How to Convert Online Real Estate Leads – Follow-Up Scripts & Strategy That Work

Follow-Up Strategy

Let’s get real: the reason online leads don’t work for most agents isn’t because the leads are bad — it’s because most agents either don’t follow up at all… or they give up way too early.

At Big Frontier Group, we don’t believe in blaming the system. We believe in getting better at the follow-through.

One of the most successful agents in our network — with over $500 million closed — broke it down like this:

“The goal isn't to convert someone instantly. The goal is to talk to them while they're curious.”

That one mindset shift changes everything.

👀 Here’s the truth about online leads:

  • Most of them are “just looking”

  • Many are months (or even years) away from buying or selling

  • They need a guide, not a closer

  • And they will work with the agent who follows up with empathy and consistency

🛠️ The Rhythm That Actually Works

If you’re getting leads from META (Facebook/Instagram), Google, Zillow, or anywhere else — here’s the simple but powerful follow-up sequence that actually sparks conversation and builds relationships:

📞 1. Call Within 60 Seconds

Speed matters. If they just clicked, they're still thinking about it. Catch them while they’re curious.

📞 2. Call Again

Most people don’t answer unknown numbers on the first ring. A second dial says, “Hey, I’m a real person.”

💬 3. Send This Text

“Hey [First Name], just left a quick voicemail about your home search. Are you only looking for a house, or are you open to a townhome too?”

This starts a convo and invites a response without pressure.

📧 4. Follow with an Email

Subject line: Just tried to reach you
Body: Use the same message you texted. This keeps it consistent and shows you’re serious.

⏱️ 5. Nudge Text a Couple Hours Later

“Let me know…”

Short. Light. No pressure. But a reminder that you’re still here.

📊 Why It Works

Agents who follow this flow contact 50% more of their online leads. That means more convos, more relationships, and more deals down the road.

This isn’t about forcing sales — it’s about being the first friendly voice they hear after clicking “learn more.”

💡 Take This With You

Save the flow. Print it. Memorize it. Share it with a teammate. Tweak it to fit your style — but whatever you do, don’t ghost your leads.

They clicked for a reason. Stay curious about what they’re curious about.

And remember: you’re not chasing — you’re inviting.