Articles in this section

See more

Livia Monteforte's Standard Operating Procedure

Permanently deleted user
  • Updated
Follow

Our Ecosystem: using FollowUpBoss

Stages:  ways to group your people

Lead

Uncategorized. Needs CALL or TEXT to understand “home search story”.  

Qualify

Have spoken with these people at some point in the life cycle but have no idea about the “home search story” or timeline. Needs to be qualified.

A: 0-3 months

Your most important prospecting focus. Needs to be contacted every 3 days. Set a calendar reminder to contact all A’s every Monday & Thursday (that haven’t been contacted in another list).

B: 3-6 months 

Your second most important prospecting focus. These are the folks you are gearing up to work within three months. You need to verify their timeline is accurate and ensure that they are actively receiving market info. Set calendar reminder to contact all B’s every Friday (that haven’t been contacted in another list).

C: 6-12 months 

This list is folks that are LIKELY to act but need advice and guidance.  Important to send them monthly market updates. These folks should be spoken to every 21 Days. Schedule calendar reminders to Contact C leads every three weeks on your calendar.

D: COLD (Nurture)

This group is UNLIKELY to act but hasn’t yet closed the door. Watch D’s closely for priority action and act immediately when they do anything.  Texting is effective for folks that put the search on “hold”.

Appointment Set/Met With

This group is people you’ve met with once or scheduled an appointment to meet with. This is a cheat sheet list to remember folks that you should be actively working with and following up with.

Active/Agreement Signed

Active are Buyers/Sellers that are actively engaging (communicating, viewing homes on FaceTime or in person) but have not yet submitted an offer or signed paperwork.

Active Listing 

This grouping is for Active Sellers that have signed a Listing Contract and are committed to you causing their home to sell.

Pending

Offer signed for either Buyer or Seller.

Closed

You have successfully represented this Buyer/Seller in a purchase or sale. If you are “adopting” another agent’s client (you represented Seller but have the other agent’s Buyer Client info), add them to this list as Closed and add a tag (Past Customer: Represented by Another Agent) for reference.  ALWAYS add the tag of Past Customer: Buyer, Past Customer: Seller, or Past Customer: Buyer/Seller for easy reference.

Archived

This grouping is for folks that have clearly stated that they are not moving forward BUT that we want surveillance on. This stage will remind you that at the moment (until they take action that YLOPO deems predictive of income-producing activity) aren’t worth too much attention. ADD tags to explain why Archiving (tags begin with Archive: _).

Do Not Contact

This group is people you do not want to contact *specifically requested we stop contacting them* but that we want eyes on in case they return.

Trash

BOGUS/FAKE contacts/people.

Tenant/Rental Lead

These are people that are exclusively looking for a rental but that we want eyes on as TODAY’S TENANTS ARE TOMORROW’S HOMEOWNERS!

Agent

Licensed agents locally or agents that are using our site to search our local MLS for their clients (can use this to send new listings and announcements to).

Sphere

Your personal Sphere of Influence. These are people you know: friends, family, practitioners, vendors…folks you interact with every day that you want to be your walking-talking billboards.

Referred

These are folks you’ve referred to other agents for a referral fee.

Buyer

CONVERSION MONSTER STAGE ONLY

Seller

CONVERSION MONSTER STAGE ONLY

 

SmartLists:  to be worked on daily

#1- HANDRAISER

MUST BE CALLED DAILY. These are folks that have raised their hand for information or to speak with an agent and have not been contacted in the past 4 hours.

#2- NEW- NEEDS CONTACT

STAGE has not yet been updated from LEAD, the Last call was more than 3 hours ago and they have come in in the last 10 days.

#3- AI REPLIES

A person has responded to RAIYA or Action Plan and you need eyes on this person!

#4- ENGAGE SELLERS

LIKELY TO SELL: This person has been checking out their home values on HomeBot and their last reach out was more than 24 hours ago.

#5- ACTIVE LEAD

Priority Tags were applied, the last activity was more than 2 weeks ago, and the last call was over 18 hours ago. Phone # is good and they have not requested you stop contact.

 

Required Training: to be included in YLOPO

Prior to being invited to represent our team in communicating with people generated using our Lead Sources, we require the following Training Modules be completed:

Synopsis of Database Management: a brief overview

When a new person registers to look for real estate, as the agent you must:

(1) CALL to introduce yourself to the person looking. 

(2) Ask the person about their HOME SEARCH STORY (motivation, intention, qualification). 

(3) If they don’t answer, DO NOT LEAVE A VOICEMAIL, and send a follow-up text. If you have a VIDEO account, email a welcome video. 

(4) After Communication with the person, CHANGE STAGE to the appropriate stage. 

(5) If you’ve spoken to them by some means, schedule a FOLLOW-UP CALL. 

NOTE:  If you’ve not spoken to the Lead (Person), keep the Stage as LEAD so you remember to try them again (repeated attempts for the first 10 days).

 

Important: These are real people, living real lives, that need real estate advice. Your initial call is not to SELL them but rather to determine what they need and how you might be able to be of assistance to them.  Remember: You are an ADVISOR, you are not a salesperson!

 

Recommended Reading:

Too Nice for Sales - Barry Jenkins

Getting to YES, Negotiating Agreement Without Giving In - Robert Fisher & William Ury

The Compound Effect.  Jumpstart Your Income, Your Life, Your Success - Darren Hardy

Never Split the Difference.  Negotiating as if your life depended on it - Chris Voss

No One Succeeds Alone - Learn Everything You Can from Everyone You Can - Robert Reffkin

Trump Style Negotiation - Powerful Strategies & Tactics for Mastering Every Deal - George Ross

 

Created 10/20/22 by Colleen M.

Related articles

Comments

0 comments

Please sign in to leave a comment.

Powered by Zendesk