| I was talking with my Probate Growth Accelerator students during our weekly Thursday coaching call and the question of what to do when a seller ghosts you came up. This is an important question because without a clear strategy, you can end up either wasting too much time chasing questionable leads, or forget about them altogether and miss out on some very lucrative opportunities. In probate, the best strategy is using the “Rule of Three.” Call them back three times and if they don’t respond, drop them into an automated marketing campaign so you can spend your valuable time on prospecting or talking to other sellers. But you also don’t want to forget about these ghosts. Direct mail or strategic dead lead call time slots work great for these ghosts. But it needs to be scheduled and part of a system. This way you keep working these ghost leads, but also free yourself up so you don’t miss out on all the opportunities you might have missed if you were using significant amounts of time and headspace focusing on the wrong things. A huge side benefit of following the Rule of Three is that you avoid chasing deals from a position of desperation. Instead, you’ll exude confidence because it’s all part of a plan. Apply the Rule of Three and you’ll be amazed at the amount of opportunity you were missing out on, but can now cash in on! To your success, Ernie “Thinking In Threes” Vargas | The Probate Fox |
May 8
The Power of THREE
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