Converting Leads That Went Cold 

Inspired by “Your Weekly Boost for a Winning Real Estate Week”

by Ken Goodfellow
Hi Southwest Region Leaders and Associates,
This week’s coaching tip is all about reconnecting with leads that have gone quiet — and turning them into your next opportunities!

 Mindset for the Week

Every real estate agent has a database of leads that once seemed promising but eventually went quiet. It’s easy to label them as “dead” and move on — but in most cases, those clients simply weren’t ready yet.

The top agents don’t see silence as rejection. They see it as opportunity delayed. Those same people still have dreams, goals, and needs — their timing just shifted.

When you adopt the mindset that a cold lead is a future client waiting for the right time, everything changes. You stop chasing and start nurturing — providing consistent, meaningful value that keeps you top of mind. When they’re ready, you’ll be the first call they make.

Tactical Tip

To revive a cold lead, reconnect them to something new and relevant using the 3-Point Revival Method:

 Acknowledge the time gap. Be real and human — “It’s been a while since we last connected…” lowers defenses and builds trust.
 Bring fresh value. Share a neighborhood update, a market shift, or a new opportunity that might reignite their interest.
 Make a low-pressure offer. Invite them to receive an updated market insight or have a short chat to see what’s changed.

You’re not pushing them into a decision — you’re reminding them that you’re still in their corner.

 Script of the Week

“Hi [Name], I was reviewing my client notes and realized it’s been a while since we last spoke about your plans. I thought of you because I just saw that a home in your neighborhood sold for [X% above asking / record price]. That sale could directly impact your property’s value, and I wanted to make sure you had the latest insights. Would you like me to send over my updated market report so you’ve got the most accurate picture when the time is right? What’s the best way — email or text?”

This simple script acknowledges the pause, brings value, and reopens the conversation — without pressure.

 Tool Spotlight

Your CRM already holds the answers — but only if you know how to use it strategically.

Create a “Rescue” Filter to identify your best revival opportunities. Include:

• Leads you haven’t contacted in 90–180 days
• Prospects who opened emails in the past but never replied
• People who recently liked or commented on your social posts but didn’t reach out

By treating this group as your revival zone, you’ll have a focused list of contacts to reconnect with each week — turning overlooked leads into new appointments.

 Quick Win Challenge

This week, pick 10 cold leads and apply the 3-Point Revival Method:
 Acknowledge the gap
 Add fresh value
 Make a low-pressure offer

Track your results and schedule a follow-up call with anyone who responds.
Your measurable goal: Book one new qualified appointment before the week ends.