Here’s my take on why lead follow-up is more important than lead generation.
Lead generation versus lead follow-up: Which one is more important? Well, much like the “nature versus nurture” debate in science, the word “versus” can be misleading here; the two concepts are highly interconnected, and a good agent needs them both to succeed. That said, I do actually believe one is inherently more important, and today I’ll explain why. I’ll also offer a simple strategy for consistently following up with everyone in your sphere of influence. Remember: Your sphere doesn’t just include the people you know personally—it also includes everyone else who’s just a mutual connection or two away from you.
Cited below for your convenience are timestamps that will direct you to various points in the video. Feel free to watch the full message or use these timestamps to skip to topics that interest you most:
0:31 — Examples of companies that under-delivered on its promise to bring “referrals” or leads
1:37 — Why should you pay a referral fee for marginal leads? (Hint: you shouldn’t)
2:21 — While you need both generation and follow-up, the latter is most important
3:18 — What’s the best way to follow-up with leads in your SOI?
4:08 — What consistent follow-up should look like
5:08 — The importance of following up with clients when they’re under contract
5:41 — Wrapping up today’s topic
If you have any questions regarding the information in this video, feel free to reach out to me. I’m always here for you. Also, if you’d like a one-on-one strategy session, just call the office (661-400-0705) and Jackie will be happy to set that up for you.
