Leads are the lifeblood of any real estate agent's practice, no matter whether they are experienced or just starting out. In the beginning, agents invest hours into finding the right leads every month. In time, the balance shifts to include more referral business and leads attracted by your website.
No matter where they come from, though, leads remain crucially important: Without them, you'll soon find yourself with nothing to do. That raises some big questions about "old" leads who don't convert in a week, a month, or even six months. What can you do with these connections?
It's true, of course, that some older connections won't stay leads for very long:
It's undeniably true that most people you meet for the first time will not be ready to buy or sell a home within that same week. But that doesn't necessarily mean that the majority of potential leads ultimately go elsewhere. Just because you haven't heard from someone, it doesn't mean their story is over.
As the real estate agent, it's up to you to follow up — and it's never been easier to do just that.
Following Up with Old Leads Can Empower Your Practice to Grow
No matter how you define an old lead, they aren't off the table until they tell you they've decided to work with someone else. Even when leads inform you they won't be taking action any time soon, it means you can always follow up again in a few months!
If you've got a Rolodex (or more likely a real estate CRM) full of old leads you haven't heard from in a while, many can still turn into opportunities. Real estate is a sales profession at heart, and successful salespeople swear by their efforts to follow up as much as possible before writing a lead off.
All in all, 60% of customers say "no" four times before saying "yes." But real estate agents are at a huge advantage here: Leads rarely say "no" directly to you, but only to the timing that making a move right now would represent. In the end, they still want a real estate agent, and you can still be that person.
Here's how to follow up with your old leads the right way:
Delta Media Group helps real estate pros realize the power of automation for themselves — no matter if you're a solo operation or heading a large brokerage. Contact us to find out more or get started today.