Episode 182: Real Estate Lead Follow-Up System That Works!

In Episode 182,  Matt Emerson and Jan O’Brien go over the steps of a lead follow-up system that WORKS!  Spoiler alert - you have to actually talk to your clients!  Let's jump in...





Communicate & Connect! 

  • Text
  • email
  • Video text or email 

Be Pleasantly Persistent

  • You will probably have to try more than 2 times to make the follow-up connection

Use your DAMN CRM!

  • An automated reminder you when to make the next call

Online Leads

  • The initial goal is to have a follow-up plan to get the lead to connect with you so you can qualify, sort, start building rapport - have a conversation
  • 30-day plan in your CRM

Open House & Other Face-to-Face Leads or Referrals

  • Focus is on delivering what they want
  • What is timeframe - now vs near future (determine the type follow-up/action to take/priority)
    • Buyer - saved searches
    • Cash vs Loan - if loan - talk to lender/ get pre-approved and why
    • Seller - CMA; need to buy a home first


How to get people to know, like, and trust you...

Initially - it’s in the first connection - a call is better than a text; zoom meeting is even better to build rapport, establish your expertise and learn about them and their wants and needs

  • Introduction video - about you - why work with you
  • Post this on your website
  • Use it in your initial follow-up email

You must be a local market expert and know the housing stats and trends!!

  • Look at the MLS hot sheets every day
  • Study the market stats and reports provided by
    • MLS/Matrix
    • State Realtor Association
    • Showing Time
    • National housing trends with Keeping Current Matters
    • Other resources available from your company
  • Preview available homes
  • Call and talk to listing agents about properties / multiple offers /status
  • Use showing time / respond to agent feedback

Buyer & seller videos on what’s happening in the current market. Educate and inform - which continues to build the know, like trust factor


  • Sellers market - what this means to you
  • How to compete in this market - win the bid
  • Why pre-approval is critical if getting a loan 


  • Sellers market - what this means to you
  • Market shifting - Price strategies
  • Options for selling your home - buying another
  • 3 P’s Preparation, Pricing, and Promotion

Nurture Campaign

  • Home search with their criteria
  • Applicable buyer or seller video emails from above
  • When you find a property that is perfect - reaching out personally (not just the automatic notice)
    • Send a quick video text - I’m out previewing this property and I think you will love it - here is a video
  • Market updates
    • Weekly stats
    • Monthly big market update newsletter with housing report video

Mentioned in this episode:


Podcast Special Launch Pricing Through Sept. 30, 2021

$200 OFF - Just $197 through the end of September - Back to $397 October 1

Real Estate Sales Builder contains 12 training modules designed for new and newer agents and any agent who wants to master the core fundamentals of a successful real estate business. The primary goal of this program is to show you how to consistently build your pipeline to generate more buyer and seller transactions to reach your individual business and career goals.  

  • Welcome & Course Overview
  • Module 1: The Fundamentals of Real Estate & Your Business Plan
  • Module 2: Build Your Database & Get Referrals
  • Module 3: Effective Open Houses
  • Module 4: Working with Buyers 
  • Module 5: Personality & Communication Styles  
  • Module 6: Working with Sellers
  • Module 7: Listing Presentation & Marketing 
  • Module 8: Farming Strategies
  • Module 9: Social Media & Online Presence 
  • Module 10: Online Lead Generation & Conversion 
  • Module 11: Niche Marketing, BDA & Getting Client Reviews
  • Module 12: Business & Financial Fundamentals

Real Estate Sales Builder has over 119 videos and nearly 100 downloads to help you build that strong foundation step by step! 

Visit https://www.wbnlcoaching.com/store to get started TODAY!


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