Leads are the lifeblood of your real estate business. If you don’t carefully work your leads, you will lose out on future business. Here are some common missteps.

Waiting to Follow Up

How quickly do you respond when a lead comes in? Texting or calling within a few minutes of the lead coming in exponentially increases your chances of converting that lead.

Ignoring People Who Aren’t Ready Now

Even leads from people won’t buy or sell for many years are valuable. Sure, you may manage leads differently for people planning to buy or sell now versus those who have no immediate plans to move, but you want to be at the top of the list for both groups.

Failing to Systematically Work Your Leads

There are many ways to effectively work leads, but “winging it” is not a path to success. Whether you use an existing lead-generation system or create your own, consistency and follow-through will pay off. Even with a system, though, be sure to track your results and make tweaks when you see ways to improve.

Not Giving Leads Worthwhile Content

Are you providing your leads something they value—market data or buying/selling tips or meaningful, welcome interactions? Although your goal is to convert leads to clients, if you focus solely on what you want rather than what your leads value, people will tune you out.

Letting Past Clients Slip Off Your Radar

Seventy-five percent of buyers say they would use their real estate agent again or recommend that agent to others. Another 14% say they probably would do so. The percentages are also high for sellers. Treating past clients as leads for future deals can pay off handsomely.