Lead Nurture Strategy

How we nurture & qualify your new leads for you at scale to build out your pipeline

Baltay Media handles the entire lead contact & nurture process. We follow up with your new leads from your CRM & nurture leads until they're ready to buy/sell. We hand you off hot qualified leads looking to buy/sell within the next ~6 months. This way, you can spend your time working with your qualified leads — we'll handle the rest.

Part 1 — Getting In Contact With New Leads

Initial Call & Text Cadence

All calls & texts made from client's Follow Up Boss CRM using local area code phone number. Qualifying questions asked when connected:

• What neighborhoods/areas are you interested in?
• Ideal number of beds/baths & parking?
• Looking for any specific features or amenities?
• Looking for condos, houses, multifamily?
• Rough price range?
• Planning on paying cash or financing?
• Need to sell in order to buy?
• How soon are you looking to buy?

6+ months away → moved to nurture cadence. Within 6 months → handed off as hot qualified lead.

Cadence Schedule

• Day 1: Call within 5 min of signup + text after + call again a few hours later
• Day 2–5: Call once/day (6 total calls by day 7) + text every other day (4 texts by day 7)
• Day 6–30: Call once/week (9 total) + text once/week (7 total)
• Day 31–180: Call every other week (19 total) + text every other week (18 total)
• Day 180–365: Call once/month (26 total) + text once/month (24 total)
• Day 365+: Continue monthly calls & texts

Welcome Email Flow

All new leads enter this flow immediately after signing up. Emails sent from Follow Up Boss CRM from a concierge email address. Content: useful buying/selling info, agent expertise, recent client success stories, trust-building. Different flows built for each market/neighborhood (hyper-targeted).

• Day 1: First email sends immediately
• Day 2–7: Emails on day 2, 3, 5, 7 (5 total by day 7)
• Day 8–30: Once every ~4 days (11 total by day 30)
• Day 31–180: Once every ~2 weeks (20 total by day 180)
• Day 180–365: Once per month (26 total by day 365)

Daily Property Update Emails

Auto-sent after signup showing new homes, price reductions, sold homes. Customized per lead based on what they're viewing on the site. Cadence adjusts based on open rates: daily → weekly → bi-weekly → monthly.

Part 2 — Staying In Contact & Nurturing Leads

Nurture Call & Text Cadence

After making initial contact with a lead who is 6+ months away from buying/selling, we stay in contact via call, text & email. All progress logged in CRM for 100% client visibility.

Personalized cadence based on each lead's timeline:

• Couple years away: check in every 3–6 months
• Around a year away: check in every 2–3 months
• Getting closer to 6 months: check in more frequently until hot lead handoff

Nurture Email Flow

Starts day after first contact (if 6+ months from buying/selling). Welcome Email Flow paused, Nurture Flow begins. Content: new homes, home buying/selling guides, neighborhood guides, client testimonials. 8 emails total (1 per week for 2 months).

Active on Website Emails

Triggered when leads return to home search site to browse. Gives more details on homes they've viewed. Asks if they have questions or want to see homes in-person.

Email Campaigns (weekly)

One-off emails sent to segmented groups. Topics: home buyer's guide, neighborhood guides, price trends, interesting recent sales, new homes & open houses, client success stories, info about agent/team.

Segmented by: specific neighborhoods, price ranges, buy/sell timeline, property type (condo, SFH, investment).

Pipeline Building

Baltay Media logs all calls, texts, emails in CRM. Nurture pipeline built in CRM showing most qualified non-hot leads. Hot lead pipeline tracks leads looking to buy/sell within ~6 months. Agent can monitor all progress in real time.