Because “I’ll get back to you soon” isn’t a follow-up strategy.

stop ghosting your online leads and start closing deals (1)

Introduction

Let’s face it—online leads in real estate and mortgage lending can feel like trying to catch a greased pig at the county fair. You get a name, maybe an email, and a hint of interest before they vanish into the digital abyss. If your current follow-up plan involves a single, lonely email and a prayer, it’s time for a reality check.

Enter the 15/15 Formula, your new secret weapon for converting those elusive online leads into satisfied clients. It’s not sorcery (though it might feel like it), and it doesn’t require sacrificing your weekends to the CRM gods. It’s straightforward, effective, and—dare I say—fun.

The Story Behind the Strategy

Meet Sam, a seasoned mortgage broker who was drowning in online leads but barely converting any. His inbox was a wasteland of unread messages, and his voicemail? Let’s just say even the telemarketers stopped calling.

Frustrated and contemplating a career change to alpaca farming, Sam stumbled upon the 15/15 Formula. Skeptical but desperate, he decided to give it a whirl.

Within days, he noticed a shift. Leads were responding, appointments were being scheduled, and his coffee intake dropped from eight cups a day to a reasonable three. Sam wasn’t just busy—he was productive.

What changed? He stopped winging it and started following a structured, consistent follow-up plan that made him stand out from the sea of professionals stuck in the “send-and-pray” method.

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So, What Is the 15/15 Formula Anyway?

Glad you asked.

The 15/15 Formula is a simple yet powerful approach:

  • Over the first 15 days, you make:
    • 5 Calls
    • 5 Emails
    • 5 Texts

That’s it. No need to reinvent the wheel or develop an app that solves world hunger.

Why?

Why It Works

Let’s get real—people are busy, attention spans are shrinking faster than skinny jeans in the dryer, and your competition is fierce.

The 15/15 Formula ensures you’re consistently and thoughtfully reaching out, providing value without becoming the digital equivalent of a door-to-door salesman who won’t take a hint.

The Snarky Reality Check

If your idea of follow-up is sending one generic email titled “Just checking in” and waiting for the phone to ring, you might as well invest in carrier pigeons. The market is competitive, and hope is not a strategy.

But before you start bombarding your leads like a spam bot gone rogue, remember: this is about quality interactions, not harassment. Each contact should offer something of value—market insights, personalized property listings, tips for navigating the mortgage process, you get the idea.

A Sneak Peek at the 15-Day Plan

(For the full detailed plan, click here to access our comprehensive guide.)

Day 1

  • Call #1: Within 5 minutes of lead generation.
    • Script Idea: “Hi [Name], this is [Your Name] with [Your Company]. I saw you were interested in [service/property]. How can I assist you today?”
  • Email #1: Send a personalized welcome email.
    • Subject Line: “Welcome, [Name]! Let’s Achieve Your [Real Estate/Mortgage] Goals Together”
  • Text #1: Send a friendly introduction text.
    • Message: “Hi [Name], it’s [Your Name] from [Your Company]. I’m here to help with any questions you have!”

Day 3

  • Email #2: Provide value-added content.
    • Content: Market reports, helpful resources, or tailored listings.
    • Subject Line: “Exclusive Insights: [Area] Market Trends Just for You”

Day 4

  • Call #2: Second attempt, different time of day.
    • Script Idea: “Hi [Name], just wanted to follow up and see if you had any questions about the information I sent over.”

Day 5

  • Text #2: Quick check-in.
    • Message: “Hi [Name], hope you’re finding the resources helpful. Let me know if there’s anything else you need!”

…and so on through Day 15.

Pro Tips (Because You’re a Pro, Right?)

  • Personalize Everything: Use their name, reference their specific interests, and for goodness’ sake, don’t sound like a robot from the ’90s.
  • Value Over Volume: Each touchpoint should offer something useful. No one likes a digital stalker.
  • Timing is Key: Vary your call times. If they’re not a morning person, maybe try the afternoon.
  • Leverage Technology (Wisely): Use your CRM to track interactions, but don’t let automation strip away the personal touch.
  • Stay Compliant: Don’t get yourself in hot water by ignoring communication laws. Fines aren’t fun.

Wrapping It Up

By now, you’re either excited about revamping your follow-up game or realizing you’ve been letting potential commissions slip through your fingers like sand at the beach.

The 15/15 Formula isn’t just another gimmick—it’s a tested strategy that can transform your approach to online leads.

So, are you ready to stop ghosting your leads and start closing deals?

Ready to Dive Deeper?

For the full, no-holds-barred breakdown of the 15-Day Follow-Up Plan—including scripts, email templates, and insider tips—click here to access our comprehensive guide.

Join the Conversation

Have you tried the 15/15 Formula? Got a success story or a question? Drop a comment below. Let’s turn those leads into closed deals together.

Aaron Cuha
Author: Aaron Cuha

I’M AARON CUHA Business Coach at Tom Ferry Helping YOU channel your full potential and make YOUR vision come true.