Follow Up With Potential Clients Strategy

Before 2012, I use to follow up with potential clients by phone and email.  If they did not respond, I would eventually stop following up as I felt they didn't have a need for my service.

Today, my strategy has changed drastically.  Here are my steps:

1. I send them my newsletter.
2. I make sure they are reading my newsletter (tracking)
3. I will wait a couple of months
4. Aslong as they are reading my newsletter, I will send them a follow up email with where they are at.
5. They will respond back 80% of the time
6. I will follow up again every 3 to 4 months by email aslong as they are reading my newsletter.   
7. I will eventually get an email back saying they are ready to go forward.  

What percentage of the time does this work?

80% to 90% ish

What's the newsletter doing?

1. It's allowing me to be on their time frame versus them being on my time frame. 

2. Newsletter is maintaining and building the personal relationship

Any examples?

40% of my business is closed after 1 year from initial contact.  If it wasn't for the newsletter, they would of forgotten about me and went to another mortgage broker.