Coaching Corner: Take the lead!
By Marilou Butcher Roth
So, a few months later, I was in my office and who comes in but this particular woman — for a closing — on not one but two homes! She sold her home and had bought another! After, I forced myself to breathe again, I remember thinking to myself that this would be one of those great life lessons that feel more than slightly uncomfortable that I would never forget! And that has absolutely been the case!
So here is the moral of the story — when you are in the midst of a potential lead, pay attention! Listen fully and ask the type of questions that will bring you more clarity as to whether you can truly be of assistance to this person. If you feel you can help them, then take the lead!
Get them right into your lead system. If you currently do not have a functioning method of tracking your leads, please do this now. There are so many options to do this; it's about finding the option that works best for you!
Determine the status of this lead by their motivation and capability. Are they an A, B, C or D lead? The grade you give them will determine how often you make sure you follow up. When you do follow up, remember to always do so in a way that creates value for the client. I do not consider “Are you ready yet?†an adequate lead follow up. Based upon their individual situation, etc. what would be of most assistance for them right now, a.k.a. “How can I be of most service to this person� If you are constantly asking yourself this question, you will be surprised by how many options there are!
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
