Now what?  That’s the next question Rainmakers ask after their offers grab consumers’ attention long enough to get them to hand over their contact info to you in exchange for a compelling offer.  Leads are worthless unless they lead to appointments.

Like a baseball player who needs a trip to the plate to hit a home run – every Rainmaker must continue the conversation with the lead — keep them engaged, cultivate and incubate them – until the prospect drops out the end of your prospect pipeline into an appointment.

Once a Rainmaker has closed a listing presentation or buyer agreement, a Rainmaker closes almost every appointment they take – some even score 100% of the time.  The more appointments (“trips to the plate”) you have, the more sellers and buyers you will close (“hit a home run”).

An interesting thing happens as prospects “age.”  The competition drops out.  Decades of sales research proves the longer a prospect is incubated the fewer competitors remain in the hunt.  Why?  Competitors focus all their attention on “today’s” leads – and tend to let the “old” leads fall through the cracks.

Rainmakers know this truth: follow-up forever until a prospect buys or dies.

Dan Richard

Emeritus at Gooder Group
Dan is the Founder of the Gooder Group and the author of a series of successful Real Estate books:

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