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Breakthrough Strategies

Master the Long Game: How to Build a Structured Lead Follow-Up Plan

Not all leads are ready to buy or sell right away—learn how to build a structured follow-up plan that keeps them engaged and moves them closer to closing!

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Not every lead is ready to buy or sell immediately. To ensure long-term success, you need a structured nurture plan in place tailored to different timelines.

Consistent communication and valuable engagement are key to keeping leads warm and moving them closer to closing.

Here’s what to do:

• If your lead is qualified and ready to go, you should be speaking to them at least once per week (minimum). They’re considered hot leads and are eager to move forward. They may still be submitting contact forms to other agents online when they see a home they love, so you need to be their go-to resource.

• If they are 30-90 days out, you should be touching in at least once per week, with a call at least every other week to support your texts and emails in between. They are still hot leads and timelines can quickly change.

• If a lead is 3-6 months out, they are warm leads. You should have them on a touch campaign including personal check-ins, valuable resources, educational content, tips, and market insights. Aim for 5 touches per month.

• If they are 6-12 months (or longer), set them up on a long-term nurture campaign. This should include a monthly call attempt with an additional email and text throughout the month. Send event invites, giveaways, market insights, newsletters, and other value-adds.

🚨 Pro-Tip 🚨 Use automation tools to stay on top of follow-ups while maintaining a personal touch. Use a CRM to help track lead status and remind you when it’s time to reach out, ensuring no lead falls through the cracks.

🎯 Mini-Challenge 🎯 Pick at least one lead in each timeline segment today and send a short, relevant piece of content, like a market snapshot or a neighborhood spotlight.

Next Step: Learn How to Follow Up Like a Boss

Start creating your lead follow up materials in the Marketing Center!

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