In anyone’s real estate career it’s likely that a lead or two will go cold. They’ve either ghosted you and left you wondering, “What do I do with this person? We had something going, and they just disappeared.” You could send out email marketing campaigns, or drip messages to your database with no real results. Let's go over some of the best ways to reengage a cold prospect and help you get that person back, so you can help them with their real estate goals.
The Nine Word Email
The first technique is a nine word email. Got someone you haven’t talked to for a while, this method can help get the conversation going again. Set it up like this:
Subject: Thomas [or whatever their first name is]
Body: Are you still looking for a house in Teaneck [or wherever you are]?
That’s it, that's all! No signature or have a great day. Just that one question and hit send. It’s short, doesn’t take much of your time, and it’s a good way to reengage instead of beating around the bush.
Send it as a text
Same rules apply, you can use the same technique in a text. No, “hey how’s it going,” just “Thomas, are you still looking for a house in Teaneck?” or “Frank, are you still selling your house in Teaneck?”. Keep it as simple as possible.
How to hop on the phone and get new leads.
Now, we’re going to assume they don’t pick up. They often don’t. The goal is to get them interested enough to call back. What I do is leave a vague voicemail along the lines of, “Hey, Thomas. It’s Marc with the Links Residential. I found an great house. I know you’ve been looking for a 2-bedroom, 2 bath under $300,000, and I found one I think you’re going to love. Give me a call. I’d love to tell you about it.” Then hang up the phone.
The point isn’t that you actually found the perfect house for them. The point is to get them reengaged in a conversation about buying or selling. If you’re doing this with a thousand people, you’re not going to be able to have a house for all of them, but if you’re doing it for one or two people who have gone cold, it’d be great to have a specific house in mind to reference.
Sellers want buyers. So be their source of buyers.
You can use all the same techniques with sellers. It's a bit harder to pull off , but it’s really easy to pull off in a cold market and even a normal one. For this technique, you call them up and leave a voicemail like, “Hey, Thomas, I know you were thinking about selling your house. I've actually got a buyer looking for a house just like yours. They want it to be under $2 million and they’re looking for a 3 bedroom. I just wanted to know if it would be okay to let them know about your house.” Then hang up. If you’re doing it by text also, it’s the same idea. Don’t worry about asking them how it’s going, just get right to the point. Be the person who takes care of this for them.
Want even more tricks for reengaging cold leads?
Give me a call or shoot me a message. I’d be happy to chat with you and give you some more ideas.