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Training Library

Real Estate Lead Nurturing Methods

Learn these real estate lead nurturing techniques to follow up & build rapport with potential clients before meeting in person.  The key to this delicate practice is to always try to add value to the potential client.  Most buyers are in the “just looking” stage early on in the home buying process, so it’s important to initially focus your communications on helping them with their online home search.  As you help them to search more effectively, opportunities to meet in person and move them along in the process will start to present themselves. Before examining our real estate lead nurturing campaign categories below, watch 25 year old real estate agent Melissa Tashjian reveals the scripts and methods that have helped her to perfect the art of lead nurturing and follow up in this video.

Real Estate Lead Nurturing Video

Real Estate Lead Nurturing Campaign Categories

“A” Leads (Hot Leads) – Plan to move in 0 to 30 Days

  • Close to buyer consultation appointment (and mortgage lender) and/or listing appointment.
  • Should be contacting them 3 times per week w/ a combination of: calling, texting, meeting or showing them property.
  • The goal is to always have the next appointment scheduled: either a buyer consultation, listing presentation, or mortgage lender, or showing.

“B” Leads (Warm Leads) – Plan to move in 30 to 90 Days

  • Alternate between a phone call & text each week.
  • Stay in constant contact to find out when they should be categorized as an “A” lead.
  • Subject Matter of Communications: 1. Revise their listing auto-alert criteria, 3. Point out a specific property; 4. Changes in mortgage rates, or 5. Changes in the housing market.

“C” Leads (Luke-Warm Leads) – Plan to move in 3 to 9 Months

  • Alternate between a phone call & text every 2 weeks
  • Stay in contact to determine when to categorize them as either an “A” or “B” lead.
  • Subject Matter of Communications: 1. Just to check-in on them, 2. Revise their listing auto-alert criteria, 3. Changes in mortgage rates, or 4. Changes in the housing market.

“D” Leads (Cool Leads) – Plan to move in 9 to 18 Months

  • Alternate between a phone call & text every 2 months
  • Stay in contact to determine when to categorize as either an “A”, “B” or “C” lead.
  • Subject Matter of Communications: 1. Just to check-in on them, 2. Revise their listing auto-alert criteria, 3. Changes in mortgage rates, or 4. Changes in the housing market.

real estate lead nurturing

The Seller Lead Sheet & How Agents Use One

How & When to Hire a Buyer’s Agent

Real Estate Team Organizational Structure

Pre-Listing Package Contents & Strategies

Real Estate Farming Methods

Buyer’s Agent Job Description

Real Estate Transaction Coordinator Job Description

Listing Presentation Scripts & Dialogues

The Best Way to Contact your Sphere of Influence

Lead Follow Up Scripts & Methods

Compensating & Training Inside Sales Agents – ISAs

Open House Guest Lists – Scripts to Get Them Filled Out

Ways to Grow a Real Estate SOI Quickly

Inside Sales Agents on Real Estate Teams

REALTOR Database Contact Plans & Scripts

Realtor Vendor Databases: Scripts & Lists to Build Them

Expired Listing Scripts

The One Page Real Estate Business Plan

Buyer Sign Call Scripts

How to Transfer Facebook Friends to your Client Database

A Real Estate Administrative Assistant’s Job Description

Buyer Consultation Script

FSBO Prospecting Scripts & Objection Handlers 

Open House Scripts to Generate New Listings

Scripts for Buyers: How to Show Less Homes

Just Listed & Just Sold Real Estate Scripts

What to Say When Calling FSBO Sellers for Listings

Easy Ways to Ask Your Clients for Referrals

Scripts for Overcoming Listing Presentation Objections

When Should I Start a Real Estate Team?

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