How to Identify and Nurture More Warm Leads

Agents and brokers can spend hundreds or even thousands of dollars a month on online leads. Some of these leads pan out, but the vast majority are either cold to begin with, or lukewarm at best.

However, that doesn't mean these leads have no value. Just because they may not be ready to buy today doesn't mean they won't be ready next month or six months down the line. For agents, the key is nurturing those cold leads and being able to identify when they're ready to buy.

So how does one tell when a consumer is ready to jump into the market? The trick is to monitor how they interact with your drip marketing emails and how they behave on your website, your property search app, and other similar tools.

Today, we're going to look at a few "tells" that signal that your lead may be ready to make the jump to client in the near future.

How to Tell When a Lead is Warming Up

First things first: to be able to monitor your leads, they must be signed up for your drip emails, or be registered users of your website, mobile app, or other tool. For drip campaigns, this can be as simple as importing your contacts into your CRM or drip marketing platform. Some solutions, like Listingbook, who we'll be using as an example later in this article, make importing contacts and assigning them to nurture campaigns easy. For website and mobile users, consumers will need to sign-up of their own volition. You can, however, encourage them to do this via your nurture campaigns!