Use Follow-Up Strategies to Turn Leads into Sales
Real estate agents should focus on consistent follow-up with current leads, offering value and persistence, rather than chasing new ones to boost conversions.
WASHINGTON — Most real estate agents don’t need more leads; they need to use the ones they already have. Follow-up should be the main focus with leads, rather than chasing new ones.
Some experts suggest it takes 8 to 12 touches to convert a lead into a sale, but most agents quit after two to three. Cultivating current leads translates into developing relationships, not just pipelines.
To convert leads into sales, agents should organize their database from sticky notes, email folders and spreadsheets into one system and then categorize those leads based on their readiness to engage in a home sale or purchase. For leads ready to make a deal, follow up every day or every other day. For those considering a home purchase or sale, check in with them weekly.
Cold leads are still worth pursuing and should be followed up at least monthly. Check ins can be through social media, email, call, or texts, but with each connection, provide them with value. Leads appreciate market updates, answers to questions and advice for their specific situations.
Calls and contacts should be about the lead and their needs, not the agent. Agents also need to be persistent in their connections and keep track of their efforts, ensuring they know who they have contacted, when and what value was provided to the lead.
Source: Inman (01/06/25) Pollinger, Chris
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