OK, by now I hope you've had the chance to make contact with these old, pretty-much-forgotten leads. How did it go? Were you surprised that some of these people actually still want to buy or sell their home? In this market, people need a pretty good shove to get them moving, so make sure you're the one to give it to them!
SO, WHAT DO YOU SAY TO THESE BUYERS AND SELLERS YOU MAYBE DIDN'T PAY ENOUGH ATTENTION TO OR THAT YOU FELT LIKE THEY JUST WEREN'T MOTIVATED?
Even if it's been a LOnnng time, YOU SHOULD NOt apologize to them, See my blog post for more on this. it's WAY more important to let them know you are just following up to make sure they were taken care of. Don't sound timid or tentative - BE ENTHUSIASTIC! If you are enthusiastic, it's a lot easier for them to get excited, too.
Someone you’ve spoken to previously (Buyer) “ When I spoke with you last, you were thinking about buying a home. I wanted to check in with you to see where you’re at. Are you still interested in buying or if you decided to stay where you are?”
When you call Buyer leads, ask them: “Are you still looking?” “Are you currently working with an agent?” “If you haven’t bought yet, what is stopping you?” “How soon do you want to move?” [If they own their home] “Do you need to sell your home first?”
Someone you’ve spoken to previously (seller) “ When I spoke with you last, you were thinking about selling your home. I wanted to check in with you to see where you’re at. Are you still interested in selling or if you decided to stay where you are?”
“ I would be happy to put together a current Market Analysis for you, which will give you: Recent sales in your area, expired listings, and new listings, After you've gotten it, we can meet to go over it if you'd like.”
Questions to ask Seller leads: “ Are you currently working with an agent?” “ Do you have a current Market Analysis for your home?” “ Why do you want to move?” “ Do you have a specific time frame you would like to move by?” “ What would you say your home is currently worth?” “ What do you owe on the property?” “ What condition is it in overall?”
Someone You haven’t spoken to previously (Buyer or seller) “ I came across your name and phone number on a message pad here, and realized that I hadn’t gotten in touch with you – so I wanted to be sure to follow up. I don’t have much in the way of details, so can you fill me in on your situation and how I might be able to help you.”
IF they've already bough or sold If they have an agent, already bought/sold their home or have decided not to buy/sell since your last contact, say “ Well good. I just wanted to make sure you were taken care of and I want to wish you the best.”
Someone Who's Not Ready Yet (Buyer) “ I understand. Let's do this: If you’re out and about and you happen to see a property that catches your eye, Give me a call if you want information on it. I’m happy to help in any way I can. One more thing: Would it be alright if I send you information once in a while to keep you updated on the local market?”
[If response is yes] “ Okay great. Where’s the best place to send it?”
(Seller) “ I understand. It’s an important decision. Let's do this: would it be ok if I kept you updated on recent sales in your area, expired listings, new listings and other information. Where would be the best place to send it?
In the meantime, if you have a question or concern I could help you with, i hope you'll give me a call. I’d be happy to help at any time – whether you decide to sell or not.”
Invite them into the office buyers “You know, I have found that buyers who invest 20 minutes to come into the office, gather information, and establish a home-buying game plan, find the home that will suit their needs in less time, and at the best prices. When will you have 20 minutes to stop by? Are you available now?”
sellers "You know, I've found that sellers who invest 15 or 20 minutes to come into the office, gather information about the current market, and establish a game plan for selling their home, usually sell their home more quickly and at a higher price. When will you have 20 minutes to stop by?"
scary, i KNOW lISTEN, i KNOW THIS IS SCARY STUFF FOR SOME OF YOU. bUT TRUST ME. iT WILL WORK. rEMEMBER THE FROG? iF YOU GOTTA EAT AN UGLY FROG, DO IT FIRST THING IN THE MORNING. That will be the worst thing that happens all day. Same with making these phone calls.
