Alright, let me paint this picture for you.
You’re going through your lead database and seeing all of the prospects you can reach out to… but you don’t exactly know what to say do you?
If this is the case, don’t worry. You’re not the only person who might not know how to follow up and re-engage with leads after some time has passed. It’s true, that some people feel it might be a little awkward to re-approach prospects after some time has passed – but the reality is… there’s nothing really wrong with it, and it’s actually highly encouraged.
To make this all a little easier for you, we’ve mapped out some of the most effective ways you can begin re-engaging with your prospects – so you’re constantly refilling your pipeline to boost your business.
1. Building a “Yes or No” Email
This doesn’t even need that much of an explanation.
It’s honestly just as simple as reaching out with one email and getting straight to the point. We use a similar structure when reaching out to some of our clients – and trust us when we say it works.
It works because it gets right to the point, and doesn’t waste anyone’s time. You’ll probably get a bunch of nos (which in itself is great, as you can then remove the said prospect from your database), and you’ll get a bunch of people reach out and say yes.
The other major component of this system is that you’ll touch base with people who weren’t ready to sell when they initially entered your database, but since a few months have passed, they’re now ready. This method is not only beneficial to clear out your database… it’s a chance to touch base with people after a little time has passed, and remind them you’re here to help them on their selling journey.
2. Check their social platforms again
It’s important to remember that your database of contacts isn’t just a collection of data. Not only are these prospects in your dashboard, they’re also real-life human beings with real lives, and goals they’re reaching for.
It’s important to remember this because these leads have evolving lives who are constantly changing.
People are constantly sharing their lives on social media. From Birthdays, school activities, kids milestones and house plan it all goes on social networks.
So why aren’t we searching social media more when attempting to re-engage with leads?
Hear me out for a second. Since people are constantly updating their lives on social media, it’s the best place to do a little bit of recon on them before reaching out. If you see they just adopted a sweet dog or cat maybe consider sending them a treat, or toy for their newly adopted family member. Even better, if you see them making home renovations, send them a pair of gloves, or paint brushes with a nice card. This might seem like a lot of work – but it will really help you stand out amongst all the other realtors who are trying to get their business.
3. Reach out to past clients
Donna Swanzy, a successful realtor we work with closely does this so well.
If you consider reaching out to past clients on a regular basis your chances of generating a referral will increase exponentially.
Donna touches base with her past clients after the 6-month mark, around holidays, and even at the one year mark. She touches base and says things like “Congrats on 6 months in your new home!” or “Happy Holidays! Hope you’re enjoying the holidays in your new space.”
Not only is this touching base with her past clients to keep a good rapport – it’s building potential opportunities for referrals down the line, which is sometimes the best kind of business. We’ve chatted about the power of referrals in the past – and we can’t say it enough. Referrals are important when it comes to growing your business.
There are many ways for you to re-engage with leads, each one with their own bonuses. The key is to keep this consistent and always work towards building steady re-engagement techniques.
It’s easy to fall off track when it comes to the follow-up, so choose something that works for you, and stick with it!
“Elysse Bujold started her career at Disney Interactive Studios, where she grew on a project team advancing initiatives for the company. To further her professional growth and development, she then decided to join StreetText – an online platform for Real Estate agents to Generate Leads using Facebook Ad Marketing. Over the last year, Elysse has been driving marketing strategies and initiatives as well as content creating. StreetText is rooted in Kelowna, British Columbia.”