1. How Keeping In Touch Can IncreaseYour Profits

2. Over 80% of home buyers and sellerssay they would use their agent againHow many actually do?Less than20%!!!!!!!! 3. WHY? 4. Failure toFollow Up!! 5. Importance of Following UpEffective follow up with past clients can lead to: New Business Through Referrals Increased Profitability Decreased Costs Lifelong Business Relationship 6. Purpose: Identify Problem Determine Why Problem Exists Propose A SolutionIn My Study: Problem Is Lack of Follow UpCommunication Reason is Lack of Follow UpSystem Solution is Automated FollowUp System 7. New Business Through Referrals Most agents believe referrals are important Happy customers refer family and friends No communication= NO REFERRALS! 8. Increased Profitability Second homes more expensive thanfirst Opportunity to sell first home Referrals from past clients add toprofit One client can create serious cash flowin lifetime 9. Decreased CostsMarketing to past clients cheaper thanmarketing for new business 10. Lifelong BusinessRelationshipEffectively following up with past clients can lead to a long term relationshipgiving you an opportunity to: Sell multiple homes for same person Work with past clients children Create new business relationships Build friendships 11. Why Do Agents Fail toFollow Up? They do not a have an effective follow up system in place 12. Why Do I Need A Follow Up System? People are forgetful Helps you to be consistent Creates accountability 13. What Should My FollowUp System Consist Of? Calendar with reminders Contain multiple types of contact Database function for customer information Ability to make detailed notes Sync with phone or tablet 14. Examples Microsoft Outlook Calendar with alerts Contact management Email Sync with phone 15. Examples (cont.) 16. ConclusionFollow up communication is an integral part of the real business.Efficient follow up communication can lead to: New business through referrals Increased profitability Decreased costs Lifelong business relationships 17. Conclusion(cont.)For follow up communication to be effective you must: Have system in place Be consistent Ask for the business!