You’re at a standstill—you’ve managed to generate several real estate leads, but there’s been no movement since. You make a few phone calls, send off some e-mails, and nothing. Crickets.You carefully retrace your steps, but can’t seem to pinpoint exactly where in the process you went wrong. Sound familiar? In this post, we break down possible missteps and shed light on why your contacts aren’t converting to clients.

On this edition of Agent Insights we feature guest blogger Monica Hill, a REALTOR® located in Wilmington, DE. For more from Anita be sure to check out her Active Rain profile.

As the old adage goes—“The fortune is in the follow-up.” While the ways in which you can follow up with real estate leads have improved considerably in recent years, the fundamentals haven’t changed. However, these new opportunities have brought about some new twists and turns today’s real estate agents must be able to properly navigate in order to convert interested prospects into lifelong customers. 

Along with complex decision-making processes and long sales cycles, lead generation is undoubtedly one of the most challenging aspects of real estate marketing. There’s a common misconception that once a lead has successfully entered the sales funnel, business will immediately pick up.

At one point in the lead generation process, you had what seemed to be a hot real estate lead in the palm of your hand, carrying with it the promising opportunity for new business. And then…it turned cold. Your e-mails went unread. Your calls went unanswered. "Bueller...? Bueller...?"