What is happening guys?
Esteban and Eric here again following up on our last video which was prospecting and wanted to let you guys know what the process is when we have a prospect they know us they like us they trust us and now they’re a lead.
So Eric, what does that next step look like? So we call that I have a lead and now what? That’s what our guys tell us.
Talk to somebody now what do I do Eric?
How do I handle it, So everyone knows your in sales you have different buckets of leads, warm, hot, cold leads so assuming that it is a cold lead within our office, somebody that is very standoffish, depending on how the first call went whether it was sales call an informational what we do is instruct our guys to approach it a different way on the second call.
Our mild warm leads as you can call them, they really dig a little bit more into the second call of motivation.
Trying to assess if there is a true motivation with this client is that why they are a warm lead and not a hot lead or is there something that’s holding them back?
Once you determine that then we are able to convert them into a hot lead. Now that we have our Hot leads where everybody experienced it, you’re doing your calls and all of the sudden your talking to a client is like I do want to sell, I do want to sell something let me know what do you think my property is worth?
And now we tell our guys to slow own with that because even though they do have motivation and they seem to be a hot lead as we call them we really need to know in the investment world one key thing: if you sell this property what are you going to do with the money? Where do you go next?
That’s a important step where a lot of people in our industry kind of skip, they forget, they are so focused on oh my god I got a deal, I got a lead this is going to pay me.
Because if there is no plan for that money, plan to exercise a 1031 exchange, you know really structuring it out to understand where they’re going next.
How we know it’s a hot lead is really assessing motivation a lead is only as good as the motivation they have the higher the motivation the hotter the lead.
So remember guys, whenever you’re talking to these potential clients or prospecting in general, first try to really assess the motivation, understand what they want to do and not just understand what they want to do in the short term understand what they want to do in the long term because that’s how your going to create that long term relationship and get that residual money forever.
So if you guys have any questions on that, You want to come into our office and kinda want to see how we handle that?
You’re more than welcome to reach out to us, send us a DM, give us a call, email, whatever sounds best for you guys.
Thank guys!