You reach out to a new real estate lead and get a response, but then the line of communication goes cold. It happens to all of us, but we can find ways to re-engage with our leads. Don't give up! Try these options instead.
You might have a real estate lead looking for a home to buy, but they no longer respond to your inquiries because they're dismayed by the current state of the housing market. Please don't give up on them! It takes persistence and patience to nurture a lead into a client, and we've got some options you can try today.
Let's say you're getting leads from the younger generations (25-35 yrs old). They don't answer your calls, and they don't have voicemail (or it's always full). You text them, and they text back saying they're looking for a home to buy but aren't quite ready to pull the trigger. You continue to send them text messages over the next month, but the lead never responds again. We know that this generation prefers text over calls, so why aren't they responding? Time to get creative.
Holidays & Events
You want to stay top-of-mind when nurturing leads, so never give up on them. A simple, lighthearted text related to an upcoming holiday may be enough to engage them. Add a housing-related suggestion at the end and see what transpires. You never know what could spark a conversation so keep trying.
"Daylight Savings is this Sunday! Remember to set your clocks forward 1 hour. By the way, there's a buzz around the office about new houses hitting the market soon. Want to take a look?"
"I know you've been looking for a house to buy, and this is something I think you'll love. The Parade of Homes is on the 16th, and it's so much fun! Would you like a couple of free tickets?"
Keep It Local
Citing local examples vs. national, that can help leads buy or sell a house can also get them to start communicating. A photo encourages engagement too!
"I wanted you to know that your neighbor's house just sold for $480,000! Are you still thinking about selling? Houses like yours are in demand and will sell quickly. Please let me know what you think."
"Guess what! There's a new housing development in Stratford! Want to go take a look and see if you can find a house to buy?"
Instant Text Responses
Anticipate responses from leads and add them to your phone's clipboard so you can instantly text information. For example, if you send a text about a new housing development, be prepared to share facts and more photos. How big are the houses? What's the price range? Can you send more pictures? Think about how pleased the lead will be to see a quick response from you after asking a question. Now that's service! You've engaged them! Congratulations!
Graduate From Text to Calls
Last but not least, if the text turns into a long conversation, don't hesitate to ask if you could give them a call or plan to meet in person. "Mind if we talk on the phone for a couple of minutes so I can share some important details?"
You've built trust by sharing the information they're seeking about buying or selling a home. Now that they're engaged in a text conversation invite them to take a phone call.
Finally, keep your texts with your leads casual and friendly and avoid large amounts of statistical information. Think about how you would engage with a friend, and find a professional way to deliver that same feeling to your leads. Put the time in to engage with your real estate leads and watch your sales funnel grow.
Check out more tips on nurturing your real estate leads in our extensive guide:
