How To Follow Up On Real Estate Leads [Best Practices And Tools]

In the competitive world of real estate, effective lead follow-up is key to success. The ability to quickly and consistently follow up with potential clients can make all the difference in converting them into loyal customers. A seamless real estate lead follow-up process not only helps you stay top of mind with potential clients, but it also shows them that you take their interest seriously and are committed to providing exceptional service. 

By implementing best practices and utilizing tools like CRM software, email marketing automation, and text messaging and calling software, you can streamline your lead follow-up process and ultimately increase your chances of closing more deals and growing your business. In this article, we’ll dive into some of the best practices and tools for following up on real estate leads. Let’s get started!

• Best Practices for Following Up on Real Estate Leads
• Tools for Following Up on Real Estate Leads
• Get Started With Automated Lead Follow Up

Best Practices for Following Up on Real Estate Leads

As a real estate agent, you know following up on leads is crucial to building a successful business. But how can you make sure you’re following up effectively? Here are the best ways to follow up on real estate leads:

1. Respond quickly: Let’s say you receive an inquiry from a lead via your website’s contact form. Rather than waiting until the end of the day to respond, you could set up a notification to be alerted immediately when a new inquiry comes in. This way, you can respond within minutes of receiving the inquiry, showing the lead that you’re eager to help them and value their time.
2. Personalize your approach: When you follow up with a lead via email, start by addressing them by name and referencing any information they provided in their initial inquiry. For example, if the lead mentioned that they’re interested in a specific neighborhood, you could reference that and provide some additional information about the area, such as nearby amenities or recent market trends. This shows the lead that you’re paying attention to their needs and are willing to go the extra mile.
3. Use multiple communication channels: If you’re having trouble reaching a lead via email, consider following up with a phone call or text message. For example, if you’ve sent a couple of emails with no response, you could send a quick text message asking if they have any questions or if there’s anything else you can assist them with. This way, you can be sure to reach them in the way they prefer.
4. Provide value: Let’s say you have a lead who is interested in buying a home in a specific neighborhood. You could provide them with a link to a recent market report for that area, along with some commentary on what the report means for buyers in that neighborhood. This provides the lead with valuable information they can use to make informed decisions about their real estate purchase, and establishes you as a knowledgeable and helpful resource for their real estate needs.
5. Be persistent but not pushy: If you’ve followed up with a lead a couple of times with no response, it’s important to stay top of mind without being too pushy. One way to do this is to send them a quick email with a relevant article or resource that you think they might find helpful. For example, if the lead is interested in buying a home, you could send them a link to an article about the benefits of homeownership. This way, you’re providing value and staying top of mind without being too aggressive.

Tools for Following Up on Real Estate Leads

Now that we’ve discussed some of the lead follow-up best practices for real estate, let’s talk about how technology can help you implement these practices and streamline your lead follow-up process. There are many tools available that can help you manage your leads, automate your communications, and provide valuable insights into your follow-up efforts. Here are some of our favorites:

1. Customer Relationship Management (CRM) software: CRM software can help you organize your leads and keep track of your follow-up activities. Some popular options include HubSpot, Pipedrive, Zoho CRM, and GoHighLevel. Let’s say you receive a new lead from your website’s contact form. You could immediately add their information to your CRM software and set a follow-up task for yourself to reach out to them within the next 24 hours, all via CRM automation. You could also use your CRM to keep track of any notes or interactions you have with the lead, as well as any relevant information such as their preferred method of communication or their timeline for buying or selling.
2. Email marketing tools: Email marketing can be an effective way to follow up with leads and provide them with valuable information. Some popular email marketing tools include Mailchimp, Constant Contact, and SendinBlue If you have a list of leads who have opted in to receive your emails, you could send them a monthly newsletter with valuable information about the local real estate market, tips for homebuyers or sellers, or updates on your current listings. You could also set up automated email sequences that follow up with leads who have expressed interest in a particular property or who haven’t responded to your previous emails.
3. Text messaging tools: Text messaging can be a quick and convenient way to follow up with leads. Some popular text messaging tools include EZ Texting, TextMagic, and Kixie. If you have a lead who prefers to communicate via text message, you could use a text messaging tool to follow up with them quickly and efficiently. For example, if a lead has expressed interest in a specific property, you could send them a quick text message with a link to the property listing and ask if they have any questions or would like to schedule a showing. You can also set up auto-SMS messages based on actions the lead takes (such as opening an email) with Kixie’s auto-SMS tool and your CRM.
4. Calling tools: Sometimes, picking up the phone and calling a lead is the best way to follow up. Kixie is a great tool for making these calls, as it integrates with your CRM and allows you to log your calls and track your follow-up activities. For example, if you have a prospect who has expressed interest in selling their home, you could use Kixie to make a call directly from your computer and schedule a time to meet with them in person. You can also schedule an auto-call, which will remind you (or another agent on your team) to place a call to a lead at a specific time.

Get Started With Automated Lead Follow Up

Following up on real estate leads requires a mix of personalization, persistence, and value. By using these best practices and tools, you can increase your chances of converting leads into clients and growing your real estate business. Remember to respond quickly, personalize your approach, use multiple communication channels, provide value, and be persistent but not pushy. 

And don’t forget to leverage tools like CRM software, email marketing tools, text messaging tools, and calling tools like Kixie to streamline your follow-up process. If you’d like a free trial of a lead-follow up software that includes calling, texting, and an integration with your CRM, get Kixie up and running in 2 minutes here.