HAVING A FOLLOW-UPSYSTEM THAT WORKS PRESENTED BY DAWN DOHERTY SMALL BUSINESS COACH
Welcome! I help real estate agents REACH MORE PEOPLE so they can MAKE MORE MONEY!
Agenda• 5 things to do before noon to gain more clients• Setting yourself up for success- organize your 1st day doing this
People make you successful.Gain more clients by building a relationship network that cares about you!
How to Find Your Ideal Client The importance of having a target market• They “hang out” in the same place• Let’s people know you’ve dedicated your life’s work to them• They have an established communication network
Surprising Statistics 2% of Sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are made on the ﬁfth to twelfth contactSource: http://kellymarsh.org/follow-up-statistics/
Why Create a Reach Strategy?• Build trust and credibility over time• Be in front of people at “the right time”• Be regarded as an expert vs novice• Increase your contact database• Speed up your sales process
Share Something CoolWhat?Each morning send something cool to 3 people in your network. Go online and ﬁndlinks to articles that are interesting. Send them to relevant people.Who?Once you read something go through your database and choose the appropriateperson: Dawn likes knitting, send her the latest patterns from http://knitty.comHow?In the Subject line: Saw this and thought of you. In the body of the email: What do youthink?, link to share. Sign off with another question “when can we catch a coffee?”.
Show you careWhat?Send somebody a note to tell them you are thinking of them.Who?Pick a person in your network. You don’t need an excuse. Social networks like Facebookoffer opportunities for acknowledging and congratulating people.How?It takes ﬁfteen minutes a week to write 5 cards and put them in the mail- just do it.By the wayThis is about good karma and being a great person- don’t expect anything in return!
What? Make an introductionIntroduce one person to one other person each day.Who?Pick two people in your network who are RELEVANT to each other but who don’tknow each other yet.How?Begin with an email: “Clay meet Casey, Casey meet Clay. Clay works with serviceproviders to optimize their social media presence and Casey shoots and edits amazingYoutube-ready video.”Then set expectations: “ If you get to connect and hang out, that’s great! If not, noobligations here.”“Speak soon and keep well.” And that’s it.See the Law of Reciprocity start working for your business soon after!