Too many real estate agents (sales people) still do not get Lead Generation Follow Up yet so I am going to break it down into simple terms so that everyone can understand:

1) You get a lead;
2) You call (talk) the lead right away or leave a message and email the lead;
3) You discover what bits of information you are missing from the lead and you get the information through various obvious places (Google…duh!!);
4) You place all the leads information into your Contact Management (CRM) [Prospect Maximizer] system for regular and automated follow up;
5) You at no point concern yourself with the Leads time frame for doing business for that will allow you the opportunity to falsely accuse the lead of being invalid and since you are not going to only be in real estate for 6 months you can put a lead in your pipeline that has an 18 month window and know they will eventually be your client….trust your abilities and your follow up system;
6) You follow the contact management structure you have established for the lead which includes calling, visiting, emailing, mailing, etc.;
7) You continue following up with the lead until they become a client at which point you can stop referring to them as a lead;

Any questions?