How to Call Your Old or Forgotten Leads

Today I want to talk to you about a very common challenge, how to call your old or forgotten leads!

This can be extremely useful if you are new in the ISA role and have just been handed an old database from someone else.

Or if you are just getting back from a break and find yourself with a ton of overdue tasks, this will help you catch up!

I admit one time I got way behind on my database and had over 100 overdue tasks, and I needed to catch up!

My tips for you are:

1. If you have a lot of overdue tasks, you want to start with the newest ones first.

2. Do not read all of the history notes!

1. If you have a lot of overdue tasks, you want to start with the newest ones first.

When I first started, I thought I would start with the oldest and try to catch up so they wouldn’t become any older!

But I found that the ones that were not overdue would be HOT leads still! Whereas the older ones had probably moved on already or found another agent.

2. Do not read all of the history notes!

Why? Because we know that a good pickup ratio is 20-30%. If you spend the time reading the notes for everyone one in the database you are wasting a ton of time reading notes for people that do not even pick up.

On average Agents say it takes 2-3 mins reading the notes for each lead in the database. That is a ton of lost time for all of those people that didn’t even pick up.

What you should do instead is make the dial and read the history notes while you are waiting. Usually, you will have at least 30 seconds before they pick up.

However, if the pick up on the first ring it is ok, here is what you are going to say:

“Hi, this is Anna calling from the Haro Group.

And I am calling today because it has been a while since we checked in on you.

Just wanted to make sure you are all taken care of regarding Real Estate.

So where are you in the process of buying or selling a home?” Or “Where are you in the moving process?”

Using these 2 tips will save you a lot of time and get you the best results.

In the next video, I will give you a calling strategy for what do if you have a whole bunch of leads in your database, where to start and how to get a strategy set up.


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