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.