The power of making a meaningful connection

February 10, 2017

With Valentine’s Day just around the corner, we think there’s no better time to announce our latest Success Story winner. Admittedly we are quite fond of the Top Producer's Follow-up Coach, and that only grows when we hear how it helps you succeed. ♥

Congratulations to our January winner—Jerry Cook of Riverside Real Estate Pros!

How sweet it is!

Meet Jerry

He’s been in the real estate game for many years and has held various positions throughout his 25 year career. He found his passion helping seller’s navigate the home sale process, and has been using Top Producer CRM for 15 years (his entire team uses it too). His business has steadily grown to 8M in sales last year, and he’s growing his team from 3 to 5. (Nice work!)

Jerry is all about establishing processes, tweaking them, and tracking their effectiveness to see what works and what doesn’t. And when it comes to the follow-up process, the Follow-up Coach is key. 

"If there's one thing I've learned, if they show up in the Follow-up Coach, call them - it's money."

And the numbers show it’s working

 Just off the top of his head, Jerry can think of a few deals that started with the Follow-up Coach nudging him to make contact. 

  • $850K deal helping clients sell their house & buy another
  • $350K listing
  • $750K listing appointment

And here’s how he does it

As soon as a client shows up in the Follow-up Coach, the first thing he does is look at the contact record. Is there anything in the notes that can make the follow-up more personal? Are they a buyer or a seller?

If they’re a buyer:

Jerry sends off their info to the loan originator to find out what they qualify for, and then passes it on to a buyer specialist on his team.

If they’re a seller:

(Now this is where it gets interesting. We’ve been around the block a few times when it comes to the Coach, and just when we thought we’d heard it all, Jerry surprises us with this one.)

He doesn’t just pick up the phone, he takes personalization to a whole new level and hops in his car and knocks on their door. If they’re a prospect, he introduces himself, says he’s working on finding a home for a buyer in the neighborhood and their name came up in his database. (How clever.)

In today’s world of faceless communication, this allows the homeowner to put a face to the name (and is just downright refreshing). If they’re not ready to sell, Jerry updates Top Producer CRM on his mobile device accordingly and waits for the next nudge from the Coach. 

To close, if there’s one thing our Success Story winners agree on, it’s the power of conversation. Sure there’s a time and place for everything, and when you can’t call or knock on someone’s door, the next best thing is sending an email or text. But to quote Jerry one last time:

"Talking to them is what makes it work."

We couldn’t agree more. The right technology can play a big role in the success of your business, but it really comes down to amazing you making meaningful connections with people.

Screenshots represent site and mobile applications as of publication date. Site and mobile applications subject to change without notice.

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