to be identified is a lead follow-up process. During the discovery session, I will ask specifically what process do you have for a lead follow-up?

The answer is always the same.

I have leads, but I don’t have a process for lead follow-up.

Here is a process to follow: ABC’s of Lead Follow Up

The ABC lead process is simple. Leads are divided by time, frequency and week. Leads that have been qualified A, B, or C are called a minimum of once each month. The days are determined by asking the leads when they would like to have purchased a home or put their home on the market. (Leads basically self-assess when the timing is good for them.)

A’s – Want to take action within zero to 30 Days. These leads will be called weekly to schedule appointments and follow-up on any other requests or agreements that were made on the previous engagement.

B’s – Planning to take action in the 31 to 90 days. The calling frequency for this group is 2x per month. An easy way to schedule this group is to call them on the 1st and 3rd weeks of the month.

C’s – May take action in 91 + days or sooner. There is just no official way of knowing. This group will be called monthly on the fourth week of each month.