Mastering the Nurture-Up: Turning “Maybe” into “Yes”

“Let me think about it…”

You know the moment. You’ve nailed the appraisal. The conversation flowed, the connection was strong. You walk away thinking this is a done deal.

And then, there came a silence.

The “maybe” can feel worse than a no. It lingers. It plays on your mind. And if you’re not careful, it can completely stall your momentum.

But what I’ve realised is this: your nurture-up strategy is often the difference between a maybe and a management.

I’m going to share exactly how to nurture up with purpose, not pressure, and turn more of those maybes into yeses.

First, Know Why They’re Stalling

Not all “maybes” are the same. The key is understanding what’s really going on.

These are the common reasons I see:

• Timing: tenancy not ending yet
• Uncertainty: they’re still shopping around
• Fear: they’ve been burned by a previous agency

Here’s my advice: Don’t assume. Ask. Use open-ended questions to discover the real hesitation. Something as simple as: “Can I ask, is there anything holding you back from making a decision right now?”

You’ll be surprised how much this opens up the conversation.

Timing Is Everything, So Is Tone

I see BDMs fall into two traps: disappearing after the first nurture-up, or chasing too hard. You need the right rhythm.

Here’s a flow that works:

• 24 hours after appraisal
• 3 days later
• 1 week later
• Then monthly touchpoints if longer-term

And your tone matters just as much. “Just checking in” adds no value. Swap it for: “I’ve just helped another landlord with a similar property avoid a 3-week vacancy, and I thought of you.”

Always lead with relevance and service.

Automate Some of It, But Never the Heart

I’m a big believer in using automation to support, not replace, your nurture-up.

Tools like Reapit CRM can help you stay organised and keep leads warm. But canned emails alone won’t win trust.

Here’s what I do:

• Build a semi-automated flow.
• Leave space for personal touches.
• Use voice notes or video for high-potential leads (it’s much harder to ignore a real human than a generic email!).

As I share in this blog on automation and technology, tech should elevate your relationships, not replace them.

Keep Adding Value (Even After They’ve Gone Cold)

Most BDMs give up too soon.

But here’s what actually helps: staying top of mind by adding value, not chasing a sale.

For example:

• Share vacancy rate updates
• Mini case studies of similar properties
• Tips for optimising rental returns

Something as simple as: “Just thought of you… one of our clients was in a similar position and here’s what worked for them…”

No pressure, just relevance.

Know When to Move On, But Leave the Door Open

Sometimes, despite your best nurture-up, the lead goes completely cold. And that’s okay.

At that point, send a graceful final message: “If anything changes down the track, I’d love to help.”

You’d be surprised how often those quiet leads come back when the timing is right, and because you left the door open professionally, they’ll come to you first.

Your Nurture-Up Framework

Here’s your recap:

• Find out what’s really behind the delay
• nurture up with rhythm, not random check-ins
• Add value, not pressure
• Use tools to maintain consistency, but keep the human touch
• Know when to step back, but never fully step away

And remember: the deal isn’t lost until you stop showing up with something worth saying.

If this resonated with you, or you want to sharpen your nurture-up skills even more, it’s exactly the kind of work we do inside my RISE Mentoring Program. Book a time and let’s chat.

Your future yeses are waiting.