14
May

Are you unhappy with your response rates?

You sent out a boat load of post cards but hardly got a
response.

Yet so many investors and wholesalers swear by using direct
mail.

WTF?

You want to learn the secret?

Yes?

Then read on…

Leads are vital for any success in any business. But they
can be like unruly ADHD children who need constant attention to stay on track.

To get your leads to response… you need to master the follow
up.

You need to nudge them gently. Consistently. Strategically.

Nurture them the right way, you you’ll reap real rewards.

How to Nurture Your
Leads the Right Way

Many businesses fail to effectively nurture their leads
because they treat all leads as equal and use “one size fits all” approach.

But just like individuals vary, your lead type also greatly
varies.

In real estate investing and wholesaling, we have classified leads into 3 broad categories.  

Each category needs a specific follow up campaign to enhance
the response.

Let me walk you through these different follow up techniques
we suggest:

  1. Forced, but not urgent
  2. ‘Not forced, and not urgent’
  3. ‘Urgent and forced’

Forced But Not Urgent

This is a high value lead category albeit the one that takes
long time to warm up before they take the desired action. Let’s say a typical
lead such as tax delinquency, divorce or probate lead. They are under mild
pressure with no urgency and therefore, patience is the key here.  Dropping them an email once a month for at
least 3 to 6 months will warm them up, grab their attention and nudge them to take
the desired action.

Forced and Urgent

Notice of default leads comprise of leads in “Forced and
Urgent” category. A regular weekly or fortnightly follow up for at least a month
will do the trick.

 Not Forced, but
not urgent

Absentee owners belong to this lead type. These leads should
be followed up for 3 months, sending them one email per month.

Identify your lead category

Once you have an insight on the type of lead categories, you
need to ask yourself, what is the lead category that you are marketing to? The
answer to this question will tell you broadly the type of your marketing
campaign.

So, once you have bagged high quality leads, right follow up marketing strategy can give you massive returns with minimal efforts. Within these 3 broad lead categories, there are several small sub categories which can be targeted with laser precision with a tailor made strategy for your particular kind of leads.

We can assist you with a tailor made follow up strategy.
Call us now for a personal meeting.

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