Be honest as a Real Estate agent you've probably got hundreds if not thousands of leads on your CRM, that even though you say you are in contact with 'all the time' it's highly likely that you aren't, and it's really only the 'hot' or 'warm' leads you focus on.

Well, you might just be sitting on a goldmine, and without following up on them, you'll never know! It's not difficult and it won't take a lot of time but leads you thought were cold, might now be 'warm' or even 'hot'.

Here's an example of a client of ours who have recently started a mail merge to their entire database:

'We have clients on our database going back to 2010, and following advice, we wanted to do a clean up + see just exactly we could be missing out on. So far we have contacted 1268 leads (from 2010 to 2016 and of these 29 came back positively as still looking and a couple came back wanting to sell. The rest we cleared out, and removed them'. Sue - Sapphire Properties - Feb 2022.

If you don't do anything about it, not only is it a waste of time and money generating the lead in the first place but you could also be missing out on a good number of sales!

This isn’t something you should do all the time of course, that’s what regular Email Marketing is there for, but every 6-12 months you should do a mail merge to your database asking if people are still looking, if they have bought, or if they are no longer in the market.

As we’ve mentioned before, it doesn’t take a lot of time to do, and the best bit – Mail Merge is completely FREE!

The Importance of Following Up on Leads