If youโve ever wondered why some homeowners seem to โsuddenlyโ list their property, the truth is: very few decisions to sell happen overnight.
Research shows that most sellers spend 4โ6 months thinking about selling before they contact an agent, and the average Australian homeowner stays in their property for 9โ11 years before making their next move.
That means by the time a homeowner reaches out to an agent, theyโve often been silently considering their options for months.
For agents, the key is to show up early in the decision-making process and stay top of mind until theyโre ready to act.
This is where effective lead generation tools and nurturing campaigns make all the difference.
How Long Should You Nurture a Seller Lead?
โ Immediate Interest (0โ2 weeks): Some sellers are โhotโ and ready to list right away.
They usually come from direct appraisal requests or referrals.
โ Warm Leads (2โ6 months): The majority fall into this category.
Theyโre curious about value, monitoring the market, and gradually building trust in you.
โ Long-Term Leads (6โ18 months): These are the homeowners who download guides, engage with your market updates, or follow you on social media.
Theyโre not ready today, but if you nurture them consistently, youโll be the agent they call when the timing is right.
The Best Lead Generation Tools to Use
- Free Market Reports / Property Value Updates
โ Capture homeowners who are curious but not committed.
โ Follow up monthly with updates on their suburb. - Downloadable Guides & Checklists
โ Examples: โ10 Signs Itโs Time to Sellโ or โHow to Maximise Your Sale Price in Spring.โ
โ Builds authority and collects emails for nurturing. - Retargeting Ads
โ Keep your face and brand in front of anyone who has visited your website, watched a video, or engaged with your social posts.
โ Works best when shown consistently over 3โ6 months. - Email Drip Campaigns
โ Share market insights, local sales results, and seller tips.
โ Ideal frequency: once every 2โ3 weeks. - Social Media Content
โ Mix of market updates, seller success stories, tips, and personal branding.
โ Consistency builds familiarity and trust over time.
How Often Should You Reach Out?
โ Email nurturing: Every 2โ3 weeks
โ Social media posts: 3โ5 times per week (mix of personal + property content)
โ Retargeting ads: Always on (with fresh creative every 4โ6 weeks)
โ Phone/text check-ins: Every 2โ3 months for warm leads
Remember: Sellers need multiple touchpoints before taking action โ studies show it can take 7โ12 interactions with your brand before someone decides to reach out.
Nurturing a seller lead isnโt about one phone call or one ad โ itโs about consistent, valuable contact over months.
By using the right mix of lead generation tools and a long-term content strategy, youโll capture sellers earlier in their journey and be the natural choice when theyโre finally ready to list.
Long-Term Seller Nurturing Campaign Outline
Month 1โ3: Awareness & Capture
โ Lead Magnet Ad: Free Property Value Report or Sellerโs Checklist
โ Content Posts: โHow long does it really take to sell?โ + suburb sales updates
โ Email Drip: Welcome email + 2 market updates (2 weeks apart)
โ Retargeting Ads: Brand awareness video + testimonial graphic
Month 4โ6: Education & Trust-Building
โ Lead Magnet Ad Refresh: Seasonal guide (Spring Seller Tips / Summer Market Update)
โ Content Posts: Seller success story, behind-the-scenes of a sale, โ5 things to do before listingโ
โ Email Drip: Market update + value-driven tip (staging, timing, pricing strategy)
โ Phone/Text Check-In: Light, non-salesy (e.g., โHi Sarah, just thought Iโd share the latest results in your suburbโฆโ)
โ Carousel of recent sales + invitation to free appraisal
Month 7โ12: Conversion Focus
โ Content Posts: Suburb records, testimonials, โWhat your home could be worth todayโ
โ Email Drip: Local market results + CTA for free appraisal
โ Phone/Text Check-In: โJust wanted to give you an update on how your areaโs performing โ some big results lately.โ
โ Retargeting Ads: Strong call-to-action (Book your free appraisal today)
By layering content + ads + email + personal touch, youโll consistently nurture sellers over their 4โ6+ month decision window and capture both the โnowโ and โlaterโ leads.
Implementing a long-term seller nurturing strategy has never been easier thanks to the @realty CRM.
Using the Action Plans feature, you can set up a fully automated drip campaign that nurtures your leads consistently over months while our in-house social media manager helps keep your content fresh, engaging, and on-brand.
The @realty CRM is designed to support every stage of the property lifecycle, giving you the tools to prospect, manage, and convert leads efficiently without juggling multiple systems.
Start building a smarter, more productive lead generation and nurturing process today.
Book your free 15-minute demo here.