We had a post on our private CyberStar® Google Group re. answering and following up with prospect calls:

“When the team is all out in the field, there is sometimes nobody who can drop everything to answer a new web lead phone call or return a phone call on an inquiry.  I don’t have an in-person assistant that sits in the office, so what would be a good solution?”

Here is one on the responses. It came from CyberStar® Leigh Brown of RE/MAX Signature Properties, Charlotte, NC. You can see Leigh’s money-making Web site here.

“I have a VA who handles incoming leads and vets them out before they are assigned to buyer agents.  It is a great setup as she is licensed and used to be a buyer agent so she knows how to convert and follows scripts and such.

If they are 12 months out, as many are, she puts them into Real Pro Systems and Altos Research and makes the monthly followup phone calls.  If they are 6 months out, same thing with bi-monthly calls. If they are inside of 90 days, they are assigned to a buyer agent immediately.  It is money well spent, especially when you consider the fact that most of us lose the 12- month people since it’s hard to properly keep up with them. BTW: We recently converted someone who has been working on for 2.5 years….all because of our followup system.”

Here are the main points I got from Leigh’s post:

1. A Virtual Assistant doesn’t cost you money, he/she makes you money
2. You need a system of some sort to followup on buyer leads, since most don’t buy that day
3. Technology such as Real Pro Systems and Altos Research make followup automatic
4. Personal calls, based on the prospect’s time frame help solidify the relationship

It’s a beautiful day here on the lake in Reston…hope it’s a beautiful day wherever you are, too!

Check out Allen’s eBook, “Digital Essentials for Today’s Agent, here!

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