The holiday season is here and if you’re like most Realtors, you may be thinking about shutting down for December because most agents think that their leads are going to be focused on celebrating the holidays.
Although most people are busy during December, the reality is that December can be a month of growth, especially when agents take the time to follow up and connect with their leads.
Follow Up With Leads Via Email
Email is one of the best ways to follow up with leads during the year, especially during the holidays.
The reason why email is the best is that most people will have their phones with them during the holidays and it’s second nature for everyone to check their phones when they see that they have an incoming email.
For best results with email, you should focus on offering the value of your real estate leads. This means that instead of sending them a generic ‘happy holidays’ message, you should send your leads something like an email that talks about all of the holiday events in the area or a printable PDF with your favorite holiday recipes.
Tip – You should be emailing your current leads and former clients because you never know if someone that you helped buy or sell a home years ago may be interested in your services again.
Call Your Leads
If your leads don’t respond to you via email, the next way to follow up with them is over the phone.
The phone is by far one of the easiest ways to stay in touch with leads because this eliminates having to type another email and there’s nothing more direct than calling someone.
Before getting on the phone, it’s best to create a script so that you know exactly what to say to your leads and keep the conversation on point.
For best results with creating a script, you should stick to the following points:
- Ask them about their family, especially how they are doing during Covid-19
- Is everyone still working as before?
- Have there been any major job changes?
- Do they have plans on buying or selling a home in the coming year?
Remember to focus on relationship building first because your goal is to have your leads see you as a trusted friend instead of someone who is trying to just sell them.
Hand Written Notes
Last of all, but most importantly, you may want to send your leads a handwritten note.
One of the best things to send with a handwritten note is a small gift like a box of gluten-free cookies or chocolates.
Your note should be personal and thank your leads for their prior business then it should ask them to keep you in mind if they plan on buying or selling a home in the new year.
Pro Tip – Instead of just sending your leads a handwritten note and calling it good, you should follow up with a phone call about two weeks later.
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