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The "Follow Up" presentation to our "2014 Business Planning" presentation; "Follow Up or Fail" in real estate, there is no try! Presented by Jim Flanagan and the Ocean County Board of REALTORS on February 5th, 2014.
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Follow Up or FailThere is no “try”!
● Buyers (Internet Leads, Sign Calls, etc.)● Sellers (Internet Leads, FSBO/Xpds, etc.)● Open Houses● Past Customers & Clients● SOI
When, Where, Why & With Whom
The REAL Trends 2013 Online Performance Study…
● 90% of consumers did online research before they bought their last home.
● 45% of consumers expect an initial response from an online inquiry within 15 minutes.
● 56% of consumers expect a response from their agent within 30 minutes.
● 89% of consumers said response time was very important when choosing their agent.
● 45% of inquiries on real estate websites never receive a response!
Some Shocking Statistics!
● The typical home buyer searched for 12 weeks and viewed 10 homes.*
● The typical seller lived in their home for nine years.*
● Why do we expect them to marry us on the first date?
*2013 Profile of Home Buyers & Sellers
It’s a “Process”, NOT an “event”!
● Eighty-eight percent of buyers would use their agent again or recommend to others.
● Forty-two percent of buyers found their agent through a referral from a friend or family member and 12 percent used an agent they had used before to buy or sell a home.
Continued...
A Tale of Two Agents
● Among recent sellers who used an agent, 84 percent reported they would definitely (65 percent) or probably (19 percent) use that real estate agent again or recommend to others.
● Thirty-nine percent of sellers who used a real estate agent found their agents through a referral by friends or family, and 25 percent used the agent they worked with previously to buy or sell a home.
*Profile of Home Buyers & Sellers 2013
Et Tu (too) Sellers?
Why Do We Think This Happens?
● 48% of salespeople NEVER follow up with a prospect!
● 25% of salespeople make a second contact and STOP!
● 12% of salespeople make MORE than 3 contacts!
*FollowUpSuccess.com
Let’s See If We’re Right...
● 2% of sales are made on the 1st contact● 3% of sales are made on the 2nd contact● 5% of sales are made on the 3rd contact● 10% of sales are made on the 4th contact● 80% of sales are made on the 5th to 12th
contact!*FollowupSucces.com
When Sales Are Actually Made...
● GMail● YesWare● Rapportive● Contactually● MailChimp
Follow Up Tools & Systems
● RealtyJuggler● TopProducer● FollowUpBoss● FiveStreet● BombBomb
