Follow-Up Mastery: Turning Online Leads into Sales

Module 1 – Understanding Why Leads Don’t Convert

• The property buyer journey: Awareness → Interest → Consideration → Decision
• The “leaky funnel” problem: where agents lose leads
• Group Exercise: Map participant’s current lead flow & identify key drop-off points

Module 2 – Getting a Response from Leads

• Psychology of online property leads & why they ghost
• Response Triggers: Speed, personalization, and value-first messaging
• Role Play: Handling “just browsing” and “not urgent” leads
• Implementation: Drafting a personal first-response template

Module 3 – Securing Appointment Commitments

• Why leads don’t commit to appointments (low urgency, low trust)
• The 3 Keys to Commitment: Pre-frame value, micro-commitments, and confirmation systems
• Demo: WhatsApp appointment and reminder flows
• Pair Exercise: Design a 3-message sequence (response → appointment ask → confirmation)

Module 4 – From Appointment to Viewing

• Why buyers cancel or no-show property viewings
• Strategies to increase show-up rates (preview content, emotional hooks, reminders)
• Role Play: Handling cancellations and postponements
• Group Activity: Draft a pre-viewing teaser message to excite buyers

Module 5 – Post-Viewing Follow-Through to Sale

• Why sales are lost after viewings (comparison, hesitation, poor follow-up)
• The “Thank → Recap → Next Step” follow-up framework
• Demo: Effective post-viewing WhatsApp/email template
• Implementation: Drafting a 24-hour follow-up sequence
• Final Exercise: Build a personal “Lead-to-Sale Conversion Map” (scripts, timing, KPIs)