(03:45) Who Jesse Zagorsky‘s Lead Follow-up system applies to (vs. Buy or Die).
(04:12) What platforms it applies to.
(06:10) On the Buy or Die mindset.
(08:06) The two things you want to be in your client’s’ eyes.
(08:31) On the “14 Days of Pain” mindset.
(09:25) Why it (Zagorsky’s Lead Follow-up system) is platform agnostic.
(11:35) What Club Wealth’s Lead Follow-up mantra is.
(13:20) Why you should Double Dial and Double Text.
(16:00) How to hold your team accountable in 5 to 10 minutes (Clear the Boards).
(17:41) What Clearing the Boards is.
(18:22) What Club Wealth’s Michael Hellickson uses to share the best ideas and work together.
(18:52) How to Clear the Boards (using CINC).
(20:45) Follow-up Vs. Prospecting.
(21:42) How to filter leads (on CINC).
(22:33) How many leads you should make contact with, ideally.
(24:21) The three things it (Zagorsky’s Lead Follow-up system) requires.
(24:33) How to define a conversation.
(25:28) How to set your filters on Prospects.
(27:12) What’s the longest time-frame a lead should possibly go without getting a phone call (if they’re supposed to be called three times a week).
(29:16) The cool part of a search engine (an IDX search site) in your CRM platform.
(30:04) An amazing, cost-effective CRM platform.
(31:58) Configurable filters con CINC.
(33:58) Where to place your attempted contacted leads.
(34:44) What a Pond is.
(35:32) The fusion of responsibility.
(37:06) The goal number of calls to leads to make.
(37:59) A way to get people doing something and get them closer to the goals.
(40:53) What happens if they don’t answer the phone.
(42:10) What happens if they pick up the phone and the only three possible results from each phone conversation.
(44:15) How to repair your credit and get an additional revenue stream – SOON TO COME.
(46:01) What happens if you forget to set a reminder. How do lead gets left behind.
(48:44) How to get less people issues, get greater profitability and greater retention of the rock stars on our team.
(49:36) How to approach most seemingly people issues.
(50:50) The process to not leave leads behind.
(53:43) How to set the labels that automatically set the reminders.
(54:24) The most common timeline to set follow-ups.
(54:29) How to end a call to get a follow-up affirmative response.
(55:55) How to change from being a salesperson to being a servant.
(58:09) “If it’s not in CINC it doesn’t exist.”
(59:38) The importance of call notes.
(1:00:47) Make sure your team understand the system, put in place a training period for them.
(1:02:20) How to get a lead out of the Pond.
(1:03:02) How to treat the members of your team.
(1:04:03) The two things as a solo agent or a team leader to look for in team members.
(1:04:46) How to get guidance from Jesse Zagorsky and the data provided on the show.
(1:06:17) How to get the leads to enter a new phone number (on CINC).
(1:09:15) Farewell message.
Inspirational Quotes Mentioned
We have a duty as real estate professionals to actually try to help them and leave the world a better place than we found it.
It’s our duty to make sure we get a hold of people so that we can help them with whatever challenges they’re facing, and if that challenge is to figure out to buy a house, to sell a house, that’s what we’re supposed to do.
We got to shift from being a salesperson to being a servant.
Even amazing people can benefit from a little bit of accountability.
The very first time you call a lead you should double-dial.
Everything must be defined, you must have clear expectations.
A bad phone number (…) may become a good number at some point.
The most important thing you can do on each call is make sure you dispose of that lead, in terms that you either label it as a follow-up, it’s got an appointment or you’re going to set a next follow-up date.
Ninety-five percent of the time the problem is not a people issue, the problem is a system’s issue.
[You] just want to make sure [you’re] not dropping the ball on [your] end.
As long as they’re doing what they’re supposed to be doing, that’s all that matters.
Everyone can be likeable, you just got to figure out what you like in other people and focus on that.
Let’s actually develop a relationship that’s give and take, instead of just take, take, take.
About Our Guests
Jesse has been active in San Diego Real Estate for 10+ years, and has sold over 500 homes. He has passion for Real Estate includes helping his clients find the perfect home, helping investors analyze possible returns, and Sellers maximize their sales price through tested techniques. With a background in Marketing, Jesse loves creating a total marketing experience for each of ZTeam’s listings.
Bringing extensive knowledge of the real estate market, finance and business to his position as a respected Realtor, Suneet offers his clients an outstanding level of service. His formal education and training in the business, in harmony with his many years of experience in purchasing, owning, managing and selling property, allows Suneet to excel at every level of the real estate transaction.