Lead Follow up Strategies
One of the most important tasks real estate agents have is following up with leads. Yet many don’t do it for one reason or another. Maybe they don’t think the lead will buy or sell a house or they just get too busy and the lead slips through the cracks. But real estate agents are throwing away money by not following up.
It isn’t hard to follow up when you make the time for it. And, in some cases, you only need to make the time once. Let us show you four great ways to follow up with your leads.
1) Pick up the Phone
The first tip is to pick up your phone and reach out to the lead. You already have your phone out constantly. Take a moment to send a text or a short email, even call them, asking them if they have any questions for you or is there something you can help them with. Position yourself as a resource for all their questions and needs.
Give them something of value each time you reach out instead of sending them a text asking them if they’d like to put down an offer or if they are ready to sell yet. It will make the lead more likely to do business with you because they see you as knowledgeable and helpful.
2) Let Your Computer Do Everything
The great thing about living in the 21st century is you can automate many tasks which used to take time. This includes following up. There are several customer relationship management (CRM) software options to help real estate agents keep in touch. This includes email and text automation. You can choose from a template or create your own that will be sent on a regular schedule.
This way you’re always in touch even when you’re actually showing houses to another client or at a baseball game with your kids. This will take the stress off of you to make sure you’re constantly sending something to those leads.
3) Don’t Overload Them
Your leads have busy lives of their own. They could be a doctor or a teacher or any number of other jobs keeping them busy. You want to keep in touch and be a resource for them, but this can sometimes lead to sending emails and texts every day for a month. At some point, the lead will start glossing over the emails and texts and you’ll never hear from them again.
It’s best to find a point where you stop pressing them and just instead send an email or a text maybe every couple of weeks to touch base. This way they don’t get sick of your emails, but you’re also staying visible to them so that when they finally need a real estate agent, you are the first one to come to mind. Often, ‘less is more’ is the best approach.
4) Don’t Give Up
As mentioned at the top, don’t give up on these leads. They might not seem viable at the moment or even a waste of your time, but how often is that true? A pharmaceutical representative may be given a list others think are bad, but she works it all the same and finds clients in places others would have given up. It works the same way for real estate.
It could also pay if those specific leads don’t work out in which they may have a friend or family member who does need a real estate agent. Do you want the lead to say, “well, I did know an agent but I haven’t heard from him/her in months” or “I know the perfect agent. I don’t need them now, but they’ve been so helpful. Let me give you their number.”
Obviously, the latter is better. And that’s how you should work it even if the lead might not seem like it would work out.
Next time you meet a lead, remember these four ways of follow up. They could turn your business from something making just enough money into a successful business growing like crazy. That’s why you got into real estate to begin with, right?
Don’t let excuses like ‘not enough time’ or ‘not a good enough lead’ stop you from doing your job. It could lead to unexpected results transforming your business.