What is a Lead Type?
A Lead Type identifies what kind of real estate transaction a contact is most likely to pursue - for example, whether they’re looking to buy their first home, upgrade to a larger property, downsize, or invest.
Understanding each lead’s type allows you to personalize your outreach and tailor your messaging to what matters most to that contact. This creates more meaningful conversations and increases the likelihood of conversion.
First-Time Home Buyer
Description:
A lead purchasing a home for the first time. They may need more education about financing, timelines, and the buying process.
Tips for engagement:
- Provide educational resources about the home buying process.
- Focus on building trust and offering step-by-step guidance.
- Use friendly, approachable communication.
Example message:
“Buying a home is exciting! I’d love to share a quick guide that walks you through what to expect”
Move-Up Buyer
Description:
Someone who already owns a home and is looking to purchase a larger or more upgraded property. These leads are often managing both a sale and a purchase at once.
Tips for engagement:
- Emphasize convenience and timing coordination (selling + buying).
- Highlight the benefits of upgrading (space, neighborhood, amenities).
- Offer market evaluations or bridge loan resources if applicable.
Example message:
“Thinking about buying? I can help you find out what your current home is worth and line up your next purchase seamlessly.”
Downsizer
Description:
A lead looking to sell their current home and move into a smaller property, often for retirement, lifestyle changes, or simplified living.
Tips for engagement:
- Lead with empathy and focus on ease of transition.
- Share options like low-maintenance or single-level homes.
- Position yourself as a trusted advisor during a major life change.
Example message:
“Ready for something new? I can show you great options that fit your next chapter perfectly.”
💼 Investor
Description:
A lead interested in purchasing real estate for income or portfolio growth - often focused on ROI, property performance, and market trends.
Tips for engagement:
- Use data-driven communication (ROI, rental comps, appreciation rates).
- Be concise and professional — investors appreciate efficiency.
- Highlight off-market opportunities or high-demand areas.
Example message:
“I found a few properties with strong rental potential and returns. Want me to send you the details?”
Why Lead Types Matter
Lead Types help you:
- Personalize conversations and campaigns based on motivation.
- Prioritize leads using Lily's Lead Score and persona data.
- Automate follow-up with messaging that matches each buyer’s journey.
When combined with Persona and Score, Lead Types ensure you’re speaking the right language to the right person at the right time.