1st Appointment Roadmap

 T.M.V  

Two Available Properties 

• Find two similar properties that are available to show – Print off and place in folder

Marketing Packets 

• Bring both buyer and seller packets  

• Pro Tip: Carry these at all times in your vehicle! You will be giving this to client at the END of the 1^st showing as your departing value.  

Value 

• Identify another source of value you can include in that packet. It could be a local dog daycare in the area with good reviews, a Form 17 with some highlighted items, or information on the school district. Print and place in folder with the 2 properties.

Objections  

What happens if there are no two comparable properties to show? 

• Sometimes this happens. The idea here is to find two other properties with at least one similar attribute to the original property (example: square footage, lot size, location, price point). It will likely not check all the boxes but will provide a common denominator and allow you to still provide value to them. 

What happens when I am not able to print off the listings? 

•  Prep listings to be sent via text at the time of arrival. 

E.V.T 

Expectations 

• After introductions, ask them if they have toured a home before.

  Then, lay out expectations of the showing for them.

• Example:

  “It’s great to meet you guys. Have you toured before? We have the house for 30 minutes, feel free to open cupboards, cabinets, and closets. I don’t own this home, so please don’t hold back on negative commentary.” 

Value 

• Give them their valuable folder with the other 2 properties and 1 piece of additional value.

  Example:

  “I did print off 2 other places that we could pop into after this. If not, at least it gives you something to compare to as we are walking through this one” DO NOT give marketing packets at this time. 

Tour 

• Let them know how you will be touring. 

  Example:

  “Are you opposed to me walking through with you? There are a couple things I will love to check out as well”

P.N.W 

Positives 

• Verbalize a positive attribute of the home, while highlighting your knowledge on the topic.

  Example “Oh good those countertops are 3cm, you can tell by looking under, you won’t see the plywood you would with a thinner product”

  Negatives  

• Verbalize a negative attribute of the home, while highlighting your knowledge on the topic. “It looks like they saved a few dollars on the counters and used a 2cm, you can tell here underneath, see that plywood?”  

W’s 

• 5 W’s you learned in school. Who, what, when where and why.  

Finding a home is about finding something that suits ones lifestyle, it’s not about criteria fields we use to input data and make it searchable. That said, the way you ask your 5 w’s is important.  

You could ask “How many bedrooms and bathrooms do you need?” 

But by doing so you may be missing the necessary information to do a proper search. For example, you ask that question and they respond, “3 beds minimum”. However, they didn’t consider that they work from home, and not every house has an office or den.  

 The first question can be a game changer. Try something big and global that hopefully gets them talking and allows you to capture other information you need.

Example: “How far down the rabbit hole have you gone?” “What’s your story?” “What has you thinking about moving?”

Objections 

What happens if I ask a question and I’m getting a cold response? 

• Hold off on asking these questions until the end.  

• Don’t be afraid to have your notebook out! Writing things down while you are asking questions makes you look like a pro! 

P.N.W 

Positives 

• Verbalize a positive attribute of the home, while highlighting your knowledge on the topic.

  Example “Oh good those countertops are 3cm, you can tell by looking under, you won’t see the plywood you would with a thinner product”

  Negatives  

• Verbalize a negative attribute of the home, while highlighting your knowledge on the topic. “It looks like they saved a few dollars on the counters and used a 2cm, you can tell here underneath, see that plywood?”  

W’s 

• 5 W’s you learned in school. Who, what, when where and why.  

Finding a home is about finding something that suits ones lifestyle, it’s not about criteria fields we use to input data and make it searchable. That said, the way you ask your 5 w’s is important.  

You could ask “How many bedrooms and bathrooms do you need?” 

But by doing so you may be missing the necessary information to do a proper search. For example, you ask that question and they respond, “3 beds minimum”. However, they didn’t consider that they work from home, and not every house has an office or den.  

 The first question can be a game changer. Try something big and global that hopefully gets them talking and allows you to capture other information you need.

Example: “How far down the rabbit hole have you gone?” “What’s your story?” “What has you thinking about moving?”

Objections 

What happens if I ask a question and I’m getting a cold response? 

• Hold off on asking these questions until the end.  

• Don’t be afraid to have your notebook out! Writing things down while you are asking questions makes you look like a pro! 

WRAP UP:  

At the conclusion of your tour and after gathering information, these next 2 steps should always be taken so your client can continue their journey.

Step 1: 

• See if they would like to go look at the other homes you had printed off. Example: “Do you want to pop out to these homes now?” 

  YES – Go to the other properties and go to Step 2 at the end of those 

  NO – Expect the No and be 100% fine with it. Go to Step 2. 

Step 2: 

• You are going to recommend the steps forward and give them a couple options.

  The first is a “buyer’s consult” (or whatever you want to call it!). The second is a “dry run”. (This is the act of going out on a different day and doing a tour of homes so they can get a better feel for what they want with zero intent to buy) Nutshell what it is and WHY they will benefit deeply from this.

Example: “At this point we can do 1 of 2 things. We can do what I like to call a “dry run”. This would be us looking at a bunch of houses back to back, to get a feel for what you like, but more importantly what you don’t like, so when the right place does pop up on the market you know it OR we can do a “prep meeting” which would be looking over numbers/out of pocket costs, and really getting you to a sophisticated level of ready. I think both things should be done, which would you want to start with?” 

A.V.S 

At the wrap up, many people will decline that second appointment. That’s ok! They just aren’t quite ready in their journey yet. Being ready for that no, and knowing how to handle that, is vital to continuing your relationship with them. Here are the steps when they tell you they want to hold off or aren’t interested in a dry run/consult.

AVAILABLE: Let them know you are here when they are ready. Example: “I am here for you when you are ready.” 

VALUE: Let them know what value you will bring them in the next few hours.

Example: “I’m going to follow up with an email once I get back to my computer. I highly encourage you to read it. I’m also going to set you up an MLS search, not as pretty as Zillow but it’s much more detailed and relevant. Here is a packet, I do want you to read through, it has content that regardless of your situation or timeframe, it is going to help you.” 

SCHEDULING: Let them know how easy it is to schedule a tour with you!

Example: “If anything does pop up you want to see, you can just hit that take a tour button again, and it will come straight to me this time. Or of course you can always reach me on my cell”

END: Show off your professionalism by being the one to end the appointment in a comfortable way:

Example: “Is there anything else I can answer for you right now?” 

BPEC 

Build file – Dump your notes from your appointment into the CRM, making sure you captured all the W’s. Pin that note for easy future reference.

Plan – You just met this client and should be fresh full of ideas on how to follow up with them. Describe the technique you want to use to stay engaged with them. Write to future you notes that will help you do so. Example: “They really seemed delighted when I went negative on something, as well as really interested in the knowledge regarding construction. They glazed over a bit when talking about contracts and market, so I’ll stay away from that for a bit. They have 2 “fur babies”. Here are some follow ups I intend on doing: 

• Text with new property going negative 

• Text with a new build talking about quality of builder and products 

• Call with question about the type of fencing they would need 

• Send properties through Zillow  

• Text a property (even if it’s out of their price range) that has a dog washing station, commenting on the new trend 

Email – send promised emails over! The triple threat is the name of the game. This includes this email that covers the process of buying a house, an email introduction to a lender, as well as the MLS portal access email.  

Call – Call the same day as the appointment! The likelihood they will answer is much greater, simply because they are curious why you are calling them an hour later. Ask a very simple yes/no type of question regarding their needs, and get off the phone (unless of course they start chatting!). Example: “Hey I forgot to ask, do you need to be able to park both vehicles in the garage? Or is a smaller size garage and the ability to park in the driveway just fine?” This gets them in the habit of answering your call, as well as creating the expectation that you will not waste their time and only bring value to them. 

File Management 

Now what to do with this hot lead? Whether you have another appointment scheduled or not, you will be managing these deals in your pipeline within the CRM. The system will help to remind you to look at that deal twice per week. Here is what you should be looking for: 

MNCCZ’s 

• Market trends as they apply to this deal 

• New listings (try checking outside of the set criteria geographically or price point) 

• Cancelled listings 

• Comparable listings that went pending – make calls to the listing broker to collect data 

• Zillow activity (If Applicable)

• Shifts in lending 

Reach Out: After detailing these notes in Hubspot, you should be able to easily see if a reach out makes sense. Can you reach out to your client with something of value? Do you need to reach out to your client to get clarity on something they need? Reach outs should always feel valuable to the client. Reach outs are in the form of text or calls, emails should always be a secondary layer unless that is their primary means of communication.  

The goal is to progress the deal down the pipeline, at their speed!! Some people may take months or even years for things to line up and move forward with a purchase of a home. The goal is for you to be the valuable professional in front of them when they are ready to move forward. Leave a mark, be more convenient than the internet for them, be more responsive than anyone else, and show off your skill at every opportunity. 

Reach out Ideas & Examples 

Within HubSpot, you will find a playbook titled 16 Lead Follow Up Ideas. This is a great tool for when you get stuck. You can also contact your admin team to review your file and give advice!