The 7-Touch Follow-Up Sequence That Converts Cold Leads into Closed Deals
Most real estate agents give up on leads too quickly. They send one or two follow-ups, get no response, and assume the lead isn't interested. But data shows that 80% of sales happen between the 5th and 12th touch. If you're giving up after 2-3 attempts, you're leaving money on the table.
The problem isn't that leads aren't interested—it's that they're not ready yet. The average home buyer takes 3-6 months from initial inquiry to making a purchase decision. During that time, they need consistent, valuable touchpoints that keep you top-of-mind without being pushy.
Enter the 7-touch follow-up sequence. This proven framework ensures every lead gets the right message at the right time, moving them from cold prospect to hot lead systematically and predictably.
Touch 1 (Immediate): Welcome message with value. Thank them for their inquiry and provide something useful—a market report, buyer's guide, or neighborhood insights. The goal is to establish value immediately.
Touch 2 (Day 2): Educational content. Share a helpful article, video, or resource related to their specific needs. This positions you as a trusted advisor, not just another salesperson.
Touch 3 (Day 5): Social proof. Share a success story or testimonial from a client in a similar situation. This builds credibility and shows that you deliver results.
Touch 4 (Day 10): Soft CTA. Ask a low-pressure question: 'Have you had a chance to review the market report I sent?' This re-engages the conversation without being pushy.
Touch 5 (Day 20): Value-add. Provide another piece of valuable content—maybe a pricing analysis, investment insights, or local market trends. Keep delivering value.
Touch 6 (Day 35): Direct ask. By now, you've provided massive value. It's time for a direct call-to-action: 'I'd love to schedule a quick call to discuss your goals. Are you available this week?'
Touch 7 (Day 50): Final value drop. If they still haven't responded, send one last piece of high-value content with a soft CTA. This keeps the door open without being annoying.
The beauty of this sequence? It can be 100% automated with AI. Your AI agent sends each touch at the perfect time, personalizes the content based on the lead's behavior, and escalates hot leads to you immediately when they show buying signals.