Buyer/Seller leads are simply homeowners selling their home and buying a new one within the same area – sort of a double whammy for real estate agents. The thing to keep in mind when following up with these type of leads is that they’re more interested in where they’re going than where they’re coming from. So if they don’t yet have another home in mind you should constantly provide them with listings that are for sale!

Also, your rate of contact with them should vary depending on if they’re short term or more long term. Long term buyer/sellers you can contact and build trust with over a month by month period, where as with short term buyers/sellers you want to get at them every week or so. Find out what the lead is REALLY looking to do, because quite honestly, buyers are liars. We’re sure you’ve heard that one before – buyers will tell you they want to downgrade, till they find out their home’s value – then they get all kinds of excited and want to upgrade.

Or they’ll tell you about all the features they want in a home, but then wind up buying a property that is NOTHING like what they said they wanted. Just take a deep breath and count to 10 – we know these type of seller/buyers can be frustrating, but hey, they ARE paying your commission, so that makes it easier to cut them a little slack.

There are several pieces of information you can send your leads during the follow up stage. As we’ve already mentioned, it is imperative to send the lead a steady supply of listings for sale and their price, because they’re looking for a new home. You also want to notify them every time a competing property sells and what it went for then compare it to the one they live in and explain what that may mean for them. With every transaction in the market, values will go up and down – it’s never static. You can also send them actual ways to increase their home’s market value, information on home loan and mortgages, even information outlining the kind of marketing you would do if you list their home.

As with seller leads, it is important to get to the leads IMMEDIATELY, before another agent snatches them right out from under you. Be consistent and persistent with your follow-up and provide really valuable information for your leads, and you’ll get the listing. You just have to work at it.