If you’re an agent relying on “free home valuations” or “downloadable guides” to start conversations with online leads, you’re playing the wrong game.
In fact, you’re probably attracting the wrong type of leads — people who want something for free and aren’t ready to move forward. Worse, you’re giving away value before you’ve even had a chance to build trust or understand their situation.
The truth is, you don’t need a flashy offer to start a meaningful sales conversation. You need to ask the right questions — the kind that disarm people, invite engagement, and build trust without pressure.
At Real Geeks, we’ve built a workflow around this exact idea. It’s simple. It’s powerful. And it works without giving anything away.
Let’s break it down.
This workflow is designed to connect with online leads using psychological triggers — not promotions. Instead of pitching, we use carefully crafted questions to lower resistance, build connection, and get people talking.
It’s based on principles drawn from negotiation science and behavioral psychology — particularly the power of “no-oriented” questions and permission-based language.
Here’s what that means:
· Instead of asking questions that force a “yes” (which people instinctively resist), we flip the frame and ask if something would be a bad idea, or if it would be crazy to have a conversation.
· Instead of pushing leads into a sales process, we invite them to take small, low-stakes next steps — at their pace.
· Instead of assuming interest or urgency, we use curiosity and loss aversion to keep the door open.
This isn’t just clever phrasing. It works because it gives the lead control. And in online lead conversion, control is everything.
Here’s the actual sequence we recommend—including the language we’ve seen convert older, ghosted, and skeptical leads into real conversations:
Day 1: Initial Contact
Text:
“Hi [First Name], this is Sarah Morgan with [Your Brokerage]. Have you given up on finding your dream home in [Area]?”
Email:
Subject: Have You Stopped Looking for a Home in [Area]?
Body:
I noticed you were checking out homes in [Area]. Have you decided that now isn’t the right time to buy?
If you’re still interested, I’d love to help—at your pace, no pressure.
Would it be a bad idea to have a quick chat?
✔ Why this works:
This message creates curiosity and emotional tension by referencing a goal they were pursuing (finding a home) and suggesting they may have given up. Leads want to correct you — and that opens the door to a real conversation.
Day 2: Light Engagement Follow-Up
Text:
“Would it be unreasonable to hop on a quick call this week to go over what you're looking for?”
Email:
Subject: Would It Be a Bad Idea to Discuss Your Home Search?
Body:
I know life gets busy. Just wanted to check in — would it be a bad idea to have a quick call about your home search?
I can help you avoid common mistakes and find better options, even if you’re just exploring.
✔ Why this works:
This is a classic “no-oriented” question. You’re not pushing them to commit — you’re asking for permission. That subtle shift reduces resistance and increases replies.
Day 4: Value-Based Re-Engagement
Text:
“Have you given up on finding the right home, or are you just waiting for the perfect one to come on the market?”
Email:
Subject: Have You Given Up on Finding the Perfect Home?
Body:
I totally understand if you’re waiting for the perfect home.
Are you open to seeing a few options that might be worth considering?
No pressure—just let me know what you think.
✔ Why this works:
This taps into a lead’s internal dialogue. Many are “on hold,” waiting for the right property — and this message mirrors that mindset. You’re not selling, you’re empathizing.
Day 7: Soft Close with Scarcity
Text:
“Would it be a mistake to look at a few homes this weekend to see what’s really out there?”
Email:
Subject: Would It Be A Mistake to Tour a Few Homes This Weekend?
Body:
Homes in [Area] are moving quickly, but I want to make sure you don’t miss out.
What would you think about taking a quick look at a few homes this weekend?
Even if you’re not ready to buy yet, it might help clarify what you really want.
✔ Why this works:
You’re applying gentle urgency and encouraging action, without assuming commitment. This message acknowledges uncertainty while opening the door to forward momentum.
Day 14: Final Touchpoint Before Nurture
Text:
“Would it be a bad idea for me to send over a few listings that match what you were looking for?”
Subject: Should I Stop Sending You Listings?
Body:
I don’t want to waste your time — should I stop sending you listings?
If you’re still thinking about buying, I’d love to send just the ones that fit your needs.
Let me know what you'd like to see — or if you want me to hold off for now.
✔ Why this works:
This is a graceful reset. It gives the lead an easy out or a reason to clarify their interest. Either way, you get a clear signal — and the relationship ends or continues on their terms.
Ongoing Monthly Nurture
Text:
“Are you against a check in once in a while with market updates?”
Email:
Subject: Would It Be Crazy to Stay in Touch?
Body:
I don’t want to bother you, are you against a check in with market updates every now and then?
Even if you’re not looking right now, I can keep you informed so you’re ready when the time is right.
✔ Why this works:
It keeps you top-of-mind, without pressure. You maintain a presence while reinforcing that you respect their space — and that’s the kind of agent people remember when they’re ready.
This approach works because it reflects how people actually make decisions:
✔ People want control. These questions give it to them.
✔ People fear pressure. These messages eliminate it.
✔ People respond to curiosity, not pitches. These messages create that curiosity.
✔ People trust those who listen first. These messages prove you’re not assuming anything.
That’s how modern real estate conversations are won.
At Real Geeks, we believe agents don’t need to chase attention with constant discounts and downloads. You just need better questions—and the right message at the right time.
This workflow proves it.
It helps you start meaningful conversations that lead to real closings—without eroding your value or relying on gimmicks.
Want help setting this up in your follow-up system?
Talk to our team and learn how to implement this strategy inside Real Geeks—so your leads get smarter follow-up, and you get better results.
- Chris Morgan | VP of Sales, Real Geeks