Espresso Agent Blog
Your Real Estate Lead Generation Resource

Real Estate Lead Follow-Up Strategies That Work

An often-overlooked aspect of real estate success is lead generation follow-up. An estimated 70-75% of all listing appointments are set in a lead follow-up call. Without a solid lead follow-up plan, you’re potentially leaving a lot of revenue on the table. In today’s post, we’ll discuss lead generation follow-up strategies used by many of the…

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Ego and Real Estate Lead Generation

There’s nothing inherently wrong with ego: We all have one, and, in many cases, it serves as self-protection and even a mechanism for success. Success in real estate relies on having a healthy, mature, stable grasp of ego. But ego in real estate run amok is ugly and works to create just the opposite of…

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How to Lead Generate in Real Estate

How to lead generate in real estate

The cornerstone to a successful career in our industry is learning how to lead generate in real estate.  New agents, in particular, are always looking for the best ways to generate leads in real estate. In this blog post, we’re going to take a deep dive into how to generate real estate leads, covering the…

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Real Estate Client Management

Woman on headset phone smiling taking notes

One of the most popular topics in the industry is how to get clients in real estate. However, an often neglected follow-up topic is how to handle clients after you’ve secured them.  This is why realtors need to explore real estate client management. As with balancing any other type of personal relationship, real estate agents…

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Prospecting Tips Using NLP

Businessman pointing at Neuro Linguistic Programming graphic

When it comes to real estate prospecting, one of the biggest challenges for any agent is to keep the conversation moving in a positive direction. It’s not always easy to get the person on the other end of the phone, for example, to say yes to your request for a meeting. Or, to get a…

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Great Questions are the Key to Successful Follow-Up

Question mark graphic

Perhaps you’ve heard this stat regarding real estate prospecting: more than 70% of real estate listings happen after the first contact. In that post, we discussed the importance of dedicated, persistent follow-up until you secure that listing presentation. And for many, the key to successful follow-up is knowing how to ask the right questions, WHY…

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4 Tips to Diffuse a Negative Client

man holding happy and upset faces

Anger. Annoyance. Frustration. Cynicism. If you’re in sales long enough, you will likely experience any number of negative responses from clients. It comes with the territory. If you’re like many people, facing negative clients can be challenging and draining. And for a real estate agent, the ability to handle negative clients can be the difference…

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Be Fanatical about Follow-Up

woman working on computer with headset on

Here’s a fact worth remembering: MORE BUSINESS IS LOST from a lack of lead follow-up, than from a lack of prospecting? Yes, top-performing real estate agents get between 70-80% of their listing appointments as a result of their persistent follow-up efforts. Here’s what’s really amazing: about half of all agents don’t even follow up with…

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Mastering the Preview: Part I

Welcome sign in front of inside view of nice home

GET IN THE DOOR! As a real estate agent who primarily prospects expired and FSBO listings, you have one, singular, primary goal: to convince the homeowner on the other end of the call to invite you into their home to preview the property. No matter how good you are at connecting over the phone, true…

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Send a Summer Video Email With These Scripts

Using cellphone with defocused city lights

We’ve come a long way in a year. Last summer we were struggling with masking, social distancing, quarantines and pretty much an end to summer activities as we knew them. But this year, there is a collective sigh as we go about the business of “summer” again. This might be the perfect time to re-introduce…

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Your Mid-Year Review Check List

Businessman looking at a line between a to b painted on a wall

Top real estate performers are goal and results-driven. Most begin the year with a written business plan that might include: Revenue goals Transaction goals Call metrics: # of calls=listing presentations=transactions Did you start the year with a business plan? If so, this is the perfect time to assess where you stand relative to your annual…

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5 Common Mistakes Made at Listing Presentations

picture of customers lit up

There’s nothing more disconcerting to a real estate agent than to be sitting across from a disengaged homeowner during a listing presentation. Right? You did all the right things to secure the meeting as part of your prospecting efforts. You’ve created an excellent presentation. You feel good about what you have to tell the prospect.…

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Your Expired Prospecting Playbook

Real estate agent welcoming couple in to check out a property

When it comes to expired listings, always remember: You can assume they are motivated because they’ve already made the decision to sell their home. They are likely not adverse to working with a real estate agent. They have a property to sell without having an assigned agent. Here are a few noteworthy statistics to keep…

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Overcoming Negative Clients

Doctor giving patient advice sitting at desk

No matter how long you’ve been in the real estate business, you’ve likely experienced your share of negative clients. It’s an occupational hazard. And, of course, there are degrees of negativity, from mildly annoyed to overly irate. If you’re the kind of person who is conflict-adverse, it can be challenging to work with someone who…

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