I don’t know who needs to hear this, but: 

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Be annoying. 

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Not actually, but more like:

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Pleasantly persistent. 

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See a lot of salespeople avoid routine follow-ups with leads because they “don’t want to be annoying”.

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I’ll tell you what’s annoying…

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Loan Officers that operate in the Zero. 

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Zero follow-up systems with zero direction, zero sense of conviction, and zero consistency. 

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If you have the right mindset and system for follow-up, you won’t feel like you’re annoying. 

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You’ll feel empowered - and people will notice that, and trust you. 

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So if you want to turn those leads into loans, then let me do you a favor and give you my tried and true forever follow-up formula. 

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1. Strike While the Iron is Hot

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Timing is everything. 

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The moment a lead comes in, your clock is ticking. 

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Studies show that contacting a lead within the first five minutes can significantly increase your chances of converting them. 

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So, make it a rule: as soon as a new lead comes in, reach out.

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A quick call, text, or email can make all the difference.

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On my personal production team, my Loan Partner 1 understands our standard is max one hour to contact a new lead.  

Money loves speed so get speedy to the lead.

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2. Create a Follow-Up Schedule

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One touchpoint isn’t enough. 

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You need a follow-up schedule that spans days, weeks, months and even years.. 

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I recommend a mix of phone calls, emails, and texts, spread out over time, and yes, this can be automated. 

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At first you’ll need a manual levered system, but eventually you can elevate to a leveraged levered system (tech).

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Mine are almost all done through text messages within Big Purple Dot CRM.

Optimal lead conversion happens when marketing, sales and tech work together. 

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Start with daily contact for the first week, then every few days, then weekly, and eventually taper off to monthly. 

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Organization is the key. 

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Consistency is lock that opens the door.

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3. Use Multiple Channels

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Don’t rely on just one method of communication. 

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Use a mix of calls, texts, video messages, emails, and even social media to keep in touch with your leads. 

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Some people prefer the immediacy of a phone call, while others might respond better to an email they can read on their own time. 

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The goal is to meet them where they are.

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4. Personalize Your Approach

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Generic follow-ups don’t cut it. 

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Make sure each touchpoint feels personalized and relevant to them.

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Reference your previous conversations, mention specific needs or concerns they shared, and offer tailored solutions. 

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When leads feel like you understand their unique situation, they’re more likely to trust you and move forward.

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5. Offer Value Every Time

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Your follow-ups should never feel like nagging. 

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Each one should provide value—whether that’s sharing a relevant market update, offering a free consultation, or simply answering a question they had. 

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Sending a Loom recording of useful information or providing the lead one specific relevant nugget of information always wins. 

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This positions you as a resource rather than a salesperson, which builds trust and keeps the conversation moving forward.

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6. Don’t Give Up Too Soon

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It’s easy to get discouraged when a lead doesn’t respond right away, but remember: persistence pays off. 

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It often takes 5-7 touchpoints before a lead converts. 

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If you’re not seeing immediate results, don’t throw in the towel. 

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Stay consistent, stay patient, and keep showing up.

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It’s all about catching people at their right time. 

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So now for your next move…

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Take a hard look at your current follow-up strategy. 

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Are you reaching out often enough? 

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Are you using multiple channels? 

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Are you offering value each time?

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Do you even have your lead conversion system documented?

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If the answer to any of these questions is no, it’s time to step up your game. 

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Install this follow-up formula, and watch your conversion rates soar.

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The fortune is in the forever follow up.

Increase the quality and quantity of your flow frequency. 

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- Amir

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P.S. We’ve still got a few spots left to join the BIGGEST Real Estate conference of the year happening in Dallas on October 11th. 

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So if you want in on the most exclusive industry insights, strategies, and systems we reserve for our GO! Students...

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Secure your seat at Fall GrowthCon 2024 ASAP.

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