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"Women on A Mission 
to Earn Commission"
 

A Sale is in your lap, just follow up....


 

By Melinda Brody, MIRM
Melinda Brody and Company, Inc

My personal experience with.....

 

 The Detailer

 The Plumber

 The Property Manager

 

Example #1: the Detailer

I was conducting a team meeting at a local coffee shop and the conversation switched to some personal items. I mentioned to one of my staff that I am trying to sell Sarah's Corolla and need to have it detailed. There was a gentlemen at the next table who over heard our conversation and said "my 2 sons just opened a detailing business". He took my card and I said I needed this done right away as I had some interested buyers coming this weekend to look over the card. Now, do I sound like an interested, motivated, has no time to shop and compare prices buyer?? Well, you guessed it. No call. No email. No follow up. The local car wash received my detail business, did an awesome job and I would recommend.

BTW, Car still for sale. Beautiful, low mileage 2005 Toyota Corolla-loaded. Call me!

 

Example # 2:  The Plumber

I am refurbishing my Mother's condo and going to rent it out. I needed to have some plumbing work done and called my regular plumber and a second plumber I have also used but not on a regular basis. My regular plumber met me at the condo the next day and emailed the proposal that evening. The 2nd plumber had his teenager answering the phone who told me false information and 3 days later when the owner returned my call, I told him, thanks but no thanks. I am a busy professional and with all the people out there trying hard to keep their business going, I will work with the person eager to get my business.

BTW, condo is available-Gorgeous, fully refurbished 3/2, 1700 square feet, all new appliances, elevator building, 55+ community-Altamonte Springs. Call me!

 

Example #3:   The Property Manager

I am eating dinner out with Howard and we are discussing whether to rent Mom's condo myself or have a property management firm help us out. A women at the next table says, "I can't help but overhear your conversation about renting out a condo. I'm Sue, I am a property manager...do you have a card? We exchanged cards and she suggested looking on her website and seeing what she had as rentals in the area. Again, I was a HOT lead for her and if it were me, I'd call or email the next day and set an appointment to discuss how she could help me rent the condo and I could avoid the hassles of being a landlord. Well, several weeks later, she emails me a message. I then run into her at my ballroom dancing place, she recognizes me but still doesn't follow up about helping me lease the condo. HUH?? I just don't get it. Maybe she's not in that line of work anymore and isn't that motivated to make a sale.

BTW if anyone reading this IS a Property manager in Orlando, please follow up and I would like to hear what you can do for me.

 

How are YOUR follow up skills? Do we GIVE UP or FOLLOW UP???

 

Remember, whoever you're not following up with has already purchased a home from the sales agent who did.


Melinda Brody, MIRM has been inspiring and evaluating salespeople for almost two decades.  She offers sales seminars, keynotes and video mystery shopping services for builders across North America.