The Successful Realtor’s Guide to Nurturing Leads

No clients = no business.

It’s as simple as that.

But generating and nurturing quality leads is time-consuming! Realtors are busy people, filling their days showing properties, negotiating contracts, managing contingency periods, keeping an eye on the market, and watching over clients who usually don’t understand the process.

How is a realtor supposed to do all of this and keep the leads rolling in?

The most successful agents create a system to accomplish this work. Below, we have a sample sales system you can implement today. Print it out, pin it to your office wall, (even better, invest in a CRM and marketing automation system, and set the whole thing up on autopilot) and start bringing great new leads to your door.!

But first, a little background….

Creating a System that Works for You

Your sales system is only as good as a well-honed and disciplined skillset. Your acumen and your attitude are what make your activities productive. Adding disciplined activities will allow your acumen and attitude to shine to the world. Here’s what that means:

1. Activities

This is what you actually do. It is a plan that involves creating specific timebound goals coupled with a system to accomplish what you’ve decided to do. Read on for the activities we recommend.

2. Acumen

Or, “the art of the sale.” It’s something you’ve likely been working on your entire life:

• Every piece of advice you’ve received.
• Every good (and bad) transaction you’ve witnessed.
• Every book, seminar, and YouTube video you’ve watched about selling.
• Emotional Intelligence: how you respond to others, and how they respond to you.

A lead nurturance strategy is only as good as the sales acumen you’ve developed over your lifetime. It’s always worth investing in improvement here, whether through coaching, classes, or other opportunities to learn.

3. Attitude

A positive attitude, matched with friendly and confident comportment, can go a long way toward building your relationship with your clients.

A negative attitude will go a long way too. The activities you execute will never rise above the feeling your client gets when they’re around you.

In a well put together plan, you’ll incorporate different strategies for the three concentric segments of contacts in your database:

• All People in your network – 21 annual touches
• Prospective & prior clients – 30 annual touches
• Prior clients – between 3 and 8 additional touches

Does this seem a bit excessive? Well, no. Research shows that the most successful agents “touch” their contacts between 26 and 30 times per year. And, this action plan includes monthly e-newsletters: the workhorse of the marketing and communications world.

Each of these lead types deserves your attention, but you’ll increase your contact rates as their priority and viability increases.

Having done your very best work, you’ll want your sales plan to include specific and highly-personal contact with prior clients in particular. These custom interactions will remind them of their good experience with you and keep you front of mind for the needs of their family and friends.

Your Action Plan Template for Nurturing All Your Leads

We want to help you obtain top referrals!

More questions about how to market, sale, select and implement a CRM or otherwise nurture clients? Email me!

Our goal at True Title is excellent service, sound advice, and a quality experience for all those we serve. We’ve even incorporated two new technologies — CloseSimple and CertifID — to help make our transactions smoother and more secure than ever.

Let us know how we can make your experience better. And the next time you or a colleague is ready to close on a property, remember you can count on True Title.