They need to know you can nurture a warm lead patiently over 5 to 10 touchpoints using different types of content, not just repeated check-ins that turn people off.
Outline a multi-touch sequence that mixes email, text, and call, each offering something relevant. Mention you'd monitor opens and clicks to prioritize leads who are engaging, and you'd stop after a reasonable number of non-responses.
Space out your touches over several weeks, an initial follow-up soon after they go quiet, then gradually wider gaps, aiming for somewhere around five to eight total attempts rather than daily contact that starts to feel pushy. Vary both the channel and the content each time: an email with new listings matching their criteria, a casual check-in text, a call with a specific update like a price change or new comparable, or a useful resource like a market update, rather than repeating the same "just checking in" message. Track engagement, if they open emails or click links, prioritize a personal follow-up with them over colder leads. After a reasonable number of unanswered attempts, shift them into a longer-term, lower-frequency nurture list instead of continuing direct outreach indefinitely.
Situation
A lead filled out a form on our site asking for a showing of a 3-bedroom condo, but after one enthusiastic phone call, he stopped responding to my emails and texts.
Task
I needed to re-engage him without annoying him, keep our brokerage top-of-mind, and ideally book the appointment within two weeks.
Action
My first follow-up was two days after the silence: I sent a short email with a neighborhood market report that included the condo's listing, no pressure. Three days later, I sent a text with a link to a new virtual tour video we just posted. After another four days, I left a casual voicemail mentioning a price drop on a similar unit, inviting him to compare. Each touch added value, and I spaced them out without just saying 'checking in.' I tracked his email opens and link clicks to see if he was still interested.
Result
He replied to the second email, saying the report was useful, and we booked a showing for Saturday. He ended up making an offer two weeks later, and he told my agent he appreciated that I wasn't 'a pest.'
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