Follow-Up Sequences That Book: What to Send Day 1, 3, and 7

You meet a lead. You get their contact information. Then nothing happens.

You need a follow-up system that books appointments, not one that lets leads go cold.

The Follow-Up Problem

Most agents send one email and wait.

Or they call once and give up.

Or they text randomly with no plan.

The 7-Day System

Day 1: First contact Day 3: Value add Day 7: Direct ask

Three touches in one week. Simple and effective.

Day 1: First Contact

Send within 60 minutes of meeting them:

Email subject: "Following up from [where you met]"

Email body: "[Name], thanks for connecting at [location/event]. You mentioned [specific thing they said]. I'll send you information about [what they asked for] by tomorrow. My cell is [number] if you want to talk sooner."

Include one next step. Make it specific.

Day 1: The Phone Call

Call within 2 hours:

"Hi [name], this is [your name]. We met at [location]. I'm calling to [specific reason from your conversation]. When's a good time this week to [set appointment/send information/answer questions]?"

Get commitment on the call.

Day 3: Value Add

Send something useful:

Market report for their neighborhood Buyer guide if they're looking Seller checklist if they're thinking about listing Comparison of homes in their price range

No sales pitch. Just value.

Email subject: "The [market report/guide/information] you asked about"

Email body: "[Name], here's the [information] we discussed. [One key insight from what you're sending]. Call me at [number] if you have questions."

Day 3: The Text

Text after you send the email:

"Just sent the [information] to your email. Let me know what questions come up."

This reminds them to check their inbox.

Day 7: Direct Ask

Time to book the appointment:

Email subject: "Next steps for [their address/neighborhood/goal]"

Email body: "[Name], wanted to check in on [their situation]. I have openings Tuesday at 2pm or Thursday at 10am to [tour homes/review your property/discuss your options]. Which works better?"

Give two options. Make them choose.

Day 7: The Call

If no response to the email, call:

"Hi [name], I sent an email about meeting this week. I want to make sure we get you moving on [their goal]. I have Tuesday or Thursday open. Which day works?"

Push for the appointment.

The CRM Setup

Create these templates in your CRM:

Day 1 email template Day 3 value email template Day 7 appointment email template Text message templates

Save them. Use them for every lead.

Automation Options

Set up automated sequences for:

Open house leads Website inquiries Zillow contacts Networking connections

The follow-up happens whether you remember or not.

What to Track

Log every touch:

Date sent Type of contact (email, call, text) Response received Next scheduled follow-up

Your CRM should show your complete follow-up history.

The Multi-Channel Approach

Some leads prefer email. Some prefer text. Some only answer calls.

Use all three methods in your sequence.

When They Don't Respond

After day 7:

Add to monthly nurture campaign Send market updates Check in every 30 days Keep them in your database

Not ready now doesn't mean not ready ever.

Lead Source Variations

Open house leads: Focus on the property they saw

Website leads: Focus on their search criteria

Expired listings: Focus on what went wrong before

FSBOs: Focus on market exposure

Tailor your message to where they came from.

The Response Rate Goal

50 leads in your 7-day sequence should generate:

25-30 responses 10-15 conversations 5-7 appointments 2-3 buyer consultations or listing presentations

If your numbers are lower, your messages need work.

Common Mistakes

Waiting too long to follow up. Sending generic messages. Giving up after one attempt. Not tracking what you send.

Fix these and your conversion improves.

The Template Library

Build templates for:

First-time buyers Move-up buyers Downsizers Investors Sellers Expired listings FSBOs

Different leads need different messages.

Your Next 24 Hours

Create your Day 1, Day 3, and Day 7 templates.

Add them to your CRM.

Test them on your next 5 leads.

Track your results.

Your follow-up system should work without you thinking about it every time.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.