Here is your new follow-up system. Use this as a template and design your own. DO NOT USE CANNED EMAILS FOR SELLER FOLLOW UP , they just go to spam anyway.

You can create templates to save based off of these scripts

Follow up #1

The first follow-up is your pre-listing package. If you guys do not have a pre-listing package, you need to put one together this week. This needs to be your top priority. It does not have to be elaborate. If you want to use my template go to www.JasonMorrisprelistingpackage.com and download it for free.

This one thing is going to change your business

When I don’t set an appointment – I hold back the net sheet and paperwork – I use it for future follow up

Follow up #2

You text the seller to make sure they got your email. You need to burn it in your brain that your listing business revolves around your pre-listing package. This is the service you offer to sellers that other agents just don’t offer. This is what you do to sell a house. As far as you are concerned, if another agent does not have a pre-listing package – they must just “poke and pray.” I had an old broker in charge that use to say agents would “poke and pray” they would poke a sign in the front yard and pray it sells.

I have even told sellers this before when they tell me, they are meeting with multiple agents. “Have they sent you their marketing plan? (Answer: No) Oh my gosh, I hope they aren’t going to just put a sign-out and hope somebody drives by?”

 You may notice after a little while you just start getting call backs 100% from you sending out this package. More than likely you are the only agent sending this out.

Follow up #3 (the next day)

Call them and say “Hey, Mr. seller, I wanted to see if you have any questions about the information I sent you over. Answer any questions.

Every call I attempt to close for an appointment if I don’t already have one. – I was doing some research – Are you going to be home on Thursday? (You specify the day?) I would like to stop by about 4 pm would that work for you?

You specify the day and time – because if you ask “what time will work for you? No time will ever work” they have to call you back. You give them an opening for one of the most common objections on the planet.

Why do you want to stop by – I can sell your house I want to meet you and take a look at it. You do want to sell your house right?

(They tell you it isn’t a good time – I don’t want to work with a realtor whatever – just say ok and move on to the next follow up)

Follow up #4 – Depends on their motivation as to when to follow up

Call – I was looking at homes on the market in your area. I want to send you over what I found. The market is changing (because it is always changing) stuff is always going on or off the market.

Try to close for the appointment.

I email the net sheet over to them with what is on the market. I will often detail out my email to some extent. Basically, I will put my whole pricing strategy into a short email.

(I always follow up the next day after I send this) every follow up is with their interest in mind, not your own.

Next day (I try to close again). Did you get the information that I sent you yesterday? Every time you send information, it gives you a chance to follow up the next day about what you sent.

Follow up 5 (usually a week or so will pass by)

Now by follow-up 5 – they probably know who you are – if they don’t, then you really need to work on your presentation and emails, etc.

Follow up 5 is (I was in your neighborhood yesterday) It is more of a (I was thinking about you and your house). I know you want to sell your house because of ______ whatever they told you. I know I can sell your house. Let’s meet this week. This call is typically a little more aggressive. 

Follow up 6 (usually about a week)

So let’s say follow up 5 you just really got shut down and didn’t set the appointment.

This is the call you make where you say “Mr. seller, I am going to be in your area on Tuesday or whatever day. I wanted to see if Tuesday afternoon was a good time to meet.

Follow up 7 (holiday weekend)

Usually within a month or so you have some sort of holiday where people are off of work and kids are out of school. Use that holiday. Follow up the Monday before the holiday.

This follow-up will go something like “Hey, Mr. seller This weekend is “flag day, 4th of July or whatever holiday” Holidays are always big weeks for my follow up.  “There will be a lot of people off of work and in town looking at houses. I don’t want you to miss a buyer. I can get you in my schedule on Wednesday to get your home on the market, we might get it sold this weekend?”

Follow up #8 (my office done this)

This is why agents don’t follow up, by this time, follow up is getting hard! Sometimes you have to get creative to continue making calls.

This calls usually goes something like this

“Since I first talked to you, my office has had (_____ number of) properties go under contract. I really thought one of those would be yours. I know we can sell your house and get the price you are looking for. When are you ready for me to start working for you?”

Now if you are at a small office, you need to use the market statistics. “Since we started talking there has been x number of properties sold and x number that went under contract.” Don’t just use their neighborhood, use like a 1 or 2-mile radius depending on the density.

Follow up #9 (Your neighbor’s house just sold)

This is a great follow up – “I just saw where the house down the street from yours just sold and they got _____ for it. I know you want ____ for yours?” Then tell them why or how their house was greater or worse than the one that sold.

Then ask for the appointment again

Follow up #10 (I wanted to see how things were going)

“Mr. seller I was going through some stuff in my office, and I wanted to see if you have sold your house or had an interested buyer yet?

I first talked to you about 45 days ago. I can help you, if I couldn’t get you what you are looking for, I wouldn’t keep calling you. When you want me to start working for you?”

By this time they know you. You have had 10 to 12 calls and follow-ups with them. You also have sent text and emails.

That is 10 follow-ups. This is the hard thing in the real estate business. The first call is easy, it’s the 5th and 10th, and 15th follow up call that gets tough.

Don’t take anything you are told from your follow up calls personal. Trust in the process, the follow-up process works.

Once you hit that 10th follow-up just cycle back through follow-ups 4 through 10 again. Holidays are my favorite times to follow up!

Those steps 4 thru 10 – keeps cycling through those follow-up ideas and plans. You need to plan to follow up 15 to 20 times with a prospect before completely throwing them away or adding them to your long term nurture system.

5 years ago I would have told you that number was less, but I believe today as the market continues to improve, we are going to constantly have new agents jumping in and trying to get involved in the conversations we are having with our clients. That is how you need to think about your follow up, expect to follow up 15 to 20 times.

I know your state definition of what your client is, is different. But look at them as these are my clients and I am calling them because I want to help them, and I am the best person that can help them.