Lead Generation and Follow-Up: Ready-to-Use Sales Meeting Activities for Your Team

In real estate, success hinges on two fundamentals: generating leads and following up consistently. As a brokerage leader, it’s up to you to emphasize these habits with your team. When agents commit to this routine, they increase their chances of converting leads and create a steady stream of opportunities that fuel long-term growth.

Why Consistency Matters

Consistency is key to building a thriving real estate career. It helps agents:

1. Build a strong database of potential clients.
2. Stay top-of-mind with prospects.
3. Increase the chances of converting leads.
4. Create a predictable business flow.
5. Develop better time management skills.

Agents can see real results by focusing on consistent lead generation and follow-up. Studies show that persistent follow-up can boost conversion rates by up to 50%, as many leads need multiple touchpoints before making a decision.

Practical Strategies for Success

To help your team develop these habits, try incorporating these 15-minute activities into your next office sales meeting:

Activity 1: The “5-5-5” Challenge

1. Give each agent 5 minutes to identify 5 potential leads from their network or past clients.
2. Allow 5 minutes for them to craft personalized messages or scripts for each lead.
3. Spend the final 5 minutes role-playing follow-up calls with a partner.

This exercise helps agents tap into existing networks and prepare tailored approaches for different leads.

Activity 2: The “Follow-Up Funnel” Workshop

1. Spend 5 minutes discussing various follow-up methods (e.g., email, phone, social media).
2. Give agents 5 minutes to create a follow-up schedule for a hypothetical lead.
3. Use the last 5 minutes for agents to share their strategies and receive feedback.

This activity helps agents develop structured follow-up plans and learn from their peers’ approaches.

By emphasizing these practices and providing practical exercises, you can help your sales associates develop the habits necessary for success. Remember, consistent action is the key to improved conversion rates. Encourage your team to prioritize these activities daily, and watch as their success – and your brokerage’s – grows.