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What Do You Say When You Follow Up?

By Brandi Cummings  -  August 15, 2007

Yesterday, I had a call from an agent that wanted to tell me how great our call capture system was working for them but she had one small problem.  She said, “Brandi, I am generating a lot of leads from the free report ads and quite a few from my sign riders as well.  The only problem is I have no idea what to say when I call these people back.”

This is totally understandable.  One of the hardest things for people to do is initiate conversations.  But what you have to remember is that the person that called your call capture line is the one that initiated this conversation.  They raised their hand and said, “Hey, I am interested in what you are offering.  Tell me more.”  So when you call them back let them know that you wanted to make sure that they got the information they needed.  If they are calling for a free report, see if there is a specific question that you can help them with right then.  If they called in on a listing, let them know that a 30-40 second recording could never do justice to the home and that you would love to share more of the special qualities of the home with them.  Ask them if that would be okay.  Remember the idea isn’t to get their business right there on the phone.  The idea is to generate the leads, start building rapport and let them know that you can be of help to them.

Remember, the advantage of making these call backs over cold calling is that the people you are calling actually initiated the conversation with you when they called your call capture line.  You also need to not think of them as leads, but people just like you and me.  Find out what their needs are and meet them and you could very well have a client for life.

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