9 Seller Lead Follow-Up Moves That Win More Listings

Customizing Your Follow-Up by Lead Source

Not all leads are created equal. Where they come from tells you a lot about their mindset…and how you should follow up.

Website Leads (Home Value Tool or Contact Form)

These leads are often curious homeowners browsing late at night. They may not be urgent…but they’re info-hungry.

What to do:

• Send their home valuation ASAP

• Ask questions in your text/email like:

  “If you were to sell, when would be your ideal move-out date?” “Have you made any updates that might affect value?”

Follow-Up Tip: Use a mix of soft touches (email guides, checklists) and offer a free home walkthrough when they’re ready.

Zillow or Realtor.com Leads

These leads are hotter…they’re actively requesting an agent. But they may also be talking to 3–5 others.

What to do:

• Respond in 2 minutes or less

• Reference the platform directly:

  “Hey [Name], saw your inquiry come through Zillow…just wanted to introduce myself and offer a pricing breakdown on your home in [Area].”

• Show social proof fast (reviews, stats, testimonials)

Follow-Up Tip: Follow up twice a day for the first 3 days. These leads make fast decisions. Strike while the interest is high.

Social Media Leads (Facebook/Instagram)

These are often low intent but curious. Maybe they downloaded a freebie or clicked on your ad. They don’t want to be sold to…yet.

What to do:

• Text or DM casually:

  “Hey [Name], saw you grabbed the home value estimate…was there anything specific you were curious about?”

• Focus on education…send videos, articles, checklists

• Warm them up slowly…offer a free strategy session or seller workshop invite

Follow-Up Tip: Retarget them with content: market videos, success stories, or your personal story. These leads convert after trust is built.

Open House Leads

Often nosey neighbors or future sellers “just looking.” Low urgency, but high potential.

What to do:

• Text:

  “Hi [Name], it was great meeting you at the open house on Maple Street. If you’re ever curious about what your home might sell for, I’d be happy to prepare a quick report.”

• Follow with a CMA and email:

  “Thanks again for stopping by…here’s a breakdown of what similar homes nearby are selling for.”

Follow-Up Tip: Use quarterly check-ins and monthly neighborhood market updates. Eventually, they’ll sell…and remember your value.

Referral Leads

These are gold. Warm, personal introductions. Treat with extra care.

What to do:

• Reference the referrer in your opening message:

  “Hey [Name], [Referrer] mentioned you might be thinking of selling. I helped them sell last year…would love to see how I can help you too.”

• Offer a 1-on-1 call or coffee chat

Follow-Up Tip: Be more personal, less automated. They expect VIP treatment…and you’re now representing your mutual connection.

Now that you’re customizing for each lead source, let’s go back to the sequence and finish strong.

Day 1–14 Follow-Up Recap (Universal Timeline for ALL Leads)

• Day 0: Call, voicemail, text, and email w/ value

• Day 1: Seller guide + text check-in

• Day 3: Second call + follow-up email with more value

• Day 5: Text with buyer demand hook

• Day 7: Email: “What’s holding you back from selling?”

• Day 10: Third call + friendly voicemail

• Day 14: Email with seller FAQ or market myths

Each message has one goal: build trust through value. Make it easy for them to say, “Yes, I want to talk more.” Do 12-15 “touches” before putting them in nurture mode if they still haven’t gotten back to you.

Here’s a little golden nugget I like to use to get someone that is ghosting me to respond. It is 100% effective but it works 70% of the time. Just one text:

“Hey [name], have you given up on selling your house?”

Chris Voss, author of Never Split The Difference, uses this exact structure with his follow up. He was the go-to FBI hostage negotiator and would use this tactic to get people who were not responding to respond. He says ask questions that get a “no” answer to lead the way to yes. 

What that means is ask them something like “Would you be opposed if we did….” 

The reason being, humans, by nature are programmed to say no, especially when they feel uncomfortable – in this case, talking to a new person – aka YOU. When you ask “Would you be opposed in hearing how I can help you?” NO ONE is going to sit there and answer “YES, I would be opposed.” They will naturally say “no.” Which is an easier way to get a yes response to move the convo forward!

If you haven’t read his book, I highly suggest getting a copy. It is a fantastic read!

In this case “have you given up on selling your home?” If they haven’t given up, they will respond “NO, sorry I’ve been busy” or “NO, my cat’s cousin was in the hospital” “I went with another agent” or whatever. BUT, if they say “yes” they have given up. That is still a win. YOU GOT A RESPONSE and closure so at least you’re not spinning your wheels. You can focus on other prospects. Some people call that the “ghost buster” text.

After Day 14 – Nurture Mode

No response? That’s okay. Most listings take 60–180+ days to convert.

• Add to monthly email newsletter

• Continue texting every 30–45 days

• Use Facebook retargeting ads

• Check in on holidays, big market shifts, or neighborhood activity

Example monthly text:

“Hey [Name], a home just sold on your street for $32K over asking. Want me to send you the details?”

Why This System Works

• It builds trust through value, not pressure

• It keeps you top of mind without being annoying

• It makes follow-up automatic, not random

• It focuses on the seller’s needs, not your commission

This isn’t magic…it’s execution. Most agents give up too soon or wing it. When you follow this step-by-step plan and pair it with a great website (like the ones we build), you’ll stop chasing and start converting.

I have a client that emailed someone for 4 YEARS once per week. 4 YEARS. The seller chose to work with them. Reason being: they respected the follow up, the effort, consistency, and the hustle. He sold the home for 6.2 million dollars. I’ll take that commission any day!

Ready to Put This Into Action?

If you want a luxury website that doesn’t just look good…but turns cold leads into conversations…Digital Dream Homes is your secret weapon.

We’ll build the online presence. This guide will help you turn clicks into closings.

Book Your Free Strategy Call with Digital Dream Homes

And if you liked this guide, make sure to also read:

• How to Capture Seller Leads with a Home Value Tool

• How to Attract High-End Sellers Online

• Real Estate Website Conversion Tips

• How to Build a Seller Funnel

Now go turn those leads into listings. You’ve got everything you need.

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