1. Clarify your definition of a Lead.
2. Create 3 “Lead” Folders
- Hot Leads Folder
- Warm Leads Folder
- Appointments Folder
3. Every lead should be on a Seller Sheet or Buyer Sheet so you have a consistent system for tracking and following up on every lead.
4. Hot Leads
- Put every lead that you need to call in one week or less in this folder
- Go through every lead in your “Hot Leads” Folder every day.
- With every lead you are either calling them or seeing their sheet so they are on your mental radar.
5. Warm Leads.
- Choose your “Warm Lead” day (preferably Monday or Tuesday each week).
- Each week on your Warm Lead Day, go through every warm lead.
- When you go through your Warm Leads Folder, you will either:
- Call them.
- Move them to the “Hot Lead” folder if the call back date is less than a week away.
- Leave them in the Warm Lead folder for next week (if your scheduled follow up date is still a week or more out).
- Put any leads here that you do not need to call again for a week or more.
- When you set an appointment, move them to this folder.
- Once you have pre-qualified the appointment, move it to its own folder.
7. Integrate Future Leads into Your Personal Circle (PC).
- Once you clarify that the lead is not going to buy or sell for a month or more, move them into your PC.
- If they are a future lead that is planning to buy or sell within the next year, keep them in your A-Team so that you are talking to them every month and staying in close communication with them.
- If they are not going to do anything for the foreseeable future, move them into your PC and treat them as valuable, future clients.
8. Trash Can – The lead disposal program is for people who:
- Tell you to never contact them again.
- You can’t get in touch with them at all.
- You decide you don’t like nor want to work with now or in the future.