7 Effective Strategies to Follow-up With Real Estate Leads

As a real estate agent, you know that staying in touch with your clients and leads is the lifeblood of your business. Those regular, thoughtful interactions throughout the year keep you top of your mind when someone is ready to buy or sell. But here's the big question: How often should you get into the real estate lead follow-up with the different groups in your database? Let's break it down in our guide below.

First things first, what exactly is a real estate client database? Think of it as your secret weapon. It's your hub for managing leads, prospects, and existing clients. It holds essential information like email exchanges, home search preferences, and a whole lot more. Back in the day, realtors relied on physical tools like notecards and Rolodexes to keep track of this stuff. Then came manual databases, a mix of your inbox and spreadsheets. But today, with the industry getting more competitive and clients more informed, you need a mobile, agile database that updates in real time.

Now, let's dive into some strategies for following up effectively:

1. Ask About Their Preferred Contact Method

Not everyone likes the same way of getting in touch. By giving your clients the choice, you make communication less pushy and show your willingness to adapt. If one method isn't getting a response, switch it up until you find what works best for them.

2. Craft an Engaging Opening Statement

Your first impression counts when you are following up with your real estate leads. Your opening statement builds trust and confidence in you as a knowledgeable real estate expert. Make it engaging, memorable, and uniquely you. Authenticity matters. Connect over shared interests or personal branding.

3. Personalize Your Outreach

Personal touches matter. Send a quick text asking about a recent event or a note on their closing anniversary. Show you're listening and care about them as individuals. Building relationships pays off in the long run, even if you don't get an immediate sale. People remember those who go the extra mile.

4. Identify Their Pain Points

Some clients know exactly why they want to buy or sell a home, but others might not be aware of their needs. Follow up with the latter group to uncover their pain points and provide solutions. Understand what motivates them, whether it's caring for a parent, changing jobs, or needing more space for a growing family.

5. Persistence Pays Off

Perseverance and persistence are traits of great salespeople. Keep following up with the leads, market yourself well, and don't give up on a future sale. While there may come a time for a final "break-up" email, always leave the door open for future opportunities.

6. Deliver Value

Your follow-up can be short-term or long-term, but it should always provide value. If you're not giving your clients valuable insights or information, why would they stay in touch? Share market trends, industry insights, or community updates to keep them informed. The more value you offer, the more likely they are to turn to you when they need an agent.

7. Know When to Step Back

Sometimes, you have to know when to step away. Send a final email politely stating you won't bother them further but express your willingness to assist in the future.

Timing is key. Here's when you should follow up with your leads:

1. Upon Receiving a New Lead

Don't wait. Follow up as soon as you receive a new lead's information. Waiting too long could mean losing the opportunity to another agent.

2. When There's Something New

Whenever you have new listings or services, let your leads know. Sharing updates can pique their interest and keep them engaged.

3. With the Changing Seasons

Humans follow natural cycles influenced by the seasons. Every three months, send a general check-in message. It's a time when people's mindset might shift, including their interest in buying or selling a home.

4. Based on Their Level of Interest

Categorize your leads based on their engagement level. Tailor your follow-up to their needs. If they're ready, set up a regular campaign. If they didn't respond initially, follow up seasonally. For those contemplating a move, check in monthly.

Not all calls are created equal. Prioritize your calls based on engagement:

• Call your appointments first.
• Follow up with unkept appointments.
• Reach out to engaged leads.
• Contact the rest last.

Focus on income-generating tasks first, as these are the most likely to yield results. Engaged leads are more likely to do business with you.

Your sphere of influence deserves attention too:

• Check in once a quarter.
• Send a friendly "hi" to catch up on market trends and local happenings.
• Share a market report to keep them informed.
• Remember, a simple "hi" can lead to meaningful connections and future referrals.

In the world of real estate, effective follow-up is the secret to long-term success. By understanding when and how to follow up, you can build lasting relationships and ensure your clients remember you when they're ready to make their next move.