Research shows that timely follow-up and persistence will increase your chances of turning a lead into a client. Some leads take over a year to come around, which makes it easy to give up before that time and lose that customer before they can become a client.
It is imperative that you stay in touch with a prospect so that you will be top of mind when they are ready to make a move.
It amazes me to hear that 48% of real estate professionals never follow up with a lead. Even when they do, 25% stop and the second contact attempt. However, studies show that 80% of sales are made on the 5th to 12th contact; only 2% of sales are made on the first contact!
The key is to be persistent. Stay in front of leads/prospects and create value in your services rather than annoying them! You can call, text or email... Some great ways to do this are to send them information about new listings or recent solds, create ebooks, send them a " Buyer's Guide", send area info, and so on.. There are so many things you can send!
After spending so much time and money getting the lead to contact you, don't let them go to another agent... Follow-up, Follow-up, Follow-up... Be persistent and helpful!