Staying in touch with old leads after months of silence works when you ask for less, not more. Write one line about what they wanted, and give them a way to answer with a number or a single word, including a way to say stop. Try twice, a month apart, then set the lead aside with a date and leave it alone.
| Question | Answer |
|---|---|
| How often | Every 30 days while active, then park for 3 to 6 months |
| How long | One or two lines |
| What must be in it | What they wanted, a small question, a way out |
The method
“Most cold-lead follow-up asks for too much: "Are you ready to buy?" "Just checking in!" Easy to ignore.”From a post in a Facebook group for real estate agents, about leads that went quiet six months ago. The same post says the messages that get replies are small, specific and easy to answer.
- Find what you know about them: what they wanted, in which area, at what price, and when you last spoke. Without that, you only have "are you still looking".
- Write about what they wanted, not about you. "When we spoke in March you wanted a three-bed near [SCHOOL]" is easier to answer than "checking in".
- Ask a question that has three answers: still looking, later, or stop. Numbers work well in a text.
- Offer something small and true when you have it: a new listing that matches, a price change on one they saw.
- Count the tries. Two messages, about a month apart. If both go unanswered, mark them parked with a date three to six months out and stop. You can restart then.
3 messages to adapt
Replace every [BRACKET] with a real fact. If you cannot, delete the line.
- Reply with 1, 2 or 3Hi [NAME], when we spoke in [MONTH] you were looking for [WHAT THEY WANTED]. Has anything changed? Reply 1 if you are still looking, 2 if it is on hold until [MONTH], 3 if you are sorted and I should stop. Any is fine.
- Something that matchesHi [NAME], a [TYPE] on [ROAD OR AREA] came on today at [PRICE]. It matches what you wanted: [TWO MATCHING THINGS]. Want the details?
- The last oneHi [NAME], I will stop messaging for now so I am not in your way. If it comes back up, reply to this and I will pick it up from here.
When to send them
- A lead is due 30 days after the last contact. The free tool counts it in calendar days.
- After two quiet messages, park the lead and set a date three to six months ahead. Put it in "Don't chase before".
- If they ask for a call after a date, write that date down. Do not message before it.
What to avoid
- "Just checking in!" with no reason.
- "Are you ready to buy?". It asks them to make a decision to answer you.
- Sending the same text again. Change what you ask or what you offer.
- Mentioning a property that is not a real match just to have something to say.
- Going past two quiet messages in a row. Park them.
Check the consent and opt-out rules where you work before you message people who have not been in touch for a long time. Not legal advice.
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See who is due today
Who to chase today
Paste the people you are waiting on, or type them in. It shows who to chase today, and why, and who can wait. It runs in your browser and nothing is sent anywhere.
Prefer a spreadsheet? The free follow-up desk works in Excel and Google Sheets.
Questions people ask
How do I re-engage a lead that has gone cold?
Write about what they asked for, make the answer easy, and give them a way to say stop. A smaller ask usually gets more replies than a bigger one.
How many times should I contact an old lead?
Two messages a month apart is a sensible limit. After that, park them with a date and leave it.
Should I remove leads that never answer?
Do not delete them. Mark them parked with a date, so you know why they are quiet and when to try once more.
What if I have no notes on what they wanted?
Ask: "What were you looking for when we spoke?". It is honest and easy to answer. Write the answer down.