Follow up “Value add” Conversation Topics

A Note from STEVE

DON'T GIVE IT ALL AWAY ON THE FIRST CALL !

YOU NEED A REASON TO CALL BACK

Take “ Just checking in “ out of your follow up vocabulary !

Similar Properties 

Based on their past property views. Find properties that are similar and offer to send them over

Script: 

Hi Buyer, 

I was just following up about (property address). I know you had some interest in that property and  there are a couple of other similar properties for sale as well that I wanted to share with you. 

Off market Properties

Let them know you work really hard to be a proactive agent vs reactive agent by being able to look for properties they will not have access to online - explain priority access program 

Script:

Hi Buyer, 

I just wanted to let you know, because of the volume of sales that we do, we actually have access to off market properties that you won't find on Zillow, Trulia or Realtor.com. There may be a few that fit what you are looking for… I am going to send you over a few, do you prefer text or email?

Rates and Market

Educate them on current rates and market.

 For a buyer .. date the rate, marry the house. 

 2/1 Buydown option with Semper- 2% off intrest rate year one, 1% off the second year and then refi 

 For a seller - Sell now while the market is in their favor .

Events and Giveaway

Look at our events and giveaway calendar.

HI Client, 

We have a really great giveaway/ event coming up that I wanted to tell you about….

Renting vs Buying

Explain that there are many loan options out there that they may qualify for and most likely with first , last and security can afford the down payment… There are different loan products that have 100-105% financing so they may not need to come out of pocket at all “ You're paying a mortgage either way, wouldn't it be great if it were your own!

Buyer vs Seller market

Explain supply and demand , high supply / low demand = Buyers market (6+ months of inventory)

Low supply / High demand = Sellers market  ( 3-6 months of inventory) 

KCM

Use Keeping current matters articles from Zendesk or Canva to add data points and market knowledge 

These are links you can send to Clients:

KCM First time home buyers guide English

KCM First time home buyers guide Spanish

To access branded KCM templates for social media or to text out: 

Log into ROVI canva

Choose ROVI HOMES

Choose folders

Choose social templates

Choose KCM 

Home Bot

Offer homeowners a monthly email to show them Value in their current home 

(asset)  Homebot will give them a value estimate with options to modify improvements, options for refi or early pay off, air b and b options, relevant mortgage data for your home and so much more

Buyer VIP

Advantages/ savings of our Buyer VIP program - Be familiar with this program and our preferred lenders that participate .

Here is the Buyer VIP contract and participating vendors

Great Voice Mails

When leaving a voicemail use This Great Voice mails doc

FORD

Look at your detailed notes and discuss upcoming life things . Here is the FORD conversation starters 

FOLLOW UP TEXT REQUIREMENTS 

Must check on every lead that comes in

Read the Registration Notes to know:

• Where did it come from ? (SOURCE)

• What property are they looking at?

• Check Raiya conversation if any (so you know status of communication)

• Look at the property they came in on and send some push notifications 3-6  properties. Here is a video on how to send a push listing 

• Send a personal text 

• Email letting them know you are personally curating some properties you think they’ll like and ask them to let you know what they thought…

Followed by MASSIVE follow up using this System and smart lists.

Text templates are in FUB under Follow up Buyer or Follow Up Seller

Day 1 - 1st Text = Registering on my site 

Day 2 - 2nd Text = Good Eye

Day 3 - 3rd Text = Buyer Appointment 

• They start looking and you see activity - immediately send this text

  • OMG I saw this property...

• Post 14 days, if no contact at all - Fish for response 

  •  Buyer Determining Interest

• Post 30 days, if no contact at all -  send one of these texts 

  • Buyers - Ton of new properties coming on the market

  • Buyers- Are you still looking to buy a home this year? 

  • Buyers- Hope I didn’t drop the ball

If no response from any of these specific texts, then they go into following the Activity Priority:

Alerts (from smart lists), Riya, and Actions Plans long term drips. 

We then follow the Smart lists of only the most active clients...at some point about twice a month you should mass email everyone, determining interest or something close to see if you can refresh interest or if you have a new listing or something specific to share.    

( This section should probably have dumping ground/ cauldron instructions)

Here are the main text templates we want you to use as you get to know our system and what texts work! The key is to read and understand the text context, the goal is for reaction & showing requests, get your clients excited about seeing property with you…..

•  All templates are in FUB 

BUYER TEXT

Registering on my site - REQUIRED FIRST TEXT FOR BUYERS

Hey %contact_first_name%,  Thank you for taking a look on our site!   This one looks amazing (INSERT THE LINK TO THE PROPERTY THEY CAME IN ON)

Did you want to pop over & see it, I have time tomorrow at 2pm...will that work?

Let me know soonest... 

 %agent_first_name%

Go see Last viewed address

%greeting_time% %contact_first_name%, when would be a good time to go see %viewed_address%? - (INSERT THE LINK TO THE PROPERTY THEY CAME IN ON)

 Let me know, talk soon!

 %agent_first_name%

Good Eye

%agent_first_name%

 Hey %contact_first_name%,  

 I wanted to reach out regarding %inquiry_address_url%.  That one is so cute, Great eye!  When did you want to go see it, I have time tomorrow around 12:30, will that work? - %agent_first_name%

OMG I saw this property...

%contact_first_name%,  OMG I saw this property & thought of you, did you see this one!? I have time tomorrow at 3:15 to go see it, will that work?

 %viewed_address_url%

 %agent_first_name%

Ton of new properties coming on the market...

Hey %contact_first_name%.

We have a ton of new properties coming on the market in the next week or so...and I'd love to give you the first look...

What towns are you looking in...?

%agent_first_name%

Are you still looking to buy a home this year? 

Hey %contact_first_name%, are you still looking to buy a home this year? Last time we spoke you were interested in %inquiry_address% I have a couple more just like it, should I text or email them over?

Hope I didn't drop the ball?

Hi %contact_first_name%,

I've been trying to get a hold of you, but hadn't heard back?

Hope I didn't drop the ball?

Let me know what you are looking for...I'd love to connect & see how I can help you!

%agent_first_name%

Buyer post call text

Hi %contact_first_name%

So nice chatting with you, I really enjoyed our conversation!

I will start the search now & send you a list of properties that match your request here in 2 minutes...if you find something you like, please let us know & we can plan to go see it!

As you know my team & I run a large team of professionals, we were lucky enough to have helped 81 clients buy or sell homes last year & can't wait to help you...

Super excited to be working with you!

Talk Soon,

%agent_first_name%

SELLER TEXT

Seller Registration - REQUIRED FIRST TEXT FOR SELLERS

Hi Tamara,

Thanks so much for registering on our site to see your home's value...were you thinking about a move or just curious what the home might be worth?

As you may know my wife and I run a very successful real estate team, we were lucky enough to help 81 families buy or sell property in the past 12 months & would love to help you!

Give me a call when you get a chance, I can pull all the info and simply email it to you...sound good?

All the best,

Seller calling you back

Hey %contact_first_name%,

Just left a message calling back regarding your request for your home's value!

We sent a Data Report by email, but as you know typically that data doesn't account for updates to the home & how fast this crazy market is moving...had you done any updates since you bought it?

 Let me know, I'd love to revise the report and send it over, talk soon!