Understanding Expectations for Follow Up:

• Client cancels before you meet them- call, try to find out why, send similar inventory to try to get them out there...don't let the lead die before you have a chance!
• You meet someone but don't secure that second appointment...keep following up. Send inventory and info to make them see your value and excited to go out again
• Clients should not go more than a week without communication and a note
• Active clients every few days!
• Weekly Wed/Thur send inventory and ask when they are free that weekend to tour
• Don't just text...try call/vm/text/email and see what form of communication they like best

Reminder to use the NOTES template in FUB

1. Timeline (which should match their contact card info)
2. ZHL (how did that conversation go around financing and what is your plan here)
3. Buyer Consult (was this completed/scheduled/when?)
4. Search Setup (was this completed?)
5. Next Steps (what will you do to keep this moving forward)

Follow Up Cadence (overview)

HOT: A- Active 1-30 days out: reach out 3 times a week

WARM: B- 1-6m: reach out 1 time a week

COLD: C- 6-12m: reach out 2 times every month

FUTURE BUYER: D- 13+m out: reach out 1 time monthly < nurture

**Utilize Smart Lists in FUB: make sure timeline and price point in contact card for each lead is correct as that dictates which smartlist they fall under.