It’s in your best interest to hang on to most leads, even if they’re not buying right away. Staying engaged with these leads in the long term can be tricky, but there are steps you can take to make the process easier – and more rewarding.

Our guide, Lead Nurturing 101, will show you how to handle those leads who are requiring a bit more TLC to inch them toward buying a home. Although speed to lead is key, once you’ve acquired a lead, it’s often a marathon and not a sprint. 

The guide features tips and scripts on how to:

  • Make the right first impression
  • Focus on the long game
  • Keep your eyes on the prize
  • Follow up, follow up, follow up
  • Develop a strategy for each lead
  • Personalize your outreach
  • Get creative where you can


Make the right first impression

Introduce yourself and let them know the type of expertise you can provide. Be friendly and helpful. Give them a reason to remember your name when their friends ask if they know any great real estate agents.

Focus on the long game

These home shoppers have shown an interest in at least one property on StreetEasy. That’s a good sign. Add them to your long-term follow-up plan and be patient. You never know when you can nurture them into an active home shopper.

Keep your eyes on the prize

Use the statuses available in the StreetEasy app to keep track of where all of your leads and connections are in their journey. Make sure to prioritize those who are actively looking, submitting offers, and under contract.

Follow up, follow up, follow up

Keep in contact to stay top of mind. Follow up, and if they don’t respond right away, don’t give up! Studies show that on average, consumers respond after 8 attempts to contact them. And the goal in following up is to get the lead on the phone, because it’s the best way to gather as much information as possible and build rapport.

At the very least, check in on a monthly basis to ensure the momentum doesn’t slow.