Chapter 6


No matter where your agent-ready buyers come from, the number one rule for converting new leads into offer-generating home buyers is to respond quickly.

An incredible 49% of home buyers in a recent California Association of Realtors Home Buyer Survey reported that they expect an instant reply from an agent. An additional 29% have generously tapered this expectation to within 30 minutes.

We’re going to assume that if you’re reading this Offer Generation Playbook, you’re the type of real estate agent that makes an effort to respond to leads quickly, but there are a few things you can do to ensure that your follow up remains lightning fast at all times.


Set Up SMS Alerts for Web Inquiries

Most websites deliver an email when a contact form is completed, but how about a text message?

Set up your inbox to send you a text message any time you receive a lead from your website. You can do this with free services like IFTTT (If This Then That). Don’t let a precious minute go by. Get in touch with your new leads within minutes, no matter where you are.

Deliver Instant Gratification

Even if you can’t place a call immediately, give users the feeling of instant gratification by routing them to your home search platform or mobile app.

Give them something valuable that they can take action on right away to satisfy their urge to make progress.

Build Credibility

When agent-ready buyers makes contact, reinforce that they’ve made the right decision. Send them a welcome email with FAQs, a welcome video and client testimonials.


Once you’ve responded, prioritize inbound inquiries so that you identify and focus on those prospects who are most likely to generate offers first.

Don’t over-invest in a buyer who is considering a move in six months once they finish grad school when you have a RELO buyer who’s already started their new job.