Hot lead guide
What to do with Hot Leads...
Not Available On Mobile
Open on a Computer to Explore
WHAT IS A HOT LEAD?
*Someone interested in transacting in the next ~6 months*
(Could be much shorter, could be a bit longer)
This only goes over the buyer flow, as 99% of our leads are buyers
THE HOT LEAD PROCESS
Go through the flow chart below
(Use the tabs below to revisit specific points)
LEGEND
Tags
Stages
Deal Stages
Agent Communication
Lead shows interest to buy in the next ~6 months
Intro Call Booked w/ Lead via Calendly
Create Intro Call Appointment in FUB
Add Hot Lead Tag
Change Stage to Hot Lead
Create Hot Lead Deal Stage
Agent gets an Email notifying them of the new Hot Lead
We create a text group chat connecting the Agent & Hot Lead
Agent immediately replies to the text group chat with a quick message
(Example: great to have you on board, looking forward to chatting…)
Calendly workflow engages the Hot Lead with text & email reminders before the call to ensure they show up
Agent calls Hot Lead at the scheduled intro call time
No Show (after calling 2x)
Shows Up
Set Appointment Outcome to No Show
Agent sends text to reschedule call in the original group chat text
Go over their criteria, goals, plans + timeline – Give as much insight as possible, while building strong rapport
Talk about the next steps they’ll have to take after the call
(Explain exactly what they’ll be doing – either going thru home search or getting approved)
Add a note of the No Show
Paying Cash
Financing (Approved)
Financing (Not Approved)
Agent follows up with a call, a text, & an email everyday for next 7 days to try & get in contact
Set them up on a property search w/ their criteria
Explain the benefits of using your property search compared to browsing on other sites
Explain that they need to meet with a lender to get approved before getting set up on a custom home search
Still No Contact
Add Revive Tag
Agent stops contacting lead, & we will try to recover
Made Contact
Follow the flow to the right starting at:
“Shows Up”
Email them the link to the home search while on call
Make them open up the property search while on call
(Walk them through it & tell them what they should be doing, how often to look, etc.)
Book your next meeting/tour date while on the call
Call Ends
(Cash or financing – already approved)
Immediately send a follow up text thanking them for talking, looking forward to next meeting + crushing the home search process
Change Deal Stage from Hot Lead to Property Search
The day after the intro call, reply to your email where you sent them the home search link & double check that everything is working on their end
Check in once a week w/ a call, a text, & an email
(The goal here is to get them touring properties and to stay top of mind)
If it’s been over a month since you’ve heard from them while sending weekly check ins, add the Revive tag
Once they are touring properties with you
Change Deal Stage from Property Search to Viewing Properties
Once they are making offer(s)
Change Deal Stage from Viewing Properties to Making Offers
Once their offer got accepted
Change Deal Stage from Making Offers to Pending
The day the transaction closes
Change Deal Stage from Pending to Closed
Change Stage from Hot Lead to Past Client
CONGRATULATIONS 🎉
Walk them through the financing process from pre approval all the way to closing and the closing timeline when financing
Explain that a great local lender makes a difference in a competitive situation & how your lender recs are beneficial when beating other offers
Email them your lender recommendations while on the call
Ensure they received the email & then walk through when they plan to reach out & go over how long the approval process typically takes
Sell them on the benefits of your resources & your home search tools so they’ll be more inclined to get approved ASAP
Book your next meeting with them while on the call, 1-2 weeks from today
(They should get approved by then)
Call Ends
(Financing – not approved)
Immediately send a follow up text thanking them for talking & looking forward to starting the buying process
The day after the intro call, reply to your lender recs email & double check that they have the recs
Check in once a week with a call, a text, & an email until they’re approved
(The goal here is to get them approved and to stay top of mind)
If it’s been over a month since you’ve heard from them while sending weakly check ins & they haven’t gotten approved, add the Revive tag
Once they’re Approved, follow the flow to the left starting at:
“Set them up on a property search w/ their criteria”
For sellers, use the seller deal stages instead of buyer deal stages shown above
(For more info on seller deal stages, check out the Follow Up Boss Guide)
Copyright 2023. All Rights Received.