Effective Methods for Following Up with Leads

Finding leads in real estate is only half the battle. After initially meeting a potential client, many factors will determine the success of your lead. Time itself is the most important element, and the clock starts ticking as soon as your first interaction is over. While it is imperative to follow up quickly, there are a number of other considerations that can be just as important in landing new business and creating strong, long-lasting relationships with clients. Here are some surefire ways to effectively follow up with leads.

A Quick and Appropriate Response is Key

If your potential lead is interested in your business, it’s likely that they are looking to start working on a contract as soon as possible. Nearly 50% of consumers anticipate a phone call within fifteen minutes of filling out and submitting a lead form. That number jumps to just shy of 90% of individuals expecting a call within a half-hour. Additionally, more than 75% of real estate business goes to the first agent to respond to a lead request. Simply put, reach out ASAP when dealing with a fresh lead.

Don’t be Afraid to be Persistent

When it comes to successfully closing a sale, the squeaky wheel does indeed get the grease. The average number of follow up phone calls to a potential client is just north of 1.25 attempts, which every good real estate agent knows is not enough to get the job done. In order to achieve an average closing rate of 90%, it can take six to eight call attempts to build up a relationship with potential leads before they feel comfortable moving forward with your business.


Leave a Message or Two

Don’t be deterred if your lead doesn’t answer your call. More than 95% of customers reject interaction with a phone number they do not know, especially if the caller doesn’t leave a voicemail. As discussed above, it can be tricky just reaching a customer on the phone, so make sure to leave a message on your first and last call attempts.

Keep Track of Lead Progression

It can be easy to forget which leads you have followed up with and how far along in the process you are with a potential customer. To eliminate the guesswork, keep a spreadsheet that tracks how many call attempts, messages, and the stage of the process you are currently at with the lead. This ensures that you are making the appropriate responses and know exactly what needs to be done in the coming days in order to seal the deal.

Build Strong Relationships Over Time

Make sure to keep in touch with leads and build connections that will foster long-term business relationships. While time is extremely important initially, more than 90% of sales are completed three months or later after receiving the lead. By taking the time to establish a rapport with potential leads, you are more likely to close on lucrative real estate contracts that would not be possible with one phone call.
There are many things to consider when following up with a new lead that will help secure valuable contracts for years to come. By taking action quickly, calling frequently, leaving messages, tracking progress and growing relationships, you can expect to see a better success rate when following up with potential leads.
There are so many Las Vegas real estate companies that it’s important to make sure that you partner with one that truly cares for its agents. Elite Realty has been helping agents and buyers with all of their Las Vegas realty needs since 1991. Call us at 702-835-5255 to learn how joining a brokerage can help give you the edge you need to be a successful Las Vegas real estate agent.