How to Follow Up with Real Estate Leads?

Follow-up is a must-have skill for success in real estate. Your leads need reassurance. You need to provide consistent value before you can convert prospects into actual clients. That’s where you need a follow-up strategy.

Here is a proposed follow-up strategy:

1. The 5-Minute Response Rule

Speed is crucial in real estate. Can you respond to business inquiries within five minutes? It will increase lead conversion rates by up to 391%.

The moment someone contacts you, they should hear back from your company. It can be a general message, text, or email reply. You don’t have to write it manually. AI tools can handle this part on your behalf. These automated systems can communicate with leads via email, text, or even voice mail while ensuring that no lead goes unattended. Some AI tools can also be used to personalize your communication with motivated leads.

2. Multi-touch Follow-Up Strategy

Each person has a different communication preference. A multi-touch follow-up across different platforms increases your chances of engaging leads. You can use phone calls, text messages, emails, voicemails, and even direct mail to follow up with leads. A simple rule is to follow up eight times over a period of eight weeks for every new prospect.

You can also follow up with your audience via social media. You can offer incentives such as gift cards or free resources. That’ll encourage people to follow your content on social media throughout the year.

3. Follow-Up Schedule

Most people are not ready to work with you immediately. Selling a home is a big decision, and it makes sense that the homeowner is hesitant. They are cautious and they want to learn more about you. You can use a structured follow-up sequence:

• Day 1: immediate call, text, and email.

• Day 2-3: Another call + text if no response.

• Day 7: Follow-up email with valuable content.

• Week 2-4: Call + text again.

• Ongoing: Monthly follow-ups with market updates, investment insights, or personal check-ins.

It can take weeks, months, or even years before a motivated seller will work with you. Your free information must engage them until the homeowner is ready to sell. Find valuable topics relevant to your audience. You can talk about mortgages, taxes, local developments, or anything else that will keep the prospect engaged. Remember, you’re playing a long-term follow-up game, and it doesn’t matter whether the motivated lead immediately works with you or not. You want to stay at the top of mind so when someone is finally ready to sell, they know who to contact.

4. Why Is the Seller Motivated?

Homeowners choose to sell for a reason. Do they want to relocate because of a growing family? Are they selling to meet some financial needs? Do they want to move closer to friends?

Help the homeowner through free resources that address common concerns. You can educate your readers about the perks of selling quickly, avoiding foreclosure, or understanding cash offers. Sharing insights on market trends or financing strategies can also empower sellers to make informed decisions, fostering trust and credibility. As you follow up, you have two goals:

• Build your business authority. Share the information and be a credible resource for all real estate-related questions in your area.
• Identify the pain point and focus on a solution.

It’s crucial to communicate using a personalized approach. Avoid generic, machine-generated scripts. Reference details about their property, situation, or concerns. Example:

• Generic: "Hey, just checking in about your property."

• Personalized: "Hi (name), I noticed your property on [Street Name]. We're actively purchasing and renovating homes in your area and would love to discuss a potential cash offer with you."

Address Objections with Empathy

Objection or resistance is a natural part of the sales process. Respond with empathy to turn the same hesitation into an opportunity. See the sample response

• Objection: "I need time to decide."

• Response: "I completely understand. Would it be helpful if I provided a detailed market report to assist in your decision-making process?"

• Another Response: “I completely understand your concerns. Here is a detailed market report about current circumstances that might help with your decision. Is it okay if I reach out again in the next 3 weeks?”

You should acknowledge their concerns and provide support while reinforcing your role as a trusted advisor.

7. Leverage Automation Without Losing the Human Touch

Automation can streamline your follow-up process. Utilize CRM tools like REsimpli, Podio, or InvestorFuse to automate routine tasks such as scheduling emails or tracking follow-ups. These platforms can handle repetitive tasks, allowing you to focus on personalized communication and building relationships.

8. Recognize When to Step Back

Persistence is key, but it's equally important to recognize when a lead is unresponsive. If there's no engagement after 10–12 touchpoints over three months, consider moving them to a long-term nurture sequence. This could involve periodic emails with market updates or occasional check-ins, ensuring you remain available without overwhelming them.

Sample Follow-Up Script for Motivated Seller Leads

Here's an example if you’re talking to Joe, who is a motivated seller.

Call or SMS:

Hi, Joe! This is Alex from (company). I came across your property at (address) and understand you want to sell. We are currently purchasing homes in your area. Would you like to receive a competitive cash offer that aligns with your timeline? Do you have a few minutes to chat? Is there a convenient time I can call back?

Voicemail (if no answer):

Hey Joe, this is Alex from (company). I wanted to check if you still want to sell your property at (address). We help homeowners sell fast without agent fees or repairs. Call or text me at (phone) if you’d like to discuss your options. Is there a convenient time I can call back? Looking forward to hearing from you.

Touch 2: Follow-Up Email (1-2 Days Later)—Providing Value

Subject: "5 Important Money-Saving Considerations for (city-name) Homeowners"

Hi Joe,

I wanted to follow up on my message about your property at (Property Address). I understand selling a home can feel overwhelming, so I have put together a quick guide on your best options—whether you sell to an investor like us, list with an agent, or keep the property.

You can check it out here: (insert link or attachment).

If you’d rather talk directly, I’m happy to answer any questions. Just reply to this email or call me at (phone).

Touch 3: Social Proof (3-5 Days Later)—Building Trust

Call or SMS:

Hi Joe, I recently helped a homeowner in (city) with selling their home for a great price (without any commissions or fees). I would love to see if I can do the same for you. Would you like a free, no-obligation cash offer? Let me know!

Email (if no response to SMS or call):

Subject: "Real Homeowners, Real Results—See Their Story"

Hi Joe,

Hear from John in (city), who worked with us last week to sell an inherited home requiring repairs. We helped him close in just 14 days for a fair cash price.

Would you be interested in a free cash offer to see what your home could sell for? No obligations—just a well-researched offer.

Let me know if you’d like to chat!

Best,

(Your name)

Touch 4: Urgency (7-10 Days Later)—Creating a Deadline

Call or SMS:

"Hi Joe, I just got an update on my buying schedule, and I have an opening for one more home in (City) this month. If you’re still thinking about selling, I’d love to make you a fair cash offer—no fees, no commissions. Let’s connect before I fill my last spot!"

Email (if no response to SMS or call):

Subject: "Final Cash Offer Spot This Month—Interested?"

Hi Joe,

We’re wrapping up our home purchases for this month, and I wanted to check if you’re still interested in selling the property at (address). I have one more spot available to close quickly, and I’d love to make you a no-obligation cash offer.

If now isn’t the right time, no worries—I’d still be happy to answer any questions you have. Let me know!

Best,

(Your Name)

You can continue to engage with your leads depending on your niche and market situation. It’s important to send fewer sales pitches and more free information about helpful resources. Some leads will never convert, and that’s part of the business. If you’re only interested in active leads, you can sign up for an account at MotivatedSellers and start receiving information about leads who want to sell immediately.