How to Structure a Re-Engagement Sequence for Old Leads

Old leads aren’t dead leads.

They’re delayed decisions.

Sellers who went cold six months ago might be hot now, but if your last message was “let me know,” you’ve probably faded from memory.

That’s why you need a smart, respectful re-engagement sequence, one that brings old leads back to life without sounding like a desperate sales pitch.

This article will show you how to:

• Segment and prioritize your cold leads

• Craft a sequence that reopens the conversation naturally

• Write messages that feel timely, not robotic

• Use Goliath to automate it all without sounding spammy

Step 1: Segment Your Cold Leads

Before you hit “send,” you need to separate leads by why they went cold in the first place.

Here’s how to tag them:

• “Not Ready Yet.”They told you to follow up later

• “Ghosted After Offer.” You sent a number, then silence

• “No Response Ever.” They never engaged at all

• “Circumstance Changed.” They had a blocker (divorce, probate, etc.)

This matters because each group needs a different tone.

Pro tip: Use Goliath’s smart tagging and motivation scoring to bulk-segment leads before launching your sequence.

Step 2: Set the Right Re-Engagement Goal

Don’t start with: “How do I close this lead?”

Start with: “What would re-open the door?”

Your goal isn’t to get a contract in the first message. It’s to:

• Re-spark interest

• Rebuild trust

• Get them to respond

From there, the conversation (and the contract) can follow.

Step 3: Build a 5–7 Touch Sequence

Here’s a proven structure:

Touch 1: Casual Check-In (Day 1)

Subject: Still thinking about the house?

“Hey [Name], just checking in. Not sure if anything’s changed on your end, but I’m still around if the property’s something you’re considering selling this year. No pressure either way, hope you’re doing well.”

Keep it light. Keep it personal. No hard ask.

Touch 2: Value Add (Day 3–4)

Subject: [Your city] property trends this month

“Thought you might find this helpful, [insert link or insight]. If selling is still on your radar, this could help you time it right.”

This shows you’re paying attention to their situation, not just pushing your agenda.

Touch 3: Reminder of Past Offer (Day 7)

Subject: That number I mentioned a while back...

“I know we talked a while back about [$X]. Depending on how things look today, I might still be in that range, or higher. If you’d ever like a fresh look, I’m happy to run the numbers.”

Now you’re giving them a reason to reconsider without begging for the deal.

Touch 4: Emotional Trigger (Day 10–12)

Subject: Still dealing with the property stress?

“I talk to a lot of sellers who wait until things feel 'urgent' to move forward. Sometimes it’s easier just to get clarity. Let me know if you want to revisit options. Happy to make it simple.”

This reactivates people who are stuck or overwhelmed.

Touch 5: Breakup Message (Day 15)

Subject: Should I close your file?

“Hey [Name], totally understand if selling’s off the table or if the timing just isn’t right. I’ll mark things as closed on my end, but if anything changes, I’m just a text away. No hard feelings either way.”

This creates urgency without pressure. Many replies come right here.

Optional Touches 6–7: Follow-up Voicemail or Text

Use tools like Goliath to send:

• A friendly voicemail drop ("Hey, just left this open for you in case you’re still exploring")

• A personal text ("Just circling back in case the property is still giving you headaches, want to chat?")
  
  
  
  

Step 4: Personalize Based on Past History

Go beyond “[First Name]” merge tags.

If your CRM shows they mentioned something specific, like inheriting the property, planning a move, or facing repairs, mention it.

Examples:

• “Still dealing with that leak in the back room?”

• “Has probate wrapped up yet?”

• “Is your mom still considering moving into assisted living?”

The more real it feels, the more likely they are to reply.

Step 5: Automate It (Without Sounding Like a Bot)

You don’t need to do this all manually. Goliath can automate your entire re-engagement flow while keeping the tone human and personalized.

Here’s how:

• Use smart filters to isolate leads older than 30/60/90 days

• Trigger a new follow-up sequence with the right tags

• Personalize each message with the seller’s situation

• Track engagement and auto-reprioritize based on replies or behavior

The result? Your old leads warm back up without you lifting a finger.

Re-Engagement Isn't a Last Chance, It's a Second Shot

The reality is, most sellers aren’t rejecting you when they go cold. They’re stalling. Distracted. Unsure.

And when you show up months later, calm, clear, and helpful?

You instantly stand out from the noise.

Because everyone else gave up.