Creating a Qualification Process

Learn how to follow up and qualify your leads at the same time.
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Questions this video answers:
  1. How do I qualify my leads?
  2. What process can I use to qualify leads?
  3. Can you help me set up a process for lead follow-up?

Calling, texting, emailing, and calling again doesn’t close deals unless you have a process and a purpose to the communication. Most real estate agents don’t realize it typically takes 6-12 contacts to turn a lead into a serious client. Following up one time isn’t going to cut it. Make sure you have a process to deal with “no answers” and rejections before starting. And make sure you’re communicating effectively with the tips in today’s video.

If you’re a BoomTown user with a question about this video, please contact Support.

Hi, I saw you registered on my website. Would you like to buy a home? Yes I would. A very expensive one. And I’ll be paying cash. Can you meet tomorrow?

REALITY CHECK

It’s not going to be that easy. If it was, we’d all be out of a job. Be prepared to do some work to qualify your leads.

Here are some things to think about:

People like to shop! When was the last time you bought something online after only checking one website? This is why it’s not only important that you contact them quickly, but be sure that you’re providing unique value. Let people know why they should work with you.

2. Don’t be that guy!
The biggest mistake Agents make is not following up with their leads. Since most sales happen between the 6-12 contact. Don’t be the one who calls the leads once and never tries again.

3. Be Prepared!
Like any plan, the 10-21 day Qualification Process is designed to put a system in place and make your life easier. Day 1- Call the lead, if they don’t answer follow up with a text. Day 2- Call back and leave a voicemail. Day 3- Take a break and get ready to pick it up again on Day 4. Whichever plan you commit to, be sure have it down on paper.

4. Don’t worry!
I know, you don’t want to “over-love” your leads and scare them away. Just know, number one complaint people have about their agents is a lack of communication. If a lead questions your multiple contacts, highlight that if you’re willing to work this hard to get a call with them, they should imagine how hard you’d work to help them buy or sell their home.

The goal of the qualification process is to learn a leads motivation. If you take them through the whole process and still haven’t gotten in touch move them to the Archive category. This allows them to continue to use the site and receive e-alerts and lets you focus your time on people who are ready to talk. Your BoomTown system will keep a watchful eye on the lead and alert you on the NOW panel when it might be a good time to try again.

Lead Follow-Up Template

Customize a qualification plan to fit your needs with our Follow Up template.
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Who are these people?

BoomTown's Success Managers partner with you on proven strategies to generate & manage leads, hone your sales process, keep your team accountable, and close more deals.

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Success Management Team