Winning in real estate isn’t just about getting leads—it’s about nurturing them until they’re ready to buy or sell. Many agents give up too soon, but the most successful ones know that consistent follow-up and remarketing can turn a lead from years ago into a deal today.
In this guide, we’ll break down exactly how top agents use remarketing and follow-up to stay top-of-mind and secure listings—even years later.
The Power of Follow-Up & Remarketing
Why Long-Term Nurturing Matters
Many agents focus only on short-term wins. But leads often take months or years before they’re ready to act. Staying visible and providing ongoing value ensures that when the time is right, you’re the agent they call.
Real-Life Success Stories
Leon’s 6-Year Follow-Up Win
- In 2018, Leon gave a seller a home valuation. The seller didn’t like the price and listed with someone else.
- 182 days later, the seller canceled that listing after not getting an offer.
- Thanks to remarketing and staying in touch, Leon was the agent the seller called years later.
- Now, in 2024, Leon has the listing because he remained consistent and top-of-mind.
Tanya’s Multi-Year Referral Pipeline
- A lead from 2020 didn’t use her initially but referred her to a friend.
- That referral resulted in a home sale in 2023.
- Recently, the original lead came back and listed two high-end vacant lots with Tanya.
- Consistency builds a lasting reputation and referrals.
How to Build a Remarketing System
1. Set Up Remarketing Ads
- Use Facebook and Google remarketing to keep past leads engaged.
- Run “What’s Your Home Worth?” ads to re-capture past leads.
- Target people who have engaged with your website or emails.
2. Automate Email & Text Sequences
- Use tools like StreetText and Follow Up Boss for automated touchpoints.
- Example follow-up timeline:
- Day 1: “Hey [Name], just checking in! Have your real estate needs changed?”
- Day 7: Send a market update email.
- Day 30: “Are you still considering selling? I’d love to provide updated insights.”
- Quarterly: Home valuation updates & success stories from past clients.
3. Track Engagement and Prioritize Leads
- Use Homebot or CRM tools to see which leads are active.
- Look for:
- Leads checking home values frequently.
- People engaging with your emails.
- Those clicking on your remarketing ads.
- Prioritize calls & personal follow-ups for engaged leads.
Winning Scripts & Follow-Up Templates
Overcoming “I’m Just Looking” Responses
Lead: “I was just looking, not really interested in selling.”
Agent: “Totally understand! A lot of people start by looking. Would you like me to send you a market update every few months so you stay informed?”
How to Keep Conversations Going
Heather’s Strategy:
- A lead told her 6 times that he wasn’t interested.
- She kept asking simple questions like:
- “If you did sell, where would you move?”
- “Is this your forever home?”
- By the end of the call, she booked an appointment.
- Lesson: Keep the conversation open with curiosity, not pressure.
How to Re-Engage Old Leads
Example Text:
“Hey [Name], I noticed you checked your home value report recently. If you’re curious about the latest market trends, I’d be happy to share some insights. Let me know if I can help!”
Tools & Automation Tips
1. Use AI & CRM Automations
- Follow Up Boss or StreetText for automated text & email sequences.
- Smart Alto for AI-driven seller lead identification.
- Homebot to track lead activity & send market updates.
2. Send Personalized Handwritten Notes
- Example: “Hey [Name], great chatting with you! Hope I’m lucky enough to earn your business one day. Here’s a scratch-off ticket—maybe we’ll both get lucky!”
- Why it works: It’s memorable, personal, and gets them to reach back out.
3. Social Media & Video Content
- Post videos showcasing your personality and expertise.
- Share real estate success stories & market tips.
- Engage with past leads’ content to stay top-of-mind.
Conclusion
The agents who close more deals aren’t necessarily generating more leads—they’re maximizing the ones they already have.
By setting up remarketing, automated follow-up, and strategic engagement, you can convert leads months or even years later.
Next Steps:
✅ Implement a remarketing ad strategy.
✅ Automate email & text sequences.
✅ Prioritize engaged leads using CRM tracking.
✅ Keep conversations going with smart scripts & handwritten notes.
✅ Stay consistent—because consistency wins deals.
