How to prevent your leads from ghosting on you

By
Real Estate Technology with realtor.com®
https://activerain.com/droplet/56x6

Ghosting is when someone stops responding to your communications without explaining why. And while it’s usually used within the context of dating, it’s also becoming a tried-and-true tactic in sales and lead conversion settings.

While it’s true that your leads don’t really owe you anything, it’s always frustrating to lose contact with someone you thought was prepping to work with you. Below are three ways to engage a too-quiet lead when you think they may be ghosting on you.

 

1. Give them one thing to do

First, keep in mind that according to the Statistic Brain Research Institute, our average attention span is less than nine seconds. That means you only have around eight seconds to convince a lead to read a text or email, and then respond to it. If you’re sending multiple paragraphs to someone who hasn’t been responding to you, you’re doing it all wrong.

Instead, be sure that every communication you send has a specific call to action your lead can follow. Whether it’s asking them an open-ended question (like in the 9-word email) or offering a URL you’d like them to visit and consider, your lead should clearly understand what direction you'd like them to take once they reach the end of the communication.

Remember, don’t EVER give a lead more than one thing to do. Even if you have three questions you’d like answered, be sure to start with the most important query (and the one that would be most interesting to them). Once you have them further into the process, you’ll be in a better position to communicate with them to get the answers you need about the other topics.

 

2. Try a personalized video message

If a plain text email isn't working, don't be afraid to send a quick video message — still keeping it under 9 seconds. Provided your contact opens up the video message email, they’ll be much more likely to watch the full video than they would be to read even the shortest email.

If you’re hesitant about video, please give it a try! You don’t need fancy equipment or a script to make an impact. BombBomb, the leader in video marketing for real estate, says that fast-produced, 1-to-1 videos provide a 119% lift in email open rates and a 199% lift in video play rate!

Try sending a video from your phone. Think of it as leaving a voicemail, but now the camera is on you. You’d say essentially the same thing. Or try a free tool like ViewedIt.com that allows you to easily make video messages with your webcam and share. Or, see if BombBomb can give you a free trial offer and enjoy their customer support.

 

3. Switch to text messages

Some leads will only provide you an email address or a landline phone number. But that doesn’t mean you can’t attempt to get into their text messages, which they are much more likely to read.

To send a text to an email address, simply enter your contact’s email address where you’d normally put their phone number. Type your text in the content field below, then send.

Note: This is a trick that only works for Apple iPhone users, as the recipient’s email address is attached to their phone’s messaging via Apple ID. You’ll know if you have the right email address if the “To” field turns blue after you’ve typed it in:

 

 

Eventually, you can get to the point where you can ask them to give you their phone number but texting their email is a great way to get to the home screen of their phone without having their full contact record.

Let’s talk crazy! Try texting them at their email address with a personal video. Texting and video make a powerful combination in lead follow up.

 

How do you stop potential clients from ghosting on you?

How do you keep your leads alert and engaged… and ready to respond when you reach out? Tell us in the comments or drop us a line on our Facebook page, where we keep in touch with more than 35,000 top agents from across the country!


close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Topic:
Real Estate Best Practices
Tags:
real estate leads
real estate lead conversion
nurture leads
nurture prospects

Spam prevention
Show All Comments
Rainmaker
3,985,587
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

I have  very little issue with this...I have good procdures in  place.

Aug 14, 2017 05:34 PM #1
Ambassador
4,307,764
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Realtor.com® - A division of Move, Inc. - we surely should take the next step - and find out 'their' comfort zone! 

Great points on how to stop this happenning - or at least reduce it.

Aug 14, 2017 10:54 PM #2
Rainmaker
4,432,971
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for the great tips. I have never sent a video message yet. 

Aug 15, 2017 02:08 AM #3
Rainmaker
3,707,518
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning. Thanks for the tips! Enjoy your day!

Aug 15, 2017 04:48 AM #4
Rainmaker
342,571
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

Hello.  I wasn't aware you could text to an email.   Thanks for the information!

Aug 16, 2017 05:47 AM #5
Rainer
65,768
Lee Keadle
Carolina One Real Estate - Charleston, SC
Keadle Real Estate Group

What a fantastic image and a memorable phrase: "ghosting"!  This is one of the best articles I've read this week!

Aug 16, 2017 06:05 AM #6
Rainmaker
1,017,615
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

We need to try everything we can to connect with clients, they don't always tell us what they want. I have a client right now that the video idea might work with and I will give it a try. Thanks for the push.

Aug 16, 2017 06:12 AM #7
Rainmaker
1,138,091
Margaret Goss
Baird & Warner Real Estate - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

Wow - texting with an email address!  You've provided us all with a nice tip.

Aug 16, 2017 07:08 AM #8
Rainer
85,271
Pat Braithwaite
Braithwaite Realty - Marietta, GA
E-Pro

Thank you for the text to email tip. The Buyers may love it also.

Aug 16, 2017 11:23 AM #9
Rainmaker
516,039
Elva Branson-Lee
Solid Source Realty GA - Atlanta, GA
CDPE - Atlanta Real Estate & Short Sale Agent

Taught me something I didn't know today! Thanks for that.

Aug 16, 2017 12:20 PM #10
Rainmaker
516,039
Elva Branson-Lee
Solid Source Realty GA - Atlanta, GA
CDPE - Atlanta Real Estate & Short Sale Agent

Added viewedit app to my chrome browser. Think I'm in love!!! Thnaks again.

Aug 16, 2017 12:34 PM #11
Rainmaker
720,476
Laura Filip
Laura Filip Broker , Opening doors for All Seasons of Life - Whitesboro, TX
What can we do for you today?

Nice tips, have a blessed day and Happy house showing to all. Make it a special day for sure. 

Aug 16, 2017 05:51 PM #12
Ambassador
1,969,547
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

Can you please tell me why you have the wrong contact information for me on your sight Realtor.com® - A division of Move, Inc.  and when I ask it to be change you say you will change it for a price ???

Aug 16, 2017 06:36 PM #13
Rainmaker
1,101,383
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

One must be quick as most people just want to talk to someone who is knowledgable.

Aug 16, 2017 09:02 PM #14
Rainmaker
4,798,978
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

I'm not sure why I would want to continue to attempt to contact someone who has decided to no longer respond to me.

Aug 17, 2017 04:21 AM #15
Ambassador
4,294,850
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Yep this does happen from time to time. Love the tip about texting. I suspect some who stop responding are not worth chasing after.

Aug 17, 2017 06:42 AM #16
Rainer
292,121
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

Excellent post for some people. Thanks for the information

Aug 17, 2017 08:11 AM #17
Rainmaker
1,058,947
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH

super helpful advice, getting left at the alter when it comes to leads is frustrating.

Aug 18, 2017 06:32 AM #18
Rainer
539,497
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

4. Focus on the engaged leads & not the ghosters. Maybe they do not need your services right now or do not mesh in one way or another. Maybe they are just not that in to you.

Aug 18, 2017 10:18 AM #19
Rainmaker
1,022,445
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

fulfilling what's promised and being quick and concise is very effective with people.  I reply to emails and messages so fast that my clients are impressed and I can tell.  If a new message comes through, it's critical to be prompt and to the point, as you mention.  Any lead that comes through has short shelf life.  Stall a response and lose a lead!

Aug 26, 2017 09:10 AM #20
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Rainmaker
55,092

Realtor.com® - A division of Move, Inc.

Proven Systems
Ask us a question
*
*
*
*