Saturday, February 11, 2006

From prospect to listing in two years

Just got an email from Judy Motley, an Agent CEO who does a fantastic job managing her pipeline of prospective customers. She just heard back from a prospect she first met two years ago, who is ready to list his house. They'd exchanged emails off and on during that time, but met late this week and the house is now listed - with Judy!

A long-term approach to your prospect management plan definitely pays off. If your prospect isn't ready to buy or sell right away, tell them you're ready when they're ready, and just check in from time to time. For Internet consumers, that's what they want, and as Judy's example above shows, those prospects will reward you with their business!