This LogicClassroom discusses lead follow-up strategies that will help multiply your real estate business. While consistent lead follow-up is highly emphasized in all businesses, the reality is that many companies fail to uphold this standard. Never forget to follow-up with a lead again and learn the best strategies on how to contact different clients through emailing, calling, and retargeting.

1. IMPROVE YOUR CONVERSION RATE
WITH LEAD FOLLOW-UP
Presented by:
David Friedman
President
Boston Logic Technology Partners, Inc

2. T: 617.266.9166
www.bostonlogic.com
YOU GET 2 SWINGS AT THE PITCH

3. T: 617.266.9166
www.bostonlogic.com
LEAD GENERATION
 Generate leads through a variety of different channels
 Search engines
 Social media
 3rd party websites
 Open Houses
 Referrals
 Once lead is in your CRM system, there are 2 lead follow-up
strategies to abide by. We call it 2 swings and a pitch

4. T: 617.266.9166
www.bostonlogic.com
A LOOK AT THE NUMBERS
50% of leads do
not receive a
follow-up
94% of leads
are abandoned
within 72 hours
65% of
companies have
not established
lead nurturing
Sources: Voice of the Customer, MarketingSherpa

5. T: 617.266.9166
www.bostonlogic.com
BE FIRST TO FOLLOW-UP
Be
First
Leads are impatient
and expect to be
contacted
immediately
Agents who call
within 5 minutes
after a lead submits
a query are 100
times more likely to
reach lead
HBR: Companies
that contact a lead
within an hour are 7
times more likely to
have a meaningful
conversation

6. T: 617.266.9166
www.bostonlogic.com
BE CONSISTENT, BE VIGILANT
3 Channels
E-mail
Telephone
Retargeting
 A large percentage of
users are not ready to
buy, sell, or rent right
now
 Must be patient and
nurture a lead
 Process may take
months, even a year

7. T: 617.266.9166
www.bostonlogic.com
BE CONSISTENT: EMAIL
 Include leads in relevant
drip campaigns,
newsletters, and daily
listing updates
 When possible, personalize
emails
 Emails, even if they are
automated, should sound
like they are directly coming
from the agent

8. T: 617.266.9166
www.bostonlogic.com
BE CONSISTENT: USE THE TELEPHONE
 Cheap and effective method
to connect with leads
 Agents should tag leads
they haven’t spoken to in a
week or month and call
 Key is to not be afraid of
rejection

9. T: 617.266.9166
www.bostonlogic.com
BE CONSISTENT: RETARGETING
Lead visits
site
Cookie placed
on computer
Targeted with
ads to bring
them back
Covert Lead
 Retargeted Ads
 Place cookie on computer of previous site visitors
 These visitors will be retargeted to bring them back to your site
 Ads run on websites ranging from newspapers to Facebook
 Send appropriate ads based on whether site visitor is looking
to sell, buy, or rent a home

10. QUESTIONS???
www.BostonLogic.com/blog
David Friedman
dfriedman@bostonlogic.com
www.bostonlogic.com
617.266.9166