16 Point Lead Follow Up Checklist
ALWAYS Call or Text. Emails should be in addition to that UNLESS their primary means of communication have been email.
1) Call with a quick direct question “Hey I forgot to ask, do you need a gas cooktop, or will electric suffice?”
2) Text new listing “Just popped today” Include your link to schedule it.
3) Text old listing “This one ended up with 5 offers, selling for $____ with $5,000 in seller concessions” (YES, you need to call the listing broker for info!)
4) Call w/the original property they inquired on. “Hey this one has had very low traffic, and I ran comps and think it’s overpriced for the market. Another one down the street sold for X last month. I’ll keep an eye and see what it does, but I don’t think they are going to get asking” (YES, you need to comp and do some research! Reach out to the listing broker for traffic inquiry)
5) Text listing with a negative “This one looked great, but that road it’s off is a VERY busy road and would be tough to turn left out of”
6) Send video tour “Hey popped into this one, only problem I found is you can hear the traffic from the freeway. The decimal reader read a _____” (Pro Tip: Often times you can grab 1 video tour and send to multiple people!)
7) Personal Question NOT about buying a house. Example, you toured with this person and they are a general contractor. “Hey do you have an electricians you work with and like? Our listing team is looking for someone”
8) Text/Call “Quick thought: would you be open to XYZ” This could be a different area, or a partial remodel, or almost anything else!
9) Market updates that are relevant to them.
10) Seasonal market updates: “We almost always see more inventory in the Spring. Last year in April there were about 63 homes that went on market that met the criteria you are looking for. Right now there are only 8, so don’t get discouraged, by next month we will have more to look at”
OR
“There is a lot on the market, and a lot of competition. It’s surprising to most, but we typically see it fizzle in July, and often times we see price cuts in August.”
11) Land use action – “Hey looks like some more housing is going in!”
12) Ask for a review! “Would you mind giving me a review thus far?” Link to Zillow or other platforms.
13) Text scheduling link “Hey I’m anticipate a spike in inventory this Friday. Do you want to go poke around?”
14) Send listing from Zillow platform
15) Invitation to DR classes including land classes and first time home buyer’s.
16) Offer to Past Client items like Thanksgiving Pies or an invitation to our Santa Event.
Things to ask yourself when sending follow up communication with your clients as if you were in their shoes:
How does it make me feel?
Is it helpful to me?
Is this value I either can’t find or wouldn’t think to look for?
*PRO TIP* Inquire into something they know something about.