Effective Lead Follow-Up Strategies

Oct 20, 2024

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Momentum 283: Effective Lead Follow-Up with Virtual Assistants

Introduction

  • Host: Matt Beard
  • Focus: Efficient lead follow-up by Virtual Assistants (VAs)
  • Importance: Leads are the lifeblood of the business and converting them into deals is crucial.
  • Main Idea: Most deals come from follow-up; hence, a structured follow-up system is essential.

Lead Flow Structure

  • Lead Source Funnel:

    • Leads enter the funnel from various sources (PPC, cold calling, SMS).
    • Lead Managers call leads within one hour of entry.

  • Role of Lead Managers:

    • Further vet leads.
    • Outcomes of lead vetting:
      1. Ready to go (sent to acquisitions).
      2. Requires follow-up.
      3. Dead lead.

Follow-Up Process

  • If Leads Do Not Answer:

    • Mark based on priority levels:
      1. Priority Level 1: Hottest leads, high motivation and reasonable asking price.
      2. Priority Level 2: Moderate motivation, missing some data (e.g., timeline).
      3. Priority Level 3: Low motivation, missing more information.
    • Use power dialing campaigns for follow-up based on priority.

  • If Leads Answer:

    • Determine if the lead is dead, requires follow-up, or is ready to proceed.
    • Follow-Up Categorization:
      1. Daily
      2. Weekly
      3. Monthly

Handling Ready Leads

  • If a lead is ready, it goes to the acquisition team for closing.
  • If a lead becomes unready at acquisition, recycle back to follow-ups.

Importance of Detailed Notes

  • VAs must take detailed notes for efficient follow-up and lead qualification.
  • Use notes to assign proper follow-up buckets and priority levels.

CRM Utilization

  • Use CRM systems for managing leads and setting tasks/reminders for follow-up.
  • Segment leads into daily, weekly, and monthly buckets based on follow-up needs.

Training and Upskilling VAs

  • Continuous training is crucial for VAs to handle lead management efficiently.
  • Lead managers are typically upskilled from experienced cold callers.

Closing Remarks

  • Emphasize the necessity of having a structured follow-up process to avoid losing deals.
  • Upcoming VA training programs being developed for better lead management.
  • Channel Information: Real estate investing, traditional REI, wholesaling, etc.
  • Engagement: Encouragement to like, subscribe, and engage with the content for more insights.
  • Personal Note: Host's birthday announcement and gratitude message.

This session emphasized the critical role of structured follow-up systems and the effective use of virtual assistants in lead management to maximize real estate investment deals.