Through my years of coaching and training agents, I have found the largest training gaps to be in handling leads. Many times, the gap is at the phone level – either the incoming phone calls or the follow up phone calls.
Many leads are internet-generated and are unresponsive to email communication, requiring a phone call. Remember, you can get phone numbers from leads, if the value you offer on your site is compelling enough.
Here is the phone lead checklist that my coaching clients are implementing so no leads go uncultivated.
Phone Lead Checklist
Marketer:________________________________Date:____________________
Client Name:______________________________________________________
Address:__________________________________________________________
City:____________________________ ST:__________ Zip:_________________
Telephone: H:_______________ O:________________ C:________________
E-mail:____________________________________________________________
Decision-Maker:__________ Influencer:__________ Other:____________
LEAD URGENCY — NOW
- o Definite, immediate interest to buy or sell – give to Walter
- o Intends to act in 3 months or less
- o Wants additional information from Walter; what?_________________
- o Database
INTERMEDIATE
- o Definite future interest
- o Intends to act in three to six months
- o Gathering information:__________________________________________
- o Database
- o Re-contact date: ______________________________________________
- o LLA
- o BA
- o Needs to be sold on buyer services.
FUTURE
- o Definite interest
- o Intends to act in 12 or more months
- o Database
- o Re-contact date:_______________________________________________
- o LLB
Comments/additional information:_________________________________
__________________________________________________________________
__________________________________________________________________
LEAD DIRECTION
Lead Referred to:___________________Contact Date:________________
Contact Date Input by:____________________________________________
RESULTS OF WALTER’S INTERVIEW
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
Re-direct instructions:______________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
__________________________________________________________________
Whether this phone lead checklist is on your laptop/tablet/smart phone or a printed hard copy, your assistant will find the information to be invaluable in determining the quality of this lead and also in preparing the rainmaker (YOU!) to turn the lead into an appointment. This checklist is from our system Time-Saving Checklists. It comes complete with an easy-to-use implementation CD, and it will help in streamlining your operations to squeeze out every last dollar of profit for your efforts!
Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.
