REW Marketing
Posted by REW Marketing
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Published in Lead Generation

Real Estate Lead Follow Up

Effective lead follow-up is the lifeblood of any successful real estate business.

The process of taking your online leads from prospects to satisfied clients is essential for generating new business and building long-lasting relationships. That's why you need a lead follow up system to improve success rates, efficiency, replicability, and scalability. 

In this article, we'll dive deeper into the steps and strategies to help you master the art of following up with your real estate leads.

Step 1: Call Within 24 Hours

As soon as a lead registers on your website, it's crucial to reach out to them promptly.

Research shows that the likelihood of converting a lead decreases dramatically as time passes.

Aim to make contact within the first 5 to 15 minutes. If the lead is registered at a difficult time (outside business hours), then try to make contact within 24 hours at the latest.

REW's lead dialer featureREW's dialer feature lets you call leads directly from the CRM

Reaching out to leads personally is ideal, but if you're unable to do so, consider leveraging the expertise of an internal or external Inside Sales Agent (ISA). These professionals can play a vital role in your follow-up strategy by contacting leads on your behalf.

Remember, consistent and persistent follow-up is key. If you're unable to connect with a lead initially, continue calling every day or two for at least one week.

This persistence demonstrates your dedication and shows that you value their interest.

Step 2: Create A Saved Search

Screenshot of REW's lead follow-up reminder system It's critical that once you establish contact with a lead you bring something of value. You're not there to ask them for something. Rather, you're reaching out to offer some kind of service or assistance.

So, once you have a lead on the phone, take the opportunity to gather information about their preferences and requirements. If they're receptive, you can then create a personalized saved search for them based on what they're looking for.

Let them know that you're setting up a listing alert to automatically notify them of new properties that match their criteria. By providing this added value, you stay top of mind and encourage leads to continue visiting your website.

The goal is not to sell the lead on a property right away. Instead, you're setting up a relationship that they find beneficial until they are ready to make a buying decision.

Step 3: Send A Personal Email

Within the first week of initial contact, send your new leads a personalized email.

Reference the information gathered from your phone call, and if you were unable to connect, let them know that you tried reaching out and express your desire to chat. The key here is to ensure your email feels genuine and sincere.

Avoid using generic templates unless they can convincingly convey authenticity.

Crafting a personalized email shows that you genuinely care about their needs and aspirations. It helps to establish trust and builds the foundation for a strong client-agent relationship.

Step 4: Apply an Action Plan or Drip Campaign

Consistency is crucial in lead follow-up. You want to stay at the forefront of your leads' minds without becoming intrusive.

An action plan or drip campaign allows you to automate regular contact while maintaining a personal touch.

Real Estate Webmasters' real estate CRM has a built-in Action Plan feature. Utilize it to create a series of follow-up tasks and reminders. These may include scheduled phone calls, personalized emails, or even handwritten notes. The handy Adoption Engine feature in the backend of every Real Estate Webmasters website (see above) makes this process easy and intuitive. 

Personalized contact sets you apart from the competition and shows that you're invested in your clients' journey.

In the absence of an Action Plan feature, you can use a Drip Campaign to keep in touch. While not as personal as direct contact, drip campaigns provide valuable touchpoints that keep your leads engaged until they are ready to buy.

How To Master Real Estate Lead Follow Up

Remember, follow-up is an ongoing process. Continuously assess and refine your follow-up system to align with your workflow and optimize your results. The key is to provide value, build relationships, and position yourself as a trusted advisor in the real estate industry.

With these dynamic lead follow-up strategies in place, you'll be well on your way to converting more leads into satisfied clients and creating a thriving real estate business. Make the most of your real estate website and CRM by partnering with Real Estate Webmasters.

Our industry-leading solutions empower agents and brokerages to succeed in today's competitive market. Stay tuned for more insightful articles on real estate marketing and technology.

Lead Follow Up FAQ

What is a lead in real estate?

A lead in real estate refers to a potential client who has expressed interest in buying, selling, or renting a property.

How do you get real estate leads?

Real estate leads can be obtained through various methods, including online marketing, networking, referrals, and lead generation services.

What is real estate lead follow up?

Real estate lead follow-up is the process of nurturing and engaging with potential clients to convert them into satisfied customers. It involves contacting leads, providing relevant information, and maintaining regular communication.

How often should you follow up with leads in real estate?

Initially you should follow up with real estate leads at least once every few days, and then adjust the frequency based on the lead's responsiveness and stage in the buying or selling process.

How do you follow up with old leads in real estate?

To follow up with old leads in real estate, reconnect with them through personalized emails, phone calls, or social media messages. Offer valuable information, remind them of your services, and inquire about their current real estate needs.

What is the lead follow up process?

The lead follow-up process typically includes calling leads within 24 hours, creating saved searches or listing alerts, sending personalized emails, adding leads to an action plan or drip campaign, and maintaining regular contact until they are ready to make a purchase or sell a property.

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