Real Estate Lead Follow-up System

By James & Joseph Bridges

Table of Contents

How to use this system

Which order should I use the e-mails?

What do I need to change?

Keep it simple & take action

E-mail #1 - did you receive the listings I sent you yesterday?

Email#2 - what is one feature that you just have to have?

E-mail #3 - what is the next step?

E-mail #4 - how can we better serve you?

E-mail #5 - we are sorry to see you go

E-mail #6 - your custom website is about to expire

E-mail #7 - have you spoken to a lender?

Email #8 - understanding more about your goals

E-mail #9 - understanding more about your goals for your condo

E-mail #10 - our address to meet about your goals

E-mail #11 - a property that I thought you might like

E-mail #12 - searching for properties on the Internet can be frustrating

Lead Follow-up System Checklist

This guide is designed so you can have a successful farming experience with your blog. After reading this guide take action with what you have learned.

How to use this system

This system has been designed so you can quickly and easily get these e-mails into your follow-up system. Each e-mail is designed to get your potential customer to take action. Before you start using these e-mails we recommend the following:

  • Read through the e-mails
  • Look for the ones that you think will work best in your area
  • Implement at least 8 of the e-mails into your follow-up system in the first 8 weeks

Which order should I use the e-mails?

We have spent countless days, weeks, and months testing these e-mails. What we have found is that you want to use emails 1, 2, and 3 in order within the first 72 hours of someone signing up for information on your website. This is not a requirement but a prospect is in a very active search mode in the first 72 hours and these three e-mails are designed to follow up on their initial request for information.

If the prospect has a phone number we highly recommend calling them within 24 hours or sooner of their initial request for information. We also always recommend that you leave a voicemail and reference the web address that they signed up for in your voicemail. Our voicemail system has voicemails we have used to convert clients successfully for years.

What do I need to change?

We have made these e-mails easy modify to make your own. Prior to sending out any e-mail or putting it into your customer relationship system make sure that all the information in the e-mails references your information.

For example we have put the following sample text in that you should change:

  • 555-555-5555 – replace this with your phone number. Preferably your direct line.
  • [e-mail] – put your e-mail in the place of this
  • [client first name] – put your client’s first name or allow your software to automatically fill in your client’s name.
  • [AgentName] – this should be your name
  • [Title] – your title such as agent, broker, etc
  • Find your next home or condo at:[website] – we recommend leaving the call to action that tells them to visit your website and just replacing [website] with your website address.
  • [Phone] – Your phone number should go here. Please use 1 phone number consistently in your e-mails as it will increase your response rate.
  • [brokerage affiliation] – if so required by your brokerage or state put your brokerage name.

Keep it simple & take action

If you want to add your own e-mails to your follow-up system make sure to keep them short and to the point. The shorter the e-mail and the more personal it looks the more likely a prospect will be to respond. E-mails that are long or include recipes do not compel prospects to take action.

Most importantly take action and start using these e-mails in your follow-up with any prospect that has an e-mail address.

E-mail #1 - did you receive the listings I sent you yesterday?

Subject: did you receive the listings I sent you yesterday?

Hi [client first name],

I just wanted to check in to make sure you received the e-mail that I sent yesterday with the listings you requested. Sometimes the e-mail can get caught in junk mail so I just wanted to make sure you received it. If you didn’t get it you can write me back or just give me a call at 555-555-5555 and I will send you out the customized list that you requested.

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

Email#2 - what is one feature that you just have to have?

Subject: what is one feature that you just have to have?

Hi [client first name],

I hope you have had a chance to take a look at the website that I set-up for you with the listings that you requested. I want to be able to help you find the home that you desire. I know that sometimes there is one feature that no matter what you have to have in a home. Let me know what that feature is for you and I will make sure that your website only shows you homes with that feature.

Some features that my past clients have said are their top choice are:

  • 2 car garage
  • Inside laundry
  • Granite kitchen counters
  • A lot size over 5,000 sqft

Let me know the feature that is the deal breaker for you and I will make sure the homes that show up meet or exceed that criteria.

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #3 - what is the next step?

Subject: what is the next step?

Hi [client first name],

To further help you find the property that is right for you, I have developed a 45 minute “Buyer Goals Assessment” which I am happy to do in person. What is accomplished in this detailed, zero-nonsense session is:

  • Learning about the neighborhoods that you meet your goals and your budget
  • Determining if now is the right time for you to purchase or if maybe you should wait
  • How to save on your home purchase through use of special buyer programs that you probably have never heard of

This consultation is conducted by me who has [X] years of experience in real estate and a specialty in helping buyers find their goal for less. After having helped [x00’s] of clients this free consultation is the number one aspect that has helped my clients start the home buying process off on the right foot.

Please be assured this consultation will not be a thinly disguised sales presentation; it will consist of the best intelligence I can supply in a 45 minute time span. There is no charge for this service, but please be advised that it must be kept to 45 minutes. This consultation will typically take place within 2-3 days of your call.

To secure a time for this consultation, please call me at [555-555-5555] or e-mail me at [e-mail]. I will e-mail you two times to choose from to meet and send you a checklist of items to bring so you can maximize your time and learning during your “Buyer Goals Assessment”.

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #4 - how can we better serve you?

Subject: how can we better serve you?

Hi [client first name],

I hope that you have been receiving the great information I have been sending you. We want to make sure to give you as much information as possible so you can feel confident in pursuing your purchase.

Our goal is to provide a comfortable environment for our clients to be able to refer their friends and family to me. To that end I have not heard from you yet and wanted to see if there was a way I could better serve you.

  • Would you like me to call you at work or home?
  • Would you like to learn more about the buyer programs that are out there that can provide a FREE Down payment?
  • Would you like a team of dedicated professionals to help you?

Please let me know how I can better serve your needs and answer any question or concern you may have. As always you may call me directly at [phone number]or via e-mail at [e-mail].

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #5 - we are sorry to see you go

Subject: we are sorry to see you go

Hi [client first name],

I hope you have enjoyed the information I have been sending you over the last few weeks as well as the homes that you have been receiving. My goal is to provide my clients with as much information as possible so they can make the best decision possible.
I have not heard from you and would like the chance to earn your business. Please contact me today at 555-555-5555or e-mail me at [agent e-mail]and I will be happy to send you some more information. If I don't hear from you I will stop sending you information and properties.

I appreciate the chance to serve you and wish you the best of luck in your search.

Please let me know how I can better serve your needs and answer any question or concern you may have. As always you may call me directly at 555-555-5555or via e-mail at [agent e-mail].

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #6 - your custom website is about to expire

Subject: your custom website is about to expire

Hi [client first name],

I am not sure if you have had a chance to get all of your real estate questions answered. Sometimes it can be overwhelming and sometimes other things come up that get in the way of searching for your home or condo and that is really why I am here to help you.

I always want to send you information that is valuable. Your FREE website will expire in 7 days. I am happy to extend it for you so you can keep track of the local market, so if you would like to continue to receive the e-mails, please respond to this e-mail and just put in the subject line "continue my FREE website" or you can call me directly at 555-555-5555 and I will make sure that you continue to receive the information.

If you haven’t’ seen the property that you could see yourself in I am happy to customize your site so you can see the properties that are right for you! You can give me a call at 555-555-5555 or just shoot me an e-mail with some features of the property you desire and I can make some changes for you.

Thank you and we look forward to helping you achieve your goals.

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #7 - have you spoken to a lender?

Subject: have you spoken to a lender?

Hi [client first name],

I hope that you have been enjoying taking a look at the properties that are showing up in the customized website that I set-up for you. My goal is to providing my customers with as much information as possible.

The first step, while you look at property online, is to discuss financing options. If you have already contacted your bank, credit union, a loan officer, or you do loans yourself that is great I look forward to speaking with you about the loan program that you have selected for your purchase.

I don’t specialize in loans but I have made sure that my clients have two lenders that they can contact and select the one that they feel best suits their needs. Both of these lenders have helped my clients save thousands of dollars in fees and in monthly payments.

Their information is below. Let them know that I sent you as they take special care with my clients to make sure that they get the highest level of service possible.

Lender First & Last Name
Lender institution
Phone: 555-555-5555
E-mail: / Lender First & Last Name
Lender institution
Phone: 555-555-5555
E-mail:

My loan consultantsare there to give my clients the latest loan products that are available on the market. If you have any questions please don’t hesitate to let me know as I am always happy to help. You can always reach me at 555-555-5555.

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

Email #8 - understanding more about your goals

Subject: understanding more about your goals

Hi [client first name],

I noticed you had a chance to log into the FREE website that I set-up for you. I wanted to see what you thought of the listings so I could better serve you. If you could answer the following questions it will help me refine what I am able to send to you.

  • Do you want a home with a lot size over 4,500 or is smaller ok?
  • Do you want a 2 car garage or is 1 ok?
  • Do you want 2 bathrooms or is 1 ok?
  • Is it ok if the home needs new paint and carpet?

Answers to these questions will help me locate the right home for you. I know there are many to choose from in your website, and that is why I am here; to help you focus on which ones meet your needs! If you have questions, please feel free to call me at 555-555-5555.

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #9 - understanding more about your goals for your condo

Subject: understanding more about your goals for your condo

Hi [client first name],

I noticed you had a chance to log into the FREE website that I set-up for you. I wanted to see what you thought of the listings so I could better serve you. If you could answer the following questions it will help me refine what I am able to send to you.

  • What size of condo do you desire? - Over 800 sq ft ok?
  • Is a 1 car parking spot ok or do you require 2?
  • Are amenities important (i.e. pool, spa) ?

Answers to these questions will help me locate the right home for you. I know there are many to choose from in your website, and that is why I am here; to help you focus on which ones meet your needs! If you have questions, please feel free to call me at 555-555-5555.

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #10 - our address to meet about your goals

Subject: our address to meet about your goals

Hi [client first name],

We are excited to meet you [DATE] to learn more about your goals and help you learn more about the exciting programs that are available. Our address is the following:

Company Name

Address Line 1

City, State, ZipCode

Our closest cross streetsare[street #1] and [street #2]. I look forward to meeting you on [DATE] at [TIME]. If you have problems locating our office my direct line is 555-555-5555.

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #11 - a property that I thought you might like

Subject: a property that I thought you might like

Hi [client first name],

I wanted to let you know about this exciting property that came up. After searching through 100's of properties through the MLS this property really stood out because it is an extremely aggressive price and in great condition.

I am here to help so if you have any questions at all please don't hesitate to call me at 555-555-5555.

Here are some features about the property that I thought you would like:

  • Sq Footage:
  • Beds
  • Bath
  • Area

Respectfully,

[AgentName]

[Title]

Find your next home or condo at:[website]

Direct:[Phone]

[brokerage affiliation]

E-mail #12 - searching for properties on the Internet can be frustrating

Subject: searching for properties on the Internet can be frustrating

Hi [client first name],

Most homebuyers today want to research homes on the Internet, before ever getting into an agent's car. I believe you should be able to learn about real estate from our website so I put together a [Link to Buyer Information on your website]so you can learn more about purchasing real estate.

While some agents still sell homes the old-fashioned way, I offer advanced techniques to help you save time and money when buying a new home.

1. Through our website, [Agent Website], you can preview thousands of local properties 24 hours a day, 7 days a week.

2. Our Hot List e-mail service alerts you daily about new homes that come on the market, a real time-saver when you only want to see homes that meet your needs.