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What you are doing today will be the results you see in 4 or 5 months.– Gary Boomershine
How to Master Your Real Estate Follow-Up with Gary Boomershine & Robert Syfert of RealEstateInvestor.com
As they say, the fortune is in the follow-up. Gary Boomershine and Robert Syfert have mastered it. From flipping properties, offering turnkey rentals, and creating some of the most robust software, these guys have done it all.
Today we will learn about their scripts, sequences, and how creating great habits have improved every aspect of their lives. If you are struggling to convert the leads you’re bringing in, this episode of the Carrotcast is for you!
Read the Full Show Notes Below…
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I’ve known Gary and Robert for several years and I have seen their businesses grow and evolve. They have now partnered up to create a wealth of solutions for investors and agents using their incredible software programs.
For our Carrot members, they will integrate their software into your site without any fees. So what is the focus of their software?
And here is why it is so important…
Per Robert, If a phone lead comes in and you don’t follow up within the first 15 minutes, you are 400% less likely to close that deal. They have moved on. The time is even less with online leads. If you haven’t responded within 5 minutes, they are likely on another website, likely speaking with someone else.
The Art of Following Through
What if Michael Jordan quit? What if Bill Gates became discouraged by all of the people saying no, that he just gave up? So many people fail to follow through when they are so close to getting the gold.
For investors, the follow-through comes in the follow-up. You can’t reach out to a person one or two times and expect a sale. Many people you speak to won’t be ready to sell the first time you talk to them. In fact, most sales occur after the 6th contact or later.
Persistence Without Annoyance
Gary and Robert use a very specific follow-up sequence. They do what works for them, but you will need to set up a follow-up sequence that works for your business and personality. Above all else, it is important to be genuine.
Their system involves three key touchpoints to start.
- Ringless Voicemail
They will reach out using all three methods for the first couple days, then sow down a bit. If there is no response, they follow up with direct mail. Everything is massively sequenced and set-up in advance. This is the only way to be consistent which is the most important part of the process.
Remember, there’s a 90% chance you won’t close the deal on the first call. Following up is the only way you are going to close the deals you want. And keep in mind, it costs ten times more to generate the lead than all of your follow-up combined.
Shaking The Skeletons
Robert and Gary use an overseas call center to manage and screen leads. At first, they didn’t think it was possible. But once they found the right people who were sharp, professional, and determined, there was no stopping them.
Many business owner feel a call center will turn into an objection from potential sellers. If they hear a foreign accent, they will question the credibility of the company. However, they’ve come up with the perfect solution.
If someone questions where one of their representatives is located, the rep will say: “Yes, I am in the Philippines. I was hired to help with calls so that we could pay you the most money possible for your property. How am I doing? Is there anything I could be doing better or do you have feedback for my boss?”
Once these words are spoken, the potential seller is disarmed. By openly stating who they are and why they are calling, they are building trust and making the call more personal. Once the rep has qualified the lead, they are then transferred to a team member in the US to close the deal.
These are two different roles that require two different teams. So anything you want to hide about your business, any skeletons in the closet, get them out there and make those skeletons dance.
Creating Habits To Improve Accountability
Just like staying consistent in your follow-up, it is important to stay consistent in all aspects of your life and business. We often talk about staying disciplined and creating good habits and just recently, Gary completed a challenge called 75 Hard.
This challenge helped him not only develop good habits but to also dive into psychological patterns he didn’t even realize he had. It isn’t about working out, it is about creating discipline and ending your excuses. The challenge goes like this:
For 75 days in a row you must:
- Work out twice a day for 45 minutes. One of those sessions needs to be outside. Even if you live in Florida like Gary and it’s raining.
- Drink one gallon of water every day.
- Read 10 pages of a personal development book.
- Get on a diet program – any program, and stick with it, no cheat meals.
- No alcohol whatsoever.
- Take an accountability picture every single day whether you feel like it or not.
If you miss any aspect of the challenge, you have to start over. Gary learned that even though he thought he was so focused on growth, he really wasn’t. He made excuses and put things off. Doing this challenge has helped him look within and change those habits.
Doing something like this can be difficult without the right support. Getting a coach can be a great way to do it. There are coaches out there that can help you with business, fitness, and personal matters.
Look around until you find the right one. To gain the support of those around you, don’t tell them what you want. Instead, lead by example. As my coach says… Be the lighthouse, not the tug boat.
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