5 Tips on Following Up with Leads

When prospects respond to your marketing offer, it is imperative that you follow up and proactively develop a relationship, whether they are a stranger or a member of your sphere of influence. One thing to understand is that how you follow up is not nearly as important as that you follow up. There are many ways to follow up successfully. Here are a few you can easily incorporate into your marketing program.

1) Send a Handwritten Note

In this scenario, you sent out Corefact Home Estimate postcards, and several homeowners responded. Here’s an example of some handwritten text you could send.

" Hi {Insert name},

Thank you for requesting a free online home estimate. I hope you found it helpful. Given the volatile nature of the Real Estate market, a computer-generated estimate can only be so accurate. Moreover, it cannot take into consideration the property’s special attributes and upgrades. If you’d like a more precise free home valuation, please call me."

2) Make a Phone Call

If your list provider did not provide the phone number, you could often find the homeowner’s phone number by searching the internet or using a service specializing in this. Similar to the handwritten note, you’ll want to quickly introduce yourself, thank them for responding to your marketing piece, and offer them your expertise to help them understand the market and their home value. Be sure to ask the prospect for their email or to connect on social media so you can connect with them on all your different marketing channels.

3) Do a Home Visit

Consider prioritizing your door-knocking efforts with leads that have responded. Come prepared with either a handwritten note or provide a letter with a market update of the neighborhood. Like the phone call, have a plan of action, and make sure you exchange contact information so you can regularly connect with them.

4) Personalize an Email

When connecting through email, keep it personal and not glitzy. Prospects are much more likely to ignore canned marketing emails but will often respond to emails that appear to be written personally to them. Make sure to have a strong call to action to solicit their response. For instance, if you recently sold a property in the neighborhood, you might want to tell them a short, personal story about it and invite them to talk with you about how their home would compare in the market.

5) Connect on Social Media

When you meet a prospect, ask them to connect with you on your preferred social media platform. This is a great way to keep them up to date with all the business activities that you are posting.

A Couple More Things:

• Don't be a stalker. While you are a Real Estate agent, you do not need to use secret agent tactics to research their every move. Remember, the home buying process is a long one, so patience is key.
• Always be sure to ask your prospect if they know of anyone that is thinking of buying or selling. Your prospects will often have a good idea of what is going on in the neighborhood and can be a great bird-dog for you.
• Make sure to always offer something of value (Market Update or Market Trends) before asking for something.
• Keep notes on what you learn. This will be invaluable with every subsequent contact.

Corefact postcards generate leads that you can track and follow up with. Interested in getting started with a Corefact postcard, but not sure where to begin? Our customer service team would love to assist you! Reach out at cs@corefact.com or give us a call at 866.777.3986.

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