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The Ideal Process for Real Estate Agents to Follow Up With Leads

Posted by Sean McGrail - CRO, OpenFrame on Sep 7, 2018 10:59:00 AM
Sean McGrail - CRO, OpenFrame
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We've seen it happen too many times.  Real Estate agents buy OpenFrame, create an amazing virtual video tour,  post it to Facebook and then "likes" start coming in. 

Cool.

But instead of starting a conversation with those new fans, many agents just let those new fans sit there idle.

These are leads!  They are free!

Follow up immediately. Drop everything.

For some reason, agents think that have to pay thousands to Zillow's Premier Agent or Realtor.com Pro Agent to get qualified leads.

When you get a new "like" on your facebook post or ad, the best approach is a structured process in which you did include a mix of Facebook messages, phone calls, text messages, voicemails and emails.

This may sound aggressive, but remember this is a fan that has reached out to you.  They want to hear from you ASAP.

Below is our suggested schedule to follow for each lead that comes in - no matter if its from Facebook or Zillow Premier or Reator.com Pro.

Day 1:  Within the first minute, send them a Facebook message: "Thanks for becoming a fan of my page.  Are you in the market to buy or sell a home?  I love to help my fans become satisfied clients."  While you wait for a response see if you can't find out more info from their profile. Where they work, what they like to do, etc. Get to know them so you can connect with them when they call back.

Day 2:  If you've identified where they work, call them and  leave a voicemail if they don’t answer.

If you've found their email address (PRO TIP: Use ClearBit Connect to find anyone's work email address) send an email.

If you get their cell phone number, send a text.

Better yet, send a short video to via text to really stand out from the crowd.

Day 3:  Rinse and repeat. Contact them in all the ways you were able to on Day 1 and 2.

This will demonstrate that you are tenacious and will be as diligent when working with them.

Day 5: Send a text or email.

Day 7:  Make a call.

 Day 10: Send an email.

If they haven't responded by Day 14, it's likely they have started working with another realtor.

Be ready  to pounce once that lead comes in.  Otherwise all the money you're spending to generate lead will not be worth it.

Topics: Real estate agents tips