Seller Script
How to engage and convert seller (home valuation) leads.
Sarah
Last Update 4 jaar geleden
First thing is to understand the process in which the sellers go through. Here's a quick video highlighting the process and conversion rates. Watch this video:
It's important to note, people search for a home valuation early in the process. You might get some which convert to a listing right away but the bulk of your deals come in the following months. One benefit of this, you catch the sellers before they talk to another realtor and historically, 70% of people only talk to one realtor before listing their home (NAR Report). This is why following up, keeping a strong relationship and staying organized is very important.
The Process
Here is the process for converting seller leads from one of the top 10 teams in Canada.
Lead comes in
Within 2 mins - Call the lead. Hi this is *NAME* and just saw they have requested an automatic home valuation for their X bedroom, Y bathroom located at *ADDRESSS*. However, the automatic home valuation looks a little off for the area. Do you mind if I ask you a few questions so I can update your free home valuation?
*ask questions* e.g., have you done any renovations? how old is the home? when did you replace the roof? why are looking for a home valuation (e.g., just curious, insurance, might be looking to sell soon) etc...
After you ask the questions and qualify the individual (they might want to sell now or in the future). You can ask them "In order to get a best home valuation, I'd need to take a look at your home - when are you available this week to come have a quick look?"
The main purposes of the first call is to be a non-threatening friend who is looking to provide a good service. Nobody likes to be sold so don't ask them if they want a realtor right now, or do they want to sell right now, etc...These people are generally early and might be put off if you're too aggressive. A common response is not interested or it wasn't me.
The First 48
The first 48 hours is very important to get in contact with the lead and start this relationship. If they don't pick up right away then try calling back at other times. Some of the best performing teams call 6 times within 48 hours.
Right away (within 2 mins)
The next morning
After work (5PM)
24 hours later (exactly 24 hours later - people are creatures of habit, for example, if they're on the computer at 6pm today, they're probably on the computer tomorrow at 6PM and might be able to take your call)
The evening
If they don't pick up then leave a voicemail. The key is to keep the voicemail friendly and enticing. An example:
1. Hey *NAME*, this is *your-name* with ABC Realty. You had hit our site and requested the value of your home, and I have some great news for you! Give me a call back at 123-456-7892 and i'd love to share it with you.
Good news can be:
- they qualify for your guaranteed sale program
- you have XXX amount of buyers looking in the area
- inventory in the area is really low - sellers market!
Stay organized with your relationships - use the deal section/pipeline/calendar to organize who you need to follow up with and set appointments in your calendar.
You can find a few more points here