8x8 Seller Action Plan

First page 1 Next page Last page

TOUCH 1 “LETTER OF INTRODUCTION” SAMPLE

OVERVIEW:

The objective is to connect with them on the phone after you have sent a personal introductory letter. If they tell you when the best time to call is make sure you call during that time frame. (Note: Ideal call back times are M-F 9-10am Wed/Thurs 4-8, Sat 10-12pm)

OBJECTIVES:

We’ve reached our objective and we’re on the phone with a prospect. Our next focus is to address our second objective: 1. Determine if they’re a Standard Seller, Short Sale Seller, For Sale By Owner or if they are in the wrong category and are a Buyer. 2. Determine is the they are a Five-Star Prospect. Remember, a Five-Star Prospect is someone who’s: a. Willing to engage in a dialogue. We’ve got them on the phone so they automatically pass our first test. b. Friendly and cooperative when we talk with them. You’ll know the answer to this in the first 30 seconds. As we’re talking we’re also listening to see if they meet the rest of our Five-Star Prospect criteria. c. Knows what they want and are they realistic about it! Your Five-Star Prospects have a plan. They know what they want and they’re willing to share it with you. d. Are they ready to sell in the next six months. Where are they in the process? Basically they’re going to fall into one of three categories. i. They’re going to be ready to sell now. ii. They’re going to be ready to sell or planning to sell later. iii. They’re never going to sell. Those are the only three possibilities you can have with this phone call, and you may find in conversation with someone that they’re not friendly and cooperative or that they don’t know what they want, or they know exactly what they want, but they’re just not realistic. Or you may find out that they really don’t have a timeline or maybe they seem flaky. If any of those things are true, it’s okay to put them in the “Exclude” Contact Status on Top Producer. What we’re trying to do, what we’re trying to determine in this conversation is, is this someone that I can work with now, or is this someone that I can work with later, or is this someone that I could never work with? Any one of the three is okay. You’re not going to be able to work with everyone, but it’s better to know that up front, so we can decide what to do next. e. Determine the next step. Would they like us to help them? If they’re looking to sell now, when would be a good time to get together in person? If they’re not ready to sell right now, would they like you to stay in touch with your 33 touch, market snapshot, Action Plan, etc. Any result in this connection process is a good result. The very best thing you can do is stay in consultant mode. Neutral. You’re not trying to convince them to sell now. You’re trying through questions and conversation to discover what their timeline is.

BEFORE YOU CALL!!!!

Be sure to check previous notes in top producer to be sure you are aware of what happened in the previous touch. You don’t want to ask if they got your letter if we didn’t have an address to send it to or you sent it as an email instead.

1. Did we have the physical address to send the Letter of Introduction?

PHONE CALL SCRIPT:

Intro: Is Mr. or Mrs. Smith there? (Always ask specifically for the person that left the message.)

Hi Mr. (Mrs.) Smith, this is <> with <> , and the reason I’m calling is because I received your request for the information you wanted, and I’ve popped it in the mail to you. Is that okay?

Establishing Motivation & Timing:

1. Are you folks planning on making a move in the next 3-6 months? ( If longer than 6 months, use Market Watch script below, and then go to question 2 )

Market Watch Script: “Would you like to receive my free monthly newsletter to keep you in touch with what’s happening in the marketplace?” ( If yes, remove from 8x8 plan and move to 33 touch Action Plan. If no, remove from 8x8 plan and change contact status in TP to “Exclude”)

2. If you were to move, would you be staying in the area or moving out of the area?

And when do you think that might be?

4. Do you have a realtor to help you when the time is right?

5. Would you prefer to buy before listing your home, or do you want to sell first?

6. (For short term prospects: Less than 6 months): “Confirm 8 x 8 Placement” Would you like a free market evaluation to determine what your home would sell for? Also, I can give you tips on what to do and what not to do to sell your home for the most amount of money, and we can go over all the various elements of putting your house on the market.

It’s FREE of charge and obligates you to nothing. Does that sound helpful? When’s a good time to contact you -- days or evenings?

7. ( For longer term prospects ): Would it be okay if I followed up with you at a later time? ( If yes ): And when do you think would be a good time for me to call you back?

If you don’t reach them and need to leave a message:

With luck you will reach them on the first call on Day 5. If not and you have to try again here’s the sequence to reach someone on the phone.

1. When you get their voicemail, just leave a simple message. “Steven, it’s Barbara Radke calling. I’m returning your call regarding your property in XYZ City/Neighborhood. My number is 805-558- 1500. Look forward to talking to you. Have a great day.”

2. Sometimes they’ll return your call the same day. If they don’t return your call often it’s not because they’re not interested. It’s because they’re busy.

3. Try and call them without leaving a message a couple of different times of the Day 6 and Day 7. On your last attempt Day 7 if there is still no answer, leave another message. “Hi, Steven, it’s Barbara Radke calling about your home in XYZ City/Neighborhood. My number is 805-558-1500. It’s about <<2pm>> right now. I’ll be at this number until <<5pm>> and then I’ll be back in the morning after <<9am>>. Talk to you soon.” (Note: the tone is not frustrated that you can’t reach them and you are not desperately trying to reach them. Just the facts, neutral).

TOUCH 3 “PROMOTIONAL VIDEO EMAIL” SAMPLE

The New Reality in Realty. Selling homes with video is here! Would you believe me if I told you over 75% of people living in the United States are using the internet? It’s true! According to ITU of the 310,232,863 people reported in the United States in June of 2010, 239,893,600 are online. With such a large percentage of home owners starting their search for property online, using video in online listings should be at the top of the marketing plan to catch the eye of the perfect buyer! BUT, the National Association of Realtors tells us "Only 1% of the Real Estate Agents in the United States are using online Video". Pictures are nice visuals and a well written description can be very helpful, but there is absolutely no substitute to video to provide a buyer firsthand experience of your home. In addition to using video to highlight the interior, exterior and special features of your home, it is important to showcase the community and neighborhood attributes. For example, if you live in the Conejo Valley area of Ventura County your video can highlight the state-of the-art Civic Arts Plaza and the wide range of arts and entertainment, the truly unique Gardens of the World and the fabulous shopping, dining, and entertainment offered at The Oaks Mall. So…..what makes a good web video? There are 4 elements you need for a video that is compelling, authentic and relevant! 1. Show off your home’s best attributes – Pools, fireplaces, shiny new appliances, gardens, backyards, bedrooms – just a few things people tend to gravitate to in a new home! 2. Film the neighborhood – The neighborhood can highly influence a buyers decision so you want to show them all the benefits surrounding your home without them ever having to leave their computer! This could include any playgrounds and other recreational offerings in the neighborhood. You could incorporate video of great areas or quick shots of the street the prospective buyer will live on. If you’re a really determined, your video can include short interviews with some of the current residents of the neighborhood and their opinion on where they live! 3. Save the buyer time and show them the community – Since it’s so easy to include photos in a video, you can ‘show’ several different features of the local area at once and your buyer can view them right from their computer. This could include movie theaters, renowned hiking trails, shopping centers, acclaimed restaurants, local entertainment, popular hot spots and so much more. This is especially helpful for buyers who are moving from outside the area by giving them a head start on their search. 4. Answer prospective buyer questions – You always want to make sure they know how to get in touch with you and get more information. It is critical that you include a call to action in your video or contact information so a buyer knows where to go next. This can be a website, email address, phone number, etc. Whether you are listing your home independently, looking for a realtor to list your home, or like to stay up to date on the new and exciting trends in the real estate market one thing is for sure, there is a new 'must have' in Real Estate. Make sure that when your home hits the market, it has its very own custom video!!! Blessings, Barbara Radke

TOUCH 4 “DRIP EMAIL” SAMPLE

Hi ___________,

Just a quick note to let you know that I had a couple openings come up for my one on one "Sellers Planning and Strategy" sessions I am offering. The times that opened up are on this upcoming Thursday.

They take about an hour, and we discuss the steps for putting together a good plan ranging from "Putting Your House on The Market" to "The Closing of Escrow" as well as deadly traps to avoid.

It's like the Seller Class, but a little more specific and customized to you since we are doing it one-on-one rather than in a group-type format.

Plus….I'll also show you what signs to look for in the market to avoid selling at the wrong time.

I don't do these very often, and they normally don't have cancellations.

If you are interested in attending, you can just reply back and let me know you would like to come on Thursday or give me a call at 805-558-1500.

Blessings,

What is your Home Worth? Click Here To See What Homes Are Listing and Selling In Your Area

TOUCH 5 “MARKET SNAPSHOT DIRECT MAIL POSTCARD” SAMPLE

OVERVIEW:

The objective is to connect with them on the phone after we have sent them the Direct Mail postcard offering them Market Snapshot. If they tell you when the best time to call is make sure you call during that time frame. (Note: Ideal call back times are M-F 9-10am Wed/Thurs 4-8, Sat 10-12pm)

OBJECTIVES:

b. Friendly and cooperative when we talk with them. c. Knows what they want and are they realistic about it! d. Are they ready to sell in the next six months.

3. Determine the next step.

a. Did they get the Market Snapshot postcard? b. Did they go to website and sign up for it? c. If yes, have they had a chance to review it? Do they have any questions? d. If no, would they like us to sign them up for one?

4. Would they like us to help them? If they’re looking to sell now, when would be a good time to get together in person? If they’re not ready to sell right now, would they like you to stay in touch with your 33 touch, market snapshot, Action Plan, etc. Any result in this connection process is a good result. The very best thing you can do is stay in consultant mode. Neutral. You’re not trying to convince them to sell now. You’re trying through questions and conversation to discover what their timeline is.

BEFORE YOU CALL!!!!

Be sure to check previous notes in top producer to be sure you are aware of what happened in the previous 4 touches

1. Did we have the physical address to send the Letter of Introduction?

2. Did you make contact in the first call? What was discussed?

3. Did we have an email address to send the Video email to?

4. Did we have a physical address to send the Direct Mail postcard to?

Make sure you know so you don’t mention something they didn’t get or mention the mail if it was an email and you also want to try and get any contact information we are missing.

PHONE CALL SCRIPT:

Intro: Is Mr. or Mrs. Smith there? (Always ask specifically for the person that left the message.)

Hi Mr. (Mrs.) Smith, this is <> with <> , and the reason I’m calling is because I we recently sent you an opportunity to receive a custom/personalized report called Market Snapshot that gives you detailed information about your home in today’s market as well as your neighborhood. Did you receive it?

Establishing Motivation & Timing:

1. If they did get the postcard your intention is to see if they registered for it

a. If they did sign up you have an opportunity to engage in a conversation and go over the report with them and what information it offers and ask if they have any questions.

Do you have any questions?

II. Are you surprised by what homes are selling for in your neighborhood?

b. If they did not you have an opportunity to explain what it is and offer to sign them up for it. Make sure you get their

Name

II.

Email Address

III.

Home Address

INFORMATION ON MARKET SNAPSHOT TO SHARE:

• In today’s real estate market, there is a lot of confusion and conflicting opinions and ideas.

• There are also a lot of great opportunities for you or someone you may know.

• The news services track national numbers that may or may not be relevant in your neighborhood.

• The most important facts about real estate prices and trends are what is happening in your neighborhood. Such as:

What are the homes selling for today?

o What are the numbers of homes available for sale?

How many days is it taking to sell?

Are prices moving up or down?

• The Market Snapshot gives me an opportunity to provide you with up to date with real-time relevant information.

• Market Snapshot is a subscription service that uses real-time MLS data to provide electronic email reports to you.

If you don’t reach them and need to leave a message:

With luck you will reach them on the first call. If not and you have to try again here’s the sequence to reach someone on the phone. 1. When you get their voicemail, just leave a simple message. “Steven, it’s Barbara Radke calling. I’m calling regarding a recent offer we sent you to receive a custom report that provides information on the value of your home in today’s market. My number is 805-558-1500. Look forward to talking to you. Have a great day.” 2. Sometimes they’ll return your call the same day. If they don’t return your call often it’s not because they’re not interested. It’s because they’re busy. 3. Call without leaving a message a couple different times. On last attempt if there is still no answer after 3 days, leave message. “Hi, Steven, it’s Barbara Radke calling about a recent opportunity we sent you to get some detailed information about the value of your home/Neighborhood. My number is 805-558-1500. It’s about <<2pm>> right now. I’ll be at this number until <<5pm>> and then I’ll be back in the morning after <<9am>>. Talk to you soon.” (Note: tone is not frustrated you can’t reach them and you’re not desperately trying to reach them. Just the facts, neutral).

TOUCH 7 “REAL IN REAL ESTATE EMAIL” SAMPLE

TOUCH 8 “DRIP EMAIL #2” SAMPLE

Hi ,

Are you still thinking

about selling your home?

I was organizing my schedule today and came across your contact information so I wanted to reach out and connect with you.

Blessings,

What is your Home Worth? Click Here To See What Homes Are Listing and Selling In Your Area

TOUCH 9 “GIFT MAILER” SAMPLE

GIFT: CHIP CLIP

MAILER INSERT FRONT

MAILER INSERT BACK

ASSIGN TO A NEW ACTION PLAN

The 8 x8 Action Plan for potential Sellers is now complete. We do not want to lose contact with them so now is the time to switch them over to a new action plan. Below are your options. NOTE: The following question should have been addressed in your phone calls: If they’re looking to buy now, when would be a good time to get together in person? If they’re not ready to sell right now, would they like you to stay in touch? (Move them to 33 Touch, No Cost Touch, Market Snapshot, Exclude, etc.) Over the course of your 3 follow up phone calls with them, hopefully you find out where they are in the process? 1. They’re going to be ready to sell now. (Now or 3-6 months) 2. They’re going to be ready to sell or planning to sell later. (Longer than 6 months) 3. They’re never going to sell. (Not on the horizon in the next 12 months) 4. Never want to be contacted again. 1. Set up an in person consultation. 2. Confirm they are signed up for Market Snapshot and Market Snapshot Action Plan. 3. Assign to 33 Touch Action Plan. 4. Confirm contact status is “Active” in Top Producer. READY TO SELL OR PLAN ON SELLING LATER: 1. Try and set up an in person consultation. 2. Confirm they are signed up for Market Snapshot and Market Snapshot Action Plan. 3. Assign to 33 Touch Action Plan. 4. Confirm contact status is “Active” in Top Producer. READY TO SELL NOW:

NEVER GOING TO SELL: 1. Assign to our No Cost Touch Action Plan. 2. Confirm contact status is “Active” in Top Producer. DO NOT CONTACT: 1. Change contact status to “Exclude” in Top Producer. 2. Do Not assign to any further Action Plans.

Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15

Made with FlippingBook