Stop Getting Ghosted: Lead Follow-Up That Actually Gets Responses

Episode Summary

More listings don’t mean more closings—especially when buyers are hesitating and your leads won’t return a message. In this week’s episode of Real Estate On Air Live, host Ian Wheatley dives into the disconnect between sellers’ expectations and buyers’ behaviors… and why your lead follow-up system is more important now than ever.

Then we sit down with Sarah Delansig (aka Sarah the ISA), host of the Keeping It Real Estate podcast, to break down the follow-up tactics that actually get leads to respond. From cold website leads to warm social clicks and referrals, you’ll hear what to say, when to say it, and how to personalize follow-up without feeling like a robot.

This one’s all about getting responses, booking appointments, and staying human in a world of ghosted messages.

What You’ll Learn in This Episode:

📞 The Text Message That Gets the Highest Response Rate (It’s 3 Words) (15:04)
🌐 How to Adjust Your Follow-Up Strategy for Portal, Website & Social Leads (11:23)
🎥 Why Video Texts Work Best for Sphere & Referral Follow-Up (17:20)
📊 Why Consistency Outperforms Scripts Every Time (34:27)
🧠 How to Re-engage Long-Term Nurture Leads Without Feeling Pushy (25:07)

Episode Breakdown:

🎙️ Intro – Inventory Is Up, But Closings Aren’t. Why? (00:40)
📈 Housing Headlines – Seller-Buyer Imbalance, Mortgage Rate Forecasts & Fannie/Freddie Update (02:20)
🔁 Conversation with Sarah Delansig – Lead Follow-Up That Converts (09:18)
📱 The Scripts & Tactics That Work Across Different Lead Sources (11:23)
💬 Tone, Timing, and the Power of “Is This [Name]?” (15:04)
🎥 Video Texting for Sphere, Referrals & Casual Check-Ins (17:20)
⏱️ Persistence Over Perfection: Long Nurture Follow-Up That Works (25:07)
📢 Key Takeaways Recap: 5 Follow-Up Lessons You Can Use Today (36:44)

🔧 Stop Guessing. Start Connecting.

Lead follow-up doesn’t have to be robotic. If you’re tired of ghosted messages and dead-end drips, this episode gives you the tools, mindset, and real-word scripts to turn cold leads into conversations.

📲 Subscribe to Real Estate On Air Live
Available on Apple Podcasts, Spotify, iHeart, and inside the KGCI mobile app (iPhone & Android).

🎧 Listen to Sarah’s Podcast
Keeping It Real Estate with Sarah the ISA is streaming every Wednesday on KGCI Real Estate On Air and available in the KGCI app.

📩 Want to practice these scripts?
DM us on Facebook or Instagram, and we’ll send you a script card cheat sheet from this episode.