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1 Lead Incubation/Nurturing I. Drip Campaigns A. What makes a good drip ? 1. Subject Lines 2. Content 3. Calls to action B. Getting the prospect on the right follow-up campaign (see next 3 pages for Charity s campaigns) 1. Not yet signed up for automated property searches 2. Have signed up for searches 3. Specialty campaigns: investors, foreclosure properties II. CRM System A. Calling periodically to check in B. List management: communicate differently to different groups of people C. Video vs. phone calls Don t know what to say on your calls? Use F.O.R.D. F = Family O = Occupation R = Recreation D = Dreams (F) How many are in your family? (O) What do you do for vocation? or How long have you been working at? (R) What do you do during your time off? (D) If you won the lottery, what would you do? Copyright 2014, Real Estate Masters Guild. All rights reserved. 29

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4 Sample of a drip on Charity s e-stationery SUBJECT: Home Buyer Package Copyright 2014, Real Estate Masters Guild. All rights reserved. 32

5 Weekly Real Estate Update Copyright 2014, Real Estate Masters Guild. All rights reserved. 33

6 SUBJECT: The Charity Crosby Team newsletter Copyright 2014, Real Estate Masters Guild. All rights reserved. 34

7 Sample s for people NOT yet on automated property searches SUBJECT: Hello What type of property are you looking for? Let me know if there is anything I can do to help. Have a wonderful day! Charity Visit Visit SUBJECT: Automated Property Search If you'd like to receive daily s of properties for sale matching your specific criteria with all Agents and Companies in Lane County go to This service is absolutely free and there's no obligation. Have a wonderful day! SUBJECT: 6 Month Home Buyer Guarantee Service is our #1 priority so we offer our Buyers a 6 Month Home Buyer Guarantee. Give me a call if you'd like to learn more. Have a great day! SUBJECT: Offer Process If you'd like more information on the offer process so you're prepared when you find that perfect property, let me know. I'd be happy to go over everything with you. Please don't hesitate to call me at and we can set up a meeting at your convenience. Have a great day! Charity SUBJECT: Interest Rates I wanted to check back with you to see if I could offer you any additional information on the housing market or refinancing options. There are some great loan programs available right now. The interest rates are at an all time low according to Freddie Mac and home prices are amazing. It's truly a Buyer's Market! Please let me know if I can assist you with any of your Real Estate needs. Have a fabulous day! Copyright 2014, Real Estate Masters Guild. All rights reserved. 35

8 Sample s for people NOT yet on automated property searches (continued) SUBJECT: How is the Market Evolving? I care about helping buyers understand the market we re in so they make good decisions. To get educated it takes more than just looking at properties online. So what I d like to do is get together with you and go over what the market looks like now and how it s evolving for properties that you re looking at, so you can be informed about that market. Would it be worth 30 minutes of your time to sit down and look at that so you could save tens of thousands of dollars when you do decide to purchase? Don't hesitate to contact me. Have a great day! SUBJECT: Foreclosure Listings I send out a weekly list of all Foreclosure/Bank Owned properties currently for sale in Lane County. Would you like to receive these properties? SUBJECT: Good Homes Sell Fast Be sure to call if there are any homes you are wanting to look at. The great homes at great prices sell fast - let me help you find one of these homes! I can easily arrange private showings for any home listed for sale. Call me when you are ready. SUBJECT: Power of a Cash Buyer Have I told you about the best way to make an offer? I can show you how to have the same negotiating power as a cash buyer. Contact me for the details. I am happy to show you how! Copyright 2014, Real Estate Masters Guild. All rights reserved. 36

9 Sample s for people ON automated property searches SUBJECT: Competitive Mortgage Loans Financing is an extremely important part of purchasing a home. We work closely with several of our area s top Mortgage Brokers. They are available to find you the best interest rates with the lowest fees. There are still many amazing loan programs available for most any situation. Not to mention our interest rates are at historic lows. Don t let the interest rate push you out of the market. If you re not seeing anything you like now, you re really not going to see anything you like once the interest rates go up and your loan amount has to decrease. Because if the interest rate goes up just 1% that takes away 10% of a home s price that you could purchase. So if you currently are qualified for a 200K loan and the interest rate goes up 1% you re new qualification is 180K. How is your search criteria? SUBJECT: Hello We wanted to remind you that the properties you are receiving from The Crosby & Frey Team are ones listed with every Real Estate Agent and Company in our area. These properties come directly from our Multiple Listing Service. We can show you any home for sale in our area, as well as negotiate the best possible purchase price for you when you re ready to make an offer. Call us and we can set up a time to meet. Have a wonderful day! P.S. Is your property search criteria OK? Is there anything we can assist you with? SUBJECT: Fine Tuning Your Property Search By now you have received many properties from our property search system, and should be getting a feel for what s out there in the way of properties meeting your specific criteria. If the properties you re receiving are not what you re looking for, or if you are not receiving many properties, let us know and we will adjust your search parameters. Sometimes a simple adjustment can make a huge difference. Remember, we can show you any homes listed for sale in our area. We can also negotiate the best possible purchase price for you when you re ready to make an offer. Call us and we can set up a time to meet. Have a wonderful day! SUBJECT: Hello We have found that many Homebuyers have the incorrect notion they will save money and have less worry by purchasing directly from the Listing Agent. One Agent cannot fully represent both sides of a sale. How can one Agent get a Seller the most money for their home and then get a Buyer the best deal on that same home? They can't! It s a conflict of interest. Our Team never represents both the Buyer and Seller on the same transaction. Give me a call and we can discuss this further. P.S. Do you have any questions on Buyer Representation? Copyright 2014, Real Estate Masters Guild. All rights reserved. 37

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29 Past Client/Sphere of Influence Contact Schedule JANUARY FEBRUARY Contact Contact Date Type Marketing Material Date Type Marketing Material MARCH APRIL Contact Contact Date Type Marketing Material Date Type Marketing Material MAY JUNE Contact Contact Date Type Marketing Material Date Type Marketing Material

30 Past Client/Sphere of Influence Contact Schedule JULY AUGUST Contact Contact Date Type Marketing Material Date Type Marketing Material SEPTEMBER OCTOBER Contact Contact Date Type Marketing Material Date Type Marketing Material NOVEMBER DECEMBER Contact Contact Date Type Marketing Material Date Type Marketing Material

31 Past Client/Sphere of Influence Contact Schedule

32 Past Client/Sphere of Influence Contact Schedule

33 6 MONTH HOME BUYER GUARANTEE The Charity Crosby Real Estate Team guarantees that you will be 100% satisfied with your new home purchase or we will list your home absolutely FREE of our commission within the first six months of you purchasing your home! You will receive our full Marketing Plan absolutely FREE. Home Buyer: Date: Home Buyer: Date: Buyer s Agent: Date: The Charity Crosby Team Your Home Is Our Business The Charity Crosby Team Keller Williams Realty Eugene and Springfield 2644 Suzanne Way Eugene, OR Each office is independently owned & operated

34 BUYER CLOSING CHECKLIST Property Address: Buyer's Names: Date GIFT/HAND WRITTEN THANK YOU SOLD SIGN - 1 Week SEND OUT "JUST SOLD" POSTCARD TOP PRODUCER/REAL PRO: Update Buyer's Address Put On: Charity Past Client Charity A, B, C Prospect Plans: Anniversary Plan Add to RP-Charity Past Client & Newsletter. Take off everything else. LETTERS: New Year Letter w/final Close Statement (Put in Box for New Years) Thank You Buyer Letter w/client Survey (Include postage paid return envelope) MISCELLANEOUS: Agent Full MLS Printout & w/loan Type Sales Price, & Concessions Archive Office File w/notes & s Send Thank You to Listing Agent Thank you to Escrow Officer Send Thank You To Lender SOLD on Zillow Call Buyer 1 Week After Closing

35 BUYER SPECIALIST S WEEKLY REPORT Agent Name: Week Ending: Recap of This Week Showings # Total Calls Made # Buyer Contracts # Offers Accepted # Calls A Prospects # B Prospects # C Prospects # Earnest Money Contracts Written Buyer Address Price Source Top 5 Leads For each lead include name, motivation, what they are looking for and by when, and source of business AGENT OVERVIEW Contracts Accepted Closings Pending Listing Referrals $ Closed JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC YTD

36 BUYERS AGENT DAILY PROSPECTING SHEET Date SHOWING APPOINTMENTS Name Phone # $ Amount # Homes BUYER CONTRACTS WRITTEN Name Phone # Price Range EARNEST MONEY CONTRACTS ACCEPTED Name Phone # $ Amount CALLS Buyers Sellers CALLS FSBO s Expired s CALLS Sphere of Influence Past Clients

37 DOWNLOAD MY FREE MOBILE APP SEARCH ALL MLS PROPERTIES FOR SALE RIGHT AT YOUR FINGERTIPS Downloading my FREE Mobile App is as easy as Go to your itunes or Google Play Store, search Keller Williams Realty and download my FREE Mobile App. 2. Enter my personal code: KW2HGFGIF to get connected with me. 3. Start your home search! My FREE app connects with your phone s GPS & sends notifications of ALL homes for sale in MLS based on current location Sort, Save & Send Searches Customize search preferences to fit your needs Search Open Houses for all Real Estate Companies Contact me directly from your phone with just one click

38 Amy Stoehr Subject: FW: Monday Real Estate Update Example From: "The Charity Crosby Team" Subject: Monday Real Esate Update Date: December 9, :01:23 AM PST To: Reply-To: "The Charity Crosby Team" Visit us online at With temperatures at freezing levels, it's very important to prepare your home for winter and look for ways to save money on heating. This simple checklist will help ensure you and your home are ready for winter: Caulk and weather strip around windows and doors to prevent air leaks. Check furnace filters and make sure the thermostat is working property. Have your furnace professionally serviced. Clean ducts every other year and add insulation to any exposed duct work. If you have a fireplace, check the damper and have your chimney cleaned to get rid of any buildup. Clear gutters of leaves and debris to prevent rainwater from backing up and freezing. Cover hose bibs with insulated covers. Put foam pipe insulation around any exposed pipes. Consider investing in a window insulator kit as an inexpensive option to keep out drafts. Trim any tree branches that are over hanging your roof. Test your smoke and carbon monoxide detectors to ensure they're working. Please don't hesitate to call me with any questions. Keep safe and warm and enjoy the snow!!! P.S. For a free equity report on your home go to THIS WEEK'S FEATURED LISTING Parsons Creek Price: $375,000 Beds: 5 Baths: 2 ½ Baths: 1 Sq Ft: 2398 Single level home with seclusion & privacy on 1.77 acres nestled along side Parsons Creek. Remodeled home with Acacia hardwood floors, stainless steel appliances, vaulted ceilings, skylights, & large master suite. Walls of windows, and deck, overloo... View this property >> 1

39 AND HERE'S YOUR MONDAY MORNING COFFEE!! Sincerely, Charity Crosby The Charity Crosby Team, Keller Williams Realty 2644 Suzanne Way, Eugene OR Visit 2

40 Amy Stoehr Subject: FW: Another Example From: "The Charity Crosby Team" Subject: Monday Real Esate Update Date: December 2, :09:33 PM PST To: "Charity" Reply-To: "The Charity Crosby Team" Visit us online at Charity, After almost 17 years selling Real Estate I always hear "I'm going to take my house off the market during the Holidays" or "I'm going to wait until Spring to List my house" during this time of year. Here are some reasons to keep your house on the market through the holiday season By selling now, you may have an opportunity to be a non-contingent buyer during the Spring, when many more houses are on the market for less money! This will allow you to sell high and buy low. 2. You can sell now for more money and possibly provide for a delayed closing or extended occupancy until early next year. 3. Even though your house will be on the market, you still have the option to restrict showings during the six or seven days around the Holidays. 4. January is traditionally the month for employees to begin new jobs. Since transfers cannot wait until Spring to buy, you need to be on the market during the Holidays to capture the market. 5. Some people must buy before the end of the year for tax reasons. 6. Buyers have more time to look for a home during the Holidays than they do during a work week. 7. Less yard maintenance this time of year. 8. Houses show better when decorated for the Holidays. 9. Since the supply of listings will dramatically increase in January, there will be less demand for your particular home. Less demand means more money for you. 1

41 10. Serious buyers have fewer houses to choose from during the Holidays and less competition means more money for you. 11. People who look for homes during the Holidays are more serious buyers! If you would like a FREE Equity Report for your home please call me at There is absolutely no obligation and will give you an idea of where your home's equity stands in today's market. Happy Holidays! FEATURED LISTING Parsons Creek Price: $375,000 Beds: 5 Baths: 2 ½ Baths: 1 Sq Ft: 2398 Single level home with seclusion & privacy on 1.77 acres nestled along side Parsons Creek. Remodeled home with Acacia hardwood floors, stainless steel appliances, vaulted ceilings, skylights, & large master suite. Walls of windows, and deck, overloo... View this property >> AND HERE'S YOUR MONDAY MORNING COFFEE!! Sincerely, Charity Crosby The Charity Crosby Team, Keller Williams Realty 2644 Suzanne Way, Eugene OR Visit Change your preferences here. 2

42 Amy Stoehr Subject: FW: The Charity Crosby Team Newsletter Example From: "Charity Crosby" Subject: The Charity Crosby Team Newsletter Date: November 30, :27:59 PM PST To: "Charity" Reply-To: "Charity Crosby" The Charity Crosby Team Newsletter Featured Listing 11 REASONS YOU SHOULD LIST DURING THE HOLIDAY SEASON 1. By selling now, you may have an opportunity to be a non-contingent buyer during the Spring, when many more houses are on the market for less money! This will allow you to sell high and buy low. 2. You can sell now for more money and possibly provide for a delayed closing or extended occupancy until early next year. 3. Even though For Sale: $375,000 More Information Continue Reading... LANE COUNTY REAL ESTATE STATISTICS October Lane County Residential Highlights October continued seeing seasonal cooling to real estate activity in Lane County, but the numbers are strong when compared to last October. New listings (370) decreased 5.4% from the 391 in September, but show an increase of 14.2% compared to the 324 listings from October Similarly, c Continue Reading... MY HOMEMADE CHICKEN & DUMPLINGS I have a new favorite dish I'd like to share. It's amazing for the Winter season. I LOVE to cook in my Crockpot. You can get it all in the night before, start it before you leave for work and come home to an amazing meal at the end of the day. Here is my version of Homemade Chicken & Dumplings. Step 1: Mix the following ingr Continue Reading... 1

43 The Charity Crosby Team, Keller Williams Realty 2644 Suzanne Way, Eugene OR Visit Change your preferences here. 2

44 33 TOUCH METS ONLY Mailers per Year 24 (MONTHLY: A & B Referral PC & CAP PC/C Referral PC) Calls per Year 4 Notes per Year 5 (Purchase Anniversary & After every call & Referrals) s per Year 52 Monday Morning Real Estate Update (Monday Morning Coffee & 1 is Monthly Newsletter & Market Action in January) TOTAL TOUCHES PER YEAR: A & B Prospect = 85 C Prospects = 73

45 33 TOUCH HAVEN T METS (Internet Leads) Calls per Year 4 s per Year 52 Monday Morning Real Estate Update OR Broadcast (Monday Morning Coffee & 1 is Monthly Newsletter & Market Action in January) TOTAL TOUCHES PER YEAR: 56

46 Amy Stoehr Subject: FW: Another Example From: "Charity Crosby" Subject: Weekly Real Estate Update for Lane County Date: November 25, :31:29 PM PST To: "Charity" Reply-To: "Charity Crosby" Visit us online at Charity, October Lane County Residential Highlights October continued seeing seasonal cooling to real estate activity in Lane County, but the numbers are strong when compared to last October. New listings (370) decreased 5.4% from the 391 in September, but show an increase of 14.2% compared to the 324 listings from October Similarly, closed sales (303) dropped when compared to the 354 in September, but have increased 6.3% over the 285 closings from last October. Accepted offers, at 295, are down 5.1% when compared to September s 311, but also down 9.5% compared to the 326 from October Total market time increased by a week to 104 days in October, and inventory increased to 5.2 months from 4.7 months in September. Year-to-Date Summary The 5,104 new listings represent a 16.0% increase over the 4,401 entered in the first ten months of There have been 3,383 pending and 3,264 closed sales through October 2013, up 14.3% and 17.5%, respectively, from 2,960 pendings and 2,778 closed sales by October Average and Median Sale Prices The average price through October is $227,000, up 13.1% from this time in 2012, when the average was $200,700. In the same comparison, the median price increased 14.1% from $177,000 last year to $202,000 this year. If you have any questions on our local Real Estate market please don't hesitate to call me. Have a wonderful day! 1

47 37203 Parsons Creek Price: $375,000 Beds: 5 Baths: 2 ½ Baths: 1 Sq Ft: 2398 Single level home with seclusion & privacy on 1.77 acres nestled along side Parsons Creek. Remodeled home with Acacia hardwood floors, stainless steel appliances, vaulted ceilings, skylights, & large master suite. Walls of windows, and deck, overloo... View this property >> Sincerely, Charity Crosby Charity Crosby, Keller Williams Realty 2644 Suzanne Way, Eugene OR Visit Change your preferences here. 2

48 Amy Stoehr Subject: FW: Drip s From: "Charity" Subject: Do you want a 6 month Home Buyer Guarantee when you close on your home? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Did you know that I offer a 6 Month Buyer Guarantee to all of my Buyers when they close on their home? If for any reason you are not satisfied with your home purchase within the first 6 months, The Charity Crosby Team will sell your home FREE of any commissions to us. Why do I offer this? Because I want my clients to know they will never be pushed into buying a home that is not right for them. P.S. Would you like to know more about this Guaranty? Sincerely, Charity Crosby

49 Begin forwarded message: From: "Charity" Subject: Foreclosure Properties for Sale in Lane County Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at I have been able to find my clients some very good buys by sending them a list of properties that have been foreclosed on and then negotiating some great deals with the banks. As an added service for my clients, I a list of these properties once a week. If you are interested, I can include you on this list, in addition to the property search you are already on. Have a wonderful day! P.S. Would you like to receive the weekly list of Bank Owned/REO properties that are for sale in Lane County? Sincerely, Charity Crosby

50 Begin forwarded message: From: "Charity" Subject: How is the Homefinder service working for you? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at I've been keeping an eye out on specific properties that meet your needs and I've selected specific ones to be sent to you. Please send me a quick to let me know if I'm on track, or if I need to make any adjustments to your search criteria. I want to be sure that I'm sending properties that are right for you. P.S. When can we meet to discuss your needs further? Sincerely, Charity Crosby

51 Begin forwarded message: From: "Charity" Subject: Lane County Real Estate Statistics Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Would you like the most recent Lane County Market Action report which will give you current Real Estate statistics for our local area? Sincerely, Charity Crosby

52 Begin forwarded message: From: "Charity" Subject: Educate yourself on the Home Buying Process Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at I have a very informative Homebuyer package that goes over the entire process of purchasing a property in our area. Whether this is your first purchase, or one of many, I know you will find the information extremely helpful. Would you like me to mail one out to you? Sincerely, Charity Crosby

53 Begin forwarded message: From: "Charity" Subject: Is it a conflict of interest if one Agent represents both the Seller & Buyer? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at How can the Agent that's representing the Seller get them the most money in the least amount of time AND get a Buyer the best price and terms? Isn't this a conflict of interest? I believe it is. This is why I give my Buyers 100% representation and will never represent a seller on your purchase. Your best interests are my #1 priority and I will negotiate the best sales price and terms for your new home. The best part is, the seller pays the commission. P.S. Would you like to know more about 100% Buyer Representation? Sincerely, Charity Crosby

54 Begin forwarded message: From: "Charity" Subject: Do you want to save money when you purchase your next home? Date: December 17, :51:11 PM PST To: Reply-To: "Charity" Visit us online at I care about helping Buyers understand the Real Estate market we re in so they make good decisions when they purchase a home. To get educated it takes more than just looking at properties online. So what I d like to do is get together with you and go over what the market looks like now and how it s evolving for properties that you re looking at so you can be an informed buyer. There is absolutely no obligation and it's completely free. P.S. Would it be worth 30 minutes of your time to sit down and discuss this so you can get the best deal when you do decide to purchase? Sincerely, Charity Crosby

55 Begin forwarded message: From: "Charity" Subject: Don't choose an Agent until you've asked them these IMPORTANT questions. Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Purchasing a home is more than likely the largest purchase any of us will ever make. Don't choose an Agent, or write an offer, without asking them these questions first. 1. Will you ever represent the seller on my purchase? (A Buyer should always have 100% Representation) 2. How many years of Real Estate and negotiation experience do you have? 3. What "contingencies" will you put in my offer to protect my investment? 4. Will you run a Comparable Market Analysis on any home I write an offer on and recommend a competitive offer price for that type of home in that specific area? 5. Do you have a list of Testimonials of past clients I could see? 8

56 6. What inspections do you recommend? 7. Once I have an accepted offer, will I be talking to you or your assistants? 8. Do you have access to other properties that aren't in MLS and will you show them to me? (i.e. For Sale By Owners, New Construction, Bank Owned/REO and Short Sales) 9. Do you offer a Guarantee and/or a Home Warranty when I close on my home? 10. What is your system for communication with me and how often? 11. Why should I work with you instead of another Agent? P.S. Would you like to set up an appointment and ask me these questions? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: Be informed on all loan programs available for your next home purchase Date: December 17, :51:10 PM PST To: Reply-To: "Charity" 9

57 Visit us online at Financing is an extremely important part of purchasing a home. We work closely with several of our areas top Mortgage Brokers. They are available to find you the best interest rates with the lowest fees. There are still many amazing loan programs available for most any situation. Not to mention our interest rates are at historic lows. Don t let the interest rate push you out of the market. If you re not seeing anything you like now, you re really not going to see anything you like once the interest rates go up and your loan amount has to decrease. Because if the interest rate goes up just 1% that takes away 10% of a home s price that you could purchase. So if you are currently qualified for a 200K loan and the interest rate goes up 1% you re new qualification is 180K. Would you like me to have one of these Mortgage Brokers contact you to see what you qualify for? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: FREE Property Search App - Search for Properties on your Mobile Device Date: December 17, :51:10 PM PST To: Reply-To: "Charity" 10

58 Visit us online at I know searching for properties on our mobile devices has become very popular. I have a FREE app you can download to your phone and search ALL homes for sale in MLS with every Agent and Company right from your Smartphone. You can also do the following... * Use your phone's GPS and see all homes for sale in your current location. * Sort, Save and Send Searches. * Customize search preferences to fit your needs. * Search Open Houses for all Real Estate Companies. * Contact me directly with any questions, or to set up a showing, directly from your phone with just one click. Would you be interested in receiving this FREE app for your mobile device? Sincerely, Charity Crosby

59 Begin forwarded message: From: "Charity" Subject: FREE Smartphone App Search for properties on your mobile device Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at I know searching for properties on our mobile devices has become very popular. I have a FREE app you can download to your phone and search ALL homes for sale in MLS with every Agent and Company right from your Smartphone. You can also do the following... * Use your phone's GPS and see all homes for sale in your current location. * Sort, Save and Send Searches. * Customize search preferences to fit your needs. * Search Open Houses for all Real Estate Companies. * Contact me directly with any questions, or to set up a showing, directly from your phone with just one click. 12

60 Would you be interested in receiving this free app for your mobile device? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: How is the Homefinder service working for you? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at I just reviewed your home search criteria and noticed I have ed you a number of properties that met your initial search parameters. Please send me a quick to let me know if I'm on track, or if I need to make any adjustments to your search criteria. I want to be sure that I'm sending properties that are right for you. I look forward to hearing from you! 13

61 P.S. Are the properties you're receiving matching what you're looking for? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: How much does Home Insurance cost? Date: December 17, :51:11 PM PST To: Reply-To: "Charity" Visit us online at When purchasing a home, you will need to acquire homeowners insurance. In fact, all lenders will require a policy be in force prior to funding the loan. Make sure you have enough coverage, should anything happen. Policies refer to "replacement costs" that may not cover everything. You should ask your insurance agent a lot of "what if" questions. The deductible amount also plays a big part in setting your premium. Higher deductibles lower the number of claims, and reduce your insurance costs. 14

62 P.S. Do you need the name of a good Insurance Agent? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: What is your current home worth? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Go to and find out what your current home is worth. Sincerely, Charity Crosby

63 Begin forwarded message: From: "Charity" Subject: What will happen to your purchase ability if the interest rates increase this year? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Interest rates are amazing right now making it a phenomenal time to buy. We know they will go up. We just don't know when. Here's an example... If the interest rates increase just 1% that takes away 10% of a home s price that you could purchase. So if you are currently qualified for a 200K loan and the interest rate goes up 1% you re new qualification is 180K. Don t let interest rates push you out of the market if they go up. If you re not seeing anything you like now, you re really not going to see anything you like once the rates go up and your loan amount has to decrease. P.S. Would you like a report on interest rates over the last 30 years? Sincerely, 16

64 Charity Crosby Begin forwarded message: From: "Charity" Subject: Educate yourself on the Home Buying Process Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at I have a very informative Homebuyer package that goes over the entire process of purchasing a property in our area. Whether this is your first purchase, or one of many, I know you will find the information extremely helpful. Would you like me to mail one out to you? Sincerely, Charity Crosby

65 Begin forwarded message: From: "Charity" Subject: IMPORTANT Information About Your Property Search Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Here Are Some IMPORTANT Details Regarding Your Automated Property Search Q: What Types Of Properties Will I Receive? A: The home search criteria that you entered at will access our Multiple Listing Service (MLS) daily. You will receive new listings and data changes (i.e. price reductions, sale status changes, etc). The listings you receive are from all Real Estate Brokers and Companies in our area. Q: How Often Will I Receive Properties? A: This system checks the Multiple Listing Service daily. Only new listings and data changes, matching your specific criteria, within the previous 24 hours will be sent. If there are no new matching properties found for that particular day, you 18

66 won t receive an . Q: Why Don t All Listings Have Photos? A: It typically takes a few days before photos are uploaded into our Multiple Listing Service. You are getting the data as soon as it s entered by the Listing Agent which gives you an edge over other Buyers looking in your same price range and area(s). If you are wanting photos for a particular property let me know and I will send them to you once they ve been uploaded. Q: What If I Don t Get Many Matching Property Listings? A: Changing your criteria lightly can make a big difference in the number of property listings you receive. If you are getting poor search results, contact me and we can play with your search criteria. Sometimes a simple adjustment can make a huge difference. Q: Why Do I Receive Certain Properties More Than Once? A: Every time a listing that matches your criteria has a price reduction, property status or data change it will be sent to you. The system is setup to deliver you the most current and accurate data on all properties matching the criteria you entered. Q: What If I Want To See A Particular Property? A: There is a live person behind this automation. :) Call me at or e- mail me at and we can set up an appointment for you to view homes at your convenience. As a Real Estate Broker and member of our Multiple Listing Service, I can show you any home for sale in our area. This includes For Sale By Owner, New Construction, Foreclosure and Short Sale properties. I will never represent the seller when working with you so you will receive 100% Representation. The best part is the seller pays my commission. Please let me know if there is ever anything I can do to help you with your property search. Have a great day! P.S. Do you have any questions so far? Sincerely, Charity Crosby

67 Begin forwarded message: From: "Charity" Subject: Be informed on how to get 100% representation when purchasing at no cost to you! Date: December 17, :51:11 PM PST To: Reply-To: "Charity" Visit us online at I have found that many Home Buyers have the incorrect notion they will save money and have less worry by purchasing directly from the Listing Agent. The Listing Agent has already negotiated the commission with the seller and has a contract in place with them. The Listing Agent agrees to co-op (or split the commission) with the Buyer's Agent. Typically if the Listing Agent represents both the seller and buyer they get the full agreed upon amount. Since the seller isn't saving any money why wouldn't a Buyer want their own representation? One Agent cannot fully represent both sides of a sale. How can one Agent get a Seller the most money for their home and then get a Buyer the best deal on that same home? They can't! It s a conflict of interest. Our Team never represents both the Buyer and Seller on the same transaction. Buyers deserve to be represented 100%! P.S. When would be a good time to discuss this further? Sincerely, Charity Crosby 20

68 Begin forwarded message: From: "Charity" Subject: What you should know about Buying a home with a Woodstove or Fireplace Insert Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at As of August 1, 2010, Oregon law requires "uncertified" woodstoves or fireplace inserts be removed from a home and properly disposed of per DEQ guidelines before the property can be sold. Have you been informed of this? Have you been informed of this? Sincerely, Charity Crosby

69 Begin forwarded message: From: "Charity" Subject: How can I assist you? Date: December 17, :51:11 PM PST To: Reply-To: "Charity" Visit us online at I wanted to remind you that the properties you are receiving are ones listed with EVERY Broker and Real Estate Company in our area. Let me know if you're not receiving properties that match your specific criteria or if you're not receiving enough. Sometimes just a little change to your search criteria can make a big difference! I can show you any home for sale including For Sale By Owner, New Construction, Bank Owned/REO and Short Sales, as well as negotiate the best possible purchase price for you when you re ready to make an offer. With 17 years of Real Estate and negotiation experience you will be in good hands with me. :) P.S. Do you have a list of homes you'd like to preview? Sincerely, Charity Crosby

70 Begin forwarded message: From: "Charity" Subject: Not All Houses Qualify For Every Loan Program Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at What loan program have you been pre-approved for? You see, it's really a good idea to get pre-approved now because all of this has to be disclosed on the offer when you find the right home. Also, not all homes qualify for every loan program. So it's important to be informed about all your options before you start house hunting. Sellers also want to know the Buyer has their ducks in a row before they accept their offer. We have a couple of local Lenders that are very competitive on their rates, and are great to work with! There are some wonderful loan programs currently available and the rates are still amazing! 23

71 P.S. Would you like one of our Lenders to contact you? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: Do you want a FREE 1 year Home Warranty when you close on your home? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at I offer a 6 Month Home Buyer Guarantee to all of my Buyers when they close on their home. If for any reason you are not satisfied with your home purchase within the first 6 months, The Charity Crosby Team will sell your home FREE of any 24

72 commissions to us. Why do I offer this? Because I want my clients to know they will never be pushed into buying a home that is not right for them. P.S. Would you like to know more about this Guaranty? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: Be informed on Oregon's Smoke Alarm & Carbon Monoxide laws when purchasing a home Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Oregon has a law that requires Smoke Alarms and Carbon Monoxide Detectors be upgraded 25

73 per their guidelines before a Real Estate transaction can close. Have you been informed of these? Would you like me to send you the new guidelines? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: Do you have a home to sell before you can purchase? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Go to and find out what your current home is worth. Sincerely, Charity Crosby

74 Begin forwarded message: From: "Charity" Subject: Do you want a FREE 1 year Home Warranty when you close on your home? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at All of our Buyers receive a 1 Year Home Warranty on the home they purchase absolutely FREE to them. This gives them piece of mind if anything major happens during that first year. P.S. Would you like to know more about what this 1 Year Warranty covers? Sincerely, Charity Crosby

75 Begin forwarded message: From: "Charity" Subject: Bank Owned/REO properties for sale in Lane County Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Do you know how many Bank Owned/REO properties that are currently for sale in our area? I have been able to find my clients some very good buys by sending them a list of properties that have been foreclosed on and then negotiating some great deals with the banks. As an added service for my clients, I a list of these properties once a week. If you are interested, I can include you on this list, in addition to the property search you are already on. Have a wonderful day! P.S. Would you like to receive the weekly list of Bank Owned/REO properties that are for sale in Lane County? Sincerely, Charity Crosby

76 Begin forwarded message: From: "Charity" Subject: How is the Homefinder service working for you? Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at I've been keeping an eye out on specific properties that meet your needs and I've selected specific ones to be sent to you. Please send me a quick to let me know if I'm on track, or if I need to make any adjustments to your search criteria. I want to be sure that I'm sending properties that are right for you. P.S. When can we meet to discuss your needs further? Sincerely, Charity Crosby

77 Begin forwarded message: From: "Charity" Subject: Welcome! We are honored to be of service to you! Date: December 17, :51:10 PM PST To: Reply-To: "Charity" Visit us online at Thank you for signing up for my automated property search program. Your search criteria has been entered and you should have received your first list of properties. If you didn t please contact me right away at or at I also wanted you to know there's a "live" person behind the automation in case you needed anything. This system will update you each day with new listings and price reductions matching the criteria you submitted, and will include ALL properties for sale with every Real Estate Agent and Company in the Eugene, Springfield and surrounding areas. I can show you any properties listed for sale including For Sale By 30

78 Owners, new construction, short sales and foreclosures. Have a wonderful day! P.S. Have you seen anything of interest yet? Sincerely, Charity Crosby Begin forwarded message: From: "Charity" Subject: Homes for sale NOT in MLS Date: December 17, :51:11 PM PST To: Reply-To: "Charity" Visit us online at Not all properties are listed in MLS. With our inventory levels it's important to know about ALL properties for sale. I send out a weekly list of these properties. These homes will not come up on your current searches. 31

79 Would you like to receive this FREE weekly list of non MLS properties for sale? Sincerely, Charity Crosby

80

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