Halloween is the perfect day to talk about resurrecting dead leads! Prospective renters inquire every day. We meet, greet, tour, and follow up once (or if you're really good, twice) then they're marked as "Dead".  When prospects lease elsewhere, again, "Dead" leads. Zombies. Prospects looking to rent 5 or 6 months out. They're not quite dead, but certainly on life support. What happens with that lead?

Most of the time the prospects that leased elsewhere are tagged as dead leads and get filed away. Those looking beyond our immediate availability, (90+ days) also get filed away. We all have good intentions to stay in touch, but like the saying goes, out of sight, out of mind. Guest cards and info go into the non-active or dead file, never to be seen or contacted again.

But they don't have to! Why re-invent the prospect traffic wheel? These prospects have already sought you out, liked you enough to inquire and have visited your community. What if we kept in contact with those leads and nurtured them a bit with timely follow up? Lead nurturing generates 50% more sales.

If they leased somewhere else, stay in touch. When their lease is coming up for renewal, you'll be right in front of them should they decide to make a move. If they're looking for a move in date 5- 6+ months out, this is the perfect opportunity to show them you value them and living in your community by staying in touch. *Stats show prospects looking 3-6+ months out are often higher qualified prospects.

Keep a running excel sheet or database for these prospects. Exclude leads with deal breakers you don't offer or if they've purchased a home. On an active follow up database Include prospect name, move in date, and email address. Even if they leased somewhere else. Why not stay in front of them in case they are ready for a move when their lease is up?

Develop monthly and or quarterly email templates that are short and sweet. They can be reminders of your great community, relay any special offers, a general holiday greeting or even better, invite them to your holiday or resident events. What better way to attract a future resident than to invite them to join in the fun at your community and possibly meet their new neighbors? Don't forget to add photos, videos, links to your website or social pages. Make the most of your communications!

Once the templates are designed, select which prospects it's going to, blind copy the recipients, hit click and send! Follow up is one of the most effective ways to turn prospects into residents. It may not work for every property, but it would be a great way to stay in touch with prospective residents that have already shown an interest in renting at your community. Don't let leads become dead leads at your community!