Episode #67 Dominate Follow-up with Dale Archdekin

During Episode 67 of The HyperFast Agent Podcast, host Keri Shull speaks with Dale Archdekin, Founder of Smart Inside Sales, Coach, and proclaimed “Follow-up God”. They discuss how to engage prospects with interesting content on a consistent basis, the questions salespeople should keep front of mind, and maintaining a positive mindset. 

Episode Highlights: 

  • Many real estate agents struggle with follow-up. Dale has strategies to overcome this obstacle.
  • First, assume that everyone who you know is going to do business with you at some point unless they explicitly tell you otherwise.
  • One way to keep the communication going and to follow-up regularly is to share content with your prospect.
  • You don’t have to share original content. Share content that you would share with a friend.
  • For example, share a cool room makeover you found or a taco spot you enjoy.
  • No ask, just send the link.
  • Even if you don’t have time to create content, you can send out this kind of content.
  • All you need to do is take ten minutes and find something cool.
  • Communicate things in an interesting way that will be a magnet to your prospect.
  • You can batch this type of content. Spend one day and gather all of the links you’ll need for a year, then revisit.
  • Keri describes her blitz day.
  • It’s just about creating a cadence of communication.
  • Keri took her children to ten parks in one day and videoed it. This example can be executed in similar ways for other segments.
  • The three principles Dale teaches everyone are now, sooner, or logical next step.
  • The now step is all about figuring out if we can make something happen now as opposed to later.
  • Now, sooner, or logical next step is a way of taking a prospect through their timeline and meeting them at their goal. 
  • If you want to be more profitable, either make more money or spend less money, or spend the money on more productive things.
  • Am I putting out the activity required for what I want to achieve?
  • Keri and Dale draw an analogy comparing real estate to romantic relationships.
  • Your ability to meet your goals depends on your mindset.
  • Agents need to overcome the anticipation of being told no.

3 Key Points:

  1. Assume that everyone you meet, and have contact information for, is someone who will eventually do business with you, unless they explicitly tell you otherwise.
  2. You don’t have to create your own content. Recycle interesting content and put it in front of your prospect as a part of building the relationship. 
  3. Assess your mindset. If necessary, overcome the anticipation of being told no. 

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