Nothing sabotages your productivity quite like bad habits. They are insidious, creeping up on you slowly until you don’t even notice the damage they’re causing.

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In this episode we learn how to conduct a proper buyer consultation and how that can impact your business.

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1. Denial

Assuming a new, disruptive business model will be unsuccessful simply because:

A similar concept failed in the past

When the current market turns, either for better or worse, everything will go back to “normal”

2. Dismissal

Attributing the success of a new business model to geographic location and/or extraordinary market dynamics, rather than sound business principles and practices; for example, “It may work just fine in San Francisco, but it will never work in my market!”

3. Disregard

Overlooking the customer experience, while promoting the complexity and emotionality of the current process to help justify professional assistance during the transaction.

4. Disdain

Blaming the millennial generation for the current disruptive business environment and hope when they finally mature business practices will revert back to the “good old days.”

5. Delusion

Refusing to acknowledge breakthrough ideas or new ways of thinking simply because they threaten self-imposed beliefs of how and why things should be done.

6. Desperation

Surrounding yourself at every level with people who look, act and think just like you do in an attempt to preserve and perpetuate the status quo.

7. Dysfunction

Expecting team members to actively embrace company goals and objectives without first understanding why the company is in business, what the organization hopes to accomplish and how success will benefit all stakeholders and the communities they serve.

When confronted with disruption and uncertainty, it is not uncommon to take refuge in the past and disparage anything new or uncomfortable. Turtling-up under pressure and hoping for the best is not a good business strategy.

Facing the future alone, without proper support and guidance, is risky when the world is changing so fast and the resources needed to succeed are growing exponentially.

If you have questions, comments or suggestions for episodes, email me at [email protected].

The 6 texts you should send every online lead

Key Takeaways

• Using these 6 scripts on one lead within 24 hours of receiving an inquiry maximizes the chances of conversion, according to Wendy Forsythe.

Six is the “magic number” when it comes to converting online leads, according to Wendy Forsythe, head of global operations at Carrington Real Estate Services.

If you call or text (or both) leads using six scripts within 24 hours of receiving an inquiry, you should make contact with more nine out of 10 online leads, said Forsythe in a presentation at Inman Connect San Francisco on how to convert online leads.

Contact attempt no. 1 (made as fast as possible):

Introduce yourself and the company you work for; thank the lead for the inquiry; mention the property the lead asked about; mention where the lead made the inquiry from (e.g. brokerage website, Zillow, realtor.com, etc.); and note that you’ll call again in a couple hours if you don’t hear back.

The voicemail you leave or the text you send might look like this:

“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your inquiry on 123 Main Street.

I’m calling because of the request for more information you made on my website. 

You can call or text me at 555-555-5555. If I don’t hear from you, I”ll give you a call back in a couple of hours.

Mentioning the address of the property a lead asks about as well as where the lead made the inquiry from can increase response and engagement with leads “dramatically,” Forsythe said.

And, she added, noting that you’ll call back if you don’t hear from a lead helps set expectations for the up to five more calls and texts that could be coming their way.


Contact attempt no. 2 (two to four hours after first attempt)

Open the voicemail and text (or both) in the same way you did the first time around.

But close with this hook: “As you’re likely aware, properties are selling quickly in today’s market, so I want to make sure you get the additional information you were looking for on this home.”

Forsythe said that, “when the lead hears that on the other end that is creating a sense of urgency.”

Contact attempt no. 3 (four to eight hours after first attempt)

This time, slip in the line, “I have some important updates I think you might be interested in,” after the boilerplate you used in your previous attempts, she said.

Updates “can be any number of things,” Forsythe said, including offers made, showings or the scheduling of an open house.

Contact attempt no. 4 (eight to 12 hours after first attempt)

Close with the statement “I’d be happy to answer any questions you have and assist you with your real estate needs.”

If a lead hasn’t responded at this point, chances are the lead isn’t exactly ecstatic about the property the lead originally inquired about, Forsythe said.

So let the lead know you’re able to help them with anything real estate-related, she said.

Contact attempt no. 5 (12 to 18 hours later)

Don’t bother mentioning the original property of interest or the source of the lead’s inquiry this time.

After introducing yourself, say, “I’m sorry we haven’t been able to connect but I did want to make sure I responded to your inquiry,”

Then sign off with: “It’s important to me to respond to all inquiries about real estate that are directed to me. I hope your real estate search is going well and would be happy to help.”

Contact attempt no. 6 (18 to 24 hours) 

Note that you’ve tried to reach the lead a number of times and cap off the whole sequence with: “If you’re still looking for information, please let me know, and I’d be happy to help,” Forsythe said.

Thanks for listening! For questions, comments or suggestions, please email me at [email protected].

Do you seem to have a hard time converting leads? Does it feel like they are all crap and never turn in to anything?

Learn about follow up and why it is so key!

Here are the stats that I mentioned in this episode:

48% of sales people never follow up with a prospect

25% of sales people make a second contact and stop

12% of sales people only make three contacts and stop

Only 10% of sales people make more than three contacts

2% of sales are made on the first contact

3% of sales are made on the second contact

5% of sales are made on the third contact

10% of sales are made on the fourth contact

80% of sales are made on the fifth to twelfth contact

For questions, comments and suggestions on episodes, email me at [email protected].

Are you curious about farming but afraid it's too expensive? This week we learn how to market effectively and inexpensively.

Feel free to email me your thoughts or suggestions for new episodes at [email protected].

Find Your Business by Josh Burnett