Home » Sales Help » 12 Week challenge — follow up strategies
- This topic has 1 reply, 2 voices, and was last updated 1 year, 3 months ago by Dustin Owen.
February 21, 2022 at 2:15 pm #7861SteveMNMtgParticipant
Hey everyone – love the 12 week challenge! I have had 40 meetings since July when I got licensed (spread it out more with the holidays) – and feel like I am having success but honestly not sure? I did the challenge heading into the winter months, and when you live in MN, the real estate market slows down dramatically. Of course, realtors slow down too and don’t have a ton of work at this time. I am between a rock and a hard place – I feel like I need to keep going with the challenge because I have not had much success in terms of referrals – in total I received 12 referrals, with 1 funding, 5 have apps in now and are house hunting, 1 of those I lost to a competitor, and 5 were dog crap.
My plan is to keep calling. Frankly, I do not feel I am busy enough to stop calling and just sit and wait. However, I want to nurture the 40 meetings I have had, part of that is sorting out the BS to figure out who is a legit partner and who isn’t. My question is this:
How often would you follow up with people AFTER the initial coffee meeting? I tried once a week but you sound desperate. Every two weeks seems better, sometimes, in a slow market not so much because it feels like Groundhog’s day. I have also tried to review mortgage strategies them etc
Any advice would be great, thanks!
February 22, 2022 at 12:51 pm #7889Dustin OwenKeymaster
I like every three weeks for follow. When you call have a reason to call. Come up with / find events to invite people to (even if you have to put them on yourself). If you don’t have an event then call and ask them if there is anything you can do to support their business (i.e. call old, dated leads. Work a community event with them, teach a class to their team, go door-knocking with them). Be sure to let them know you are planning out your schedule and need to know if they met anyone recently who you need to get on your calendar.
Also, the 12 Week challenge is for you to meet with 60 with the goal of finding 10-15 that you connect with…these 10-15 should be responsible for 20-40 closings over the next 12 months. You now need to leverage these 10-15 contacts and these 20-40 transactions to introduce you to another 40 one-on-one appointments.
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