⭐️ To learn how to convert more leads in less time with Smart Lists, watch this Smart List Webinar (30-minute video)
Recommended Smart Lists
Use these lists to consistently work your leads -- never let another lead slip through the cracks.
This should be checked every day. Once you connect with the lead and determine their status, log the communication and change their stage so they are moved off the list.
Hot Prospects/2x Week
Dive into this list at least twice a week. Share new listings, market updates, and check in to provide value so you can convert these prospects to clients. These leads are actively searching for a home or ready to sell theirs. Your outreach goal is to book an appointment, build rapport, and convert them into a client.
You should naturally have a lot of regular communication with these clients. If you check this list and your last communication was more than 5 days ago - reach out.
These are contacts that have shown interest in a property or working with you but you have not yet been able to convert. Send them highly valuable content once a month so they don’t forget about you when they are ready to pull the trigger. (For ideas on sending relevant content, watch this video.)
Past Clients/SOI/1x Quarter
This list is your pot of gold. Consistent and helpful content will help you get more referrals and expand your network. You should be connecting with contacts on this list at least once per quarter. See this blog post for ideas.
Using Mitch Ribaks’ formula
- Stage = Lead
- Last Call made = more than 2 days ago
- Calls Made = less than 6
Closing Anniversary, Birthday, Anniversary
- Birthday = in the next 14 days
Send a card to these contacts and call them on the big day
Leads That Returned to Website + Viewed Multiple Properties*
*Note: this works with supported IDX integration
- Properties Viewed = greater than 2
- Last Visit = less than 14 days ago
This list will show you when someone has engaged with one of your recent emails so you can reach out when they open the email or click a link.
- Last Visit Email Activity = less than 7 days ago