A buyer might see three properties across two weeks and talk to four agents. The one who keeps in touch without being a nuisance tends to win. The agents capture each lead from a call, chat or portal, log what the person asked for and score how ready they seem, so you know whether to call today or send something useful.
Buyers and sellers move at different speeds. The follow-up agent drafts messages that reflect a lead's actual interests, such as a new listing that matches their search. A negotiator reads and approves them, so each message still feels personal. Each draft is logged to the record.
The next-best-action agent lists who to speak to each morning, including a seller who has not heard from you in a while and a buyer who has viewed the same property twice. Each message is logged to the record, so a colleague can see what was said when covering holidays.
Agree what ready means for your market, for example a mortgage in place or a property to sell. Keep a person on the line for offers, pricing and anything legal, because those are not agent work. Watch how many leads you contact within a day of enquiry and how many viewings follow. If you work with very few leads at a time, a manual approach may still serve you.