Don't Let Your Contacts Fall Through the Cracks

At Contactually, we work with thousands of real estate agents. We know it takes multiple touch-points to convert a lead, to reach a current client, and to stay connected to your sphere. Leads and clients go cold for many reasons: they might have found another agent, decided not to sell/buy, were only available at times that didn't fit with your schedule — or maybe you simply waited too long to get back to them!

Don't let your contacts fall through the cracks. Stay top of mind by setting follow-up reminders and sending personalized, automated campaigns to keep in touch.

What Agents Tell Us

We asked about 100 agents to tell us how many touchpoints it takes for them to reach a contact, based on the four relationship types below. Not surprisingly, agents tell us it takes more touches to reach a new lead, with an average total of five touches. But even current clients require an average of two touches.

Note: Touchpoints include all channels (email, text, phone, visits, etc.). Chart shows self-reported average

Tips for Following Up

So how you can best build a strategy for reaching out to these different relationships?

A new lead: Video! Video is personal, shows your personality, and can help make a connection with people that don't know you well. Setting up a program to qualify new leads can help you automate this process.

A new client: Once you have developed the relationship with a contact, you should know their preferred method of communication — if they prefer text, then you should text! You should always ask what their preferred communication is as soon as you start working together.

A past client: It is important to stay in close touch after the transaction. Check in with them 30 days post-closing to see how the move went, six months to see how they are settling in, etc. You should also check in each year on their home anniversary — "Time flies! I cannot believe it's been two years since you moved into your home."

Someone in your sphere you haven't talked to 1+ year: Don't overthink it! Most people in your sphere are just as busy as you are. Sending a quick email saying, "I was thinking about you the other day and wanted to say hello! I know it's been a while since I have seen you—would love to grab coffee soon and catch up!"

To view the original article, visit the Contactually blog.