“What? You Don’t Want To Sell Your House To Me? F.U.!!” Part Two, by Tony Pearl

(If you haven’t read the first part click here!)

Welcome back! Let’s quickly review part one of this article, then pick right up where we left off…

In the last article, we discussed how we’re only going to be able to do business with a small minority of people we talk to the first time. Therefore, if we want to have more success, close more deals, and make more money, we’ve got to have a reliable system to follow up with the other people we talk to, right?

The title of this article means what do we do with those who aren’t ready to work with us yet: F.U.!  

F.U. stands for Follow Up!  What did you THINK it meant? 🙂

We also discussed:

• How 80%+ of the sales, results, and revenue you generate are made somewhere between the 2nd to 7th contact with a prospect.
• The Fortune Is In The Follow-Up!
• Old School way of following up: Pen & Paper
• Old School 2.0: Digitize what you write by taking a picture & putting it in a free app like Evernote or Podio, that can sync with your phone/PC/laptop.
• Back to The Future: Using Software Solutions.
• The Power of Automation

All caught up now? Great! Let’s keep going…

When To Follow Up:

Set a simple reminder. The Old School way is to have a ‘Tickler File,’ or a ‘1-31 File’ (for the days of the month) that you check every day. The idea is to put your lead sheet in the slot for the day of the month you’ve set to get back to them to follow up.

The New School way is to create an ‘Event’ in your calendar app or your CRM software. When the time comes up, an alarm will sound to get your attention & remind you of what needs to be done. Ahhhhh…automation!

How To Follow Up:

This is very simple. The best way to follow up with someone is to simply give them a call. When they answer, just greet them by name, re-introduce yourself, and remind them about the last time you last spoke. Then get to the point quickly by asking about their house & their situation – recap your conversation, based on the notes you took. Finally, ask them if anything has changed since then and see if you can now be of some assistance. I have some very powerful psychological methods that I use that get amazing results that I don’t have time to get into in this article.

Of course, you can also use other means, such as sending a text message, email, or regular mail. But in my opinion, those methods are best used if you either can’t or just don’t want to talk with your prospect on the phone yet. Or if you’re just too busy cashing checks to do so. 🙂

Other Important Points

However you choose to follow up, remember the 4 main ways that people communicate these days: Phone, Text Message, Email, and Regular (snail) Mail…In that order. You can get started with one and work your way up to using all four if you like. If I had to choose one, I’d use the phone, because talking to people can get you the fastest results, and because the art of conversation is a dying skill that I still possess.

Sadly, fewer and fewer people are answering their phones these days. So we often DO need to resort to other means to contract them. TIP: Text messaging works wonders.

Remember This: Everyone’s Minds Will Change With Time & Circumstance

The Seller who isn’t ready for your solution today may totally be ready for what you can do for them next week…or next month.  If they just put their house up for sale & believe there’s going to be a mad stampede of pre-qualified buyers beating their door down, ready to pay them more than the house is worth, they might just need to try that out for a little while before they realize the sad reality of trying to sell their home that way.

So when you call them back the next week or next month to check on how things are going, they might just be in a better mindset to meet with you and receive your offer. Time & circumstance changes everyone’s mind. That’s something that everyone you talk to has in common.

The Big Idea

The main aspect of having a Follow-Up (F.U.!) System is that it keeps you organized. It helps you get and keep the details of what you need. And it helps you talk to your prospects & customers in a way that makes you look like a genius so you can be more effective, make more sales, do more deals, and make more money. It’s important that you keep that in mind so that whatever solution you choose to use works FOR you. Every time. Easily and consistently.

It’s also vitally important to make Following Up a HABIT. USE the system you create for yourself – it will be a lifesaver for you.

Let’s Wrap This Up, Shall We?

F.U. – Follow-Up: The Big Take-Aways Here. Always remember:

1. 1. Don’t Take Rejection Personally. They might say NO to your offer. Not you.
   2. The Fortune is in the Follow-Up. More sales are made AFTER the first contact.

• If you’re not following up, you’re wasting a LOT of time and money.

1. Your prospects often won’t be ready right away. Follow up consistently so YOU will be the one they’re ready to do business with when the time comes.
2. Follow Up Systems can & should be simple, and can grow with you.
3. Automation can help you save time and educate your prospects.
4. Organization is KEY. Keep your thoughts, notes, and calendar ready.
5. Communication is also key. How do you communicate with your prospects?
   *Remember – Phone, Text, Email, Regular Mail. Yes, Social Media, too.
6. Everyone’s Mind Changes With Time & Circumstance. Remember that.
7. Make It a Habit. Your bank account will thank you for it.

So… F.U.! Stop reading this & go Follow Up now!

Until Next Time,

Tony Pearl

Copyright 2018 Tony Pearl | All Rights Reserved