Let’s face it: getting leads to pick up the phone or respond to your outreach isn’t as simple as it used to be for real estate sales. The days of cold calls and quick callbacks are mostly over. Thanks to robocalls, spam, and an overabundance of sales messages, most people simply don’t answer unknown numbers anymore. In fact, some studies say up to 87% of Americans ignore calls from numbers they don’t recognize.

So, what does that mean for real estate agents? It means the ability to connect without relying on a phone call has never been more important. If you’re not getting responses to texts, emails, or DMs, you’re not alone—but it’s also something you can fix with the right strategy and real estate sales training.

Here’s how you can improve your chances of getting leads to respond—and stay ahead of the competition:

1. Shift Your Mindset: You’re Not Just Selling, You’re Building Trust
2. Get Creative (and a Little Persistent)
3. Don’t Be Afraid to Add a Little Pressure (Nicely)
4. Track What Works—and Double Down on It

Shift Your Mindset: You’re Not Just Selling, You’re Building Trust

Before you try to “convert” a lead, remember that most people don’t want to talk to a salesperson unless they’re actively in the market and have questions they can’t already answer online. That means your first job is not to sell—but to be human. To have a real conversation where you show that you actually understand their goals, their pain points, and what the solution is.

Let your personality come through. Avoid robotic scripts. Instead, be conversational, helpful, and self aware. Humor and empathy go a long way. Think of it as introducing yourself to a neighbor, not cold pitching a stranger. Accomplishing this tone and comfortability is a key part of real estate sales training and only comes with A LOT of practice.

Get Creative (and a Little Persistent)

The truth is, most leads won’t respond to your first message. Or your second. Or your third. But if your outreach is friendly, consistent, and thoughtful—not spammy—you can break through the noise. Don’t just send the same message over and over. Try to mix it up:

Start with a quick intro and a useful resource (a market update, neighborhood guide, or home value estimate).

Follow up with a light, human touch (“Hey! Just making sure my email didn’t get lost in the chaos of your inbox!”).

If all else fails? Try something unexpected. A simple “Are we still friends?” might seem a little silly or needy—but it works. Why? Because it’s real. It disarms people and makes them smile. That kind of authenticity is rare—and memorable.

Don’t Be Afraid to Add a Little Pressure (Nicely)

There’s a sweet spot between being persistent and being pushy. A little guilt, a little humor, and a consistent presence can help you stand out from other agents who give up after one or two tries. Let’s be clear, you don’t want to fall into the trap of old school, pushy sales tactics where you make the lead wrong and try to force them into a yes. You pressure a bit, but always from the angle of helping, understanding, and providing a solution.

And here’s the truth that I tell agents in our real estate sales training program: if someone never responds, you’re not losing a lead—you never really had them. So, what’s the risk in one more try? As long as you’re respectful, every message is a new opportunity.

Track What Works for Your Real Estate Sales—and Double Down on It

Every market, audience, or person is different. Start tracking which messages get replies. Which of your subject lines get opened the most? Which texts consistently receive a response? Build a small library of messages that work for you and reuse them with slight tweaks. You don’t have to reinvent the wheel every time.

Final Thought: Silence Doesn’t Mean “No”—But It Also Isn’t a “Yes”

Too many agents waste time trying to “not mess up” a lead that’s ghosting them. But you can’t mess up silence. If someone isn’t answering, you’ve got nothing to lose. So lean into creativity. Stay human. And keep going. Because the agents who win today? They’re not the ones who make the most calls—they’re the ones who make the right connections.

Click here to check out our real estate sales training program that has helped agents and teams across North America like you.