How I work leads

Real Estate Agent with West USA Realty

Following-up with leads is how to get new business, but how you follow-up with your leads dictates whether that consumer stays a "lead" or turns into a prospect or client.  Here are some tips in making the most of how you follow-up with your leads and how to ensure your message reaches them.


1.       Follow-up immediately - Every minute that you don't follow-up with the lead someone else can, or the consumer may take it upon themselves to contact another agent directly.  There is an old saying that should be your mantra for each lead, make haste, not waste.

2.       Try all avenues - If you try to contact the lead via phone and it doesn't work, try e-mail, then try the White Pages - a user may have inadvertently mistyped their number or e-mail address - don't just try one avenue and then give up. 

3.       Ensure that leads are being delivered to you - add e-mail addresses where leads come from to your Safe Senders list to guarantee that these time sensitive leads aren't being sent to a Junk or Spam folder but rather directly to your Inbox.

4.       Test your email address through your different marketing systems on a regular basis.  Spending a few dollars or just a few minutes of your time to make sure your email account is delivering everything it should (and not going into someone's Junk or Spam folder) is well worth it.

5.       Contact old leads - Just because a lead is a month or a year old doesn't mean that they're no longer a viable contact.  This person may have never completed a real estate transaction and is still looking for a property or waiting for the right time to sell.  Follow-up with these leads with an e-mail or phone call, you have them in your database, use them!

6.       By maintaining contact with old leads, you will gain valuable insight as to what is happening in the marketplace.  They might not be ready to buy or sell but they can probably tell you what conditions would persuade them to enter into a transaction in the near future and this can help you target current leads more effectively.


These tips will assist you in making the most of each and every lead that you receive, immediate contact and by multiple methods is the key to getting in front of the consumer and winning their business so try everything available to you.


Comments (11)

Matthew J Blum - (retired from the business)
Palm Beach Gardens, FL
Terence, Nice post. I gave up purchasing Mortgage Leads a while ago. I have my own book of business which I work and make grow. However, I do agree with you about contacting them as soon as you as possible.
Jan 13, 2008 02:15 AM
Leesa Finley
RED Properties - Wake Forest, NC
RED Properties - Raleigh NC Real Estate
Great advice, Terence!  I wholeheartedly agree that "old" leads are some of the most valuable!  Don't lose contact with them.  Even if they are not ready "right now" add them to your newsletter mailing list, check in with them from time to time regarding a local event they may be interested in, show them value of your communication and when the times IS right odds are they will contact you!
Jan 13, 2008 02:16 AM
Sonja Babic
Sonja Babic/PRIME Realty NC, LLC - New Bern, NC
New Bern NC, PRIME Realty NC, LLC
Time is of the essence!!! Great tips thank you Terence and have a great year!
Jan 13, 2008 02:16 AM
* Rate A Home
Rate A Home - Saugatuck, MI
Terence, the speed of follow up to a lead is very important. Most of the time it's first in that gets the job.
Jan 13, 2008 02:18 AM
Brian Sharkey
SharkeyRE LLC - Singer Island, FL
Good job- your right fast, multi avenue approach works, "I'll keep in touch" is an important strategy.
Jan 13, 2008 02:19 AM
Melissa Stewart
Coldwell Banker Elite - King George, VA
Your King George Realtor!
Terrance, great post, I agree with you, follow up has always been my biggest defeater! I am trying a new plan this year and if it works I will certainly post it! Time management is also key, in allowing yourself the necessary time to prospect to past clients and leads that didn't go anywhere. Thanks for you ideas!
Jan 13, 2008 02:20 AM
Tara Colquitt
Tara Colquitt, The Credit Woman, LLC - Philadelphia, PA
Credit Counselor

Definitely follow the old leads. I just had a friend say to me, 'I meant to call you in the new year!'

I'll call him tomorrow, first thing. 

Jan 13, 2008 02:23 AM
Heather the Realtor Orlando, Lake Mary
LemonTree Realty - Orlando, FL
First Time Home Buyers, Bank Owned Homes
Great tips Terrance, my plan for this week is to get on the phone and start calling some of those leads that have not responded to emails etc.. and get this ball rolling.
Jan 13, 2008 02:31 AM
Brennan Delaney

  1.  okay sleuth how about finding and contacting me
  2.  tag you're it
  3.  you're a madman 
  4.  no hints

Sep 02, 2008 09:00 PM
Paul Gapski
Berkshire Hathaway / Prudential Ca Realty - El Cajon, CA
619-504-8999,#1 Resource SD Relo
Ok those are still some great and valid tips I'll try that.
Aug 28, 2011 02:48 PM