Seven Must Do’s if you want to Capture that Lead

Real Estate Agent with RE/MAX Access



Seven Must Do’s if you want to Capture that Lead


If you are in the real estate business then you are in the lead generating business, at least if you want to be successful you are.  Whether we like it or not we must be good at generating, following up on and most important CATCHING leads. 


It’s not enough to just get your name out there; you have to have a good system in place to follow up on phone calls, emails, Facebook messages, tweets, and even the ever elusive walk in lead. If you don’t have good follow up you will find lots of these potential clients leaving as fast as they came.


I have a few rules I try to follow when I get a lead, it may not be a perfect system but it’s been pretty good to me.  So here goes…


1.       If they give you a phone number CALL IT right away! (or ASAP, whichever comes first)


2.    If they give you an email send an email in addition to calling.  Make sure you OFFER them something in the email (additional information on properties they might be interested in, showing appointments, CMAs, etc.)


3.    If they inquired about a specific property send them additional information about that property as well as similar properties that are also for sale.


4.    Set them up on a drip campaign, just make sure it provides them with helpful information, is sent AT MOST once a month and isn’t obnoxiously sale-sy.


5.    When you talk to them make sure they have been pre-qualified, if they haven’t, offer to get them in touch with a lender.


6.     If the lead is via Facebook or Twitter respond via the same medium but make sure you include your phone number and email in the response along with an offer to speak with them in person (or at least over the phone).


7.     Treat every lead with respect. Period.


So that’s it, that’s my system.  How do you follow up with your leads?


Comments (100)

Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Jeann - A simple and likely effective way to follow up with all leads.

Aug 31, 2012 02:06 PM
Jay Alias

Yeah, I'm based in Singapore and with our tiny population the slightest prospect of a lead is precious to us here. I lost out on a one day sell out development just because my internet server crashed for a couple of hours.

I love the drip campaign because I mainly do new project developments

Aug 31, 2012 05:04 PM
Jovelyn B.

thank you for the tips.. truly it is lead generating business. Im using CRM software to organize my lead. :)

Aug 31, 2012 06:44 PM
Pete Cullen ~ Broker Associate, GRI,CRS
Bailey Properties, Inc. - Santa Cruz, CA
Serving The Entire Monterey Bay Area

Great List !  It is easy to loose sight of the fundamentals.  Thank you for posting!

Sep 01, 2012 05:46 AM
Robert McGuire

Jeanna, good stuff. Simple, clean and straightforward. What is your opinion of responding by text. Is leaving a message as effective as texting? Thanks for the post...

Sep 01, 2012 01:55 PM
Tom Patel

Jeanna, Great Tips.Like # 1 call right away. Thanks for post.

Tom Patel

Sep 02, 2012 12:44 PM
Waynette Hoover Araj
Keller Williams Realty - Asheboro, NC
Connecting your Dreams with the Right Real Estate

Great post, Jeanna... and contratulations on being a featured article on LinkedIn!

Sep 02, 2012 10:47 PM
Allen Deaver
Sky Realty - Kyle, TX
Allen Deaver

Great advise.. Remember we are in a got to have it now society. If you don't offer them first class service they will find someone who will.. 

Sep 02, 2012 11:36 PM
Jerry Charlton
eXp Realty - Calgary, AB

I agree with Jeanna we are in the lead generation business first. If we don't get that part right, the chances of working for a buyer or seller are not very good. Jeanna has a great list of Follow Up Rules that you can make into your Follow Up System -

how about Lead Generation Rules, anyone have a lead generation list to turn into a system? Or even 1 rule to add to a list?


Sep 03, 2012 12:13 AM

Great read...I especially love where you state you need to RESPECT the leads. Often times I hear agents state that on-line leads are a waste of time. Consumers are in control and can hit Back or start thier search all over again if they are not provided the information. We are a "service" industry- not a "selling" industry like it once was~

Sep 03, 2012 07:21 AM
Jeremy Joslin
Coldwell Banker Residential Brokerage - South Windsor, CT
Professional Real Estate Marketing and Sales

Great tips and glad to see I'm doing most of them.  I think I could use a better drip campaign and also an automatic e-mail when a new lead comes in.

Sep 03, 2012 09:20 PM

great tips thank you have learned a lots from you input, hope to sell more.

Sep 04, 2012 04:58 PM
Paul McAllister

Great article!

Paul McAllister
Mortgage Agent
Butler Mortgages 

Sep 04, 2012 10:07 PM
David Gran

Great article.  Just remember if you start them on a lead nurturing campaign (drip) to have a way for them to opt-out so you are not in violation of the Can-Spam Act.

Sep 04, 2012 11:18 PM
Ellie Penaranda
239.776.5077 Downing-Frye Realty - Naples, FL
Naples Florida Real Estate - Waterfront & Beach Co

Jeanna, great post and deserving of the feature both here on AR and Linkedin.  Love how you made it very simple and to the point.  We actually follow up on a weekly basis with our leads - e-mail flyer with our latest blog posts.  

Sep 04, 2012 11:41 PM
Sybil Campbell

Thanks for the great information.  I need to get organized in my lead generation!

Sep 05, 2012 01:27 AM
Steve Adams
Realty Austin - Austin, TX
Steve Adams REALTOR ®, ABR,GRI

Thank you Jeanna ,what a great job you did on this subject 

Sep 05, 2012 11:15 PM
Nan Jester
Exit Real Estate Gallery Jacksonville Beach, FL - Jacksonville Beach, FL
Realtor, Exit Real Estate Gallery

My system is very similar to yours. I have designed an extensive "area" email that I send them as soon as I possibly can, too.

Sep 06, 2012 04:44 AM
Eric Michael
Remerica Integrity, Realtors®, Northville, MI - Livonia, MI
Metro Detroit Real Estate Professional 734.564.1519

Jeanna, wait a minute. We don't just wait until a lead falls out of the sky and into our lap??

Sep 08, 2012 09:24 AM
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

You have a good system. The real trick is getting the leads to begin with!

Nov 20, 2012 12:48 PM