(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
It’s a trade-off on time.
Relationships do matter.
Bad things happen to really good people so that’s why REO never goes away.
Fake it ’til you make it.
Amazing opportunity rises when you actually get yourself in front of the right people and be strategic.
Be a giver first.
I got to find those needs that other people have and help them fill their needs and I’ll get what I want eventually.
Be a good person and people want to be around you.
You have to be socially acceptable.
Find the one (way) that works for you.
It doesn’t matter what anybody else is doing, they’re going to screw up eventually.
You’re a hustler, you got to make it happen.
It’s never too late, it’s never too soon. It’s always the right time if you’re willing to do the right investment.
It’s all a matter of how you leverage it and what you do with it.
You’ve got to be a pit bull on the pant leg of opportunity.
Just do a good job, don’t step on anybody’s toes.
Be first class.
It’s always better to be ahead of the game.
About Our Guests
Jesse Zagorsky in San Diego, California. He’s Club Wealth Faculty and that means that when he speaks, people listen and we trust him. He’s consistently doing over a million a year in GCI in San Diego, which is arguably the most competitive market in the country.
Tim Ray is a Tier 2 Club Wealth Coach. He’s consistently carrying over 70 REO assets at a time, not to mention his retail properties.