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Roadmap to Recruiting Success. Implementing an Effective Follow-up System after Recruiting Appointments . Rich Rector. Rich Rector. Huntington Beach, CA KW MAPS Leadership and Recruiting Coach Personally Recruited 2,500+ Agents.
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Roadmap to Recruiting Success Implementing an Effective Follow-up System after Recruiting Appointments Rich Rector
Rich Rector Huntington Beach, CA KW MAPS Leadership and Recruiting Coach Personally Recruited 2,500+ Agents Implementing an Effective Follow-up System
Please complete an evaluation formfound in the back of your program guide. Implementing an Effective Follow-up System
The Roadmap to Recruiting SuccessThe Importance of Follow-upWhat’s your system? Implementing an Effective Follow-up System
Ten Follow-up Facts to Live By Implementing an Effective Follow-up System
Ten Follow-up Facts to Live By • Sixty percent of your hires will come from lead follow-up. Don’t drop the ball. • Remind recruits of their goals when you call them and ask them if they are on track. • The primary reason for lead follow-up is to get an appointment, not to just keep building rapport. Implementing an Effective Follow-up System
Ten Follow-up Facts to Live By • Leads don’t have value unless you get an appointment. • Ask them if you can continue to follow up. If they are not motivated to grow, make more money, or have a better quality of life—move on. • You cannot motive an unmotivated person through long-term lead follow-up. Implementing an Effective Follow-up System
Ten Follow-up Facts to Live By • Do your lead follow-up right after your lead generation (prospecting), when your mindset is at its strongest. • Lead generation (prospecting) without good lead follow-up is a waste of time. • Don’t count your lead follow-up calls as contacts when tracking your prospecting numbers. • Leads do not represent security. They are names and must be converted to appointments and hires. Implementing an Effective Follow-up System
Four Rules about Follow-up Implementing an Effective Follow-up System
Rule 1Understand and overcome recruits’ fear of change. Implementing an Effective Follow-up System
Rule 2Always remind them of their Big Why.Did you do a needs analysis? Implementing an Effective Follow-up System
Rule 3Connect their goals with the transactions you will help them create. Did you do the ten-step presentation? Implementing an Effective Follow-up System
Rule 4Demonstrate how the solutions to their challenges are available with you. Implementing an Effective Follow-up System
Your Follow-up System • The Frequency of Follow-up • The Content of Follow-up • Follow-up Scripts • Know Conversion Rates Implementing an Effective Follow-up System
1. The Frequency of Follow-up How often should you follow up? • What is a lead? • Hot, warm, and other leads Implementing an Effective Follow-up System
1. The Frequency of Follow-up • Use the LORE pipeline report – Growth Initiative • Track your Mets. • Rank your Mets. • Follow up with your Mets. Implementing an Effective Follow-up System
1. The Frequency of Follow-up • Hot leads: 30 days or sooner • Warm leads: 31–90 days • 90 days+: "Are they really leads or prospects?" Implementing an Effective Follow-up System
2. The Content of Follow-up Types of Follow-up • Calls • Email • Company drip campaigns • eEdge • Customize and localize messages • Social media • Mail Implementing an Effective Follow-up System
Types of Follow-up • Calls • How often do you contact hot and warm leads? • How often do you contact cold leads?(trick question!) • Emails and drip campaigns Implementing an Effective Follow-up System
Company Drip Campaigns • eEdge • Family Reunion plans • Mega Camp plans • Campaigns for KWU classes, Masterminds, and training events Implementing an Effective Follow-up System
Customizing and Localizing Campaigns • Agent testimonials • Hiring announcements • Invitations to special events • Leveraging LORE numbers Implementing an Effective Follow-up System
Social Media and Mail • Social Media • Facebook messages • Video messages • Mail • Personal notes • Support from agent successes • Articles Implementing an Effective Follow-up System
Examples Implementing an Effective Follow-up System
Hiring Announcement Implementing an Effective Follow-up System
Group Hire Announcement Implementing an Effective Follow-up System
Agent Testimonials Implementing an Effective Follow-up System
Agent Testimonials Implementing an Effective Follow-up System
Training Announcement Implementing an Effective Follow-up System
LORE Follow-up Implementing an Effective Follow-up System
LORE Follow-up Implementing an Effective Follow-up System
LORE Follow-up Implementing an Effective Follow-up System
3. Follow-up Scripts Hi, ______ (name), this is _________ with Keller Williams Realty, and I wanted to give you a quick call to check in to see how you are doing and if you are on track to reach your goal of ______. I know how important it is for you to be able to (move your family to the estates neighborhood, so your kids can go to that great school). Implementing an Effective Follow-up System
3. Follow-up Scripts, Part 2 In fact, remember when we talked about our coaching program?(Susie Smith was closing 8 deals a year and now she is on track to close 16!) ________ (name), you can do it! I know how important it is for you to reach your goal of ___________; let’s get together again and talk about making that happen! How about today at 2:00? Implementing an Effective Follow-up System
4. Know Conversion Rates • How do conversion rates impact your recruiting? • Become a student of the numbers • Recruiting is predictable when you know the numbers Implementing an Effective Follow-up System
MAPS One-on-One Coaching Breakthrough • Biweekly calls • $450/month Mastery • Weekly calls • $1,000/month Visit the KW MAPS Booth in the KW Exchange Implementing an Effective Follow-up System
Total Recruiting Solution Program • 24 live group webinars with 3 KW MAPS Coaches • 6 recruiting mastermind calls • Weekly “live” web cam prospecting sessions • Recruiting Productivity Camp included • Quarterly private recruiting assessment calls • Only $395/ $495 month Implementing an Effective Follow-up System
Summary: Roadmap to Recruiting SuccessThe Importance of Follow-up Questions? Implementing an Effective Follow-up System
Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads
