Yesterday I assisted with on session of an 8-week lead generating class. The session spent a lot of time on understanding the pleasures and pains that motivate prospective clients. We spent time practicing scripts that speak to the specific pleasure that a friend receives when helping another friend’s business. After the training, we turned 130 agents to their cell phones for 20 minutes to try a single script with their SOI.

In that time, the agents received 245 leads, with contact info and permission to drop the name of the referring friend! And this may be only part of the picture. I’ve heard from several agents that people returned calls into the evening with even more leads. I can’t wait to hear how many new deals come from all those referrals next week.

How are your scripts working? I hope you are not winging your lead generation. It’s too important to your business and most people appreciate when you respect their time. Lead generating calls should take only 4 minutes. If you have more to talk about, set a time to visit with the person to catch up when neither of you is “at work”.

Do you need help with your lead generation? Do you want scripts that are tried and true? Most importantly, do you need someone to hold you accountable to doing the things that will grow your business?

Call me at 303-922-3000 x300 and let’s set up a time to discuss your business.

Last week, I offered an internet lead to a brand new agent, Anh Lai. I gave it to her because she is the only agent I know to specialize(!) in that area. She mentioned on her first day, in fact, that she wanted to focus on the Westminster, CO area. With that, she became the only agent I know specializing in that part of Denver. Who else would I give it to?

So I gave her the lead and she followed up several times by both phone and email. I kept after her to keep trying, but after the third time or so, I admit that I pretty much assumed nothing would come of it. I should have known better.

This morning, Anh sent me the following text message:

Hey! So I checked in with [the lead] the other day to see if she was still interested in the property she emailed about and she wants to set up a meeting for next Saturday. Yay! Just thought I’d share the good news, Mr. Mentor. Have a great weekend!

So I was sent back to school by an agent who’s been in the business for about 5 minutes.

The National Sales Executive Association recently reported the following:

• 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 – 12th contact

This means 90% of your sales will come after your fifth follow-up with a prospect. This is very important information for you to consider in your marketing plan.

Source: http://www.brokeragentsocial.com/article.php?article_id=621

Anh did so many things right:

1. She stated her specialty clearly so I’d know who to refer to her.
2. She followed up with the lead a number of times, in a number of ways, in a non-stalker-y way.
3. While waiting for the lead to call back, she went and previewed the property and the closest comps so she could speak intelligently about them when she talked with the lead. OK, I made this a project for the current class.
4. She communicated her progress to me routinely, and made me feel that she appreciated the referral.

Not only am I inclined to refer Anh more business, I’m going to suggest any other agent do the same if they ever want to refer a client interested in the Westminster area. I can say with confidence she will take great care of them for you.

So, did any of you other agents say you had some kind of specialty?

Wow! Since announcing my coaching services, I’ve been literally overwhelmed with engagement requests. The agents and brokers I’m working with are eager to take a more intentional path to success in 2010 and I’m honored to support them.

There are too many opportunities right now to just sit back and let things “happen” to us. Set SMART goals and find the right person to hold you accountable. Use this holiday season to reevaluate your goals and consider your path.

Hit the ground running in January!