Buyer & Seller Lead Conversion Program. Written and provided by Travis Robertson Coaching International

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1 Buyer & Seller Lead Conversion Program Written and provided by Travis Robertson Coaching International travisrobertson.com trulia.com/mdpp

2 Sample Buyer Lead Program Use the following program template to get you started on creating a follow up plan for buyer leads. These s and scripts can be modified to meet your needs, your voice or your market. However...in the beginning, just get them setup! You can always modify them AFTER you implement. Most people never implement because they are waiting for things to be perfect. I m here to tell you that perfect is the enemy of done. There is no such thing as perfect in this. IMPORTANT NOTES: 1. The program is laid out for you first. The specific s and scripts referenced in the program are down below. 2. The program below is a comprehensive plan. Your goal is to build start and build up to the full plan as you re ready for it. But doing this is going to be substantially more than what you re already doing. 3. Ready for more buyer scripts and templates? Visit travisrobertson.com/trulia2 How This Plan is Laid Out This plan assumes the lead comes in on a Monday morning. It is intended to show you what will happen day-by-day for the first 2 weeks. Any good CRM will allow you to construct this plan in their system so that many of the s and reminders will automatically be sent or created for you. Monday Morning: The 15-Minute Sprint Your goal is to do the following steps within 15 minutes of receiving the lead: 1. Send out the Quick question on your property request using an automation program. 2. Place the initial call using the Initial Call script. 3. If you don t make contact, follow up with the Quick question on your property request . If you do make contact, move them to an appropriate category in your CRM and send an appropriate recap If you don t make contact, send the Quick Intro text message. 2

3 Monday Afternoon: Start the 2-Week Campaign Now that you ve done your initial contact with the lead but not been able to speak or get them to respond, it s time to move into the second stage of consistent follow up. Remember, do this only until they respond or you speak to them on the phone. 1. Place another phone call in the afternoon. Use the Initial Call script. 2. Follow up with a video /text using the Initial Video script. Tuesday: b. Send Can we talk? Wednesday: b. Send text message Thursday: b. Send Yikes! You might be looking at old homes. Friday: b. Send text: Previewing Homes 2. EARLY Afternoon: 3

4 WEEK 2: Monday:. b. Send a quick follow-up if you leave a voice mail message Tuesday: b. Send 3 costly mistakes buyers make (and how to avoid them) Wednesday: b. Send text message Thursday: b. Send You should meet this guy/gal. Friday: b. Send text: Previewing Homes 2. EARLY Afternoon: b. Send Was it something I said? 4

5 Call Script The call scripts referenced above are listed below. These are not written in dialogue style. They are simply there to give you an idea of what you re trying to communicate to them. Initial Call Script AGENT: Hi, [FNAME]! This is with calling in regards to the form you filled out on [SITE NAME] requesting more information. How are you doing today? LEAD: I m fine. A little busy right now. AGENT: I understand. The good news is this won t take but a quick minute. I ve got the information on that property at [123 MAIN ST] you asked about. Would you like me to give that to you quickly? LEAD: Sure. But I need you to make it quick. [AT THIS POINT, YOU LL NEED TO TAILOR THIS TO YOUR ACTUAL FINDINGS. THIS ASSUMES THE PROPERTY ISN T AVAILABLE. WHICH IS COMMON FOR ONLINE LEADS.] AGENT: Absolutely. I ve got bad news and great news. The bad news is the house on [123 MAIN ST] is no longer available. This happens quite often on sites like [INSERT SITE]. The great news is that there are homes available that I actually think are a much better deal. Really quickly...are you looking at other areas and are you wanting to stick with [3 bedroom / 2 bath] homes like the one you were looking at in [NEIGHBORHOOD]? LEAD: Ummm...I don t really know. I was just curious about that house. I m not really in the market. AGENT: I understand and in my experience people who are just looking often end up going on to make a purchase or sale decision in the not-to-distant future. If you had to guess, what would you say that timeframe is for you? LEAD: I don t know. Maybe 6 months. Look, I really have to go. AGENT: Not a problem. One quick question: would you like me to send you those other homes I thought you might appreciate? LEAD: Yeah. Why not? Can you them to me? AGENT: Absolutely! Is the best address to send this to? LEAD: Yes. That s great. 5

6 AGENT: I ll get that right out to you and I ll follow up with you on [WEDNESDAY MORNING/AFTERNOON] to make sure you got it and to answer any questions you have. Voic Scripts The following voic script assumes you are calling them back on the property they requested info and it s no longer available. Initial Voic Script Hi [FNAME]! This is with and I m calling in regards to the form you filled out on [SITE NAME] requesting more information on [123 MAIN ST]. I ve got the information on the property you requested. There s bad news and great news. I ll give you the bad first. Sadly, that home you wanted information on isn t available anymore. This happens a lot with sites like [INPUT THE SITE NAME]. The great news is that there are homes available that I actually think are a much better deal. I d like to get these into your hands but I also don t want to send you anything that s not a fit for you. I d like to hop on the phone for a quick 5-minute chat to get some basic criteria from you. I ll try you again [THIS AFTERNOON / TOMORROW MORNING]. In the meantime, if you have a few minutes, you can call my cell at [INSERT CELL NUMBER] or me at [INSERT ]. Talk soon! [INSERT YOUR SIGNAUTRE LINE] Templates The s referenced above are listed below. The subject line is the title of the . Please note any fields that need to be filled in by you or the CRM program you are using. Any field that should be replaced has brackets around it such as [This Statement]. NOTE: You may need to modify the verbiage to account for the source of the leads you are sending to. These examples are for online leads. Adjust them appropriately to your situation. Subject: Quick Question on Your Property Request Hi [FNAME]! I saw you requested information on a property. I ll get that info pulled together for you as quickly as I can. 6

7 If you have any questions, don t hesitate to reach out using this address or call my cell at [INSERT YOUR CELL PHONE]. Out of curiosity...is this the best address to use when sending you things? Also, if I have any questions, what s the best number to reach you on? Thanks! [INSERT SIGNATURE] P.S. Were there any other properties you wanted me to pull information on for you? If so, just me their addresses and I ll get you taken care of. Subject: Can we talk? Hi [FNAME]! I just left you a voic message and then thought I should follow up with a quick in case this is a better way to reach you. [NOTE TO THE READER: This next section will need to be modified based on the information you have for them. The idea is to pique their curiosity enough to agree to a call. Don t try to withhold the original info they wanted. That will just make them frustrated. Instead, give freely and invite them to discover more.] I ve got the information on the property you requested. There s bad news and great news. I ll give you the bad first. Sadly, that home you wanted information on isn t available anymore. This happens a lot with sites like [INPUT THE SITE NAME]. The great news is that there are homes available that I actually think are a much better deal. Of course, that depends on what you re really looking for. Can we hop on the phone for a quick 5-10 min call so I can get some preliminary criteria from you? I ll then put together a customized list of homes that I think you ll love. How does tomorrow morning work for that quick chat? Talk soon! [INSERT SIGNATURE] P.S. If there s a better day/time to talk, feel free to send that over and I ll give you a call then. And don t worry...i m not a talker! 7

8 Subject: Yikes! You might be looking at old homes. Hi [FNAME]! Out of curiosity, did you know many of the homes you find online are often no longer available? That s right, you re often seeing info that s weeks or even months old! If you re like me, your time is valuable and spending hours of it looking at homes that aren t available is probably not high on your list of things to do! As a specialist in the area, it s not just my job to know what s on the market (any average agent can tell you that). Part of how I help my clients is by making it my business to know what s going to hit the market and by finding those properties that are being sold off-market (often called pocket listings ). We are seeing heavy competition for great homes and one of the most important factors for winning in that environment is access to real-time info. I want to give you that competitive advantage. It s easy and takes just 30 seconds. Simply answer these 3 questions: Which neighborhood are you looking at? What is your budget? (Don t worry...my goal is to keep you under budget.) What features do you want in the home? (i.e. Number of bedrooms/bathrooms, pool, yard, townhome, condo, 2 car garage, etc.) That s it! I ll set you up with real-time alerts and I ll make sure to keep in eye out for offmarket homes that match your needs. In the meantime, if you need anything, simply reply to this or call my cell at [INSERT YOUR PHONE NUMBER]. Talk soon, [INSERT YOUR SIGNATURE LINE] P.S. Don t forget to take 30 seconds to let me know your unique needs and wants. 8

9 Subject: 3 costly mistakes buyers make and how to avoid them Hi [Fname]! Losing money sucks. Unfortunately, I see too many buyers doing just that every day. These are good and smart people who lose tens of thousands of dollars when buying a home and it eats me up inside because the mistakes were avoidable! You don t want to lose money so I wanted to quickly alert you to these costly mistakes so you can avoid them: 1. They buy more house than they can afford. You have a budget and an agent should respect that. Sadly, many will try to upsell you into something bigger than you can really afford. They make more money this way but you end up with the large monthly bill! I never do this. A few extra bucks in my pocket isn t worth the lost sleep I d get from knowing you re overextended. If you have a budget, please stick to it. 2. They don t hire a good negotiator. Most people hear the word negotiation and think confrontation. But if you want to get the best price on your next home, you re going to have to find someone who loves to negotiate. Surprisingly, most agents HATE confrontation. They get uncomfortable and you pay the price. I love to negotiate on behalf of my clients. To me, negotiation isn t about confrontation. It s about getting all parties to agree and it s what makes me different than the average agent. 3. They don t hire an agent to represent them. Many people believe that working with the seller s agent will save them money due to reduced commissions. This is rarely the case. The seller s agent is working in the seller s best interest not yours. Since the seller typically pays the commission for both agents, they re the ones who win in that deal. You, on the other hand, are out more money than you might have been with an agent who was legally responsible to your best interests. So there you have it! These are just 3 of the costly mistakes I see buyers making. My hope if you ll avoid them when you go to purchase. As a specialist, I help people just like you find the perfect home for the best price. I d love to do the same for you when you re ready. On a side note, a number of new homes have hit the market since you first reached out. Do you want me to send you an updated list? Just reply to this or call my cell at [INSERT YOUR CELL NUMBER]. Hope this helps! [INSERT SIGNATURE] P.S. Did you see the I sent you about how you may be searching through old homes online? It could save you hours of frustration so I d encourage you to go back 9

10 and read it (or let me know if you need me to resend it). Subject: You should meet this guy [OR GAL DEPENDING ON THE GENDER OF YOUR LENDER] Hi [FNAME]! I was just wondering if you had taken some time to speak with a lender and get preapproved. If not, I highly recommend contacting a lender (or three) to get an idea of what you re able to afford. A pre-approval letter will also strengthen any offers you make on homes, which is critical in today s market. If you need a great lender who is trustworthy and has the heart of a teacher, I strongly encourage you to call [INSERT LENDER S NAME] at [INSERT LENDER S COMPANY]. [HE S/SHE S] one of the good ones and [HE S/SHE S] taken great care of many of my other clients. You can reach [LENDER FIRST NAME] at the info below: [LENDER CONTACT INFO] By the way...new homes are still hitting the market. Are you getting the alerts? If not, let me know and I ll get you a fresh list. Talk soon! [INSERT SIGNATURE LINE] P.S. When you talk to [LENDER FIRST NAME], tell [HIM/HER] I said hello.j Subject: Was it something I said? NOTE: This is the VERY last you ll send in the 2-week campaign. It s EXTREMELY effective at getting a response. Some of you may not want to send it thinking it s not my style. Please try it FIRST. Remember, they re already not calling you back!! You have NOTHING to lose. If you don t like it, then stop sending it. It may just be one of the most effective s you ll ever send. Hi [FNAME]! I ve been trying to reach you the last couple of weeks with no luck. I m a little concerned that I might have done or said something that offended you. Is that why you haven t been responding? If so, I sure hope you ll let me make it up to you. 10

11 In the meantime, I ll keep sending you property and market updates as well as anything else I think you ll find valuable. I m here to serve you when the time is right. Sincerely, [INSERT SIGNATURE LINE] Text Message Templates The text messages below are listed by their general topic. Only the text below the blue header should be sent. Unless you want to confuse people, then send both. J NOTE: Make sure all text messages you send include a question. You re more likely to get a response. Quick Intro Hi [FNAME]! Wanted to let you know I got your property info request. While I m pulling that together, are there other homes you want info on? [INSERT YOUR FULL NAME] Thought of You Hi [FNAME]! Just came across a charming [3+2 in Newport] and immediately thought of you. Want me to send you the info? [INSERT YOUR FULL NAME] Checking in Hi [FNAME]! Just curious. Were you able to connect with the lender [INSERT LENDER S FULL NAME] yet? How d it go? [INSERT YOUR FULL NAME] New Homes on Market Hi [FNAME]! Are you still in the market for [3bd + 2ba homes in Newport]? A few more are coming on the mkt. You interested? [INSERT YOUR FULL NAME] Previewing Homes Hi [FNAME]! I m putting together a list of homes for my clients to take a look at this weekend. Would you like one? [INSERT YOUR FULL NAME] 11

12 Video Script The script below is intended to be used to record a cell phone video of yourself. The intent is to make it feel very personal. The more produced it feels, the less effect it will have. Hi [FNAME]! My name is and I m a Realtor with. I received your request for information [THIS MORNING / AFTERNOON] via [INSERT SITE NAME] on a property in [INSERT NEIGHBORHOOD OR AREA]. I am a specialist in the area and would be happy to answer any questions you have on this or any other home. I also have a few other properties I think you might really like but I want to make sure I don t send you anything that doesn t match what you re looking for. Would you be open to hopping on the phone for a quick 5-minute chat so I can get some basic criteria from you? You can reach me directly on my cell at [INSERT CELL] or you can me at [INSERT ]. I look forward to working with you and I hope I get to speak to you soon! 12

13 Seller Lead Conversion Program Use the following program template to get you started on creating a follow up plan for seller leads. These s and scripts can be modified to meet your needs, your voice or your market. However...in the beginning, just get them setup! You can always modify them AFTER you implement. IMPORTANT NOTES: 1. The program is laid out for you first. The specific s and scripts referenced in the program are down below. 2. The program below is a slim version of the ideal plan. Your goal is to build up to the ideal plan as you re ready for it. But doing this is going to be substantially more than what you re already doing. 3. Ready for more seller scripts and templates? Visit travisrobertson.com/trulia2 How This Plan is Laid Out This plan assumes the lead comes in on a Monday morning. It is intended to show you what will happen day-by-day for the first 2 weeks. Any good CRM will allow you to construct this plan in their system so that many of the s and reminders will automatically be created for you. Monday Morning: The 15-Minute Sprint Your goal is to do the following steps within 15 minutes of receiving the lead: 1. Send out the Quick question on your property request using an automation program. 2. Place the initial call using the Initial Call script. 3. If you don t make contact, follow up with the Can we talk? . If you do make contact, move them to an appropriate category in your CRM and send an appropriate recap If you don t make contact, send the Quick Intro text message. 13

14 Monday Afternoon: Start the 2-Week Campaign Now that you ve done your initial contact with the lead but not been able to speak or get them to respond, it s time to move into the second stage of consistent follow up. Remember, do this only until they respond or you speak to them on the phone. 1. Place another phone call in the afternoon. Use the Initial Call script. 2. Follow up with a video /text using the Initial Video script. Tuesday: b. Send Our system may have goofed. Wednesday: b. Send text message Thursday: b. Send follow-up if you leave a voic message Friday: b. Send How to avoid 3 costly mistakes sellers make 14

15 WEEK 2 Monday: b. Send follow-up if you leave a voic message Tuesday: b. Send Can we talk? Wednesday: b. Send text message Thursday: b. Send You should meet this guy/gal Friday: b. Send text: Previewing homes 2. EARLY Afternoon: b. b. Send Was it something I said? 15

16 Call Script The call scripts referenced above are listed below. These are not written in dialogue style. They are simply there to give you an idea of what you re trying to communicate to them. Initial Call Script AGENT: Hi, [FNAME]! This is with calling in regards to the form you filled out on [SITE NAME] requesting a complimentary home evaluation. How are you doing today? LEAD: I m fine. A little busy right now. AGENT: I understand. The good news is this won t take but a quick minute. I was reviewing the estimate you received and it seemed as if it might be a little bit off...did it seem that way to you? LEAD: Yeah. I definitely think our house is worth more than the site said. [AT THIS POINT, YOU LL NEED TO TAILOR THIS TO YOUR ACTUAL FINDINGS.] AGENT: I thought that might be the case and I d like to get you a more customized evaluation. Tell me...why did you think the estimate was low? Have you made upgrades to the home since you purchased? LEAD: Yes. We remodeled the kitchen a couple of years ago. AGENT: A new kitchen definitely can impact the value of your home. I m making a note of that for the new report. Anything else? LEAD: Not off the top of my head...look...i really have to go. AGENT: Not a problem. One quick question: I offer an informed seller s packet that shows homeowners how they can get the most money for their home and leverage that into their next property. When I send over the updated estimate, is that something you d like me to provide as well? LEAD: Yeah. Why not? Can you them to me? AGENT: Absolutely! What s the best address to send them to? LEAD: It s. AGENT: Great. I ll send those over in the next hour or so and plan to follow up with you tomorrow. Is morning or afternoon better for you? 16

17 Voic Script The following voic script assumes you are calling them back on the home estimate. Initial Voic Script Hi [FNAME]! This is with and I m calling in regards to the form you filled out requesting an estimate on [123 MAIN ST]. I was reviewing the estimate you received and it seems like it may have been off a bit. Not sure if you felt the same way or not. I m preparing a custom evaluation for you and I d like to hop on the phone for a quick 5- minute chat to get some basic information from you. I ll try you again [THIS AFTERNOON / TOMORROW MORNING]. In the meantime, if you have a few minutes, you can call my cell at [INSERT CELL NUMBER] or me at [INSERT ]. Talk soon! Templates The s referenced above are listed below. The subject line is the title of the . Please note any fields that need to be filled in by you or the CRM program you are using. Any field that should be replaced has brackets around it such as [This Statement]. NOTE: You may need to modify the verbiage to account for the source of the leads you are sending to. These examples are for online leads. Adjust them appropriately to your situation. Subject: Our system may have goofed. Hi [FNAME]! I saw you requested an estimated market evaluation on your home and I think our system may have goofed. The estimate seemed like it may have been off. Not sure if you felt the same way or not. I m putting together a custom evaluation for you and I d like to hop on the phone for a quick 5-minute chat to get some basic information from you. You can also just hit reply to this and let me know if you ve made any upgrades or additions to the home that may not have been reflected in the estimate. Feel free to reach out using this address or call my cell at [INSERT YOUR CELL PHONE]. 17

18 Out of curiosity...is this the best address to use when sending you things? Also, if I have any questions, what s the best number to reach you on? Thanks! [INSERT SIGNATURE] P.S. I also offer an informed seller s packet that shows homeowners how they can get the most money for their home and leverage that into their next property. When I send over the updated estimate, is that something you d like me to provide as well? Subject: Can we talk? Hi [FNAME]! I just left you a voic message and then thought I should follow up with a quick in case this is a better way to reach you. [NOTE TO THE READER: This next section will need to be modified based on the information you have for them. The idea is to pique their curiosity enough to agree to a call. Don t try to withhold info they wanted. That will just make them frustrated. Instead, give freely and invite them to discover more.] I ve got the updated evaluation on the property you requested almost completed. I definitely think this estimate is way more accurate than the one our site provided. However, I can t be sure unless I know if you ve made any modifications or upgrades since you purchased the home. The great news is that it only takes about 5 minutes to get the info I need to wrap up the custom estimate. Can we hop on the phone for a quick call so I can get this report to you? You can also just reply to this with the updates/upgrades you ve made if that s easier. Talk soon! [INSERT SIGNATURE] P.S. If there s a better day/time to talk, feel free to send that over and I ll give you a call then. And don t worry...i m not a talker! 18

19 Subject: Yikes! You might be looking at old homes. Hi [FNAME]! Out of curiosity, did you know many of the homes you find online are often no longer available? That s right, you re often seeing info that s weeks or even months old! If you re like me, your time is valuable and spending hours of it looking at homes that aren t available is probably not high on your list of things to do! As a specialist in the area, it s not just my job to know what s on the market (any average agent can tell you that). Part of how I help my clients is by making it my business to know what s going to hit the market and by finding those properties that are being sold off-market (often called pocket listings ). We are seeing heavy competition for great homes and one of the most important factors for winning in that environment is access to real-time info. I want to give you that competitive advantage. It s easy and takes just 30 seconds. Simply answer these 3 questions: Which neighborhood are you looking at? What is your budget? (Don t worry...my goal is to keep you under budget.) What features do you want in the home? (i.e. Number of bedrooms/bathrooms, pool, yard, townhome, condo, 2 car garage, etc.) That s it! I ll set you up with real-time alerts and I ll make sure to keep in eye out for offmarket homes that match your needs. In the meantime, if you need anything, simply reply to this or call my cell at [INSERT YOUR PHONE NUMBER]. Talk soon, [INSERT YOUR SIGNATURE LINE] P.S. Don t forget to take 30 seconds to let me know your unique needs and wants. 19

20 Subject: How to Avoid 3 Costly Mistakes Sellers Make Hi [Fname]! Losing money sucks. Unfortunately, I see too many sellers doing just that every day. These are good and smart people who lose tens of thousands of dollars when selling a home and it eats me up inside because the mistakes were avoidable! You don t want to lose money so I wanted to quickly alert you to these costly mistakes so you can avoid them: 1. They don t understand the importance of staging the home. Too often, homeowners leave up family photos, unique pieces of art and other items in the house that make it nearly impossible for potential buyers to imagine themselves living there. And that s critical. Have you ever walked into another person s house and thought, I could NEVER live here! That s a complete deal killer. Remember: just because you like your style doesn t mean that others do. 2. They don t hire a good negotiator. Most people hear the word negotiation and think confrontation. But if you want to get the best price on your home, you re going to have to find someone who loves to negotiate. Surprisingly, most agents HATE confrontation. They get uncomfortable and you pay the price. I love to negotiate on behalf of my clients. To me, negotiation isn t about confrontation. It s about getting all parties to agree and it s what makes me different than the average agent. 3. They make up grades to the house that actually COST them money. This is huge! Did you know that most modifications you do to your house only return a fraction of what you invest into them? Meaning that for every dollar you spend on a remodel, you ll likely only get a fraction of that back at the sale. So if you re thinking it would be better to wait to sell until after you remodel, trust me...this will literally cost you thousands of dollars. So there you have it! These are just 3 of the costly mistakes I see sellers making. My hope if you ll avoid them when you go to sell. As a specialist, I help people just like you find sell their home for the best price and put more money in their pocket. I d love to do the same for you when you re ready. On a side note, some new homes have hit the market in your area since you first reached out. Do you want me to send you an updated list? Just reply to this or call my cell at [INSERT YOUR CELL NUMBER]. Hope this helps! [INSERT SIGNATURE] 20

21 P.S. Did you see the I sent you about how our system may have goofed on your estimate? I d like to get you that custom evaluation so I encourage you to go back and read it (or let me know if you need me to resend it). Subject: You should meet this guy [OR GAL DEPENDING ON THE GENDER OF YOUR LENDER] Hi [FNAME]! I was just wondering if you had taken some time to speak with a lender and get preapproved. A lot of people who are thinking of selling are also looking to buy when they sell and it helps to know what their options are. I highly recommend contacting a lender (or three) to get an idea of what you re able to afford. A pre-approval letter will also strengthen any offers you make on homes - which is critical in today s market. If you need a great lender who is trustworthy and has the heart of a teacher, I strongly encourage you to call [INSERT LENDER S NAME] at [INSERT LENDER S COMPANY]. [HE S/SHE S] one of the good ones and [HE S/SHE S] taken great care of many of my other clients. You can reach [LENDER FIRST NAME] at the info below: [LENDER CONTACT INFO] By the way...new homes are still hitting the market. Are you interested in getting alerts? If so, let me know and I ll get you a fresh list. Talk soon! [INSERT SIGNATURE LINE] P.S. When you talk to [LENDER FIRST NAME], tell [HIM/HER] I said hello.j Subject: Was it something I said? NOTE: This is the VERY last you ll send in the 2-week campaign. It s EXTREMELY effective at getting a response. Some of you may not want to send it thinking it s not my style. Please try it FIRST. Remember, they re already not calling you back!! You have NOTHING to lose. If you don t like it, then stop sending it. It may just be one of the most effective s you ll ever send. Hi [FNAME]! 21

22 I ve been trying to reach you the last couple of weeks with no luck. I m a little concerned that I might have done or said something that offended you. Is that why you haven t been responding? If so, I sure hope you ll let me make it up to you. In the meantime, I ll keep sending you property and market updates as well as anything else I think you ll find valuable. I m here to serve you when the time is right. Sincerely, [INSER SIGNATURE LINE] Text Message Templates The text messages below are listed by their general topic. Only the text below the blue header should be sent. Unless you want to confuse people, then send both. J NOTE: Make sure all text messages you send include a question. You re more likely to get a response. Quick Intro Hi [FNAME]! Wanted to let you know I got a copy of your home estimate and I think it might be a bit off. Did you feel that way too? [INSERT YOUR FULL NAME] Thought of You (Also works great for idle leads) Hi [FNAME]! Did you know the value of your home is always changing? Want me to send you a custom estimate? [INSERT YOUR FULL NAME] Checking in Hi [FNAME]! Just curious. Were you able to connect with the lender [INSERT LENDER S FULL NAME] yet? How d it go? [INSERT YOUR FULL NAME] New Homes on Market (Also works great for Idle Leads) Hi [FNAME]! A few more are coming on the mkt in your area. You interested in seeing what they re selling for? [INSERT YOUR FULL NAME] Previewing Homes Hi [FNAME]! Going to be in your area this wknd previewing homes for clients. Mind if I stop by and drop of an updated estimate of your home? [INSERT YOUR FULL NAME] 22

23 Video Script The script below is intended to be used to record a cell phone video of yourself. The intent is to make it feel very personal. The more produced it feels, the less effect it will have. Hi [FNAME]! My name is and I m a Realtor with. I received your request for a home estimate [THIS MORNING / AFTERNOON] on [123 MAIN ST]. I m a specialist in the area and it seems our system may not have given you the best estimate. I m in the process of putting together a custom estimate for you that will be more accurate but I had a couple of quick questions to make sure it s accurate. Would you be open to hopping on the phone for a quick 5-minute chat so I can get some basic info from you? You can reach me directly on my cell at [INSERT CELL] or you can me at [INSERT ]. I look forward to working with you and I hope I get to speak to you soon! Ready for more buyer & seller scripts and templates? Visit travisrobertson.com/trulia2 23

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