Online Lead Follow-Up EMAIL TIPS Speed to lead- respond within 5 minutes to an inquiry Keep your emails short- a few sentences at most Make your emails sound conversational- read your email out loud before sending! Use the subject line to peak interest – give them something to wonder about/question Send emails on Monday mornings Long-term follow-up: online leads take an average of 18 months to convert YOU CAN WRITE SUBJECT LINE: Will This House Work for You? MESSAGE: This listing hit the market today, and I wanted to get it right over to you. As of today, there are four homes listed in your search area and price range. On average, they're selling within 11 days. If you’re interested, I'm scheduling showings for this afternoon and can easily add this to my list. It’s frustrating when you respond to a buyer inquiry on a specific listing, and then you never hear from them. Many agents give up after their first or second attempt at following up with an online lead. You can increase your chances of converting an online lead to an actual conversation with an efficient, informative email script. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Another Agent Will Take Lower Commission YOU CAN SAY Thank you for bringing that up. Let me ask you this: Is it more important to you to pay the least amount of money in commission or to net the most money from the sale of your home? (Wait for them to say, “net the most.”) Great! My List-to-Sale ratio is (number), while the average agent List-to-Sale ratio is (number). Did (Agent Name) talk about their List-to-Sale ratio? (Most likely, they will say “no.”) Why do you think that is? (Because it’s lower, or they don’t know their numbers.) I pride myself on my List-to-Sale ratio. My experience and expertise give me an edge, which in turn gives you an edge. Let’s do some quick math, if you don’t mind. (Have the seller net sheet calculations handy and do the math.) If I sell your home for 97 percent of list price, even with my commission, you are going to net (number). If (Agent Name) sells your home at 94 percent of list price with (percent) commission, you are going to net (number). OR Thanks for bringing that up! If (Agent Name) won’t even negotiate for their own commission, how do you expect them to negotiate for the value of your home?” Your job is to show how selecting an agent based on lowest commission isn’t setting them up for a successful selling experience. Explaining the value of your quality of service, your list-to-sale ratio and commitment to netting the greatest profit from the selling of a home provides strong rationale as to why the seller should choose to work with you. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

The Buyer Consultation--Goal 4 YOU CAN SAY EXPLAIN BUYER COMPENSATION-- Be transparent and confident about the options on how you will be compensated. As your representative, I want to be transparent about how Buyer’s Agents are paid for our services. Both the brokerage and I are paid on a commission basis. That means that I only get paid if I help you find a home you want to purchase and the transaction closes. Unless and until that happens, no payment is due. There are several ways in which I can be paid for my services. These include: The seller of the property you are interested in has offered to pay a commission to the buyer’s broker The seller has offered a modest commission towards the buyer’s broker as reflected in the listing, which would require either contribution by you as the buyer or we would include that as part of an offer you make on the property The seller has not offered to pay a commission to the buyer’s broker, but we include that requirement as part of the offer you make on the property The seller will not agree to pay a buyer’s broker commission, in which case you would be responsible for my compensation. Please note that my payment amount is not set by law and is fully negotiable. Buyers are not always aware of how compensation is determined in a real estate transaction. Demonstrate transparency as one of the benefits of working with you by educating and preparing buyers for the various options in which your commission may be paid. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Promote Your Open House YOU CAN SAY PEAK NEIGHBORS INTEREST Hello, my name is (your name), a real estate agent affiliated with (company name). I will be hosting a special Open House at (address) on (day) from (time frame) Did you know this home was for sale? I promised the seller I would get the word out in the neighborhood and was curious: who do you know that might want to live in this area? What real estate needs can I help you with? I regularly provide valuable information to my current and past clients, such as (items you send). If you give me your email or phone number, I would be happy to include you. Wonderful! Again, the Open House is (day, time). Please stop by. I’ll have snacks and treats. I’d love to show you the home! (hand them a flyer / invite) PROMOTE ON SOCIAL MEDIA BEFORE— Come see me at 4587 Walnut Cove today at 4 p.m. This lovely home is a 4-bedroom 3-bath with a great open floor plan and a bonus room over the garage DURING— Take a look at this (pan around)! See you at 1450 Maple Street in about ninety minutes when we open this home for home buyers like you! AFTER —We had 25 visitors today at 4587 Walnut Cove. The favorite attraction was the open floor plan connecting the family room, kitchen, and dining room, great for entertaining. Don’t miss out... contact me if interested! You have picked a house that is attractive, desirable, and accessible to our ideal client. Choose the promotional strategies that work best to target the property’s ideal buyers as well as your ideal client. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Lead With Buyer Appointments YOU CAN SAY Welcome! My name is (your name). I’m a real estate agent with (brokerage) and work with many buyers and sellers in this area. What is your name? (Introduces self) It’s a pleasure to meet you. For safety and security, the sellers want contact information on every visitor who comes through, so please sign in on the iPad. What brought you to this home today? (we’re looking to buy) I hope this property is perfect for you! Even if it’s not, please check back in with me and let me know what you liked and disliked. Your feedback will be helpful for the sellers. (visitor tours home alone) What do you think... is this a home you can picture yourself living in? (it’s not for us) Tell me about the right home for you—what are your must have features? How many bedrooms/bathrooms? What is your price range? Do you currently own a home? What do you love about it? What do you wish was different? Do you need to sell your current home before you can buy? I would be happy to help you in your search. I often know about new listings before they go online and can show you any property listed. Let’s get together and talk about the specifics of what you need so I can get to work for you!” I’m free as soon as I am done here. Does 4 p.m. today work for you? Or 3 p.m. tomorrow? What’s the best phone number and email for you? You have a captive audience with potential buyers looking at your open house. Strick while the iron is hot! If the prospective buyers are not interested in that property, use your knowledge of the local market homes for sale to discuss other properties and set up an appointment with them. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Compensation Structure YOU CAN SAY Great question! Let's dig into how I can be compensated. With such a big purchase, it’s normal to be concerned about where every dollar comes from and goes. This is a common question due to recent industry changes. New MLS rules eliminate historic practices making a seller's unilateral offer a legal obligation. Commissions are not set by law and are fully negotiable for both the buyer and the seller agent. That said, there are several ways in which I can be paid for my services. These include: The seller of the property you are interested in has offered to pay a commission to the buyer’s agent as part of the listing. The seller has offered a modest commission towards the buyer’s agent as reflected in the listing, which would require either contribution by you as the buyer or we would include that as part of an offer you make on the property. The seller has not offered to pay a commission to the buyer’s agent, but we include that requirement as part of the offer you make on the property. The seller will not agree to pay a buyer’s agent commission, in which case you would be responsible for my compensation. Based on the properties on the market, we can determine what works best for you. WWB Buyers may wonder why the seller is not paying a commission split. Be transparent about the many options buyers have under new compensation rules. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Showing Transparency Around Buyer Agency Compensation YOU CAN SAY Whether to offer compensation to a buyer’s broker, and the amount of compensation you may decide to offer, is purely your choice. You are not required by law to offer such compensation, and all compensation is fully negotiable. However, so that you can make an informed decision, and to help you understand why I recommend that you make such an offer, I want to share why I believe there are significant benefits to doing so. WWB While it may not have always been considered a best practice to bring up compensation in early conversations with potential clients, discussing the benefits upfront can help you build trust and demonstrate your value. It used to be that bringing up fees before demonstrating your value would come across as only caring about your payment – now, that conversation is in the interest of transparency. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

I Want Everything Repaired! YOU CAN SAY I understand how you feel and the list from the home inspection can seem intimidating. Many buyers I have worked with have felt the same way. Home Inspection reports always have items that might be perceived as major issues. What I have found is that many sellers would prefer to give buyers credit for the repairs. If the seller were to offer a credit, what number would you be willing to consider? Many buyers want the seller to complete all the repairs on a home inspection report prior to making a purchase. Manage realistic negotiation expectations between the buyer and the seller and maintain a positive relationship with your buyer through the utilization of the Feel Felt Found technique. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Offer Over List Price YOU CAN SAY Some of the recent sales prices in this neighborhood are not reflecting market value. The property at (recently sold home in neighborhood here) was in a pre-foreclosure phase and had fallen into disrepair. Similarly, the property at (recently sold home in neighborhood) has been a rental for ten years. Here are three comps of sales that are of a similar size and condition as this one (research comparable homes to show the seller and the appraiser why the home deserves to be sold at the increased price). The home most vulnerable to appraisals is one that received an offer over list price. As the agent, you can help the appraiser understand why the home is worth the increased price and educate the seller about the value of their home before the appraisal. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Putting Your Sellers in a Buyers’ Shoes YOU CAN SAY Some buyers may not have the cash to pay their own real estate agent out of pocket. Often buyers need their cash for the down payment and other expenses. Generally, buyers cannot finance a brokerage commission through a mortgage. Buyers without the necessary cash may not have the option of borrowing to pay for their own agent. WWB Buyers face significant hurdles when purchasing a home, and easing the financial burden of separately finding funding for their buyer agent can make the listed property more attractive. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Working with Another Agent YOU CAN SAY If I understand correctly, you are already working with someone who did not require you to sign something because the new rules had not gone into effect. You may feel that the agent you’re currently working with is giving you a deal and that signing an agreement with me is a cost you will not have with that other agent. It’s normal to be cautious of extra costs or contracts during a major purchase. However, that agent doesn’t have your best interests in mind if they are working without a representation agreement. Based on recent industry changes, MLSs in most jurisdictions require a signed agreement before I can show you any homes. This signed agreement doesn’t necessarily require you to pay “extra”– we can review the different ways I can be paid and find the right fit for your needs. Also, that other agent will expect to get paid for their services if they help you close on a transaction – with me, our agreement will spell out exactly what you can expect with no surprises. Can you see why signing an agreement with me could benefit you during this transaction? WWB If buyers were working with an agent before the new rules had gone into effect, they may not have signed a Buyer Agreement with them. Address the need to sign an exclusive Buyer Agreement with your client. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Market Trends YOU CAN SAY If you love this house and you can picture yourselves living here, it might make sense for you to make an offer while interest rates are (check market rates and insert here). They're the (lowest / relatively lowest) rates on record (check updated market statistics and update the potential buyer here). You'll get more house for your money and the data that I follow shows no signs that housing prices will go any lower. In fact, the forecast is that prices may even go up a bit between now and the end of the year. Right now, you may also be competing against fewer buyers because there's still a lot of uncertainty with people's jobs. There are a lot of buyers that are holding off or delaying their home search process right now. Buyers look to you as an expert in understanding market trends. Educate your clients on local market statistics and support them in making informed decisions. Sharing your expertise builds a strong sense of trust with buyers, enabling a successful sale and potential networking opportunities for the future. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.