Lead Tip #11:

Formula for Follow Ups

There’s one question we hear ALL the time from lead buyers: how often should I be following up?

There is no single right way to work leads that guarantees everybody the best return on investment. But there are a few tips that can help you see better results.

Plan on trying to contact a lead multiple times, using a combination of phone calls and emails. Here’s an example plan for working leads.

First Day

• Make your first phone call immediately after you get the lead. The first L.O. to reach an internet lead and introduce themselves has the best chance of getting an application from them.

  Make it a practice to frequently check your email for new lead alerts.

• No answer?Call once more the same day.
• Send out an immediate email. Email autoresponder programs can do this automatically. If your prospect isn’t answering the phone, they might prefer an email from you first.

Second Day

• Call twice
• Send another email
• Still no response? Schedule your autoresponder to fire out emails with quotes for the 15 and 30-day mark and keep calling. Some brokers give it 6-10 tries before they toss it, others are not as persistent. But with your automated follow up kicking in, you can move on to new leads, while your autoresponders keep following up for you.

While no lead company can guarantee every prospect will answer the phone, they should have a generous return policy. A large window for returning leads gives you adequate time to contact prospects and send back any that turn out invalid.

Jeremiah Desmarais, Vice President, Marketing - ProspectZone. ProspectZone is a leading provider of internet leads to the mortgage and insurance industries, and the creators of Smart LeadsTM. Reach him at jdesmarais@prospectzone.com or 1-800-980-0902.

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