The secret sauce to the 2% Realty business model is our sales cycle which is comprised of the six steps you'll see on the image below. This image shows you the exact process you need to do in order to win new business and earn your desired income for the year. Once you complete the cycle, it's imperative that you start over again!
#1 Prospect Introduction
Response Timing
It's essential to respond to any new leads within a reasonable amount of time (no longer than one day) because chances are, your prospect has also submitted contact information to other real estate brokerages as well. First, develop a rapport with them before they have multiple listing presentations. It's a good idea to have multiple contact method options on your website contact forms. This allows the prospect to select their preferred method of contact. Examples include email, text, telephone calls, or in person meetings. As millennials no longer use the telephone as their regular communication method, they'll likely prefer realtors reach out to them in ways they're most comfortable. This assures them that their realtor will contact them using the method they have selected, avoiding unsolicited communication. Make sure you test all the contact forms on your website to ensure they're operating correctly.
Templates for Speed
It's a good idea to work with pre-written correspondence (canned emails) as well as scripts for telephone conversations. This way, you know you're always making the most out of every interaction with contacts and potential listings. Marketing automation software is definitely worth considering as you can build custom campaigns and send correspondence in an automated and efficient way every single time you need to respond to a listing. This can also be set to trigger at any time after a contact form is submitted, so you don't actually have to send these emails yourself. Plan out your scripts and canned emails properly to ensure they have a high conversion rate. Then, test them out on friends, family and potential new clients.
Keep it Short & Simple
It's important to keep first interactions with a client short, simple, and straight to the point. Giving or asking for too much information can yield a negative experience for the prospect which may cause them to block you out and not take your calls anymore. Remember the intention of every first contact is always to book a listing presentation. Don't overwhelm them with information or attempt to pitch your services. This should be done face to face to build rapport.