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Welcome! This web site is designed to give tips on how to generate 4 closings month.

Scripts

Table of Contents

  1. Phone Scripts
  2. Follow-up Emails - Request for Info
  3. After Response Emails

Phone Scripts

Hi "lead name",

this is Michael Ross with Property Systems of GA and you had requested a list of properties from our website and I am calling in an attempt to get the list out to you. All I need is the area, Price range, & how many bedrooms and baths you need. When you get an opportunity, please call me at "your number" that’s "your number" with the information and I'll get the list out to you Today!! I'm also going to send you an email....so if it’s easier for you, you can reply to the email with that information and I can get the list out to you that way. Hope you’re having a great "time of Day” Talk to you soon!! Then I send them the 1st email.

If I speak to them I say "Hi "lead name" this is Michael with PS of GA and you had requested a list of properties off of our website and I'm trying to get a property list out to you Today......and I was wondering what area and price range your looking in? They answer.... How many bedrooms and baths do you need? After I get the info, I send them a list of properties in the area and price range they specified, and then follow up in 3 or 4 days. I like to give them a little time to have a look at the properties.

The key is to get them a list of homes with pictures so they can get excited about buying....then when I follow up I try to qualify them a little more....have they been pre-qualified.....are they working with a Realtor... if they haven't been pre-qualified, I get them in touch with our lender. Sometimes they call and say they want to see a property. I then ask "have you been pre-qualified? And then I explain that sellers, especially banks, require a prequalification letter or proof of funds before they will even look at an offer.....then I steer them to our lender for PQ.

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Follow-up Emails - Request for Info


1st follow-up email – sent 1st day

Hi %FirstName%

You had requested a list of bank owned properties we have available in the Atlanta area by filling out a brief questionnaire on our website at www.propertysystems.com. We have Hundreds of properties listed in all areas of Atlanta and the South East, so I am writing to get a little more info as to the area, price range, bedrooms and baths needed, ECT so I can customize the search to meet your requirements. Interest rates are on the rise, so NOW is the time to purchase your home! Please reply with the criteria you need for the property you want to buy and I will send your property list TODAY.

If you have any questions, feel free to contact me at the number below.

Success Always,


2nd follow-up email – sent 7th day

Hi %FirstName%

I received your request for information on my home market website. My firm lists properties for banks and lenders and we know which ones want to sell. We have hundreds of properties all over Atlanta and Georgia. Please contact me as soon as possible so we can take the next step in helping you find a property. You have my e mail here and my direct telephone # is 404-392-2547.

Our company has limousines that we use to look at property with and we are professionals at representing buyers with a high level of service.

Here is what I need to proceed:

  1. CONTACT ME BACK - Contact me back and tell me more about your needs.
  2. MARKET SNAP SHOT - I will send you a market snap shot for the area with potential properties. Look for it in your e mail in-box from my broker, Reese Freyer.
  3. PREQUALIFICATION - All banks want to know the buyer has financing secured. I can refer you to our loan officers to get pre-qualified if you desire.
  4. APPOINTMENT - We need to set an appointment to look at property when I find out more about what you want, and the area price range you are looking in.
  5. FOLLOW UP - I will continue to follow up with you via e mail and telephone.

I look forward to representing you in the purchase of a new property.

Success Always,


3rd follow-up email – sent 21st day

Hi %FirstName%

You had requested a list of bank owned properties we have available in the Atlanta area by filling out a brief questionnaire on our website at www.propertysystems.com. We have Hundreds of properties in all areas of Atlanta and the South East, so I am writing to get a little more info as to the area, price range, bedrooms and baths needed, ECT so I can customize the search to meet your requirements. Please reply with the criteria you need for the property you want to buy and I will send your property list TODAY.

If you have any questions, feel free to contact me at the number below.

Success Always,


4th follow-up email- sent 40th day

Hi %FirstName%

You had recently requested a list of our properties off of our website. We have hundreds of available properties to choose from and all I need to get from you in order to send out your property list is the area, type of home you’re looking for, how many bedrooms and baths, and the maximum price range you are willing to pay. Please respond with these criteria and we will send out a property list that meets your specifications TODAY.

If you have any other questions, you can contact me at the number below.

Success Always,


5th follow-up email – sent 55th day

Dear %Salutation%:

There are many exciting things happening in the current real estate market in our area, and since you are considering the purchase of a home, I wanted to offer my services. We have hundreds of properties available and I would like to send you a list of properties that meets your specific requirements. All I need is the area, bedroom and bath preference, maximum price you are willing to pay and the type of home you’re looking for.

Since the market is active and prices and interest rates are low, now is a good time to make a move.

Just give me a call or send an email and I will get the property list out to you Today.

Success Always,


6th follow-up email – sent 68th day

Hi %FirstName%,

Here is some excellent advice from the Wall Street Journal - 10 reasons to own a house

  1. You can get a good deal. This is a buyer's market. Most of the other buyers have now vanished, as the tax credits on purchases have expired.
  2. Mortgages are cheap. You can get a 30-year loan for around 4.75%. What's not to like? These are the lowest rates on record.
  3. You'll save on taxes. You can deduct the mortgage interest from your income taxes. You can deduct your real estate taxes. And you'll get a tax break on capital gains-if any-when you sell.
  4. It'll be yours. You can have the kitchen and bathrooms you want. You can move the walls, build an extension-zoning permitted-or paint everything bright orange.
  5. You'll get a better home. In many parts of the country it can be really hard to find a good rental. All the best places are sold as condos.
  6. It offers some inflation protection. No, it's not perfect. But studies by Professor Karl "Chip" Case (of Case-Shiller), and others, suggest that over the long-term housing has tended to beat inflation by a couple of percentage points a year.
  7. It's risk capital. No, your home isn't the stock market and you shouldn't view it as the way to get rich. But if the economy does surprise us all and start booming, sooner or later real estate prices will head up again, too.
  8. It's forced savings. If you can rent an apartment for $1,000 month instead of buying one for $1,400 a month, renting may make sense. But will you save that $400 for your future? A lot of people won't. Most, I dare say.
  9. There is a lot to choose from. There is a glut of homes in most of the country. The National Association of Realtors puts the current inventory at around 4 million homes.
  10. Sooner or later, the market will clear. Demand and supply will meet. The population is forecast to grow by more than 100 million people over the next 40 years. That means maybe 40 million new households looking for homes.

Make a move NOW before interest rates start to increase. Give me a call at the number below and I’ll get a list of properties out to you TODAY!!

%Signature%

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After Response Emails


1st After Response Email

Hi %FirstName%

I wanted to write you and let you know a little bit about how the client gateway works. All properties are listed from the newest listed to the oldest. As new properties that meet your criteria become available, I will add them to your list every evening and they will be moved to the top of the list. You will also receive price change notifications as well. If a property has been sold or has expired, it will be moved off of your list.

Another great feature is the "like", "possibility", and the "dislike" buttons on the right side of the site. This allows you to categorize the properties that you like or are possible matches to your criteria. The dislike button will remove the property from your list so you only have the ones you’re interested in listed. You can also make notes about the property that you’re interested in.

If you have any questions about the client gateway, just call or email me and I will be glad to walk you through it. If you see a property you’re interested in taking a look at, just give me a call or email me and we'll schedule a time to meet and go take a look.

Hope Your Having a Great Day!!

Success Always,


2nd After Response Email

Hi %FirstName%

I just wanted to drop you a quick line and make sure you are receiving the properties that I have been sending you. Please respond and let me know that I am searching with the correct criteria. If you see a property that you would like to go visit, please let me know and we can schedule a time to meet and go take a look in one of our limos!!

Also, if you need to be pre-qualified for a loan, we have access to excellent lenders here in Atlanta that know this market and work with all types of credit, even bad credit!! Getting prequalified also benefits you by giving you more negotiating power which can equal a lower purchase price. Most sellers, especially Banks, require pre-approval before they will even look at an offer. Getting pre-approved can save you time, money and lend you peace of mind. If I can be of assistance in getting you financially ready for your purchase, please let me know.

I am looking forward to helping you with your purchase.

Have a Great Day!!


3rd After Response Email

Hi %FirstName%,

I just wanted to drop you a quick email to make sure you are still receiving the property list I've been sending you. If you see any properties that you would like to go take a look at, just call or email me and we will schedule a time to meet and go take a look.

Hope you’re having a Great Day!!

Thanks,


4th After Response Email

Hi %Salutation%:

Are you worried about the down payment to purchase your home?

It is likely you are going to need some money for a down payment. The days of 0% down are pretty much over. The amount of down payment necessary depends upon the kind of loan you get. FHA loans can be had for as little as 3.5% down, when Private Mortgage Insurance (PMI) is used. However, there are many loan types available with varying minimum down payment requirements.

A second factor to consider is the source of your down payment. You may be able to negotiate with the seller to help pay closing costs. Relatives may also be a good source of funds for a down payment. You should also consider year-end bonuses and tax refunds as sources for your down payment.

The best thing to do is to contact a mortgage professional and get an individual analysis of your mortgage options. I can recommend a number of excellent mortgage professionals who I have worked with in the past. Just let me know and I can provide you with that information.

Success Always,


5th After Response Email

Hi %FirstName%

Just checking in with you to see how your property search is coming. I am constantly adding listings to your list as new ones come available so check the list periodically for updates. If you would like to schedule a property tour in one of our limo's just call or email me and we'll schedule a time to meet and go check out the properties you’re interested in. If I can be of assistance to you, please let me know.

Hope you are having a Great Day!!

Success Always,


6th After Response Email

Hi %FirstName%,

Just wanted to touch base with you and see if you found any properties from the Gateway that you were interested in seeing. With interest rates starting to rise, NOW is the best time to purchase your home with a low mortgage rate. Just email or call and we'll schedule a time to meet and take a tour of the properties in one of our limos.

Hope you’re having a Great Day!!

Success Always,


7th After Response Email

Hi %FirstName%,

Just wanted to check in with you and see if you are getting the list of properties. If you need me to change any of the search criteria, please call or email me and I will be happy to do it for you. If you need info on a specific property, let me know and I'll research the property and get the Intel over to you. When you identify a property that interest you, let me know and we'll schedule a time to meet and go check it out.

Hope you’re having a Great Week!!

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How to Win Over Buyers

No matter how well educated your buyers are, they still need information on how a real estate transaction works. Use consultation appointments to inform them and become a trusted resource in the process.

Buyers are more educated in today’s market. They have more access to information regarding properties and their value. Plus there are practically unlimited real estate resources online for practitioners.

These combined factors should make the real estate professional’s job easier, but for many, they don’t. Why? There are two problems:

▪ The information may not be accurate or relevant to a specific market.

▪ The information is almost certainly incomplete.

“An Educated Consumer Is Our Best Customer”

Two adages speak to today’s buyer:

▪ “An educated consumer is our best customer.” (the slogan of Syms clothing stores)

▪ “A little learning is a dangerous thing.” (written by English poet Alexander Pope)

Whether the real estate pro finds buyers easier or more difficult to work with depends on whether that practitioner respects and completes the buyers’ education.

Have the buyers obtained a copy of the contract and paperwork online? Probably not, and most paperwork has many pages plus addenda. Do the buyers know what real estate trends apply to their market? Do they know what to do when the inspection reveals a problem?

Contracts, inspections, financing, negotiation — there are far too many steps in the transaction process for most buyers to pick up on their own.

A Simple and Powerful Process

The most successful buyer’s agents learn to ask a few simple questions (adjust to the circumstances of you and your buyer accordingly):

“The purchase documents in our area are six pages, plus disclosures and addenda. Has anyone given you a copy of the latest documents and reviewed with you the parts that are going to be relevant for your purchase? I find it helps a lot to be familiar with the documents so you aren’t seeing them for the first time when you’re making that $200,000 decision. Would you like to get a copy and take a look at those together?”

“There are inspectors, appraisers, attorneys, title companies, lenders, and real estate agents involved in the transaction. Would it be helpful to go through the process step-by-step so you know what to expect and get some idea of what might come up? It often reduces some pressure and allows you to enjoy the process with greater confidence. Would that be helpful to you?”

These simple questions lead buyers to make a consultation appointment, which can establish enormous confidence and trust in you, the agent. Buyers subsequently go along more easily with your recommendations through the negotiations, which actually can reduce the number of homes they need to view. They find the experience so valuable that they begin to refer you to friends and relatives.

At the consultation appointment, review each step of the process, educating and preparing buyers. Do they understand the type of financing they’re trying to get? Do they have any questions about it? Even if you don’t have the answers, you can take the lead getting a clarification and making sure buyers are aware of what’s included in their closing costs and their payments, and in reducing cash needed with seller contributions.

You also should explain what buyers can expect: Describe problems that could arise and how you’ve solved them and protected buyers’ interests in the past.

As you conduct these presentations, you’ll quickly discover two things: how much buyers don’t know — even the educated ones — and how much they misunderstand. As you realize the value and power of these consultations, you’ll learn to go into deep detail, continuously confirming buyers’ understanding.

Changing laws and financing situations — such as explaining short sales and foreclosure procedures — are just a few reasons that the time you spend preparing buyers works to everyone’s benefit.

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