How To Build And Send Your Instant Trust Package

How To Build And Send Your Instant Trust Package

What Is An Instant Trust Package?

Your Instant Trust Package is designed to help create the best possible first impression when reaching out to a new lead.

This package should be mailed to or dropped off to the seller prior to making the first phone call. Sending this package ensures all future phone calls are no longer cold-calls but rather warm-calls

Check out what Authorify member Weyland had to say about making contact with home sellers after sending The Instant Trust Package.

Instant Trust

What Is Included In The Instant Trust Package and How To Customize It?

You don’t have to add all of these marketing pieces. Modify the documents to match what you do and the way you do business. You can insert the documents in your book package – before or after your book.

**NOTE**

The downloadable templates below will require a free Canva.com account. Be sure to watch the tutorial videos in each of the following sections for instructions on how to customize each template.

If you are new to Canva, please watch the following video to see how to create a free account and set it up for success.

Your Book

Obviously, your book will be front and center of any Instant Trust Package you send. The book is what will catch their eye first. To add an extra level of personalization, leave a handwritten note in the cover or mark individual pages with Post-Notes.

Cover Letter

The cover letter introduces you and explains why you’re sending the book. Linked below are three variations of our General Sellers cover letter. Over on the Letter Templates Page we have more than a dozen niche specific cover letter templates to choose from.

Click the desired image to access the customizable Canva Template.

**To have access to the template designs, you must be SIGNED INTO your free Canva.com account.

Watch the video below for customization tips

Customization Checklist:

  • Edit recipient Name
  • (Optional) Edit the home prices in paragraph two to better match your market
  • Include your phone number in the final paragraph
  • Edit sender name
  • (Optional) Include your headshot
Agent Comparison Chart

Use this chart to compare what you do to market a home versus what kind of service the average agent typically provides.

Click the desired image to access the customizable Canva Template.

**To have access to the template designs, you must be SIGNED INTO your free Canva.com account.

Click the desired image to access the customizable Canva Template.

Customization Checklist:

  • Edit the contact information at the bottom of the page

Not interested in using the Canva Template?

Click here to download the customizable Word Document.

Marketing Plan

Use this sample marketing plan to illustrate what you offer and how you market the homes you list. Feel free to modify this to match what you will do to market your prospect’s home.

Click the desired image to access the customizable Canva Template.

**To have access to the template designs, you must be SIGNED INTO your free Canva.com account.

Click the desired image to access the customizable Canva Template.

Customization Checklist:

  • Include you contact information on page 1
  • (Optional) Customize the cover letter on page 2
  • Add your name and headshot to page 2
  • Add your testimonials to page 14 and 15
  • Include you contact information on page 16

Not interested in using the Canva Template?

Click here to download the customizable Word Document.

Reference Letters

Add testimonials and references from customers and colleagues to this document.

Click the desired image to access the customizable Canva Template.

**To have access to the template designs, you must be SIGNED INTO your free Canva.com account.

Click the desired image to access the customizable Canva Template.

Customization Checklist:

  • This is designed to be an example, add your testimonials that you have gathered

Not interested in using the Canva Template?

Click here to download the customizable Word Document.

Photo Brochure

This will prove that you are going to advertise the home better than other agents.

Click the desired image to access the customizable Canva Template.

**To have access to the template designs, you must be SIGNED INTO your free Canva.com account.

Click the desired image to access the customizable Canva Template.

Customization Checklist:

  • Add your logo to the first and last page
  • Edit the About Me information on the last page
  • Include your contact information on the last page
  • (Optional) Swap out the placeholder photos for those of your own listings

Not interested in using the Canva Template?

Click here to download the customizable Word Document.

How To Send The Instant Trust Package?

The Mailed Package

Insert your book and the package contents inside a bubble mailer. Once you’ve got your books packed up, go to the post office, buy stamps and mail them to your leads.

Other Lead Generation

Let's go in-depth to make sure you are building processes that will continue to bring in listings.

Get More Referrals from Your Sphere of Influence

Read More

Seller Lead Follow Up Campaign

Seller Lead Follow Up Campaign

Most listings are won because of follow up. We ran some numbers recently and 45% of the listings an agent took were won after repeated follow up attempts. That’s why you must follow up. 

We built out a great follow up campaign that will help you do that. It includes all the necessary elements to run a seamless campaign and start getting listings immediately. 

It starts with your Book Package and progresses through a series of follow-up letters and even phone scripts. 

We’ve even established a timeline, so you know exactly when to follow up with the next letter or phone call. All you need to do is list the home; we’ve done the hard part for you. You can load these letters into a follow-up sequence in Top Producer or whatever CRM you use.

Day 1: Send the seller your book.

You can mail it, drop it off, or give it to them in person. Some people also include supporting documents with their book. I’ve included those documents below. 

Agent Comparison Chart

Use this chart to compare what you do to market a home versus what kind of service the average agent typically provides.

Marketing Plan

Use this sample marketing plan to illustrate what you offer and how you market the homes you list. Feel free to modify this to match what you will do to market your customer’s home.

Reference Letters

Add testimonials and references from customers and colleagues to this document.

Photo Brochure

This will prove that you are going to advertise the home better than other agents.

Day 3: Mail the Pricing Letter.

This letter warns of the risk of underpricing a property and subtly makes the point “I will get you more money.” Modify it to have your book’s cover picture, edit your information, and send it to the seller.




Click on the template image for a preview and access to the customizable Canva Template.

*You must be SIGNED INTO your free Canva.com account to use the provided templates. 

Have your own letterhead? Simply scroll below and copy the letter text.


Don’t Sell Your Property Until You Get a Second Opinion on What It’s Worth! 


You could be leaving money on the table if you do.

I mailed you a copy of my book that reveals how to sell your property for top dollar. I’m following up to make sure you received it. Plus, I wanted to mention something very important. 

I’ve seen so many Property Owners sell their properties for less than they’re worth. 

A buyer approaches them and offers what seems like a fair price. But little do they know the buyer may actually be a real estate flipper who hopes to make a substantial profit “flipping” their property. 

Where do you think the “flippers” on TV are finding the below-market properties they buy!? 

If buyers approach you out of the blue about buying your property, they’re not willing to pay top dollar. If they were willing to pay top dollar, wouldn’t they buy a property that was already on the market? 

Most of the time, these buyers are offering less than your property is worth – in some cases, substantially less! Now, if a buyer approaches you and is willing to pay a fair price, then by all means, sell your property to them. 

But how do you know if the price they’re offering is fair or not? You don’t – unless you get a second opinion from an experienced agent. I am very familiar with the properties in this area and can help you discover exactly what your property is worth. 

So if you’re thinking of selling, give me a call. I’ll put together a Comparable Market Analysis and help you determine exactly what your property is worth in today’s market. Please give me a call at (333) 555-1212 for more information. Or, you can send me an email at Name@Email.com. I look forward to hearing from you.

Sincerely, 

Your Name
Your Real Estate Company


Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.

Day 6: Follow up over the phone.

If the seller is not on the Do-Not-Call List and you feel comfortable calling them, then follow up using the script below. You’d be surprised at how many people will tell you, “I’m so glad you called. I’ve been meaning to call you, but haven’t gotten around to it yet.” 

We don’t recommend leaving a voicemail this early in the process. So, we don’t have one as part of the script. If you really want to reach them, then try calling a few times. But, if they don’t answer, then simply continue on with the campaign.


Script Template

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?”

If they say “Yes,” then continue below.

If they say “No,” then ask them: 

“Do you think you’ll be interested in selling it in the future?” 

If they say “Yes,” then find out when that will be and follow up in the future. 

Tip: Always cut the follow up time in half because many people list  sooner than they think.

If they say “No,” then thank them for their time and end the call.

“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! 

Day 11: Mail the Buyer Interest Letter.

This letter talks about how your marketing plan will generate more buyer interest in their property, so it sells for top dollar. Modify it to have your book’s cover picture, edit your information, and send it to the seller. 




Click on the template image for a preview and access to the customizable Canva Template.

*You must be SIGNED INTO your free Canva.com account to use the provided templates. 

Have your own letterhead? Simply scroll below and copy the letter text.


A Strong Marketing Plan Is The Key To Selling Your Home For Top Dollar


I mailed you a copy of my book that reveals how to sell a property for top dollar. Make sure you check out all the useful tips inside.

Inside my book is information on how to attract more buyers to your property. 

Here are some of the best tidbits:   

  • How you can use the 80/20 rule to make your property stand out from other homes and attract the ideal buyer. (These buyers are more likely to pay you top dollar for your home.) 
  • Why the pictures of your property are crucial to getting it sold. 
  • How to get top-notch pictures of your property so buyers fall in love with it and schedule a showing. 
  • Why the showing condition of your property is so important and can compel buyers to pay 5-10 percent more money for your home.
  • Several different ways you can improve the showing condition of your property, so it sells for top dollar.

Would you like to know exactly how I can generate more buyer interest in your property and get it sold? Then give me a call at (333) 555-1212 to schedule a meeting. Or, send me an email at Name@Email.com. I look forward to hearing from you.


Sincerely, 

Your Name
Your Real Estate Company
Phone: (333) 555-1212
Email: Name@Email.com



Not intended to solicit any properties already listed for sale with a real estate agent. If your home is already for sale, then please disregard this message.

Day 16: Mail the Three Step Formula Letter.

This letter talks about the Three Step Formula you use to sell homes for top dollar. Modify it to have your book’s cover picture, edit your information, and send it to the seller. 




Click on the template image for a preview and access to the customizable Canva Template.

*You must be SIGNED INTO your free Canva.com account to use the provided templates. 

Have your own letterhead? Simply scroll below and copy the letter text.


My Three-Step Formula Will Get Your Property Sold For Top Dollar!


I sent you my home-selling book and haven’t heard back from you yet, so I’m following up. 

Inside my book, I lay out a strategy that will get your property sold for top dollar. I call it the 3-Step Formula. I understand you may not have had time to read my book. So… 

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. A staged property will sell for more money than one that is not staged. 

This is a brief letter, so I won’t write the contents of the entire book. But when you’re ready for more in-depth information, you can find it all inside my book. Or, you can give me a call at (333) 555-1212. I’d be happy to meet with you and explain these strategies to you in person.


Sincerely, 

Your Name
Your Real Estate Company
Phone: (333) 555-1212
Email: Name@Email.com



Not intended to solicit any properties already listed for sale with another real estate agent. If your home is already for sale, then please disregard this message.

Day 22: Follow up over the phone.

45% of listings are won from follow up. That’s why we recommend calling the seller three times over the course of this campaign. 

If the seller is not on the Do-Not-Call List and you feel comfortable calling them, then follow up using the script below. You’d be surprised at how many people will tell you, “I’m so glad you called. I’ve been meaning to call you, but haven’t gotten around to it yet.”

We don’t recommend leaving a voicemail this early in the process. So, we don’t have one as part of the script. If you really want to reach them, then try calling a few times. But, if they don’t answer, then simply continue on with the campaign.


Script Template

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?”

If they say “Yes,” then continue below.

If they say “No,” then ask them: 

“Do you think you’ll be interested in selling it in the future?” 

If they say “Yes,” then find out when that will be and follow up in the future. 

Tip: Always cut the follow up time in half because many people list  sooner than they think.

If they say “No,” then thank them for their time and end the call.

“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! 

Day 29: Mail the Better Marketing Letter.

This letter talks about how you will use better marketing to sell their home for top dollar. Yes, we harp on about marketing. But, that’s what sellers want and it’s the best way to stand out from your competition. Modify it to have your book’s cover picture, edit your information, and send it to the seller. 




Click on the template image for a preview and access to the customizable Canva Template.

*You must be SIGNED INTO your free Canva.com account to use the provided templates. 

Have your own letterhead? Simply scroll below and copy the letter text.


My Top-Notch Marketing Will Attract More Buyers To Your Property,
So It Sells For Top Dollar!  

 The marketing for your property is so important that I dedicate several chapters inside my book to talking about it. 

Here are some of the different ways my book can help you attract more buyers: 

#1: Make your property stand out from all the other homes for sale. Your property is not the same as every other home. 

There are things you love about your property that potential buyers will love, too. My book shows you how to use aggressive marketing tactics to highlight those things to potential buyers, so they fall in love with your home.   

#2. Make your property as appealing as possible. Real estate is emotional. People want a property they love, and if it appeals to them, they’ll buy it. 

I’ll show you quick and easy ways to make your property more appealing. 

#3. Get your property in front of more buyers. Your property won’t sell if buyers don’t know it’s for sale. I’ll market your property far and wide so every prospective buyer knows about it. 

I can sell your property for top dollar. I’ll implement my proven marketing strategies and get it sold! Contact me, and I’ll show you my specific plan to sell your home quickly for top dollar. Give me a call at (333) 555-1212 or send me an email at Name@Email.com.

Sincerely, 

Your Name
Your Real Estate Company
Phone: (333) 555-1212
Email: Name@Email.com 

Not intended to solicit any properties already listed for sale with another real estate agent. If your home is already for sale, then please disregard this message.

Day 36: Mail the Better Pictures Letter.

This letter talks about how you will use better marketing to sell their home for top dollar. Modify it to have your book’s cover picture, edit your information, and send it to the seller.




Click on the template image for a preview and access to the customizable Canva Template.

*You must be SIGNED INTO your free Canva.com account to use the provided templates. 

Have your own letterhead? Simply scroll below and copy the letter text.


The Pictures Of Your Property Can  “Make” Or “Break” The Sale!

Let me help you “Make the Sale” and sell your property for Top Dollar! 

Think about it. When you’re browsing online for a home, what piques your interest? 

Even if the square footage, neighborhood and everything else is perfect, you aren’t likely to see a home in person if it doesn’t look good in photos. 

It’s been proven that homes with high-quality photos attract more buyers. 

Here’s how I’ll capture top-notch pictures to market your property:  

#1: Make sure the pictures are captured by a professional, experienced photographer who uses professional-grade equipment. 

#2. Ensure the pictures of your property capture its best features and natural “charm.” Great pictures are an art and a science. I’ll make sure they look amazing. 

#3. Make sure your photos are professionally edited. An Instagram filter is not going to cut it! I’ll make sure the photos are touched up to make them look their absolute best. 

Would you like to see exactly how attractive pictures will generate more buyer interest in your home so you get top dollar? Then please give me a call at (333) 555-1212 to schedule a meeting or send me an email at Name@Email.com.


Sincerely, 

Your Name
Your Real Estate Company
Phone: (333) 555-1212
Email: Name@Email.com

Not intended to solicit any properties already listed for sale with another real estate agent. If your home is already for sale, then please disregard this message.

Day 44: Follow up over the phone.

Yes, we recommend calling the seller three times over the course of this campaign. It may sound crazy, but it’s worth it. You’d be surprised at how many sellers receive your letters, are open to listing with you, but simply procrastinate on calling you to list.

That’s why we recommend following up, so you don’t miss out on those listings. Sometimes, they may have been avoiding you because they were going to list with someone else.

But, then they changed their mind on that person, and since you’re being persistent, they decide to list with you instead. (It happens more often than you think.)

Anyways… if the seller is not on the Do-Not-Call List and you feel comfortable calling them, then follow up using the script below. We’ve added a voicemail script here because we believe in leaving a voicemail on your last call.


Phone Call Script Template

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?”

If they say “Yes,” then continue below.

If they say “No,” then ask them: 

“Do you think you’ll be interested in selling it in the future?” 

If they say “Yes,” then find out when that will be and follow up in the future. 

Tip: Always cut the follow up time in half because many people list  sooner than they think.

If they say “No,” then thank them for their time and end the call.

“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! 


Voicemail Template

“Hey, _(First Name)_, this is _(Your Name)_ with _(Brokerage Name)_. I’m calling about the property at _______. I’ve been trying to reach you about it for a little while. I’ve got some ideas about how you could sell it for top dollar. Give me a call back to discuss them when you have a chance. My number is _(Your Phone Number)_. I look forward to talking to you.”


Day 52: Mail the Staging Sells Letter.

This letter talks about the benefits of staging, how it attracts more buyers, and can result in a higher selling price. Modify it to have your book’s cover picture, edit your information, and send it to the seller.




Click on the template image for a preview and access to the customizable Canva Template.

*You must be SIGNED INTO your free Canva.com account to use the provided templates. 

Have your own letterhead? Simply scroll below and copy the letter text.


I’ll Help You Quickly & Inexpensively Stage Your Property
So Buyers Fall In Love With It And Pay Top Dollar! 

If you’re selling your property, I’m sure you want to get top dollar for it. 

If your property isn’t already staged, don’t worry. It’s easy to stage a property, and my book has lots of information on the best ways to do so — without spending a lot of money. 

Here’s an example of how staging can get you more money for your home: 

In a townhome development with 200 equivalent units, two were for sale. Every single unit had the exact same floor plan, with 3 stories, 3 bedrooms and 3 bathrooms. 

  • Townhome A sold on August 26.
  • Townhome B (5 doors down) sold on July 26, for $40,000 less.

Neither unit was more attractive or updated than the other. Both units had the same kitchen countertops, cabinets, hardwood floors in the living room, etc. 

There are two reasons one unit sold for $40,000 more than the other:

  • Townhome A was professionally staged, giving it a more appealing appearance.
  • The agent selling Townhome A took higher quality, more attractive photos of the home.

Those two seemingly small actions made the $40,000 difference! The buyers of Townhome A paid a higher price because the home was more appealing.

Would you like me to personally show you the easiest ways to quickly and easily improve your property’s showing condition so it sells for top dollar? Then please give me a call at (333) 555-1212 to schedule a meeting or send an email to Name@Email.com.


Sincerely, 

Your Name
Your Real Estate Company


Not intended to solicit any properties already listed for sale with another real estate agent. If your property is already for sale, then please disregard this message.

Day 60: Mail the Ten Step Plan Letter.

This letter talks about how you will use a specific, ten-step plan to market their home and generate more buyer interest. If you want, modify the letter to suit your plan. Or, review it and plan out how you can implement all of the things detailed inside.



Click on the template image for a preview and access to the customizable Canva Template.

*You must be SIGNED INTO your free Canva.com account to use the provided templates. 

Have your own letterhead? Simply scroll below and copy the letter text.


Can I Help You Sell Your Property?
 

If you’re thinking of selling your home, I have a proven plan to get you more money. Your property deserves the love and attention that a top-notch marketer — like myself — can give it. 

If you hire me to sell your property, I will implement my 10-step system to sell it for the most money possible in the shortest amount of time. 

Here’s my 10-Step Plan to market your property aggressively and get it sold:  

Step 1: Evaluate your property to identify all the reasons buyers might love your home and determine its competitive advantage in the marketplace.  

Step 2: Evaluate the market value of your home alongside comparable properties on the market so you can price it strategically and get the most money possible. 

Step 3: Determine the best features of your property and aggressively market them to buyers. 

Step 4: Identify any necessary repairs or upgrades your property may need to maximize its value.

Step 5: Help you stage your property to highlight its beauty and functionality. 

Step 6: Take professional photos that show your property in its best light.

Step 7: Use vivid language to create an online listing that attracts the right buyers.

Step 8: Promote your property on a variety of real estate websites and social media platforms for maximum buyer exposure. 

Step 9: Set up tours for interested buyers and get their feedback afterward. 

Step 10: Negotiate the highest possible price to sell in a timely fashion that suits you, as well as the buyer. 

Would you like more information on how my plan works? Then give me a call at (333) 555-1212 to schedule a meeting or send me an email at Name@Email.com.


Sincerely, 

Your Name
Your Real Estate Company


Not intended to solicit any properties already listed for sale with another real estate agent. If your home is already for sale, then please disregard this message.

Other Lead Generation

Let's go in-depth to make sure you are building processes that will continue to bring in listings.

Divorce Attorneys

How To Get Divorce Listings From Attorneys

There are two ways to get Divorce Listings. One strategy is by cultivating referrals from Divorce Attorneys and other professionals involved in the business.

These professionals work with dozens of home sellers every month and can refer a lot of customers to you.

Here are some of the Divorce Professionals with whom you can build relationships and receive referrals:
  • Divorce Attorneys.
  • Divorce Mediators. They are hired by the court to help the parties mediate their differences rather than settling them through litigation.
  • Therapists. Many people hire therapists to help them through the divorce process.

Success Story. Ed is an Authorify Member who has gotten about 10 divorce listings — 5 of which came from Divorce Attorney referrals.

Ed has also had success directly contacting people who have filed for Divorce. Here’s what he had to say about his experience approaching Divorce Attorneys and asking for referrals:

“I used about 30 Divorce Books, and I started reaching out to the top divorce attorneys in my market. It took a lot of persistence, but pretty soon it paid off and I got some referrals. 

I ended up building relationships with a few attorneys and got about 5 listings referrals over the last few months. Even better, most of those sellers ended up buying a house with me — mostly just one spouse but sometimes both. So, I got about 5 more buyer sales from that, as well.”

Here’s a video interview we did with Ed, and he told us how he wins Divorce Listings and builds relationships with attorneys.  

We took Ed’s Strategy and built a system that you can replicate in your market:

If you’re going to ask attorneys for referrals, you need to understand why they might want to refer business to you.

Here are some of the reasons an attorney would want to work with you:

  1. 1
    If an attorney refers his clients to an agent, his chances of having a more positive experience with that agent are higher than if he chose an agent who had no incentive to get future referrals.
  2. 2
    Many times, attorneys are paid when the home sells. They want someone who will move the sale along smoothly so they get paid. If attorneys find an agent they can trust to get the job done, they’re going to keep coming back to that agent in the future.

Step 1: Find the Divorce Leads in your area.

There are a few different ways to do that:

  • Find them on your state’s Bar website. You can search through the membership directory for a family law attorney.
  • Find them on Google. Simply Google “family law attorney in Jacksonville” — or wherever it is you’re from. Divorce attorneys are classified under family law.
  • Search LinkedIn using the terms "Family Law Attorney [Your City]"
  • Find them in the Yellow Pages or your local Phone Book. Go to the section for Divorce Attorney or Family Law and see who is running ads. If they’re running ads there, they are most likely an established attorney!  

Step 2: Start approaching the Divorce Attorneys in your area.

Make a list of the ones you’d like to work with and start by sending them an introduction email.

Email no more than 10 attorneys per day until you have contacted all of them. Below is a download link for a sample email template you can use.

Attorney Email 1 - Introduction

Step 3: Follow up and start building a relationship.

If an attorney doesn’t reply, don’t sweat it. Keep following up with them on a weekly basis. 

If you send those four emails and they don’t reply, don’t give up. They know your name better than they did four weeks ago! Now, it’s time to follow up with a phone call.

Give them a call using the script below. 

Divorce Attorney Phone Script

Step 4: Continue following up until they tell you to leave them alone, get out of the business, or take some of your books.

Most successful Business-to-Business (B2B) Sales happen after repeated follow-up attempts.

In many cases, those successful sales come after the person said “No” the first time they were contacted. So, keep emailing every week or two and call them every 30 days or so.

Ed said he had to contact many of the attorneys several times before they referred him any clients. It’s worth following up because one attorney can be a great source of referral business. So, keep following up!

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Divorce Homeowners

How To Find Divorcing Homeowners And List Them

Divorces are a huge, untapped source of listings. Over 700,000 homes are sold each year because of divorce. In this course, I’ll show you one way to tap into this niche and get the listings.

There are two ways to get Divorce Listings. One strategy is to cultivate referrals from Divorce Attorneys and other professionals involved in the business.

The other strategy is to reach out directly to people getting a divorce. Today, we’re going to talk about how to find the divorcing homeowners and list them.

Success Story:

Ed is an Authorify Member who has gotten about 10 divorce listings — 5 of which came from reaching out to homeowners who had filed for divorce.

Here’s what he had to say about his success approaching Divorcing Homeowners and listing them:

“I contacted the local Clerk of Court and asked how I could find Divorce Filings. Then, we used that information to find people who had filed for divorce. 

From there, I narrowed it down to people who owned real estate and started contacting them. First, we mailed them our Book, along with a Cover Letter introducing us. 

Then, we followed up on the phone, mailed letters, and even knocked on their door. We contacted about 70 people this way and obtained about 5 listings as a result.  

Even better, most of those sellers ended up buying a house with me — either one spouse, or sometimes both. So, I got about 5 more buyer sales from that, as well.” 

We took Ed’s Strategy and built a system that you can replicate in your market.

Here’s the step-by-step process you can use to find divorcing homeowners in your area and list them.

Step 1: Find the Divorce Leads in your area.

In this video Ben Curry walks you through the step-by-step process for researching divorce leads in our area.   

Here are the basic steps you can follow to find the leads online in your area.

Step A: Find the divorce records on your local courthouse’s website. Most Divorce Court Cases are filed with your local Courthouse. You can usually find the information with a Google Search.

Try searching “CountyName County StateName Divorce Filing Search.” 

Try and search for the records on their website. Some of these sites are a little bit hard to navigate, and there is a good chance you will need to call their office for help. 

It will take some persistence, but once you figure it out, you’ll be able to find the court cases.

Step B: Check if the divorcing parties own real estate. To do that, cross reference their name with your local property records. You can usually find the property records on your county’s website. It’s usually called the Property Appraiser or Tax Assessor.  

Just search for “CountyName County StateName Property Records Search.”

Now, search for the people’s names on the Property Records. In this case, I’m going to look up the Divorce Name from above. 

And we have a winner. The Himelick’s own real estate:

Let’s pull up their property:

Now, let’s pull up their property on Zillow and get an idea of what it’s worth: 

Darn! It’s already listed for sale. I searched about 10 divorce records. Four of them owned real estate, and this was the fourth one I researched. I wanted to show it to you to prove that these people do list their homes!

Step C: Get the party’s names and mailing address from the property records. You can usually find all the information you need on the property records website. 

Step D: Find their phone numbers. The best way to do that is by simply Googling their name, city, and state. An example is below. 

Another option is to search for them using Intelius Premier or WhitePages.com. Intelius Premier is the best because they provide cell phone numbers and don’t try to sell you unnecessary reports. It costs $20 a month, but you’ll save a lot of time using their service.

Step E. Organize your leads by adding them to your CRM or organizing them in a Google Sheet. If you use a CRM, then add them in. Or, you can add them to a simple Google Sheet like you see below:

Notes on finding the leads:

It’s not easy to find the divorce filings, but if you’re persistent, you can usually find the information. If you cannot find the divorce filing information, then call your local courthouse and ask them for help.

I recommend calling several times until you find a clerk that will help you. When I was new to the business, some clerks told me that I couldn’t access certain courthouse records.

I didn’t believe them, called back, talked to another clerk, and they helped me find the information.

In the rare situation where you absolutely cannot find the divorce filings, try building relationships with attorneys in your area to get referrals. We have a training course on how to do that.

Step 2: Send them your book with a Cover Letter.

Ed said that sending out his book softened up the leads for a phone call. When he called a week later, they were friendly and receptive to him. Basically, sending the book first turned his “cold call” into a “warm call.”

How to address the envelopes and Cover Letter:

Send the envelope and cover letter to both parties. Here’s an example:

Ed mentioned that he addresses the letter to both parties and that worked well for him. My theory is that either party will be comfortable opening an envelope that is addressed to both of them.

How to mail your book.

Insert your book and the package contents inside a bubble mailer. Once you’ve got your books packed up, go to the post office, buy stamps and mail them to your leads.

Here’s an example of the book being put into a bubble mailer.

Where to buy the bubble mailers:

Alternatively, you could insert your book into a clear bag, fold the cover letter over and insert it inside the pages, and leave that at the front door.

What to include with your book. We recommend including a Cover Letter that introduces yourself and explains how you can help. Below is a Cover Letter you can use.

Divorce Cover Letter

Here’s what happened to Ed after he mailed about 70 divorcing homeowners. A few homeowners called and complained that he was mailing them. They were frustrated with the entire divorce process and vented their frustrations to him.

He listened politely, apologized that they felt that way, then reminded them that his goal was simply to help anyone who needed his help. After that reminder, they felt better and ended the conversation on good terms.

Step 3: Follow up on your Divorce Leads — until you reach them.

Follow up on your leads about a week after you mail them your package. Here’s a script you can use to follow up, start a conversation, and get listings.

If they are on the Do-Not-Call-List, then knock on their door and talk to them. You can use the script to start the conversation.

Important notes:

Follow up repeatedly until you reach them. In our experience, about 60% of all listings are obtained after multiple calls. One time, we listed a home after calling a seller just about every day for 2 weeks. It took 10 phone calls, but the $8,750 commission was worth the extra calls!

Most of the people you call will be friendly. But, a few will be unhappy that you’re calling them. If they complain, simply apologize and end the phone call.

Focus on how you can help and stay positive. If someone is negative, complaining about life, or talking poorly about their spouse, don’t get sucked into their negativity or fights. Your job is to sell the home for top dollar and treat both parties fairly.

Let the divorce attorneys fight it out! They get paid by the hour to fight and cause problems. You and I don’t! 

Step 4: Follow up by mail.

If you can’t reach either party after five calls, mail them the letters below, wait a week, and call them again. Repeat this process until you’ve sent the four follow-up letters and followed up four more times over the phone.

Divorce-Follow-Up-Letter-1-Marketing

Divorce-Follow-Up-Letter-2-Formula

Divorce-Follow-Up-Letter-3-Better-Pictures

Divorce-Follow-Up-Letter-4-Consider-Me

Step 5: Listing the home.

Your main goal is to meet with one or both parties, build rapport, and put yourself in first position as the agent to hire if they do decide to sell.

If possible, try and meet with both parties together. If not, you need to meet with one, do a CMA, give them your listing presentation, and try to win them over. After that, you need to meet with the other party and go through the entire process with them, as well.

If you succeed with this method, you can win over both parties and win the listing. It’s actually not that hard to be the winning “neutral” agent. Here’s why.

Most of the time, if one party brings in their preferred agent, the other one will naturally distrust that “preferred” agent because they feel like they’ll represent the other party at their expense.

So, unless both parties have a “neutral” agent that they like and trust – which is rare – it’s easy for you to be that “neutral” agent and win the listing.

Here’s a helpful video from Rozalyn Franklin, an Authorify Member who told us how she wins Divorce Listings. 

Additional tips for winning the listings:

  • Don’t try to “hard sell” them on selling their home. You’ll find that most people will come to that realization on their own. If they feel like you’re trying to push them toward that, then they’ll feel turned off and won’t want to work with you.
  • It’s helpful to educate them on the financial repercussions of their decisions. For example, if they’re going to let the other person have the home, then they may still be liable for the mortgage debt and any credit damage from missed payments, etc. Ideally, they want the other party to refinance the house so they’re released from the mortgage debt and it’s no longer on their credit. 
  • Never take sides. If you can only meet with one party, talk to them, build rapport, and get them somewhat sold on working with you.
    Then, try to meet with the other person and go through the same process.
    Oftentimes, you’ll have to do a separate meeting with each party to sell them both on working with you. But it’s worth it because you’ll usually be “first in line” for the listing.

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How To Find Listing Leads In The Top 8 Niches

The Complete Guide To Finding Listing Leads Online

Lead generation is everything when it comes to being successful in real estate and we don’t need to tell you that. Ben will walk you through a demonstration for each of the eight niches listed below. You will find tips and tricks for finding qualified leads as well as contact information for the seller.

How To Find FSBO Leads

In the video above, Ben demonstrates the steps to gathering FSBO leads using the follow two methods:

Find the FSBO Listings - using Zillow and other online resources. 

The most reliable way to find new FSBOs Leads is using Zillow. Simply search using the For Sale By Owner Option. You may also want to search on other sites like Craigslist. But, most FSBOs will be listed on Zillow. However, some home sellers do not even list their home on Zillow. 

Instead, they just throw a sign in the yard and hope it sells. That’s why whenever you drive past a FSBO, you want to make a note of the address and check if it’s on Zillow. If not, then you have a great listing lead. 

Research the lead’s mailing address.

You can find your leads’ mailing address on your local Property Appraiser or Tax Assessor’s Website. Each municipality will have a slightly different process and in most cases a quick phone call asking for instructions on how to find the information will get the results you are looking for quickly.

How to automate this process.

If you’d like to automatically get the new FSBO Leads everyday, then sign up for a service like LandvoiceThe Redx, or Espresso Agent. Their system will automatically send you the new leads every morning. There is a new, free service on the market, Fizbonanza.com that allows you to subscribe to a search area and will send you all the new FSBO leads in your market each Monday.

Insider Tip.

The best FSBO Listing Leads are the out-of-town owners. Because they have a hard time showing the house, I have found that they are the easiest to list.

More FSBO Listing Training

Inside of our Instant Trust FSBO System Course you will find a 60-day follow campaign complete with downloadable templates, hear how fellow Authorify members are using their books with FSBO leads, and tips for dealing with the most common FSBO objections.

Don’t have the FSBO book? Check out this preview of our FSBO Listing Book now!

How To Find Expired Leads

In the video above, Ben demonstrates how to gather expired listing leads using the following three steps:

1. Pull the Expired Listings from your MLS.

Once you’re logged into your MLS, look up the Expireds for that day. Usually, you can find them using the Hotsheet or another Listing Search. (If you can’t find them, then contact your Board or MLS and they’ll help you find the info.) 

Note: In some areas, you can try to list the Expireds and Withdrawns. In other areas, contacting Withdrawns is frowned upon and can lead to an Ethics Complaint. If you have any concerns about this, talk to your broker.

2. Make sure the property has not been relisted.

You can do that manually by checking their address in the MLS.

3. Research the lead’s mailing address and phone number. 

You can find your leads’ mailing address on your local Property Appraiser or Tax Assessor’s Website. Then, look up their phone numbers using one of the websites below.

  • Whitepages.com - This is a free service that can help you find contact/phone information.
  • Intelius - This service does have a monthly fee of $20, but it’s great for sourcing cell phone numbers

More Expired Listing Training

The Expired Rocket: Inside of this course, you will find the marketing package we suggest you send to expired listing leads to help set you apart from the competition. You will find downloadable templates for each piece of this marketing package.

The Expired Campaign: Get our 60-day expired follow-up campaign in this course complete with downloadable letter templates and phone scripts.

Don’t have the Expired book? Check out this preview of our Expired Listing Book now!

How To Find Divorcing Homeowner Leads

In the video above Ben demonstrates the steps to finding divorcing homeowner leads in your market.

Note: Depending on your market these records may not be available. In that case, it is best to work with local attorneys to build a divorcing homeowner lead pipeline.

Step 1:

Find the divorce records on your local courthouse’s website. Most Divorce Court Cases are filed with your local Courthouse. You can usually find the information with a Google Search. 

Try searching “CountyName County StateName Divorce Filing Search.”

Try and search for the records on their website. Some of these sites are a little bit hard to use, and there is a good chance you will need to call their office for help.

It will take some persistence, but once you figure it out, you’ll be able to find the court cases.

Step 2:

Check if the divorcing parties own real estate. To do that, cross reference their name with your local property records. You can usually find the property records on your county’s website. It’s usually called the Property Appraiser or Tax Assessor. 

Just search for “CountyName County StateName Property Records Search.” 

Now, search for the people’s names on the Property Records. In this case, I’m going to look up the Divorce Name from above.

And we have a winner. The Himelick’s own real estate:

Let’s pull up their property:

How To Find Inherited Homeowner Leads

In the above video Ben demonstrates how you can find inherited home listings, qualify them and find the best contact person.

Getting Started: 

When searching for inherited home leads it is important to remember that beyond just locating the listing we want to qualify them in order to make sure we are on the right path.

Find the Probate Court Cases on your local courthouse’s website.

First, you’ll want to find the Probate Court Cases on your local courthouse’s website. Most Court Cases are filed with your local Courthouse. You can usually find the information with a Google Search.

Try searching “CountyName County StateName Probate Case Search.”

Once you find the site, try and find the records on it. Some of these sites are a little bit hard to use, and there is a good chance you will need to call their office for help.

It will take some persistence, but once you figure it out, you’ll be able to find the court cases. If you are not able to find the information on the website, contact the courthouse and have someone help you. 

I recommend calling several times until you find a clerk that will help you. When I was new to the business, some clerks told me that I couldn’t access certain courthouse records. I didn’t believe them, called back, talked to another clerk, and they helped me find the information. 

Anyways… I managed to find the Probate Court Cases in Duval County.

About 4,450 were filed in 2019.

B. Once you find a lead, you’ll want to do the following to qualify that lead:

  • Verify that the person who passed away owned real estate.
  • Check that the person who passed away was the last remaining spouse.

I checked the top probate case and found that the owner did own real estate, and it doesn’t appear she has a spouse on the title.

This lead looks promising! So, let’s continue on to Step #2 and I’ll show you how to find the decision maker and their contact information.

If you absolutely cannot find the Probate Court Records in your area, there are other options for you. I lay out several of them in the last module of this training.

Step 2: Find the best contact person and get their contact information. 

You want to find the decision maker who has the authority to sell the house. Usually that’s a Personal Representative, the Executor of the Estate, or an heir.

There are several different ways to do that:

  • Get the information from the Probate Court Case Record.
  • Get the information from the Obituary. 
  • Find out who is paying the property taxes. They’ll usually know if the owners want to sell.
  • Use Google, Facebook, and other publicly available information.

Let’s go through these options one at a time.

How to find the Best Contact Person - using the information in the Probate Court Case Records.

I’ll use this estate as an example. I found the Probate Case using the instructions in Step #1 above. 

I clicked and opened the case and found the following information.

Usually, the Petitioner is the Personal Representative, but I was able to confirm that on this case because I went through the court filings.

I found a Petition for Summary Administration on the Court Docket.

I was able to access the document and found this paragraph on it:

So now that I know I have the right person, how do I find their contact information? I’ll show you how in Step #3.

How to find the Best Contact Person — using the information from the Obituary. 

I’ll use this property as an example.

I searched Google and found her obituary. See below. 

In the obituary, you’ll want to look for the part that says “survived by” or something like that. Here’s that part of Sarah’s Obituary.

Now that I have their names, I need to find them. You have to be a detective and dig up the information!

First, try to see if their heirs live in the area. You can search local property records or the White Pages or simply google their name and the city. For example, “Susan Staley Jacksonville, FL.”

I found a “Susan Staley” in Orange Park, which is about 40 minutes away, but I couldn’t find any tangible information on her, such as property records, address, or even a phone number.

So I searched for the next daughter and found her. See below.

Notice that she matches all 3 names in the Obituary below?

And when I searched for “Katherine and Spencer Silverglate,” this is what I found:

So now that I know I have the right person, how do I find their contact information? I’ll show you how in Step #3. If you’re ready, go there now.

If you can’t find the person using one of those methods, mail your book to the deceased at their address. One of the heirs is bound to stop by and check the mail. 

If you only want to mail the best leads, then drive past the homes and see if anyone is living in them. If a home looks empty, then it’s worth sending them your book.

I found 2 Inherited Homes about a mile away from our office, so I drove past them this afternoon. One of them was clearly occupied.

But the other had those telltale signs of being prepped to go on the market. Look at the picture below.

I would definitely send them my book and maybe even leave a note on the door!

More Training:

The Inherited Homeowners Course: Inside of this course we go deeper into what to do after you have located an inherited listing lead. You’ll receive letter templates and phone scripts to follow-up with these leads as well as tips for converting more of these leads into listings.

Don’t have the Inherited Homeowner Book? Check out a preview of the Inherited Listing book now!

How To Find Vacant Leads

In the above video Ben breaks down the various vacant lead sources and demonstrates how to locate them.

You’ll notice that the quality of the vacant leads varies depending on the source. Here are some of the different lead sources, ranked according to their likelihood of selling.

Highest quality leads, most likely to sell:

Evictions. I’m talking about single family or condo evictions where the property owner doesn’t own more than 3 properties. (Apartment evictions don’t count.) 

You can find eviction filings at your local courthouse. Call or visit your local courthouse for more information. 

High-End Vacant Lots or Vacant Land — where the owner lives out of town. The best leads are people who have owned the property for years and live out of town.

A lot of them simply hold onto the property for years and just never get around to selling it. You’d be surprised how many are open to selling once you contact them. 

Get these leads from one of the paid data providers or your local Property Appraiser or Tax Assessor. Contact them for more information on how to get the lists. 

Absentee Owners with other signs that the owner may be interested in selling. Here are some of those signs: long grass, unkept yards, broken windows, delinquent property taxes, or anytime the home simply looks vacant. 

If you get a list of Absentee Owners from one of the lead providers above, you can find the ones that are most likely to sell by driving past the homes or checking their tax records on the Tax Collector’s Website.

Medium quality leads, likely to sell:

Absentee Owners who live out of town. Some of the lead providers allow you to buy a list of only this type of lead. 

Absentee Owners where the owners are over 65 years old. In the National Association of Realtors 2019 Profile of Home Buyers and Sellers, the largest percentage of sellers (24%) are between the ages of 65 and 74. So, when you combine an Absentee Property with an owner that’s 65+, they’re much more likely to want to sell. 

You can often find someone’s age just by Googling their name and location. Look at the screenshot below:

An Insider Tip: You can research the age of all the property owners using a Demographic Appender like Data Finder. They will append Phone Numbers for 4 cents per matched record and the person’s age for 4 cents per matched record. 

They have a minimum order of $100. If you want a ton of great vacant leads, then buy a list of 5,000 from Melissa Data, Append their info using DataFinder, and then start working those leads. 

High-End Vacant Lots or Vacant Land - where the owner lives in the area. They aren’t as likely to sell as the owners who moved away. But a lot of them do want to sell. 

I’ve listed a lot of properties like this simply because my contact was the one thing that “pushed them off the fence” and got them to take action. 

Absentee Owner Tear-Down Leads. This is where the seller will be more likely to sell because they can get a lot more for their property than what they’re earning in rent. 

A perfect example is this property just down the road from our office: 

I estimate that each lot is worth about $300,000. So, they could probably sell it for $900,000. And, even if the owner was in town, $900,000 cash is much more attractive than the $1,900 a month they’d get in rent.

For Rent by Owner -  where the owner lives out of town. Rentals are so tough. And very few property owners really understand the risks associated with being a landlord, much less how to deal with those risks. 

When you show them the risks, and the fact that you can help them get rid of their properties and put money in their pockets, they often decide to sell instead. 

You can find rentals on Zillow, Craigslist, and the Facebook Marketplace. 

For Rent by Owner - where they’ve been for rent for longer than 30 days. Most rentals rent out pretty fast. But the ones that are on the market for longer than 30 days are highly likely to want to sell. 

You can find rentals that have been on the market for a while by sorting for “Newest” on Zillow and scrolling to the oldest rentals. See below:

Below is a rental that’s been on the market for over 60 days. It’s worth about $350,000 and would be a great listing lead.

When you show them the risks, and the fact that you can help them get rid of their properties, and put money in their pocket, they often decide to sell it instead. 

Lower quality, less likely to sell leads.

Yes, these people do sell. But they’re not as likely to sell as some of the people I’ve talked about above.

I wouldn’t send these leads a book, but they are worth a phone call to offer your Digital Book, a free market analysis, and see if they’re interested in selling. 

Regular absentee Owners that live in the area and are less than 65 years old. 

For Rent by Owner where the owner lives in town.

All Tear-Down Leads. Yes, I know this training is about Vacant Homes. But, you’re going to come across lots of Tear Down Leads. So, you might as well work all of them. 

I think it’s worth contacting the Owner Occupants! Some of these properties are such great listings that you don’t need any other selling motivation indicators! 

But, if you want to sort out the best leads, look for some of these selling motivation indicators:

  • Over 65 years old.
  • Owner doesn’t live on the property.
  • Behind on property taxes.
  • Formerly listed.

More Training:

The Vacant Campaign Course: Inside of this course we go deeper into what to do after you have located a vacant listing lead. You will receive templates to build the perfect Instant Trust Package as well as script and letter templates for a 60-day follow-up campaign.

Don’t have the Vacant Book? Check out a preview of the Vacant Listings book now!

How To Find Delinquent Property Tax Leads

In the video above, Ben demonstrates how to gather Delinquent Property Tax Listing Leads using the following three steps:

1) Find the Delinquent Tax Information at your local Tax Collector’s Office.

In most areas, the local Tax Collector is put in charge of collecting the property taxes that are due from the public. 

Google “County Name Tax Collector” to this information. Every year, their office will publish a list of people who are behind on their property taxes. You can often get a list of everyone who is behind on their property taxes right on their website. If that doesn’t work, then you can visit their office in person to get the list. 

If you can’t get the information on their website, then call their office. They have Clerks that can show you exactly how to find the records and walk you thru the research process. I’ve found most of the clerks are helpful. 

An insider tip. If one clerk is difficult, then call back and talk to someone else. I have had one clerk tell me “That information is not available. It’s not Public Record.” I knew they were wrong. So, I called back, talked to another clerk, and got the information I needed.

2) Once you have the Delinquent Tax Leads, you’ll want to find the property information.

You can usually find that in the property Database Records held by the Property Appraiser or Tax Assessor's Office. 

In most cases, you can find the property record by searching using the Tax Parcel Number, Property Owner’s Name, or Legal Description. Once you find the property, make sure that it is the correct property. 

You can verify this by cross referencing the Tax Parcel Number or Property Address with the property records. If that doesn’t work, then try cross referencing the legal description with  the property records. Once  you’re confident you have the correct property, then move onto the next step.

3) Research the lead’s mailing address and phone number.

You can find your leads’ mailing address on your local Property Appraiser or Tax Assessor’s Website. Then, look up their phone numbers using one of the websites below. 

  • Whitepages.com - This is a free service that can help you find contact/phone information.
  • Intelius - This service does have a monthly fee of $20, but it’s great for sourcing cell phone numbers

More Training:

The Instant Trust Package: Once you have the contact information for a lead you need to send them your book along with a marketing package to help separate you from the competition. Inside this course you will find all of the downloadable templates to build your Instant Trust Package. Swap out the generic sellers cover letter with this one designed specifically for delinquent property tax owners.

Seller Lead Follow-Up Campaign Get our 60-day seller lead follow-up campaign inside of this course complete with downloadable letter templates and phone scripts.

Don’t have the Delinquent Property Taxes Book? Check out a preview of the book now!

How To Find Pre-Foreclosure and Short Sale Leads

Most Pre-Foreclosure & Short Sale Leads are one and the same. Yes, not all short sales have a foreclosure filing. But, there aren’t that many good ways to find short sale leads, until a foreclosure notice has been filed. 

So, if you’re looking for Short Sale Listing Leads, then find the Pre-Foreclosure Leads in your area. Some will have equity and not require a short sale. And, the ones that are upside down are the short sale leads you want. 

In the video above, Ben demonstrates how to find pre-foreclosure and short sale leads using the steps below.

1)  Find the Foreclosure Filings at your local county courthouse.

In most places, a document is filed in the Public Records. This document is either called a Lis Pendens or a Notice of Default. Most of these documents will have the property owner’s name and the property legal description. 

You can usually find the website to research this by Googling “County Name Public Records”, “County Name Official Records”, or “County Name Courthouse.” Sometimes Google will lead you to the exact spot to get the information. 

Note. If you can’t find the information on the Courthouse Website, then call the courthouse. They have Clerks that can show you exactly how to find the records and walk you through the research process. I’ve found most of the clerks are helpful.

An insider tip. If one clerk is difficult, then call back and talk to someone else. I have had one clerk tell me “That information is not available. It’s not Public Record.” I knew they were wrong. So, I called back, talked to another clerk, and got the information I needed.

2) Once you have the information from the Foreclosure Filing, you’ll want to find the property information. You can usually find that in the property Database Records held by the Property Appraiser or Tax Assessor's Office. 

In most cases, you can find the property record by searching using the owner’s name. If that doesn’t work, then try using the legal description. Just be warned that it can be difficult. 

Once you find the property, make sure the legal description on the foreclosure filing matches the legal description on the property records. Once  you’re confident you have the correct property,  then move onto the next step.

3) Research the lead’s mailing address and phone number.

You can find your leads’ mailing address on your local Property Appraiser or Tax Assessor’s Website. Then, look up their phone numbers using one of the websites below. 

  • Whitepages.com - This is a free service that can help you find contact/phone information.
  • Intelius - This service does have a monthly fee of $20, but it’s great for sourcing cell phone numbers

More Training:

The Instant Trust Package: Once you have the contact information for a lead, you need to send them your book along with a marketing package to help separate you from the competition. Inside this course you will find all of the downloadable templates to build your Instant Trust Package. Swap out the generic sellers cover letter with this one designed specifically for pre-foreclosure leads.

Seller Lead Follow-Up Campaign Get our 60-day seller lead follow-up campaign inside of this course complete with downloadable letter templates and phone scripts.

How To Find Eviction Leads

In the video above, Ben demonstrates how to gather eviction listing leads using the following three steps:

1) Find the Eviction Filings at your local county courthouse.

In most places, an eviction is handled as a Court Case. And, these Court Cases are public information. You may not be able to access every document, but you can get the general information. 

You’ll usually find the Court Records on your local Courthouse Website. You can usually find this information by Googling “County Name Court Records Search.” Sometimes Google will lead you to the exact spot to get the information. If that doesn’t work, then search for “County Name Courthouse Court Records Search.” 

Note. If you can’t find the information on the Courthouse Website, then call the courthouse. They have Clerks that can show you exactly how to find the records and walk you thru the research process. I’ve found most of the clerks are helpful.

An insider tip. If one clerk is difficult, then call back and talk to someone else. I have had one clerk tell me “That information is not available. It’s not Public Record.” I knew they were wrong. So, I called back, talked to another clerk, and got the information I needed.

2) Once you have the information from the Eviction Filing, you’ll want to find the property information. You can usually find that in the property Database Records held by the Property Appraiser or Tax Assessor's Office. 

In most cases, you can find the property record by searching using the Plaintiff’s Name. (The “Plaintiff” is the person filing the Eviction Case to evict the tenant. Once you find the property, make sure that it is the correct person. 

You can verify this by cross referencing the Plaintiff’s Address with the property records. If that doesn’t work, then try cross referencing the legal description with  the property records. Once  you’re confident you have the correct property, then move onto the next step. 

Focus on the small time landlords. If a landlord owns a quadraplex or more than 4 individual units, then they are probably comfortable with an eviction from time to time.

3) Research the lead’s mailing address and phone number.

You can find your leads’ mailing address on your local Property Appraiser or Tax Assessor’s Website. Then, look up their phone numbers using one of the websites below. 

  • Whitepages.com - This is a free service that can help you find contact/phone information.
  • Intelius - This service does have a monthly fee of $20, but it’s great for sourcing cell phone numbers

More Training:

The Instant Trust Package: Once you have the contact information for a lead, you need to send them your book along with a marketing package to help separate you from the competition. Inside this course you will find all of the downloadable templates to build your Instant Trust Package. Swap out the generic sellers cover letter with this one designed specifically for pre-foreclosure leads.

Seller Lead Follow-Up Campaign Get our 60-day seller lead follow-up campaign inside of this course complete with downloadable letter templates and phone scripts.

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FSBO Instant Trust

How To Use An Instant Trust FSBO Package To Get More Listings

Any agent can win FSBO listings if they follow this process...

Here’s how you can do it:
  • Build a relationship with the FSBOs after they put their home on the market.
  • Genuinely try to help them (without showing them all your secrets).
  • Here’s why you will get their listing (most of the time) -  99% of Realtors who contact a FSBO do not try to build a relationship and never offer any help. When you do, you’ll stand out from the crowd.

Authorify member Ryan has been using his books to do exactly the things listed above and he is having great success. Check out what he had to say:

Here’s what you are going to learn:
  • Where to find FSBOs.
  • How to use The Instant Trust System.
  • How to follow up with the FSBO Campaign.
  • How to handle the most common FSBO Objections

Where To Find FSBOs

You have two options for locating FSBOs:

#1: Paid lead sites, such as landvoice.com or theredx.com can provide you with FSBO listings for a price.

#2: You can find them yourself. You can use sites like Zillow, Craigslist and even Facebook Buy-Sell Groups. You can also simply drive around and take down the address and number to follow up later.

Bonus

Open houses are also a great way to find FSBOs. See what Authorify member Rick Culp has to say about using open houses to his advantage for getting in front of FSBO sellers.

How To Use The Instant Trust FSBO Package

Here’s what you are going to learn:
  • Drop Off Package
  • Mail Package.
Let’s start with your different options for getting the package into the seller’s hands.

The Drop Off Package: Put your book in a clear bag so the seller can see it, and leave it hanging around the front door handle or on the porch where they’ll see it. Don’t forget to include a handwritten note and your contact information.

Now that we've shown you how to get the package in the seller’s hands, let’s take a look at what’s inside!

The Marketing Pieces that make up the FSBO Instant Trust Package:

Note. You don’t have to add all of these marketing pieces, but keep in mind that the more you add, the better. However, don’t let one missing piece stop you from sending out the package.

Modify the documents to match what you do and the way you do business. You can insert the documents in any order.

Marketing Materials

The downloadable templates below will require a free Canva.com account. Be sure to watch the tutorial videos in each of the following sections for instructions on how to customize each template.

If you are new to Canva, please watch the following video to see how to create a free account and set it up for success.

FSBO Cover Letter

The cover letter introduces you and explains why you’re sending the book. Linked below are three variations of our FSBO cover letter. Over on the Cover Letter Templates Page we have more than a dozen to choose from.

Click the desired image to access the customizable Canva Template.

Watch the video below for customization tips. (Note, the letter shown is the General Sellers Cover Letter.)

Customization Checklist:

  • Edit recipient Name
  • (Optional) Edit the home prices in paragraph two to better match your market
  • Include your phone number in the final paragraph
  • Edit sender name
  • (Optional) Include your headshot

Agent Comparison Chart

Use this chart to compare what you do to market a home versus what kind of service the average agent typically provides.

Click the desired image to access the customizable Canva Template.

Watch the video below for customization tips.

Customization Checklist:

  • Edit the contact information at the bottom of the page

Marketing Plan

Use this sample marketing plan to illustrate what you offer and how you market the homes you list. Feel free to modify this to match what you will do to market your prospect’s home.

Click the desired image to access the customizable Canva Template.

Watch the video below for customization tips.

Customization Checklist:

  • Include you contact information on page 1
  • (Optional) Customize the cover letter on page 2
  • Add your name and headshot on page 2
  • Add your testimonials to page 14 and 15
  • Include you contact information on page 16

Reference Letter

Add testimonials and references from customers and colleagues to this document.

Click the desired image to access the customizable Canva Template.

Watch the video below for customization tips.

Customization Checklist:

  • This is designed to be an example, add your testimonials that you have gathered

Better Photos Brochure

This will prove that you are going to advertise the home better than other agents.

Click the desired image to access the customizable Canva Template.

Watch the video below for customization tips.

Customization Checklist:

  • Add your logo to the first and last page
  • Edit the About Me information on the last page
  • Include your contact information on the last page
  • (Optional) Swap out the placeholder photos for those of your own listings

Follow Up With This FSBO Campaign

The FSBO Campaign includes all the necessary elements to run a seamless campaign and start getting listings immediately. It starts with your Instant Trust Package and progresses through a series of follow-up letters and even phone scripts. We’ve even established a timeline, so you know exactly when to follow up with the next letter or phone call. All you need to do is list the home; we’ve done the hard part for you.

Hear what Rick has to say in a recent interview about FSBO follow-up:

Below you can find all of the letter templates and scripts needed to complete this FSBO Campaign.

Pop Quiz! Do you think that the day of the week impacts the likelihood of turning a follow-up call into a listing appointment?

No? Guess again….

According to Rick, and this makes a lot of sense, Mondays are best, followed by Wednesdays. Hear him explain it himself:

Common FSBO Objections and How To Handle Them

Objections: almost every FSBO seller has them. But it's how you respond that will make the difference between getting the listing and getting shown the exit. Here are strategic responses for common objections.

Rick said the biggest mistakes an agent can make when trying to work with FSBOs is to challenge them.

Here are Rick's key points in addressing FSBOs:
  • Diffuse the objections by asking basic questions.
  • Don't be afraid to ask those basic questions in order to dig deeper.
  • Don't anger them by insisting they aren’t capable.
  • Don't use some of the traditional one-liners that actually degrade them and build resistance. (For example, “agents sell for more money.”)
  • Be relaxed.
  • Let them talk. They're going to give you information that's going to be very helpful for you.
  • Don't use canned scripts.
FSBO Objection One: Do you even have a buyer?

Sellers often want to know if you have a buyer on the line before they agree to list. This is not a time to be dishonest; simply tell them that you are constantly working with buyers who are looking for homes. Rick suggests the following short reply:

“I've been doing this a long time, and I pick up new clients on a regular basis. It sounds like you’ve got a nice home. We don’t have a lot of inventory on the market right now, and I’d just like to take a look at your house.”

FSBO Objection Two: We had a bad experience with another agent.

Many times, FSBO sellers are attempting to sell alone because they had a previous experience that was unpleasant, and they are taking it out on you. In these cases, the key is to squelch their fears by pointing out that NOT all agents are the same.

You can offer an exit strategy to make them feel like they have nothing to lose.

“Let me offer you my easy exit listing agreement. If you list with me, and there’s anything that you don’t like that I’m doing, I’ll cancel it with no questions asked. Because, you know what? I don’t think is going to happen. But I am willing to do it to back that up.”

FSBO Objection Three: We’ve sold FSBO successfully before.

If a seller insists they can sell FSBO again because they previously pulled it off, it’s the right time to dial up the doubt again. Remind them of changes pertaining to the location, market, economy, buyer base, et cetera. Also remind them of the difficulties they faced before.

Essentially, this process is known as finding the “smoking gun.” When we find it, we're going to highlight and expose it for the sellers to see.

For example, say they put in a buyer credit at the last minute due to repairs, and it was $5,000. Casually ask to hear more about it, and they'll expound on it more. Help them add up the true cost so they realize the entire ordeal cost closer to $20,000, between the repairs, two more mortgage payments, and crediting the buyer. Highlight that for them, and let it sit there. Give them a moment to feel the pain.

Once they’ve pondered those costs, say something like:

"You know what? If I sell your home, you wouldn’t have those pain points. If you didn't have to pay that amount of money, would it would be worth it?"

FSBO Objection Four: We’re working with family/a close friend. 

The old “mixing business and pleasure” adage rings truer than ever when it comes to a large transaction like real estate — and you’ll want to point this out.

Rick suggests reminding them that choosing a neutral party is often a better bet. You could say:

“Well, that is great if it works out, and I wish you the best. But, if a problem arises throughout the transaction, it can certainly cause a problem in your relationship …. Sometimes it’s better to go outside of your circle and just use somebody that’s neutral.”

FSBO Objection Five: We are not in a hurry. We will just wait until next season.

You might run into a dejected seller who insists they’d rather wait until the next “peak” season of real estate (usually spring or fall). However, with your help, there’s no need to wait — particularly if they are looking forward to moving.

You can say something like:

"I understand that you’d like to wait a while to sell again on your own. However, if I have a buyer for you tomorrow, wouldn’t you still want to make it happen sooner? I know you were looking forward to moving and seeing the family/starting work/getting settled."

FSBO Objection Six: We don’t want to pay commission.  

Commission might be the objection that every agent dreads most. But it doesn’t have to be that way! With the right approach, you can gently inform FSBO sellers that they won’t lose money by working with you — in fact, they might net more money than they originally anticipated.

Take a look at Rusty’s advice:

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How To Find And List Expireds

How To Find Expired Leads And List Them

Some of the most successful members have found Expired listings one of the best niches to target with their books. When you really think about it, it makes perfect sense. The expired seller most likely does not have a very high view of real estate agents due to their listing not selling and they are being bombarded to re-list. 

Using your expired book and the tools provided through your Authorify membership, you immediately stand out from the crowd as the trusted expert that specializes in selling "unsellable" homes.

Throughout this course, you will hear from Ben and Calvin on everything from finding expired listings in your market, opening the lines of communication and following up to win the listing.

Here’s the step-by-step process you can use to find expired leads in your area and list them.

Step 1: Find the Expired Leads in your area.

In this video Ben Curry walks you through the step-by-step process for researching expired leads in our area.   

In the video above, Ben demonstrates how to gather expired listing leads using the following three steps:

1. Pull the Expired Listings from your MLS.

Once you’re logged into your MLS, look up the Expireds for that day. Usually, you can find them using the Hotsheet or another Listing Search. (If you can’t find them, then contact your Board or MLS and they’ll help you find the info.) 

Note: In some areas, you can try to list the Expireds and Withdrawns. In other areas, contacting Withdrawns is frowned upon and can lead to an Ethics Complaint. If you have any concerns about this, talk to your broker.

2. Make sure the property has not been relisted.

You can do that manually by checking their address in the MLS.

3. Research the lead’s mailing address and phone number. 

You can find your leads’ mailing address on your local Property Appraiser or Tax Assessor’s Website. Then, look up their phone numbers using one of the websites below.

  • Whitepages.com - This is a free service that can help you find contact/phone information.
  • Intelius - This service does have a monthly fee of $20, but it’s great for sourcing cell phone numbers

How to automate this process.

If you’d like to automatically get the new Expireds and Withdrawns, then sign up for a service like LandvoiceThe Redx, or Espresso Agent. Their system will send you the new leads every morning.

Step 2: Send The Expired Rocket Package

Expireds are one of the most powerful and competitive listing sources on the market. The Expired Rocket will show you how to differentiate yourself and attract listings using unconventional yet effective marketing.

There are two different ways you can get the package in the seller’s hands:

The Mailed Package

Insert your book and the package contents inside a bubble mailer. Once you’ve got your books packed up, go to the post office, buy stamps and mail them to your leads.

Here’s an example of the book being put into a bubble mailer.

Where to buy the bubble mailers:

The Drop-Off Package

Alternatively, you could insert your book into a clear bag, fold the cover letter over and insert it inside the pages, and leave that at the front door.

Now that we've shown you how to get the package in the seller’s hands, let’s take a look at what’s inside!

The Marketing Pieces that make up the Expired Rocket Package:

Note. You don’t have to add all of these marketing pieces, but keep in mind that the more you add, the better. However, don’t let one missing piece stop you from sending out the package.

Modify the documents to match what you do and the way you do business. You can insert the documents in any order.

Marketing Materials

The downloadable templates below will require a free Canva.com account. Be sure to watch the tutorial videos in each of the following sections for instructions on how to customize each template.

If you are new to Canva, please watch the following video to see how to create a free account and set it up for success.

Expired Cover Letter

This cover letter introduces you and explains why you’re sending the book. Linked below are templates for both New Expireds and Old Expireds.

Click the desired image to access the customizable Canva Template.

New Expired Templates

Old Expired Templates


Watch the video below for customization tips. (Note, the letter shown is the General Sellers Cover Letter.)

Customization Checklist:

  • Edit recipient Name
  • (Optional) Edit the home prices in paragraph two to better match your market
  • Include your phone number in the final paragraph
  • Edit sender name
  • (Optional) Include your headshot

Agent Comparison Chart

Use this chart to compare what you do to market a home versus what kind of service the average agent typically provides.

Click the desired image to access the customizable Canva Template.


Watch the video below for customization tips.

Customization Checklist:

  • Edit the contact information at the bottom of the page

Marketing Plan

Use this sample marketing plan to illustrate what you offer and how you market the homes you list. Feel free to modify this to match what you will do to market your prospect’s home.

Click the desired image to access the customizable Canva Template.


Watch the video below for customization tips. 

Customization Checklist:

  • Include you contact information on page 1
  • (Optional) Customize the cover letter on page 2
  • Add your name and headshot on page 2
  • Add your testimonials to page 14 and 15
  • Include you contact information on page 16

Reference Letter

Add testimonials and references from customers and colleagues to this document.

Click the desired image to access the customizable Canva Template.


Watch the video below for customization tips. 

Customization Checklist:

  • This is designed to be an example, add your testimonials that you have gathered

Better Photos Brochure

This will prove that you are going to advertise the home better than other agents.

Click the desired image to access the customizable Canva Template.


Watch the video below for customization tips. 

Customization Checklist:

  • Add your logo to the first and last page
  • Edit the About Me information on the last page
  • Include your contact information on the last page
  • (Optional) Swap out the placeholder photos for those of your own listings

Step 3: Follow up with the 60-Day Expired Follow-Up Campaign

Do you want to know the secret to listing Expireds — not only listing them, but getting them to call YOU? If you’ve been repeatedly cold-calling Expired leads just to have phones slammed in your ear, it’s time to try a different strategy. Our Expired Campaign will help you streamline your process for reaching Expired leads in your area. Best of all, instead of begging Expireds to give you a chance, you’ll have leads getting in touch, asking you to list their home!

The Expired Campaign includes all the necessary elements to run a seamless campaign and start getting listings immediately. Inside, you’ll find everything you need to create a “Rocket Package” (our version of the perfect pre-listing package) as well as follow-up letters and even phone scripts. We’ve even established a timeline, so you know exactly when to follow up with the next letter or phone call. All you need to do is list the home; we’ve done the hard part for you. 

Templates

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How To Overcome Common Listing Objections And Win The Listing

How To Overcome Common Listing Objections And Win The Listing

We’ve all been there. You arrive at a listing presentation, confident and ready to sell the clients on working with you. 

You think everything is going well until you get to the close — and suddenly, the homeowners come up with some reason they can’t list with you right then and there.

It’s beyond frustrating, and if you don’t know how to overcome common objections, you could miss out on a lot of listings. 

This isn’t just a problem for new agents — even experienced top earners struggle with tough objections. They just have more sales opportunities, more case studies, and generally more confidence to overcome hesitations. 

I’ve met lots of amazing agents, and very few of them can work “miracles” and win “impossible-to-get” listings. So stop beating yourself up (and be thankful you won’t have to work with clients who would likely give you a headache). 

Instead, focus on the objections you can overcome and become more confident in overcoming them. In today’s blog, I’ll give you the tools to improve your approach.

The number one way to handle objections is to reduce the odds of them ever coming up in the first place.

How can you do that?

Always try to “oversell” the seller on listing with you. You’re always better overselling than underselling. People who are undersold often change their minds, throw out objections or delay making decisions.

If you think someone is ready to list with you, don’t stop your presentation.

Instead, use a trial close to make sure they’re ready to list with you. A few good trial closes are:

  • “Does this sound like what you’re looking for?”
  • “Are you ready to move forward today?”
  • “If I can get you what you want, do you want to move forward today?”

Use every tool at your disposal to “oversell” the seller. Here are some examples: 

  • Give the seller your book as soon as you walk through the door.
  • Whenever you talk about something, reference it in your book. (I recommend bringing a second copy with post-it notes on the pages with your talking points.)
  • Use a Powerpoint or Flipchart listing presentation.
  • Show the seller case studies and/or lists of other homes you/your company have sold.
  • Build rapport as soon as you walk through the front door.
  • Use the assumptive close.

Talk about how your marketing will generate more buyer interest so the sellers get a higher price. If you can demonstrate how you’ll get the homeowners both, you’ll separate yourself from agents who only talk about how many homes they’ve sold.

Practice your presentation until you’re amazing at it. After all, practice makes perfect. 

Sell yourself 100%, and it will be easier to sell others on how great you are. Sales is the transference of belief from one party to the other. If you don’t believe in what you’re selling, neither will the sellers.

One of the best ways to sell yourself on the value you provide is to go through all of your successful case studies. Look at the homes you sold that other agents couldn’t sell. Look at the homes you sold for a record high price. When you reflect on your successes, you’ll realize the value you bring to the table.

Stop the negative self talk and focus on positive self talk. Tell yourself, “I’m the best Realtor in my town,” “I sell homes for top dollar,” “Sellers want to hire me,” etc. Yes, I know this sounds arrogant and almost like magical “voodoo.” But, it works.

If a seller is resistant, tell them they can fire you at any time if they change their mind. I’ve won lots of listings because I was willing to do that. And in today’s review-driven real estate environment, you’d probably allow a seller to cancel at any time anyways. It’s not like you’re really losing anything.

Practice handling objections. The mere act of practicing objections reduces the likelihood of them ever coming up. I know this sounds strange, but it’s true. Confidence can prevent people from voicing their hesitations.

Practice handling objections. The mere act of practicing objections reduces the likelihood of them ever coming up. I know this sounds strange, but it’s true. Confidence can prevent people from voicing their hesitations. 

How to handle specific objections:

Objection: “I want to think about it.”

When someone voices that objection, what they’re really saying is: “I’m not 100% convinced that you’re the right agent to hire.” In that situation, you want to identify what is holding them back, address it, and then ask for the sale again.

How to address it: “I’ve shown you how I can market your home to attract more buyers and sell it for more money. What’s specifically stopping you from moving forward with me today?”

Usually, the seller will voice their specific objection or hesitation. Then you can address it and ask for the listing again.

Objection: “We want to pray about it.”

This is basically the same objection as the one above. There are a few different ways to address it.

If you’re comfortable doing so, offer to pray with them. Most clients who use this objection will be swayed by your willingness to relate to them and appeal to their beliefs.

How to address it: “You want to pray about it? Then let’s pray.” Start your prayer out loud, go through it, and finish it. “OK, ____, I’ve shown you how I can market your home to attract more buyers and sell it for more money. Will you list your home with me today?”

Objection: I want to find my next house before I put this one on the market.

How to address it: “You know, ________, this sounds like a great way to sell your home and buy your next one. But, do you want to risk losing out on your perfect dream home?”

Pause and wait for the seller to say “No.” Then continue below.

“Here’s the problem with finding your next house first. As you know, it’s probably going to be a really great house. And because it’s great, lots of other people will be interested in it, which means the sellers will be able to pick and choose which offer they want to accept. 

“And if you were that seller, which offer would you want to accept? An offer from a seller who hasn’t even listed their house, or an offer from a seller whose house is sold and who has everything lined up to buy your home? You’d probably take the offer from the seller whose house is sold, and the person selling your home probably feels the same way. So let’s get your home on the market, get it under contract, and then I’ll go to work to find the perfect home for you. Let’s move forward and get started today.” 

Then, just assume they want to move forward and continue.

Objection: Another agent told me they can get me a higher price.

Remember that you can always ask for price reductions in the future. If the seller is insistent on a higher price, tell them you’ll list it at that price but warn them that you don’t think it’s realistic. Let them know that some agents just tell you the highest price to get you to sign with them, but they rarely actually deliver.

How to address it: “We can list your home at that price, but I want you to be aware that I believe that price is too high for this area. I worry your home won’t be seen by the right buyers if it’s listed at an unrealistic price point, but we can start there and see how it goes if you’d like.”

Objection: Have you sold any homes in this area/neighborhood?

Agents often run into these objections with sellers in a high-end area when they don’t have an established track record there.

How to address it: “No, I have not sold any homes in this area. But, that’s exactly why you should hire me. Let me explain. You see, I work with a lot of people who are selling a lower priced home who will then be buying a home like yours, which means I’m going to be working with more buyers than an agent who works exclusively in this area. Does that make sense?”

Wait for them to say “Yes” and then ask for the listing.

Objection: I’m going to sell it myself.

Most people have no idea how much work it takes to sell a home — especially for top dollar.

How to address it: “I can appreciate that. And on the surface it really looks like you can sell your home yourself and save a lot of money. I sounds like you really just want the most money in your pocket, is that right?” 

Pause and wait for the seller to say “Yes.” Then continue: “And that’s exactly why you should hire me. I’ve shown you how I can market your home to attract more buyers and sell it for more money. My strategies will make your home sell for 2-3% more money, save you over 100 hours of work, keep you safe, and make the whole process much more seamless. I NET you the same amount of money and save you over 100 hours of time. Based on that, will you list your home with me today?”

Objection: Your commission is too high.

How to address it: “I agree there are a lot of desperate agents out there who will happily drop their commission. And I’ve shown you how I will market your home to attract more buyers and sell it for 2-3% more money. So, you will NET more money with me. Can I show you why? 

Pause and wait for the seller to say “Yes.” Then continue: “Here’s why I’ll NET you more money. Not only will I do a better job marketing your home and attract more buyers, but I’ll also fight for you. I’ll fight to get you the highest price and the best terms. Do you really think those agents who were so quick to fold with you will fight for you when a buyer wants to get a better deal?” 

Pause and wait for the seller to say “No.” Then continue: “That’s why you need me. Let’s get started today.”

Another great way to combat this objection is by showing the seller how much money they will save by selling faster. Check out how Rusty handles questions about his commission rate.

Objection: I have a friend in the business.

If the seller has met with you, then they aren’t “dead set” on hiring the friend. In my experience, this is usually a smokescreen objection the seller is using to try and get rid of you. So don’t get flustered. Here are some different ways to handle it: 

1. Ask if they want to mix business and friendship.

It's never the best idea to work with someone you know when there’s a lot of money at stake.

How to address it: “I have a lot of friends in the real estate business, too, which is why when I look to hire someone, I look for the best. Obviously, you chose to interview me because you want to get your home sold for the most money possible. That’s what you want, isn’t it?”

2. Offer a referral fee to their friend.

This can let the owner hire you and feel good about not working with their friend.

When you offer this and remind them that business and friendship can go wrong, it works a lot of the time.

How to address it: “I have a lot of friends in the real estate business, too, which is why when I look to hire someone, I look for the best. Obviously, you chose to interview me because you want to get your home sold for the most money possible. That’s what you want, isn’t it?”

Pause and wait for the seller to say “Yes.” Then continue: “I’ve shown you how I can market your home to attract more buyers and sell it for more money. Your friend wants what’s best for you, and I’ll call and give them the news. Let’s get started today.”

Objection: We need to interview more agents before we decide who to hire.

When someone voices that objection, what they’re really saying is: “I’m not 100% convinced that you’re the right agent to hire.” In that situation, you want to identify what is holding them back, address it, and then ask for the sale again.

How to address it: “___ I can appreciate that. And I’ve already done that for you. I shopped all the best agents in the area and compared what they do to what I do. And you know what was surprising to me?”

Pause and wait for the seller to say “No.” Then continue: “None of those Realtors took marketing as seriously as I do. And that’s why I’m going to get you top dollar. Which leads me to believe that somewhere along the way I haven’t convinced you 100% that I can get you top dollar. So, what specifically is stopping you from moving forward with me today?”

Usually the seller will voice their specific objection. You can then address it and ask for the listing again.

Final Thoughts

Make a decision to become the best. Set a goal and then start working on it. Real estate is one of the best businesses in the world - if not the best. Where else can you make more money than a dentist, without going to 12 years of school, without being trapped inside people’s mouths all day, and without the risk or overhead a dentist has to deal with!?

You decided to get into this business because you realized how awesome it is. So, you might as well get really good and crush it!

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Get More Business From Open Houses

Get More Business From Open Houses

For most agents, holding an open house is not high on the list of “favorite parts of the job.” But, by using these opportunities correctly, you can easily turn any open house into a listing getting machine.

We’ve had many members get listings and buyer clients by offering their books at open houses.

Ohio-based agent Ryan Tompot had the genius idea of holding a contest to give away copies of his book.

“I hold open houses and I have free book drawings.”  To enter the drawing, leads leave their name and contact information for Ryan. “Now everybody that signs up and leaves their email, they won the contest.” Ryan says, “Everybody gets a book because everybody likes to win.”

For Ryan, giving out his book at open houses separates him from other agents. “I want to get my book in their hand, it gives them something to see this guy is different than the other agents. Like, there's something different about this guy.”

Using this opportunity, Ryan instantly creates a warm lead out of every “contest winner”. 

“I need a reason to call somebody”, says Ryan. “So, if somebody is a for sale by owner, my reason to call is ‘I can potentially get you more money than you can’, but now if they have my book, ‘Hey, this is my reason to call. What did you think about that? Do you see now how, if we apply this strategy, it can make you more money at the end’ and just get them engaged in the book.”

Ryan also has copies of his books for sale at his open house. By doing this, Ryan is increasing the perceived value of his book and collecting high-quality leads.

See our entire interview with Ryan here.

Contests and drawings are not the only ways to use your book at an open house. If you want to get your book in the hands of potential customers immediately you can do one of the following:

  • When you create a social media event or send out an email blast about your open house, let potential visitors know that when they come to the open house, you’ll provide them with a free copy of your book.
  • Place your books on the kitchen counter or on a table by the front door next to some sort of sweet treat. Write a sign that says “Take one of each!”
  •  Place your buyer book and seller book side by side. (You can even put multiple books side by side.) You can also use a sign that says, “Which book do you need?” or something similar.
  • When someone comes in, hold up your book and ask, “Are you looking to buy or sell a home?”
  • Make sure you say it assumptively. Just assume they want to buy or sell and that’s the reason they’re attending. Most people will answer one of three ways:
  1. 1
    “I don’t want to buy or sell. I just want to check out the open house.” To this, you say, “OK. Well, go ahead and check out the house and let me know if you have any questions.”
  2. 2
    “We’re actually thinking about buying a home. But we’re just looking.” To this you reply, “Excellent. Here’s a copy of my home buyer’s guide. Check it out and let me know if you have any questions.” Reach out your hand and give them the book. People are more likely to take something from you if you actually reach out and hand it to them. 
  3. 3
    “We’re thinking about selling our home, but not for a while.” To that, you reply, “Excellent. Here’s a copy of my home-selling guide. Check it out and let me know if you have any questions.” Reach out your hand and give them the book. Again, while you are saying that, 99 percent of the time, they will take the book from you.

The key to having success with this strategy is to “own” the room. If you’re confident when you give away your book, you will impress prospective clients, and they’ll be happy to take it. In most cases, the book will start a conversation.

Debbie, another one of our members, has had great success prospecting at open houses.

“I used the book to get an expired listing, and we have an accepted offer on that for $550,000,” Debbie said. “But at one of the open houses, I had a family come through, and I gave them one of the books about the secrets of wealthy home sellers. They wanted me to help them purchase a home.”

Debbie also used The Home Buyers Guide to assist another couple. “With that couple, I have an accepted offer on a $600,000 home and, as soon as we close on that … I will be listing their home for probably about $400,000. Basically, that all came from one book.”

“I’ve been handing out some of my books at other open houses, as well, and actually have gotten two more listings from not quite that high a price range, but they are in the $200,000 and $300,000 range. They were just people walking in, looking at the house itself, but you find out that they have a house that they need to sell, as well, and I hand them a book.”

At her last open house, two buyers came in who said they were about a year away from looking for homes. Both were moving in from out of state. Debbie gave them books that they loved and got their contact information.

“They’re going to be contacting me when they’re ready to move into the state. The books are doing some amazing things. They really are. They’re setting me apart.”

Debbie said she initially sent out only 30 books to expired sellers because the books have been so successful.

“I did 30 packets of books, got that one listing, which … absolutely paid for all 30 of those books. Since then, I have been handing them out personally at open houses and just meeting people in general, so probably another 30 books.”

According to Debbie, most of the successful responses she’s received from the books have ended up being high-end listings or sales. “A listing book has also brought me buyers, which I find really interesting. Not only do I get their listings, but then they’re so impressed with the book that they want me to help them buy their next house, too, without even necessarily having to give them a buyer’s book.”

Debbie described her open house strategy, which relies on having an assortment of books on hand. “It all comes down to people knowing that, number one, you are listening to them at open houses. It’s more than just walking them through this house. I begin asking many, many questions about what they’re looking for, what are they needing and, in that process, I’m handing them the books, whatever book fits. I take several of my books ... different titles.” She decides which book to give them depending on how they answer her questions.

“I have a couple who actually have their home listed in Fort Lauderdale because they’re moving here, and that came from a book at this same open house — the $320,000 house. They are buying with me because I handed them one of my buyer books. They are going to be purchasing with me as soon as they have an accepted offer on their home in Fort Lauderdale. We already have a house picked out here. As soon as they get an offer, they’ll be writing an offer on the house up here.”

A decade ago, when Debbie started her real estate business in the Denver area, it was not uncommon for an open house to draw no visitors at all. She believes the growing number of real estate websites — along with the greater opportunity to post photos — has stimulated interest in open house events. “My husband is a professional photographer, as well, so we always make sure our photos are great.”

“Your description in the MLS must be very good at drawing people in. We also put ads out on Facebook for open houses.” She has found that individuals who attend open houses are reluctant to use a sign-in sheet if it can be viewed by other people. So she hands out individual cards and promises to keep them out of sight and private. Her aim is to create a comfortable, no-pressure environment for open house visitors.

“We always tell people that we are not real estate salespeople; we are real estate consultants. What can we do to help you?” The books reinforce this approach. “It’s amazing how people will open up and begin talking to you. I’m not a natural at high pressure. It doesn’t work for me.”

A significant portion of Debbie’s business comes from open houses, as well as referrals. The books make a huge impact. “Everyone is impressed. They’re just going, ‘Wow!’ Everybody’s jaw drops so, yes, just being able to hand it to them, it has a big impact.”

Prospects and clients rarely ask whether she was the sole author of the books. The books with her name on the covers seem to be proof enough of her expert status. “I talk to them as an authority, so they have no reason to question me. I’m just very factual.” But that’s not what she considers the biggest benefit of using the books:

“There is something very concrete that they can hold in their hand. It’s not like just paperwork that they can toss away. Even the listing presentation, you don't always know if they hang onto that listing presentation or maybe even read through it but, with the book, there’s something that my picture is [on], looking at them every day. Even if they lay the book down on a table or something, my picture is looking at them, and I have never known anyone to throw my books away. A number of the listings I’ve gotten, I’ve noticed that they’ve kind of put my book in the drawer or something after they’ve gotten the listing, but it hasn’t been thrown away. They’ve kept it.”

Debbie said the biggest breakthrough the books have given her was an increase in confidence. “I don’t have to go and flaunt this book. I don’t have to be a salesman for the book. I just hand it to them and say, ‘Here’s a book that I’ve written that is really going to help you.” I just have to say that very factually, and that’s all I have to do. It sells itself, you know, so thank you. I really appreciate these books.”

She said agents who are struggling to get listings should be sure they read the books inside and out. “Make sure you know what the content is so that when you hand them out, people know that you know what you’re talking about.”

She added a closing reminder: “Open houses are not necessarily for selling the house that’s there. They’re for getting leads. If they get buyer leads from them, then that’s the place to start their business.”

To Summarize:

  • Many of our members have found success — both with buyers and sellers — by handing out their books at open houses.
  • There are many approaches you can take to handing out your books at open houses, but no matter which you use, you’re guaranteed to make a positive impression on open house attendees.
  • Having a book to hand out at your open houses allows you to be more confident in your presentation and come away with more than a potential sale of the house you’re showing.

Take Action:

Are you ready to turn open houses into a real opportunity, instead of just wasted time? You can easily turn things around by leveraging your book at your next open house.

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Generating Referrals With Your Digital Book

Get More Referrals from Past Clients

If you’ve been in the real estate business for a number of years, you’ve likely heard the phrase “sphere of influence.” This refers to all the people you know, both personally and professionally. Your network, or sphere, includes not only personal friends and family members but also people you know through organizations, through your kids or spouse, and just from being “out and about” in the community. I guarantee that once you start brainstorming, you’ll realize just how many people you do know.

So, what’s the big deal about having a large roster of acquaintances? I’ll tell you — these folks are the key to growing your business. Keeping in touch with your sphere means you’ll be the real estate agent they think of first when someone in their own sphere is buying or selling — and you’ll grow your business.

Your Sphere of Influence — Who’s in it, and Why Does it Matter?

The truth is, a lot of people don’t know how large their sphere of influence actually is until they sit down and start thinking about everyone in it. That’s why we’ve put together this handy list to help you brainstorm.

  • Family members, both immediate and extended
  • Your spouse’s family members
  • Personal friends
  • Your spouse’s personal friends
  • Your kids’ friends’ parents
  • Your family’s friends
  • Colleagues you previously worked with
  • Colleagues you currently work with
  • Former clients
  • Your spouse’s colleagues
  • People who attend your place of worship
  • Your neighbors
  • People who go to your gym
  • Members of clubs you belong to, such as PTA, book club, Rotary, volunteer groups, etc.
  • Professional relationships such as your accountant, car mechanic, dry cleaner, landscaper, hairdresser, day care provider, dog groomer, and mail carrier

Keep in mind, your sphere is constantly growing. Every time you meet a new seller or buyer, your sphere grows. Every time you approve a spend-the-night party for your child and meet the other child’s parents, it grows. Every time you shake hands with your elderly mother’s caregiver, it grows!

Use Your Digital Book

It's easy to generate referrals with your digital book. Simply reach out to people in your sphere via text or email and say something like this:

“Hey, I just created this new book. I would love for you to check it out. Do you know anyone who is looking to sell or thinking of selling that may benefit from receiving a free copy?” 

That's all you need to say. A simple text or email message can go a long way, especially if you keep it casual and not pushy.

Include your digital book link on any emails you send — whether you use the ones we’ve prewritten or prefer to write your own — or link to a picture of your book cover in your email signature.

Staying in touch consistently reminds people that you're still in business and that you're there to serve them or anyone they know however you can.

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