Playbook · Leads and follow-up

Warm Lead Nurture Campaign

This campaign is built for leads who are actively planning to buy or sell but aren't quite ready to jump in yet. They've shown real interest -- maybe they reached out, attended an open...

Campaign Overview

This campaign is built for leads who are actively planning to buy or sell but aren't quite ready to jump in yet. They've shown real interest -- maybe they reached out, attended an open house, or had an initial conversation with you.

The goal is simple: stay top of mind, build genuine trust, and gently move them toward an exploratory tour or listing consultation when the timing feels right.

Quick Reference

DetailSpecification
Timeline30-90 days
Total Touchpoints8
Follow-Up CadenceWeekly text or email, biweekly phone call
GoalBuild trust, stay top of mind, move toward exploratory tour
Merge Fields[First Name], [Agent Name], [Insert booking link here]
Pro Tip: Personalize every template before sending. Swap in real neighbourhood names, actual market stats, and details from your conversations. The more specific, the more it lands.
Day 1: Welcome + Set Expectations
EMAIL
Subject: Great connecting with you, [First Name]

Hi [First Name],

Thanks for reaching out -- I'm excited to help you explore your options. Whether you're just starting to look around or you have a pretty clear picture of what you want, I'm here to make the process feel easy and straightforward.

Here's what you can expect from me:

  • Honest market insights for the areas you're interested in
  • Answers to any questions, no matter how small they seem
  • Zero pressure -- we move at your pace, always

To get us started, I'd love to know: what's the one thing that matters most to you right now -- location, price, or features?

Reply and let me know. Even a one-word answer helps me point you in the right direction.

Talk soon,
[Agent Name]

TEXT

Hey [First Name]! It's [Agent Name]. Just sent you an email with a bit more detail, but wanted to say hi here too. Excited to help you explore your options -- no rush, no pressure. If you ever have a quick question, just text me here. Talk soon!

Day 7: Market Insight
EMAIL
Subject: Something interesting about the market right now

Hi [First Name],

I was looking at the latest numbers for your area and one thing jumped out at me:

[Insert one specific market stat or trend -- e.g., "Average days on market dropped from 45 to 28 in the last quarter" or "There have been 12 new listings under $500K in Aberdeen this month alone."]

I'm not sharing this to create urgency -- just thought you'd find it interesting as you're thinking things through.

Quick question for you: what matters most to you right now -- the neighbourhood and location, the price point, or specific features in the home?

Reply with Location, Price, or Features and I'll tailor what I send you going forward.

Chat soon,
[Agent Name]

Day 14: Myth Buster
EMAIL
Subject: A common myth that trips people up

Hi [First Name],

One thing I hear all the time from people in the early planning stages:

"I need to save up 20% for a down payment before I can even think about buying."

It's one of the biggest misconceptions out there. In reality, there are programs that let you put down as little as 5% -- and depending on your situation, you might qualify for even more flexibility than you think.

I'm not saying rush into anything. But I've seen a lot of people wait longer than they needed to because of info that turned out to be outdated.

If you want, I can connect you with a great mortgage broker who can give you a clear picture of where you stand -- no commitment, just clarity.

Reply YES if you'd like an intro, or NOT YET if the timing isn't right.

Either way, I'm here when you need me.

[Agent Name]

TEXT

Hey [First Name], quick one -- did you know you don't actually need 20% down to buy a home? It's one of those myths that holds a lot of people back. Sent you an email with more details. Let me know if you have any questions!

Day 21: Neighbourhood Spotlight
EMAIL
Subject: A closer look at [Neighbourhood Name]

Hi [First Name],

Since you mentioned interest in [Neighbourhood Name], I put together a quick snapshot for you:

  • The vibe: [Insert 1-2 sentences about the neighbourhood feel -- walkability, family-friendly, up-and-coming, etc.]
  • What's nearby: [Insert local amenities -- parks, schools, shops, transit, restaurants]
  • Recent sales: [Insert 2-3 recent comparable sales with price and basic details]

Every neighbourhood has its own personality. Some people love the energy of a busy street, others want a quiet cul-de-sac. There's no wrong answer -- it's about what fits your life.

Want me to send you a few more areas like this one? Reply MORE and I'll pull together a couple of options based on what you're looking for.

Talk soon,
[Agent Name]

The full playbook

Read the full playbook free on Skool.

This is a preview. The other 9 sections and the branded PDF are in the free Elevation Real Estate HQ community, with weekly group calls.

Join the free community

Want these running in your business?