Six Reasons Property Agents Don’t Follow Up With Leads

Yasser Khan — Sun, 20 Sep 2020 22:05:22 +0000

SUMMARY

According to the late, great Chet Holmes, in order to make a sale, you’ll need to follow up with a prospect twelve times, eight of whom will tell you, “No.” “No” is the natural enemy of the salesman. Most humans fear their enemy. Therefore, most salespeople are scared to follow up. How’s that for lineage?

MOST PROPERTY AGENTS ARE SCARED OF THE WORD “NO.”

The word “No” to most, means the sale is dead. There’s no money to be made and it’s a loss. By nature, salesmen are competitive and hate to lose. Losing is painful to most of us. Humans will do damn near anything to avoid pain. Knowing there’s a possibility of that pain becoming real, salespeople will work harder to avoid “No” than they will to hear “Yes.”

Follow up takes skill.

If you know up front it’s going to take twelve contacts with eight of them a resounding “No,” then it allows you to get your head right. Most salespeople have a firm belief they will have a one-call close or nothing. Then they always seem shocked when the prospect buys from another agent with stronger follow up skills.

What’s worse are the salespeople who don’t even bother to call leads at all. I’ve been running an event called 1 Day Private Workshop for around two years now. 1DPW is a 1-day event where I help agents create funnels to capture leads. Some of the 1DPW attendees generate leads for their referral partners. The number one complaint these attendees have is that their referral partners don’t even bother to contact their leads.

IT AMAZES ME, ALL THE MONEY AGENTS LEAVE ON THE TABLE BY NOT CALLING AND DOING ANY FOLLOW UP WITH LEADS.

When you start thinking of leads as money, and not just sales, your perspective will shift. Each lead a salesperson receives costs money to obtain. Each lead also has the potential to generate a positive ROI for the cost spent to get it. When you start looking at your leads as wins and losses in regards to money, you’ll see the real value in follow up.

While at one of my events, we discussed leads from contact to close. Turns out there are some pretty common reasons why salespeople don’t contact or follow up with leads. Yes, to most of us it’s baffling, but apparently, it’s a real problem.

NOT FOLLOWING UP WITH LEADS IS A SERIOUS INDUSTRY ISSUE.

Not closing or even following up with leads hurts everyone. It hurts the lead, because they obviously became a lead to get help, and if you don’t help them, you hurt them. It hurts the Agent because they paid for a lost lead. It also hurts the salesperson because they haven’t earned the money they should have.

HERE ARE SIX REASONS PROPERTY AGENTS DON’T CONTACT OR FOLLOW UP WITH LEADS.

#1: They Don’t Have a System to Follow up with Leads.

When you give your people leads, do you show them how the lead came into your ecosystem? Do you walk your salespeople/referral partners through the process you’ve gone through to get those leads? Most salespeople are afraid to call or follow up with leads because they don’t want to look dumb. So, instead of seeking wisdom they just avoid the lead altogether.

If you generate leads for a team, employees or partners, you need to design a clear selling and follow up process for them. Take the time to educate them on how leads are generated and what steps they need to take next. Once YOU take the lead with the leads, set expectations with your selling systems you have put into place and get your team to agree to it. When they receive clarity, they will become less fearful of appearing dumb to the prospect, and they will be more likely to do what you deem needs to be done.

#2: They Have New Leads to Distract Them.

“But if I have new leads coming in every day, why do I need to follow up with the ones I didn’t close?” Believe it or not, I used to say this all the time. I used to be a “one and done” lead churn and burn guy. I had so many new leads coming in, I wasn’t worried about backtracking with follow up. That was until I saw the actual dollar amount I was missing out on by not following up.

The problem for many is that they are so focused on new leads they don’t have time to follow up with past leads. This is when email automation comes into play. If you truly don’t have time to follow up, set up automatic follow up systems to do it for you. There’s too much money in follow up not to be doing it.

#3: They are Scared of “No.”

Humans will do damn near anything to avoid pain. The word “No” is such a serious word. By definition, it’s absolutely negative. No one likes to hear it, see it, or even know it’s coming. If it takes eight times hearing the word “No” to get one “YES!” and most salespeople stop at the first “No,” what does that say about fear? In reality, “No” is just a word. It’s not permanent and in most cases “No” means “I’m not 100 percent clear on what you are proposing, so I’ll protect myself with ‘NO.'”

Most prospects will say “No,” just to avoid making a decision. Most salespeople take that “No” as a permanent answer. You’ve got to be a professional mind changer. Prospects say “No” for many reasons and most of them are complete bullshit. It’s your job to clear out the BS and get the prospect clear on your offer, so they can say “YES!” Don’t fear the “No,” work your ass off for the “YES!”

#4: They Haven’t Earned the Right to Follow-Up.

Salespeople blow it on first impressions every day. Many don’t even know how shitty their unique selling proposition really is. I’ve seen people talk their way right out of a guaranteed sale. I’ve also seen guys blow sales that even I couldn’t come back and save. When this happens you can guarantee the salesperson won’t follow up. Even worse, this shit is now in their head and it affects them on how they contact the next lead.

Vicious cycle…

Worse yet, when a salesman offers no value whatsoever to the prospect and they know it, they fear the follow up. The pain of hearing the word “no” is real. When a salesperson hears it once, they will do damn near anything to not hear it again. That includes not contacting or following up their leads. You have to earn the right to hear “YES” and that comes by being an expert, showing value through demonstration and solving the prospect’s problem. If these steps aren’t ALL taken, you’ve lost the sale.

#5: They Don’t Want to Seem Desperate or Pushy.

The salesperson’s ego is delicate. We rely so much on our ego and confidence that most of us will avoid damaging it. Salespeople hate to look desperate or needy. No one ever closed an earned deal by begging. Beggars want free stuff. You gotta pay the cost to close a sale. The ego can cost a salesman a fortune. We also want to appear successful in our own right. The ego won’t let you be successful and desperate at the same time.

The average salesman’s ego can be crushed pretty easily. If they seem needy and come off as pushy, they fear the prospect won’t talk to them or ever buy from them. So, instead of taking the shot and doing follow up, they just avoid the prospect altogether in hopes the prospect might reach back out to them. Just a heads up: it never works like that.

#6: They Didn’t Pay for the Lead.

This one pisses me off the most. In the past, I’ve worked with companies that supplied leads for us. In exchange for supplying leads, they take a smaller commission split. I looked at this as if I were paying for the leads and every deal counted. Yet, I watched lots of sales guys not give AF because they didn’t have a monetary investment in obtaining the lead (in their mind.)

If you’re lucky enough to get leads handed to you, you work the hell out of each one and thank the person who gave them to you! There are so many salespeople out there who are spending their time, their money and putting in major effort to get leads every day. If you have them handed to you and you don’t contact or follow up, you’re an entitled asshole! Yeah, I said it. Let that sink in for a few…

I may have just listed six reasons salespeople don’t contact or follow up with leads, but there’s really no excuse for not doing so. Leads are the lifeblood of sales. Without contacts and prospects, we are nothing. You can’t close what you don’t have. If you don’t have leads, you’re not closing. It’s that simple. Leads pay your bills. Each one represents a dollar amount. It should be in your blood to go get those dollars or you should go get a job with a salary.

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Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

Hey! Everybody knows the importance of follow-up right? But what many real estate agents don't realize is that follow-up actually, you know, can be quite easy to mess up if you are not careful and there are six specific, you know ,reasons why many property agents don't do follow-up. Hi! my name is Yasser Khan and i'm the author of property agent secrets book which is the most powerful book in the entire elected industry guaranteed you can get it at propertyagentsecrets.com for free just pay for shipping. so you know i always keep saying, always keep telling my agents, that follow up is everything, yet you know, it frustrates me to see so much wastage happening in the real estate industry and many years don't do up so i realized after you know after taking a look after looking at what's happening out there and the reasons that my agent gave me there are actually six reasons why property agents don't do follow-up and the first reason has to do with you know they don't have a system so you know if you don't have any system to get leads to get inquiries and to actually you know sort of automate some of the you know action that you need to take in order to reach out to them some of the replies in the form of you know auto sms or auto messages then it's a wasted opportunity and that's one of the biggest reason why you don't do follow because they do not have a system so a system is an all organized orderly way of getting things done without you know putting in a lot of effort or time it worked automatically so you know it pays to actually have a system in place to get the you know automation going so that you can you know actually follow up with all those inquiries that you get without manually typing each answer to every single prospect that comes so you know having a system rapidly improves your follow-up automatically all right so the only thing it takes is a bit of your time and a bit of your investment to determine what kind of follow-up you need in place now the second reason which is the second most common reason or should i say excuse many agents have for not doing follow-up is because they have new release to follow up with all right so this sounds pretty harmless when you look at the fact you know at the snowballing effect of the compound effect of lead let's say you have five leads a day coming in at the end of the day at the end of the month how many leads do you have five times you know 30 days that's quite a significant number of leads right 150 leads right so let's say you only follow up with one lead a day there's only 30 leads that you have follow-up at the end of one month and some of those 30 leads you may be able to close some you may not be able to close but because people properly especially they're too busy changing all these new leads that they forget about following up with the old one and when you actually think about it all all those leads that you didn't follow up with are actually wasted dollars imagine you know flushing down you know five dollars ten dollar notes down the toilet and that is precisely what property it is are doing when they do not follow up with all the leads who are not new now that's not a good excuse you should do better than that and the third reason is basically have to do with the self-esteem precisely because many agents are afraid of rejection they are afraid of the word no they don't want the prospect to hang up on them that's why they don't bother calling up they don't bother following up and that's a pretty lame ass dumb excuse all right so go up a spine right be a grown-up and gonna take responsibility gonna don't throw tantrums right so take charge of your life take charge of your career go and muster up the courage to reach out to all those prospects who actually wanted you who wanted to reach out to you first but you haven't for for this kind of excuse that you know you are afraid you're too afraid of rejection that you didn't bother following up with them and that's the reason you know why many don't do follow-up right so that obviously the better way is to immunize yourself against rejection you have to understand that rejection is part of life it's part of the the entire part of business positions resistance comes in the territory of sales you have to accept it all right because if you don't accept it if you don't want to be rejected if you want to stay popular all the time then get out of real estate get out right now there's no other way you have to learn you have to face rejection because only from failure only from tackling rejection hit on do you grow all right and if you look at all the successful religions out there none of them have been easy nobody has it easy in life seriously right and if you know you know in general you will face challenges everybody faces challenges and we have to overcome the challenge of you know the fear of rejection by working on your you know your habit on working on yourself you have to accept rejection you have to be willing to face constructive criticism when you do that you will improve all right and that the first three all right now moving on to the fourth most common reason why property just don't do follow-up and that is because they think they have not earned the right to do follow-up all right and that's the silly right okay they mean they don't feel worthy they don't feel that is justified for them to call up to do follow up with the person that left a message wherever that happens and that is a sure fire way to fail quickly all right it's not a matter of whether you have the right to reach out to them you are by right you are it is your right to call them up because you paid money you paid money you paid advertising dollars for the right to follow up how can you forget that how can probably even forget that seriously this is such a fundamental issue that i seriously i get stressed i i get fed up of hearing this excuse oh i don't have the right to follow up i haven't earned the right to follow up this seriously this seriously you pay for advertising you get leads you are actually paying for the right because it is your hundred percent right to follow up seriously i don't know of any right greater than the right that you have earned by paying for leads like bad paying facebook paying google whatever it is property guru you have the right to follow up you have the right to call them up as long as somebody has indicated that they would like to be contacted they have left their name email address phone number then it is you have the right you have earn the privilege to follow up with them all right and the fifth reason is actually they do not want to appear desperate they do not want to appear pushy so they don't do follow-up now that's a lameness reason seriously it's not even a reason it's a limit excuse and my answer is still the same grow up a spine seriously get a grip on yourself you need to follow up because the person has already indicated that they would like to hear from you right there's nothing pushy about it there's nothing desperate about it if you follow a script if you follow a methodical way a systematic way of how and what words you say over the phone then chances are very high you will not come across as pushy or you will not come across as desperate seriously seriously you know ego is a very fragile thing forget about it right forget about it leave your ego at home when you step into the real world think of being a warrior facing you know facing a war which is coming in front of you you have to concur your feelings and say the greatest enemy or progress all right if if people feared everything then nothing would get done in the world we wouldn't have reached where we are in the 21st century if all the inventors if all the people all the innovators feared failure or they you know they didn't want to be appear as desperate so my friend seriously stop giving yourself this excuse that you sound or you will appear desperate in fact the buyers or the investors or the sellers or the renters they are the ones who are desperate they have a need you have a solution how can that be desperation on your part you are doing them a favor when you follow up with them seriously you are doing them a favor they are doing a favor to you you are providing your services to them your service provider you cannot be desperate there's nothing desperate about it life is all about give and take seriously ultimately no one is self-sufficient everybody needs everybody else all right so stop giving yourself this excuse that you want to be a pair you will appear directly when you do follow up you won't all right and the last reason is basically which is personally one of the most frustrating for me is because the property agent doesn't do the follow-up because he did not pay for the lead all right so he probably do not pay for lee and they don't do don't bother following up then let me tell you to your face no matter how offensive this sounds to you all right honey [ __ ] cc honey you know entitled lame [ __ ] do that if they haven't paid for leaves they don't want to do the follow-up then that shows that they are entitled seriously if you have these kind of team members if you know this kind of property agents then stay away from them entitlement is the curse of a salesperson you should never feel entitled seriously all right so this this entitlement this sense of entitlement is such a it's such a big weakness in our in our you know society everybody feels entitled to something come on the world doesn't know you're living seriously go and get there get pick up the phone stop feeling entitled stop thinking in terms of benefits to you all right stop being selfish hello go and sell more buyers go and sell the sellers serve before you know give before you take right so that should be your watch work give before you take giving before receiving all right so don't feel entitled i know entitled if the only way the only cure the only way to solve entitlement is if you have an entire team member get rid of them seriously you can't afford to be around such bricks all right and seriously kill them get a better one get somebody who is hungry get someone who is opposite of entitled somebody who's hungry and this is the reason this is the entire reason right my friend that why people from third world countries are dying to come to singapore because they're hungry for success while singaporeans in singapore feel entitled they feel you know a sense of you know being old an apology that everyone and everything owes them something in this way they feel entitled and this is a mentality seriously that's the enemy of progress entitlement is the enemy of progress the day you stop feeling entitled and you start working hard the day you stop taking things for granted and start appreciating hard work is the real start of your success all right so in this video i took a no bs approach i didn't care whose feelings i heard but i just want to have a no bs way i just want to make the realistic industry great again and one of the biggest way one of the best ways that you can do a better job you can become a better resulted agent is to keep improving on your follow-up and stop making the same excuses that i just talked about in this video right so that's all for now now go sell some homes

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