Let’s be honest: follow-up is one of those things every real estate agent knows they should be better at, but it somehow always ends up on tomorrow’s to-do list.
And hey, no judgment here. You’re juggling showings, contracts, open houses, social media, phone calls, surprise drop-ins, and at least one conversation where someone asks if the housing market is about to crash. But if your follow-up game is more “we’ll see” than strategic, you could be losing out on listings — and not even realizing it. I’m not an agent, but I am a systems geek who helps agents reclaim their time and close more deals using the right tools. So let’s talk about the most common follow-up fumbles (and how to fix them fast).
1. You Wait Too Long to Reach Out
*”I don’t want to seem desperate…”
Look, we’re all conditioned to play it cool. But when it comes to leads, the clock is ticking. Studies show that responding within the first five minutes increases the chances of converting a lead by up to 900%.Waiting even a day gives your competition plenty of time to swoop in with a well-timed “Hey, just checking in…”
Quick Fix: Set up an automated (but friendly) email or text that goes out immediately after a lead comes in. Bonus points if it sounds like you and not a robot.
2. You Treat Every Lead the Same
All leads are not created equal. Some are hot and ready. Some are cold and just curious. And others are just looking for Zillow eye candy while bingeing Netflix. If you’re following up with everyone the same way, you’re wasting time on the wrong people — and maybe scaring off the ones who were ready.
Quick Fix: Use a simple tagging or note system in your CRM to sort leads into hot, warm, and cold. That way you can follow up with the right tone and timing for each one.
3. You Don’t Follow Up… Enough
This one stings, but it’s true: most agents stop following up after one or two attempts. But here’s the kicker — most clients don’t respond until the 5th to 12th touch. It’s not ghosting, it’s just life. People are busy. Inbox overload is real. Your message isn’t annoying — it just needs to be consistent, helpful, and human.
Quick Fix: Set up a follow-up sequence. Not just reminders. An actual plan that says, “Email 1 on Day 1, Text on Day 3, Check-in Call on Day 7,” etc. Make it easy to stick to by automating what you can.
The Bottom Line:
You don’t need to be pushy or perfect — just present. With a little planning (and the right tools), you can stop letting leads slip through the cracks and start turning “just looking” into “let’s list.”
Want help setting up a follow-up system that works while you’re working? Check out the Real Estate Sales Suite CRM — it was built with this exact problem in mind.
TL;DR Recap:
- Reply fast (like, really fast)
- Personalize your approach
- Stick with it longer than you think you need to
You got this. 🚀
