Organizing Your Real Estate Sales Leads for Proper Follow-up

Beyond using your personal judgment or going with what your schedule allows, you can easily determine how soon you should follow up with your real estate sales leads by first determining how imperative it is for you to make contact.

That is, you will need to establish if the real estate sales leads you’re capturing actually require a fast turn-around in terms of making a connection or if you can slowly nurture the real estate lead into a sale. Finding out whether or not you should be aggressive with follow-up is as easy as asking the question, “How soon are you looking to sell/purchase a property?”

Asking how soon they intend on selling or purchasing real estate should be done at some point, whether you’re capturing the real estate sales leads online or off.

Once you have the answer, you can sort your real estate sales leads according to estimated purchasing time frames and follow-up accordingly:

• Ready to Buy/Sell Now
  Obviously you should be keeping the lines of communication wide open with real estate sales leads that indicate they wish to buy/sell property as soon as they can. You should be making contact with eager home buyers or potential home sellers on a daily basis.

   

• Looking to Buy/Sell in Next 90 Days
  For the real estate sales leads that are looking to buy/sell real estate within the next 1-3 months, you should be making contact twice a week. That way you’re staying fresh in their minds and will be the first to reach when they’re finally ready.

   

• Hoping to Buy/Sell in Next 6 Months
  It can be tricky to nurture your real estate sales leads for an extended period of time, but it’s not impossible if you remain consistent. Try following up once a week with real estate sales leads that indicate it will be awhile before they make any moves.

In addition to categorizing your real estate sales leads according to when they intend to buy or sell a property, it may prove extremely useful to break them into two groups – home buyers and home sellers.

This will not only help you keep your real estate sales leads extremely organized, but make it much better for you to follow-up, especially if you’re using any real estate email marketing software. You can then easily send your leads any marketing emails that are tailored specifically to what they’re looking for and demonstrate your expertise for the specific transaction they hope to complete.

How do you organize your real estate sales leads? Comment and share below!

Photo Credit: nlknauss

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