The 60-Day Seller Follow-up Campaign
Most listings are won because of follow up. We ran some numbers recently and 45% of the listings an agent took were won after repeated follow up attempts. That’s why you must follow up.
We built out a great follow up campaign that will help you do that. It includes all the necessary elements to run a seamless campaign and start getting listings immediately. It starts with your Home Sweet Home Magazine or initial introductory marketing materials and progresses through a series of follow-up letters and even phone scripts.
Not only have we created all of the templates, we’ve even established a timeline, so you know exactly when to follow up with the next letter or phone call. All you need to do is list the home; we’ve done the hard part for you. You can load these letters into a follow-up sequence in Top Producer or whatever CRM you use.
In each module below, you will find copy and paste letter templates and scripts.
To kick off the 60-day Seller Campaign, start by sending your Home Sweet Home Magazine or any introductory marketing materials you have.
This letter warns of the risk of underpricing a property and subtly makes the point “I will get you more money.”
Don’t Sell Your Property Until You Get a Second Opinion on What It’s Worth!
You could be leaving money on the table if you do.
I recently mailed you an informational packet that reveals how to sell your property for top dollar. I’m following up to make sure you received it. Plus, I wanted to mention something very important.
I’ve seen so many Property Owners sell their properties for less than they’re worth.
A buyer approaches them and offers what seems like a fair price. But little do they know the buyer may actually be a real estate flipper who hopes to make a substantial profit “flipping” their property.
Where do you think the “flippers” on TV are finding the below-market properties they buy!?
If buyers approach you out of the blue about buying your property, they’re not willing to pay top dollar. If they were willing to pay top dollar, wouldn’t they buy a property that was already on the market?
Most of the time, these buyers are offering less than your property is worth – in some cases, substantially less! Now, if a buyer approaches you and is willing to pay a fair price, then by all means, sell your property to them.
But how do you know if the price they’re offering is fair or not? You don’t – unless you get a second opinion from an experienced agent. I am very familiar with the properties in this area and can help you discover exactly what your property is worth.
So if you’re thinking of selling, give me a call. I’ll put together a Comparable Market Analysis and help you determine exactly what your property is worth in today’s market. Please give me a call at [Your Phone Number] for more information. Or, you can send me an email at [Your Email]. I look forward to hearing from you.
Sincerely,
Your Name
Your Real Estate Company
Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.
If the seller is not on the Do-Not-Call List and you feel comfortable calling them, then follow up using the script below. You’d be surprised at how many people will tell you, “I’m so glad you called. I’ve been meaning to call you, but haven’t gotten around to it yet.”
We don’t recommend leaving a voicemail this early in the process. So, we don’t have one as part of the script. If you really want to reach them, then try calling a few times. But, if they don’t answer, then simply continue on with the campaign.
Script Template
Make sure you are talking to the owner. If Steve Johnson is the owner and the person answering the phone sounds like a guy, then ask,
"Hi, is this Steve?"
“Hi, this is ____. I’m the Realtor who sent you the informational packet. Do you remember receiving that?
Pause and wait for them to say “Yes.”
“Great. I’m following up on your property at ________? Are you interested in selling that property – provided you could get the right price for it?”
If they say “Yes,” then continue below.
If they say “No,” then ask them:
“Do you think you’ll be interested in selling it in the future?”
If they say “Yes,” then find out when that will be and follow up in the future.
Tip: Always cut the follow up time in half because many people list sooner than they think.
If they say “No,” then thank them for their time and end the call.
“Excellent. I’d like to meet with you at the property sometime and show you my marketing strategies and how they can help you get top dollar for that property. When is a good time that we could meet and do that?” If they say “Yes,” then schedule the appointment. After that, get more information to help you prepare for the appointment. Ask the following questions and note the answers.
If they say “No,” then try and handle their objection and schedule the appointment. There are so many different ways to handle objections that I can’t handle them all here. But, if you’re persistent, many people will meet with you… and list with you! |
This letter talks about how your marketing plan will generate more buyer interest in their property, so it sells for top dollar.
A Strong Marketing Plan Is The Key To Selling Your Home For Top Dollar
I mailed you a copy of my marketing plan that reveals how to sell a property for top dollar. Make sure you check out all the useful tips inside.
Inside this packet is information on how to attract more buyers to your property.
Here are some of the best tidbits:
- 89% of home buyers search online during the home buying process, my process makes sure your home stands out above the rest.
- Why the pictures of your property are crucial to getting it sold.
- How to get top-notch pictures of your property so buyers fall in love with it and schedule a showing.
- How to increase your buyer interest by more than 250%
- My entire 67-step plan for marketing your property.
Would you like to know exactly how I can generate more buyer interest in your property and get it sold? Then give me a call at [Your Phone Number] to schedule a meeting. Or, send me an email at [Your Email]. I look forward to hearing from you.
Sincerely,
Your Name
Your Real Estate Company
Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.
This letter talks about the Three Step Formula you use to sell homes for top dollar.
My Three-Step Formula Will Get Your Property Sold For Top Dollar!
I sent you my informational packet on selling your home and haven’t heard back yet, so I’m following up.
I lay out a strategy that will get your property sold for top dollar. I call it the 3-Step Formula.
Here’s a quick summary of how the 3-Step Formula will get you top dollar:
#1. Expose your property to more buyers. 93% of buyers start their searches online. I can expose your property to more buyers than you can on your own.
In addition, I know how to get buyers to look at your property and make them fall in love with it online — before they’ve ever seen it in person.
#2. Utilize Top-Notch Marketing. There are many different aspects of marketing, but the most important ones are:
- High-quality, charming pictures that showcase your property’s appeal online.
- Understanding the 80/20 rule and using that to make your property stand out from competing properties for sale.
- The process I use to hook buyers online and make them fall in love with your property before they’ve ever seen it.
#3. Help you improve the showing condition of your property. A staged property will sell for more money than one that is not staged.
This is a brief letter, but when you’re ready for more in-depth information, you can give me a call at [Your Phone Number] to schedule a meeting. Or, send me an email at [Your Email]. I look forward to hearing from you.
Sincerely,
Your Name
Your Real Estate Company
Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.
45% of listings are won from follow up. That’s why we recommend calling the seller three times over the course of this campaign.
If the seller is not on the Do-Not-Call List and you feel comfortable calling them, then follow up using the script below. You’d be surprised at how many people will tell you, “I’m so glad you called. I’ve been meaning to call you, but haven’t gotten around to it yet.”
Again, we don’t recommend leaving a voicemail at this point in the process. If you really want to reach them, then try calling a few times. But, if they don’t answer, then simply continue on with the campaign.
Script Template
Make sure you are talking to the owner. If Steve Johnson is the owner and the person answering the phone sounds like a guy, then ask,
"Hi, is this Steve?"
“Hi, this is ____. I’m the Realtor who sent you the informational packet. Do you remember receiving that?
Pause and wait for them to say “Yes.”
“Great. I’m following up on your property at ________? Are you interested in selling that property – provided you could get the right price for it?”
If they say “Yes,” then continue below.
If they say “No,” then ask them:
“Do you think you’ll be interested in selling it in the future?”
If they say “Yes,” then find out when that will be and follow up in the future.
Tip: Always cut the follow up time in half because many people list sooner than they think.
If they say “No,” then thank them for their time and end the call.
“Excellent. I’d like to meet with you at the property sometime and show you my marketing strategies and how they can help you get top dollar for that property. When is a good time that we could meet and do that?” If they say “Yes,” then schedule the appointment. After that, get more information to help you prepare for the appointment. Ask the following questions and note the answers.
If they say “No,” then try and handle their objection and schedule the appointment. There are so many different ways to handle objections that I can’t handle them all here. But, if you’re persistent, many people will meet with you… and list with you! |
This letter talks about how you will use better marketing to sell their home for top dollar.
Yes, we harp on about marketing. But, that’s what sellers want and it’s the best way to stand out from your competition.
My Top-Notch Marketing Will Attract More Buyers To Your Property,
So It Sells For Top Dollar!
Here are some of the different ways my marketing plan can help you attract more buyers:
#1: Make your property stand out from all the other homes for sale. Your property is not the same as every other home.
There are things you love about your property that potential buyers will love, too. I’ll show you how to use aggressive marketing tactics to highlight those things to potential buyers, so they fall in love with your home.
#2. Make your property as appealing as possible. Real estate is emotional. People want a property they love, and if it appeals to them, they’ll buy it.
I’ll show you quick and easy ways to make your property more appealing.
#3. Get your property in front of more buyers. Your property won’t sell if buyers don’t know it’s for sale. I’ll market your property far and wide so every prospective buyer knows about it.
I can sell your property for top dollar. I’ll implement my proven marketing strategies and get it sold! Contact me, and I’ll show you my specific plan to sell your home quickly for top dollar. Give me a call at [Your Phone Number] or send me an email at [Your Email].
Sincerely,
Your Name
Your Real Estate Company
Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.
This letter talks about how you will use better pictures to generate more buyer interest so their home sells for top dollar.
The Pictures Of Your Property Can “Make” Or “Break” The Sale!
Let me help you “Make the Sale” and sell your property for Top Dollar!
Think about it. When you’re browsing online for a home, what piques your interest?
Even if the square footage, neighborhood and everything else is perfect, you aren’t likely to see a home in person if it doesn’t look good in photos.
It’s been proven that homes with high-quality photos attract more buyers.
Here’s how I’ll capture top-notch pictures to market your property:
#1: Make sure the pictures are captured by a professional, experienced photographer who uses professional-grade equipment.
#2. Ensure the pictures of your property capture its best features and natural “charm.” Great pictures are an art and a science. I’ll make sure they look amazing.
#3. Make sure your photos are professionally edited. An Instagram filter is not going to cut it! I’ll make sure the photos are touched up to make them look their absolute best.
Would you like to see exactly how attractive pictures will generate more buyer interest in your home so you get top dollar? Then please give me a call at [Your Phone Number] to schedule a meeting or send me an email at [Your Email].
Sincerely,
Your Name
Your Real Estate Company
Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.
Yes, we recommend calling the seller three times over the course of this campaign. It may sound crazy, but it’s worth it. You’d be surprised at how many sellers receive your letters, are open to listing with you, but simply procrastinate on calling you to list.
That’s why we recommend following up, so you don’t miss out on those listings. Sometimes, they may have been avoiding you because they were going to list with someone else.
But, then they changed their mind on that person, and since you’re being persistent, they decide to list with you instead. (It happens more often than you think.)
Anyways… if the seller is not on the Do-Not-Call List and you feel comfortable calling them, then follow up using the script below. We’ve added a voicemail script here because we believe in leaving a voicemail on your last call.
Script Template
Make sure you are talking to the owner. If Steve Johnson is the owner and the person answering the phone sounds like a guy, then ask,
"Hi, is this Steve?"
“Hi, this is ____. I’m the Realtor who sent you the informational packet. Do you remember receiving that?
Pause and wait for them to say “Yes.”
“Great. I’m following up on your property at ________? Are you interested in selling that property – provided you could get the right price for it?”
If they say “Yes,” then continue below.
If they say “No,” then ask them:
“Do you think you’ll be interested in selling it in the future?”
If they say “Yes,” then find out when that will be and follow up in the future.
Tip: Always cut the follow up time in half because many people list sooner than they think.
If they say “No,” then thank them for their time and end the call.
“Excellent. I’d like to meet with you at the property sometime and show you my marketing strategies and how they can help you get top dollar for that property. When is a good time that we could meet and do that?” If they say “Yes,” then schedule the appointment. After that, get more information to help you prepare for the appointment. Ask the following questions and note the answers.
If they say “No,” then try and handle their objection and schedule the appointment. There are so many different ways to handle objections that I can’t handle them all here. But, if you’re persistent, many people will meet with you… and list with you! |
Voicemail Template
“Hey, _(First Name)_, this is _(Your Name)_ with _(Brokerage Name)_. I’m calling about the property at _______. I’ve been trying to reach you about it for a little while. I’ve got some ideas about how you could sell it for top dollar. Give me a call back to discuss them when you have a chance. My number is _(Your Phone Number)_. I look forward to talking to you.”
This letter talks about the benefits of staging, how it attracts more buyers, and can result in a higher selling price.
I’ll Help You Quickly & Inexpensively Stage Your Property
So Buyers Fall In Love With It And Pay Top Dollar!
If you’re selling your property, I’m sure you want to get top dollar for it.
If your property isn’t already staged, don’t worry. It’s easy to stage a property — without spending a lot of money.
Here’s an example of how staging can get you more money for your home:
In a townhome development with 200 equivalent units, two were for sale. Every single unit had the exact same floor plan, with 3 stories, 3 bedrooms and 3 bathrooms.
- Townhome A sold on August 26.
- Townhome B (5 doors down) sold on July 26, for $40,000 less.
Neither unit was more attractive or updated than the other. Both units had the same kitchen countertops, cabinets, hardwood floors in the living room, etc.
There are two reasons one unit sold for $40,000 more than the other:
- Townhome A was professionally staged, giving it a more appealing appearance.
- The agent selling Townhome A took higher quality, more attractive photos of the home.
Those two seemingly small actions made the $40,000 difference! The buyers of Townhome A paid a higher price because the home was more appealing.
Would you like me to personally show you the easiest ways to quickly and easily improve your property’s showing condition so it sells for top dollar? Then please give me a call at [Your Phone Number] to schedule a meeting or send an email to [Your Email].
Sincerely,
Your Name
Your Real Estate Company
Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.
This letter talks about how you will use a specific, ten-step plan to market their home and generate more buyer interest.
If you want, modify the letter to suit your plan. Or, review it and plan out how you can implement all of the things detailed inside.
Can I Help You Sell Your Property?
If you’re thinking of selling your home, I have a proven plan to get you more money. Your property deserves the love and attention that a top-notch marketer — like myself — can give it.
If you hire me to sell your property, I will implement my 10-step system to sell it for the most money possible in the shortest amount of time.
Here’s my 10-Step Plan to market your property aggressively and get it sold:
Step 1: Evaluate your property to identify all the reasons buyers might love your home and determine its competitive advantage in the marketplace.
Step 2: Evaluate the market value of your home alongside comparable properties on the market so you can price it strategically and get the most money possible.
Step 3: Determine the best features of your property and aggressively market them to buyers.
Step 4: Identify any necessary repairs or upgrades your property may need to maximize its value.
Step 5: Help you stage your property to highlight its beauty and functionality.
Step 6: Take professional photos that show your property in its best light.
Step 7: Use vivid language to create an online listing that attracts the right buyers.
Step 8: Promote your property on a variety of real estate websites and social media platforms for maximum buyer exposure.
Step 9: Set up tours for interested buyers and get their feedback afterward.
Step 10: Negotiate the highest possible price to sell in a timely fashion that suits you, as well as the buyer.
Would you like more information on how my plan works? Then give me a call at [Your Phone Number] to schedule a meeting or send me an email at [Your Email].
Sincerely,
Your Name
Your Real Estate Company
Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.