You’ve done the hard part—you’ve got the lead. But leads don’t pay the bills… clients do.
And turning a lead into a paying client? That’s where most builders lose momentum.
What happens after you get the lead? For many builders, the follow-up falls through the cracks. Maybe it feels awkward. Maybe you’re unsure what to say.
But here’s the brutal truth…
Every day you wait to follow up, you’re losing money and handing your competitors the edge. Every minute a lead sits cold, another builder is picking up the phone. They’re making the call. They’re closing the deal.
Are you happy to let that happen?
In this article, we’ll cover a proven strategy to follow up with leads quickly, effectively, and without coming across as pushy.
Let’s face it—following up can feel awkward. What if you come across as too pushy? What if they’ve already moved on or decided against the project altogether? These fears are valid… but they’re also holding you back.
The truth is, the longer you wait, the riskier it gets. People are busy. Life happens. That lead who was excited to chat with you yesterday might barely remember your name next week. It’s not just about your competitors swooping in (though that’s a possibility). It’s about fading interest, shifting priorities, or even just forgetting who you are.
Have you ever circled back to a lead after weeks of silence, only to be met with confusion? “Who is this again?” It’s a harsh reality—but one you can control.
You’re not alone in feeling hesitant. Even top-performing builders fall into this trap. I once spoke with a sponsor at an APB event who walked away with six red-hot leads. But they never made a single follow-up call—not one. Two months later, those opportunities were long gone, lost to inaction.
Following up isn’t about being pushy or desperate. It’s about staying on their radar, building trust, and ensuring you’re the first person they think of when they’re ready to move forward.
The 3x3 strategy is simple, but incredibly effective: Three follow-up attempts over three days using three different channels.
Here’s how it works:
Why does this work? It’s all about creating an emotional response. When leads realise they won’t hear from you again, they’re much more likely to respond. You’re saving time and forcing them to make a decision.
Another powerful follow-up tool is targeted prospecting. Every 90 days, revisit your database of old leads. Timing is everything. Maybe when they first enquired, the timing wasn’t right. But now? They might be ready to move forward.
Here’s how to do it:
Don’t be surprised when they say, “I was just thinking about getting started on that project!” This happens more often than you think.
By following these simple strategies—the 3x3 follow-up and targeted prospecting—you’ll maximise your chances of turning leads into contracts. It’s about being persistent, without being pushy, and making sure you never miss an opportunity again.
Learn everything you need to know about lead generation, qualifying prospects, and charging the right margins in our book, Professional Builders Secrets. Get your free copy today—just cover shipping, and we’ll send it straight to you.
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