Step #2: How To Follow Up

Make sure you are talking to the owner. If Steve Johnson is the owner and the person answering the phone sounds like a guy, then ask, "Hi, is this Steve?" 

“Hi, this is ____. I’m the Realtor that sent you a copy of my home selling book. Do you remember receiving that book? 

Pause and wait for them to say “Yes.” 

“Great. I’m following up on your property at ________? Are you interested in selling that property – provided you could get the right price for it?

“Excellent. I’d like to meet with you at the property sometime and show you my marketing strategies and how they can help you get top dollar for that property. When is a good time that we could meet and do that?”

If they say “Yes,” then schedule the appointment. After that, get more information to help you prepare for the appointment. Ask the following questions and note the answers. 

• “If you were to sell, how soon would you want to sell the property?”
• “What is the reason you are considering selling this property?” 
• “Do you have any idea what kind of price you want for the property?”
• “Can you tell me a little bit about the property?” 

If they say “No,” then try and handle their objection and schedule the appointment. There are so many different ways to handle objections that I can’t handle them all here. But, if you’re persistent, many people will meet with you… and list with you! 

Step 1: Make sure you are talking to the owner.

Call and ask for the owner by their first name only:

"Hi, is this _____?" 

Step 2: Go through the script.  

“Hey ______, My name is ______. I’m a Realtor here in _______. 

I mailed you a copy of my home selling tips book, did you happen to receive that in the mail?

Wait for them to answer.

I’m sure if I looked at your home, I could come up with a few ideas on some things that could be done differently with the marketing to get more buyers interested in your house… and get it sold. 

Would you mind if I stopped by sometime and took a quick look at your home?” 

Wait for them to answer. 

• If they are agreeable, continue to step 3. 
• If they aren’t agreeable say: “Are you going to be putting your home back on the market sometime in the future? (Try and determine if you should follow up.)

Step 3: Set up an appointment. 

“What’s a good time that I could stop by and take a quick look at the home?” (Schedule the appointment!)

Step 1: Make sure you’re talking to the owner.

“Hi, I’m calling about the home for sale. Is this the owner?”

Step 2: Introduce yourself. 

“My name is ____. I’m a Realtor here in City Name. I mailed you a copy of my home selling tips book, did you happen to receive that in the mail?" 

“Now, just so you understand, I’m not calling you to list your home. My approach is to offer assistance so that if you ever do consider hiring a Realtor, you’ll consider hiring me. 

So, I wanted to see if I could offer you free, professional-quality pictures of your home. You can use those pictures to market your home for sale by owner. (Slight Pause) 

Do you think that’s something you would be interested in?” 

(Pause and wait for them to reply.) Most people will reply, “Why would you do that? It sounds like a scam.” 

To which you reply, “It’s like when you go to the grocery store and someone offers you free samples. They give you the food samples, whether or not you buy more food from that point.  

That’s why I’m giving away the pictures. It’s a free sample of what I can do to sell your home. (Slight Pause) Is that something you’d be interested in?” 

• If they say “Yes,” set up an appointment for the free pictures. Do not continue on to Step 3. (If you do, you will destroy your credibility.)
• If they say “No,” continue to the next step below.

Step 3: See if there’s an opening to get the listing today.   

“Now, if you could sell your home with a Realtor and they did all the work… and you still NETTED the same amount of money in your pocket… is that something you would consider doing?”

Most will say “Yes.” If so, continue: 

“I know this may sound crazy, but in most cases, a Realtor can sell your home for more money. For example, there was recently a FSBO on the market for $520,000. 

After 4 months on the market, they hired a Realtor. The Realtor sold it for $$540,000. Even after paying commissions, the seller got an extra $5,000 in their pocket.

I’m not saying this happens every time. But, it happens more often than not. Is that something you’d be interested in?”

If they say “No,” thank them for their time and get off the phone. Remember, next week is a new opportunity. At that point, you can follow up with them! Just keep calling until they list with you or someone else.  

Option 1: 

Hi HOMEOWNER! It’s AGENT NAME from BROKERAGE. I recently mailed you a copy of my home selling tips book and I was just wondering if you had a chance to read through it.

I’m very familiar with your area, and I know I can sell your house just by getting the right buyers in the door. 

My number is XXX-XXX-XXXX. I look forward to hearing from you!  

Subject Lines: (Pick one or test them all!)

Did you get my book in the mail?
I mailed you a book, did you get it?

Body Text: 

Hey Name,

I mailed you a copy of my book, BOOK NAME, did you receive it?

Just reply to this message, or you can give me a call at (XXX)XXX-XXXX. I’d be happy to meet with you and explain these strategies to you in person, and how they can help you sell your home for the most money possible, in a timeframe that is acceptable to you.

Your Name
Your Real Estate Company
Phone: (XXX)XXX-XXXX
Email: Name@Email.com

Subject Lines: (Pick one or test them all!)

My Three-Step Formula For Selling Your Home
Do You Want Top Dollar For Your Home?
Thinking of selling your home?

Body Text: 

Hey NAME,

I mailed you a copy of my home selling tips book but I haven’t heard back from you, so I’m following up.

I have sold many homes in your area and know I can do the same for you.

I use a strategy that has proven time after time to get my clients property sold for top dollar. I call it the 3-Step Formula. 

Here’s a quick summary of how the 3-Step Formula will get you top dollar:

#1. Expose your property to more buyers. 93% of buyers start their searches online. I can expose your property to more buyers than you can on your own. 

In addition, I know how to get buyers to look at your property and make them fall in love with it online — before they’ve ever seen it in person.

#2. Utilize Top-Notch Marketing. There are many different aspects of marketing, but the most important ones are:

• High-quality, charming pictures that showcase your property’s appeal online. 
• Understanding the 80/20 rule and using that to make your property stand out from competing properties for sale. 
• The process I use to hook buyers online and make them fall in love with your property before they’ve ever seen it.

#3. Help you improve the showing condition of your property. For example, a staged property will sell for more money than one that is not staged. 

This is a brief letter, so I won’t go into my whole strategy. But when you’re ready for more in-depth information, I would love to sit down with you. Just reply to this message, or you can give me a call at (XXX)XXX-XXXX. I’d be happy to meet with you and explain these strategies to you in person.

Your Name
Your Real Estate Company
Phone: (XXX)XXX-XXXX
Email: Name@Email.com

Subject Lines: (Pick one or test them all!)

I know why your home didn’t sell…
Have you been told your home was “overpriced?”
Your home is NOT “unsellable”
I know exactly how to sell your home
Still thinking of selling your home?

Email Body Text: 

HOMEOWNER,

I have helped dozens of expired homeowners sell their homes — and for more money than they initially thought. 

Just because a home didn’t sell in the past, doesn’t mean it can’t be sold. I’ve seen many homes fail to sell with one agent, only to quickly sell with another agent who took a different approach.

Would you consider selling your home if you could get the right price? If you answered “Yes,” I’d love to sit down and talk with you about the plan I’ve come up with to sell your home for the same price — or even more — than you had it listed before. 

I’m very familiar with your area and know I can sell your house just by getting the right buyers in the door. 

Will you take a leap of faith with me?

Your Name
Your Real Estate Company
Phone: (XXX)XXX-XXXX
Email: Name@Email.com

Subject Lines: (Pick one or test them all!)

Are you sure you want to sell FSBO?
Selling FSBO is way harder than it looks…
Did you get what I sent you?
Is selling FSBO everything you thought it would be?

Email Body Text:

HOMEOWNER,

I recently sent you some my home-selling materials, and I was just wondering if you had a chance to look them over. 

I’ve seen numerous FSBO homes fail to sell, and that’s usually because the homeowners don’t realize how much work actually goes into selling a home. 

I want to help you be successful. What if I told you I could help you sell your home quickly for top dollar? I’d love to sit down and talk with you about the plan I’ve come up with to sell your home for the same price — or even more — than you had it listed before. 

I’m very familiar with your area and know I can sell your house just by getting the right buyers in the door. 

Will you take a leap of faith with me?

Your Name
Your Real Estate Company
Phone: (XXX)XXX-XXXX
Email: Name@Email.com

First Message: 

Hi HOMEOWNER! It’s AGENT NAME from BROKERAGE. I mailed you a copy of my home selling tips book BOOK NAME, did you get it? 

First Message: 

Hi HOMEOWNER! It’s AGENT NAME from BROKERAGE. I mailed you a copy of my home selling tips book BOOK NAME, did you get it? 

  Follow-Up Message Options: 

1. Selling a home can be a difficult and stressful process. I’d love to come by and show you how much easier I can make your life if you hire me to sell your home. When are you available?
   
   
2. I want to help you be successful. What if I told you I could help you sell your home quickly for top dollar? Just let me know a time that works for you, and I’ll come by and show you some of the plans I have to sell your house. 
   
   
3. I’d love to sit down and talk with you about the plan I’ve come up with to sell your home. Just let me know a time that works for you. 
   
   
4. I’m very familiar with your area, and I know I can sell your house just by getting the right buyers in the door. I would love to show you how I plan to do that. Just let me know a time that works for you. 

First Message: 

Hi HOMEOWNER! It’s AGENT NAME from BROKERAGE. I mailed you a copy of my home selling tips book BOOK NAME, did you get it? 

Follow-Up Message Options: 

1. Just because a home didn’t sell in the past doesn’t mean it can’t be sold. I’ve seen many homes fail to sell with one agent, only to quickly sell with another agent who took a different approach. I’d love to come by and show you how I can sell your home. When are you available?
   
   
2. I want to help you be successful. What if I told you I could help you sell your home quickly for more money than you initially thought? Just let me know a time that works for you, and I’ll come by and show you some of the plans I have to sell your house. 
   
   
3. I’d love to sit down and talk with you about the plan I’ve come up with to sell your home for the same price — or even more — than you had it listed before. Just let me know a time that works for you. 
   
   
4. I’m very familiar with your area, and I know I can sell your house just by getting the right buyers in the door. I would love to show you how I plan to do that. Just let me know a time that works for you. 

First Message: 

Hi HOMEOWNER! It’s AGENT NAME from BROKERAGE. I mailed you a copy of my home selling tips book BOOK NAME, did you get it? 

Follow-Up Message Options: 

1. I’ve seen numerous FSBO homes fail to sell, and that’s usually because the homeowners don’t realize how much work actually goes into selling a home. I’d love to come by and show you how much easier I can make your home sale. When are you available?
   
   
2. I want to help you be successful. What if I told you I could help you sell your home quickly for more money than you’d make right now? Just let me know a time that works for you, and I’ll come by and show you some of the plans I have to sell your house. 
   
   
3. I’d love to sit down and talk with you about the plan I’ve come up with to sell your home for the same price — or even more — than you had it listed before. Just let me know a time that works for you. 
   
   
4. I’m very familiar with your area, and I know I can sell your house just by getting the right buyers in the door. I would love to show you how I plan to do that. Just let me know a time that works for you.