Generating leads is just the first step toward making a real estate sale. To close a deal, you must constantly connect with your clients, building trust and providing value at every step of their buying journey.
The best follow-up strategies for real estate leads don’t have to be too complex or aggressive. Some of the most effective methods include simply staying on top of your communications, responding quickly to queries, understanding pain points, personalizing communication, and leveraging technology.
In this guide, we’ll give an overview of how you can efficiently re-engage your real estate leads towards conversion.
The Importance of Real Estate Follow-Ups
Buying real estate is a big decision, so customers often take their time before making a purchase. During this limbo period, leads are likely in need of expert guidance to drive them in the right direction. This is where follow-ups become crucial.
Real estate follow-ups allow you to establish trust and credibility, and push your clients towards a desirable deal; these help you stay at the top of their minds so that they come to you when they’re ready to convert.
The Best Follow-Up Strategies for Real Estate Leads
The best follow-up strategies for real estate leads can make the difference between closing a sale and losing a lead. Here are some practices to follow when crafting a strategic approach to your follow-up efforts:
Track Your Leads’ Buying Journey
Your client base can be at different stages of their buying journey. Some might have just started thinking about buying, while others may already be considering budget and contracts.
Understanding where your customers are in the sales funnel allows you to customize your communications to give them what they need at every step. It helps you target their pain points and offer them solutions and relief.
Pro tip: employ a customer relationship management (CRM) tool to keep track of where your leads are.
Respond Quickly and Consistently
Responding too late or being too pushy are some of the most common mistakes when handling real estate leads. It’s best to find a sweet spot so that you can demonstrate your proactiveness without being too aggressive.
When your leads reach out first, it likely means that they are actively looking for guidance. Answer any concerns or queries quickly to avoid pushing them towards your competition. To ensure fast responses, consider setting up alerts so that you’re notified at all points of contact. You may also use automated responses.
Keep all of your communication consistent, making sure to make follow-ups occasionally, but not too persistently. Create a follow-up schedule that captures your clients at certain intervals, like the first twenty-four hours, within three days, bi-weekly, etc.
Diversify your communication methods by using platforms beyond just email, such as text, phone calls, and even social media. If your leads are still unresponsive after several follow-ups, add them to a drip campaign so that you can still reconnect with them later on.
Provide Value at Each Step
Offer value with every follow-up to set yourself apart from the competition and nurture your reputation as a professional. Besides information on properties, provide market updates and real estate trends, neighborhood guides, and even home improvement tips.
You can even give them personalized guidance tips, such as buyer checklists and insider information. This will set you apart from your competition and demonstrate your professionalism. This way, you’re the first person your clients think of when they’re ready to make a purchase.
Personalize Communication
Don’t rely on generic messages; tailor your communication to each lead and add a personal touch to build rapport. Sending personalized messages tells your leads that you care about them, that you understand their needs and preferences, and that you can follow through in ticking all of these boxes for them with your service.
Segment your leads using a CRM tool and note any specific details that could be useful in your communications. Follow up with relevant information targeted to each client.
Leverage Technology
Technology has changed the way real estate agents manage and perform follow-ups. Besides CRM systems, tools such as artificial intelligence (AI) and chatbots have made it easier to create content and stay connected with leads. Leverage these platforms to make your follow-up efforts more systematic, comprehensive, and dependable.
Faster Conversions with IPA
Through Insurance Pro Agencies’ exclusive referral program, you get the opportunity to re-engage past clients and newer leads with minimal effort. We help you close more deals while nurturing lasting relationships and building your credibility. Get in touch with us to join the program today!
