Re: Phone Follow Up System
You are pretty much on track. We have a different follow up schedule for each buying time frame out to one year. We also only try 4 times. If they haven't answered or called back within 4 times we assume they aren't really interested in talking yet. We just plug them into our marketing system and hope for the best.
We spend all our time dealing with the customers we get hold of on the phone. Our online follow up system, (100MPH Marketing) does a great job of keeping in touch with everyone we don't get.
25% of our sales come from leads with no phone numbers but that means 75% of our sales come from people we stick in our follow up system. The key is a solid reminder technology so you not only call the lead, but you know what you need to talk them about.
We try to limit our Agents to 1-2 leads per day. Unfortunately this year our lead flow was extremely high and we were up to as high as 3-5 leads per Agent. This is really just a waste of leads as there is no way, even with our sophisticated software, our Agents can all keep up with that many calls and call backs. With that said, we are on track for another great year of lead conversion so it seems to be working. I think we will be at 150 sales by the end of July. Our goal is 350 sales this year so we have a lot of work to do yet.
One other quick thing. I'm not a big believer in calling as soon as you can. I personally get freaked out when "big brother" knows exactly what I'm doing. We set up our software to send a few emails within the first hour to soften the blow. Then we make our first call, after the first hour. We don't get to many customers upset when we call.
Whether you call immediately or call in an hour. ALWAYS call the day you get the lead. After 24 hours the lead gets very chilly, especially if you don't have any real online follow up that first day.
I hope that helps a little.
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