S t r a t e g i c   T i p :

A recent NAR survey showed that although 71% of sellers said they’d use the same listing agent again, only 23% actually do. And while 70% of buyers said they’d use the same buyer agent again, only 11% do. THAT’S PATHETIC!!! Apply a TOP PRODUCER Action Plan to all your contacts and stop them from slipping through the cracks!

R e a l   T i m e   B e n e f i t s :

How many times have you made a contact, cultivated the relationship for a time, lost touch and then watched as they listed and bought with someone else? Or even worse, how many times have your past buyers and sellers listed and bought with others simply because you didn’t make the effort to keep following up?

With all the many tasks you face daily, it’s not surprising that your future business is so often lost through inconsistent follow up. Nevertheless, two things are certain:

1. Sporadic hit-and-miss prospecting will produce sporadic hit-and-miss results -- at best.
2. If you don’t keep following up you’ll often just waste whatever time you’ve already spent following up.

You don’t have to lose all this business! Applying TOP PRODUCER Action Plans to all your contacts and clients will not only help you to prospect with consistency. It will also help you to refine your prospecting so you’ll more easily develop and maintain "high touch" relationships. In fact, using the automated Action Plan feature is like having a full time assistant: one that keeps power prospecting for you in advance.

TOP PRODUCER comes preloaded with a variety of Action Plans so you can choose the scheduled series of regular follow-up letters, cards, calls, e-mails, to-dos, etc., that’s appropriate for the contact. Not only that, TOP PRODUCER lets you design and store your own.

Use TOP PRODUCER Action Plans and you’ll put your follow-up activities on cruise control!

R e a l   W o r l d   S c e n a r i o :

Let's say you’re holding an open house. A young couple drops by for a quick look and you strike up a conversation. You take their name and find out they live just down the street. They say they're getting restless but they’re not ready to move just yet. And they tell you its OK to keep in touch.

Ideally, you’d like to establish and maintain a more personalized "high touch" relationship with them, so here’s what you do: Enter their name and particulars into your database using Detailed Contact Entry. Then select the Action Plan that best suits their situation -- or create your own. Once you've applied the appropriate Action Plan to their file, TOP PRODUCER will make sure you never forget to follow up in all the forms you want to (Hint: all you have to do is Click on Today's business). More importantly, this Action Plan will ensure that they never forget you and give their business to someone else when they are ready to move.

P r a c t i c a l   T e c h n i q u e:

To select and apply an Action Plan, simply follow these steps:

• Click on Detailed Contact Entry

• Enter as much detailed information into each field as possible
  (Tip: Click on First Name and another screen of more detailed information appears. Most other buttons on the screen work the same way)

• Click on Select Action Plan
• Click on Select Plan
• Click on the desired Action Plan
• Click on Apply Plan
• Select the date you'd like the plan to begin
• Click on OK
• Click on Close
• Click on OK

If you want to create your own plan or modify an existing one simply do the following:

• Instead of Applying Plan as shown in the fifth from last step above, click on Create New Plan

• Type in the new action plan's name; e.g. Buyer Moving Up Plan
• Click on OK
• Click on New Event
• Click on the Call icon (if that is the first item you want to put in your Action Plan)
• Click on Reason, select the reason, and then click on OK
• Click on Event and select the type of call event, then click on OK
• Click beside Perform Event and select the number of days from the plan starting date from which you want the call to be made
• Click on Enter Next
• Click on Select Letter (if that is what you want to put into your plan to do next)
• Double click on desired category of letters, e.g. General Follow Up Letters
• Select the desired letter (to read or to modify it click on View/Modify. When you are satisfied with the selection or correction you have made click on the X in the upper right hand corner of your screen)
• Click on OK
• Click beside Mailing Name and type in the name of your mailing
• Click on Category, select type of action event, then click on OK
• Click beside Perform Event and select the number of days from the plan starting date that you want the letter to go out
• Click on Enter Next
• Continue adding events, either calls, letters, postcards or combination until you are satisfied that your action plan is complete. Then click on OK
• Click on Close
• Click on your new action plan and then click on Apply Plan
• Select the desired starting date for the plan and then click on OK
• Click on Close. The action plan has now been applied to the contact record
• Click on Close
• You can check to see if the action plan has been applied to the record by clicking on the Address Book icon, and then by re-selecting the same contact name. Click on Contact Record, the contact record will appear and under Select Action Plan, you should see the plan you have selected.

If you want to apply an action plan to someone who’s already in your Database, then:

• Open the Address Book (as described above)
• Select the name of the contact
• Click on Contact Record
• Click on Select Action Plan
• Click on Select Plan
• Choose a plan by clicking on it
• Click on Apply Plan
• Select the starting date of the plan
• Click on OK
• Click on Close

(To check whether the plan you have selected has been applied, close out the contact record and the Address Book will appear. Click on Contact Record again, the contact record will reappear with the plan you have selected showing under Select Action Plan.)

N e t w o r t h y:

For details on how to get even more out of the Action Plan feature, please refer to VOLUME 1 of the TOP PRODUCER System 6 video training series

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