Prospecting finds leads. The object of follow-up is to meet with prospects and convert them into clients

2. Information:

Get all the information necessary for and about the lead during follow-up. This information may be: contact information, meeting notes and the availability of prospective client.

3. Prioritize:

Spend the majority of time with serious leads; those who can clearly articulate what they want where they are looking and how much they can afford.

4. Call back:

Maintain contact with the lead soon after the first conversation or meeting. This contact can be in the form of phone call, letter or e-mail. Review previous conversation and establish the next contact with the lead.

5. Never say good-by:

Always conclude a conversation with the lead by establishing the next contact or meeting. If this is not forthcoming from the lead, let them know that you will be calling / writing / e-mailing them in the future.

6. Getting Appointments:

Appointments far in the future are easier for reluctant leads to agree to and they are better than no appointment at all. A week before the appointment, contact the lead to confirm. If it is cancelled be firm in rescheduling the next one.

7. Follow-up:

Whenever possible, follow up all contact with the lead with an e-mail or letter. You can use this as an opportunity to summarize the conversation, confirm the appointment or establish your next contact. 

8. Daily Follow-up:

Maintain a regular time during the day to review your contact list and make the calls. Any leads you don’t contact regularly are available to other agents to convert to clients.

9. Embrace Fear:

Early contact with an unfamiliar lead can cause anxiety which can inhibit ones ability to routinely follow-up. The most effective method of overcoming that fear is daily calls. Focus on establishing the relationship rather than the result.

10. Revisit old Leads:

Maintain a list of leads that you were not able to convert into clients. Decide on when it would be appropriate time to contact them in the future, diarize it and follow-up. The lead’s circumstances will likely change over time which will make them receptive to your next call.