January 03, 2019
At Contactually, we work with thousands of real estate agents. We know it takes multiple touch-points to convert a lead, to reach a current client, and to stay connected to your sphere. Leads and clients go cold for many reasons: they might have found another agent, decided not to sell/buy, were only available at times that didn’t fit with your schedule — or maybe you simply waited too long to get back to them!
Don’t let your contacts fall through the cracks. Stay top of mind by setting follow-up reminders and sending personalized, automated campaigns to keep in touch.
We asked about 100 agents to tell us how many touchpoints it takes for them to reach a contact, based on the 4 relationship types below. Not surprising, agents tell us it takes more touches to reach a new lead, with an average total of 5 touches. But even current clients require an average of 2 touches.
So how you can best build a strategy for reaching out to these different relationships?
A new lead: Video!
A new client: Once you have developed the relationship with a contact, you should know their preferred method of communication — if they prefer text, then you should text! You should always ask what their preferred communication is as soon as you start working together.
A past client: It is important to stay in close touch after the transaction. Check in with them 30 days post-closing to see how the move went, 6 months to see how they are settling in etc. You should also check in each year on their home anniversary — "Time flies! I cannot believe it's been 2 years since you moved into your home.”
Someone in your sphere you haven’t talked to 1+ year: Don’t overthink it! Most people in your Sphere are just as busy as you are. Sending a quick email saying, “I was thinking about you the other day and wanted to say hello! I know it’s been a while since I have seen you- would love to grab coffee soon and catch up!”
If you’re looking for a platform for you or your agents to best stay connected to your networks, check out Contactually. From prioritizing relationships to automating communications, plus a dashboard that helps you identify relationships most in need of attention, Contactually helps you make the most of your relationships and your time.