How to prevent your leads from ghosting on you!


Ghosting is when someone stops responding to your communications without explaining why. And while it’s usually used within the context of dating, it’s also becoming a tried-and-true tactic in sales and lead conversion settings.

While it’s true that your leads don’t really owe you anything, it’s always frustrating to lose contact with someone you thought was prepping to work with you. Below are three ways to engage a too-quiet lead when you think they may be ghosting on you.

1. Give them a clear path to action

First, keep in mind that according to the Statistic Brain Research Institute, our average attention span is less than nine seconds. That means you only have around eight seconds to convince a lead to read a text or email, and then respond to it. If you’re sending multiple paragraphs to someone who hasn’t been responding to you, you’re doing it all wrong.

Instead, be sure that every communication you send has a specific call to action your lead can follow. Whether it’s asking them an open-ended question (like in the 9-word email) or offering a URL you’d like them to visit and consider, your lead should clearly understand what direction you’d like them to take once they reach the end of the communication.

Remember, don’t EVER give a lead more than one thing to do. Even if you have three questions you’d like answered, be sure to start with the most important query (and the one that would be most interesting to them). Once you have them further into the process, you’ll be in a better position to communicate with them to get the answers you need about the other topics.

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Tami L Barber

NMLS #1030737

(423) 943-9269

Encore Lending Group LLC

NMLS #1249911

206 Wesley St, Johnson City TN 37601

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The information contained in this site has been prepared by an independent third party and is distributed for educational purposes only. This is designed to give helpful tips on the mortgage process and is not intended to give legal advice. Information is considered reliable but not guaranteed. This is not a prequalification, preapproval, loan approval or commitment to lend.