What separates high growth property management companies from the rest of their peers in the middle of the pack? Better marketing? More leads? Better sales? Yes, yes and yes.

1. DOMINANT
Follow Up Strategies

2. DOMINANT FOLLOW-UP STRATEGIES
Thanks for joining us!
We’ll be starting in a few minutes
Jordan Muela
CEO, LeadSimple
Janice Dinham
Sales Manager,
All Property
Management

3. WEBINAR SPONSOR:

4. Q & A
#LEADSIMPLE

5. OUTLINE FOR TODAY
Follow Up Tactics
Guaranteed To Work10
3 Fundamental Principles of
Sales Success
+

6. THE BULK OF LEADS WILL FLOW
TO THE COMPANIES WITH
THE MOST EFFICIENT
SALES FUNNEL
FACT

7. VIRTUOUS CYCLE OF CONVERSION
Conversion Rate
Cost Per
Contract
Profit Margin
Marketing
Budget
Lead Volume

8. $
10% 40%30%
CONVERSION RATE
20%
COSTPERCONTRACT
$100
$200
$400
$300
$500
$600

9. Close Rates Drive Lead Costs
Conversion Rate
Cost Per Click / Cost Per Lead
TIME

11. YOUR SUCCESS AND
SURVIVAL DEPEND ON
MAINTAINING A HIGH CLOSE
RATE
BOTTOM LINE

12. FUNDAMENTAL
CONCEPTS3

13. FOCUS ON THE
TOP OF THE
FUNNEL
1

14. 60%
18%
50%
82%
100%
38%
OPPORTUNITY
TYPICAL FOCUS
New
Contacted
Meeting Scheduled
Meeting Completed
Verbal Commitment
Contract Signed

15. 60%
26%
71%
82%
100%
54%
New
Contacted
Meeting Scheduled
Meeting Completed
Verbal Commitment
Contract Signed
20%
98%
86%
+40%
OPTIMIZED
SALES FUNNEL

16. QUESTION:
ARE YOU A SALES
PERSON OR AN
ORDER TAKER?

17. PERSISTENCE
PAYS OFF
2

18. PROSPECT
Contact #1
Contact #2
Contact #3
Contact #4
Contact #5
Contact #6
Contact #7
CUSTOMER
43% of Salespeople have given up
68% of Salespeople have given up
80% of Salespeople have given up
Low hanging fruit is
harvested here
You’re really getting to know
the prospect and their needs
You now “own” mindshare and are the
default choice when the prospect is ready
You’re the only one to make 6 contacts

20. Odds of agent continuing to call

21. QUESTION:
HOW MANY CALLS DO
YOU MAKE BEFORE
GIVING UP?

22. POLL QUESTION:
How many times do
you call a lead that
isn't returning your
calls?
5%
26%
23%
45%

23. POLL QUESTION:
How many times do
you call a lead that
isn't returning your
calls?

24. LEADS ARE
PEOPLE
3

25. 50%
of sales happen
(Source: InsideSales.com)
the 5th
touchAFTER
50% OF LEADS
ARE QUALIFIED BUT
NOT READY TO BUY
(Source: Gleanster Research)

26. “Companies that excel at
lead nurturing generate
50% more sales at
33% lower cost.”
(Source: Forrester Research)
50%
LEADS COSTS
33%

27. QUESTION:
ARE YOU BUILDING OR
BURNING YOUR LONG
TERM LEAD DATABASE?

28. 10FOLLOW UP
TO WORK
TACTICS GUARANTEED

29. GET THERE FIRST
1

30. Reasons Why4
2
1
Presence - The prospect is likely at their computer and with a phone nearby
when they hit submit.
4
3
Rapport - Fast responses build confidence and rapport starting things off on
the right foot.
First Movers Advantage - First to contact, first to frame the conversation
and get a shot to close the deal.
Engagement -The prospect is thinking about their need and ready to
mentally engage with you when they hit submit.

31. USE A FOLLOW UP
SCHEDULE
2

32. Lead
Answers
Schedule Meeting
Assign Lead
Yes
Yes
Yes
Yes
No
No
First 30 Minutes After New Lead Arrives
@ 5 Minutes:
Called Lead?
Lead
Answers
Notify Manager
Leave Voice Mail
Send Email
Schedule Follow up
@ 30 Minutes:
Called Again?
No
No
Reassign Lead To A
Different Agent
No

33. 0-1 min 20 min 30-60 min 1-2 hrs
#1 #1 #2 #3
#4
#5
#3
Lead Follow up Schedule
11 Touch / 22 Day Model
#5
#4
DAY 1
DAY 4
DAY 5
DAY 8
DAY 14
DAY 15
DAY 22
#2
#6

34. TRACK ACTUAL
CONTACT ATTEMPTS
3

35. People respect
what you inspect.
Chet Holmes
Author of “The ultimate Sales Machine”

36. ORIGINAL
Contact Info
TRACKED
Contact Info
(123) 123-1234 (919) 939-3535 ext. 203
meg@mail.com meg97C4@tracked.com

38. LEVERAGE EMAIL
TEMPLATES
4

39. Intro Email
No Contact - Day 3
No Contact - Day 7
Schedule Meeting
Meeting Reminder
Management Agreement

40. TRACK EMAIL OPENS
5

42. TIME YOUR FOLLOW
UP ATTEMPTS
6

43. Mon Tue Wed Thu Fri SatSun
Best Day To
Call
vs
Email
Email Open Rate
Contact Made By Phone
Best Opportunity

44. 12pm8am 4pm 8pm10am 2pm 6pm
Best Time To
Call
vs
Email
Email Open Rate
6am
Contact Made By Phone
Best Opportunity

45. GET AGREEMENT ON
NEXT STEPS
7

46. CHANGE UP HOW
YOU REACH OUT
8

48. ADD MORE VALUE
BEFORE THE SALE
9

49. FAQ vs
CLIENT
TESTIMONIALS
MANAGEMENT
AGREEMENT

50. USE A CALL DOWN
LIST TO FOLLOW UP
10

52. ?But What
About Drip . . .

54. MONTHLY
webinar.leadsimple.com
WEBINAR(Second Thursday of Each Month)

55. webinar.leadsimple/first-to-call-first-to-close/
Why being fast isn't good enough & how to guarantee you come in first.
First To Call, First To Close:
The Science Of Responding Faster
November 14th, 11am PT / 2pm ET

56. leadsimple.com/sales-course