One of the biggest disconnects agents suffer is staying in contact with the consumer after they have come through the home for an inspection. This can make or break any potential sale, as it is your job as the agent to keep them engaged in the process, and ever more so to keep them desiring the home. You need to create that urgency so they feel they can't let this one slip away. One of the best ways to keep the prospect engaged in the process is to offer them a free appraisal.
A free appraisal
- Gets buyers interested because they are curious to know how much their home could be worth.
- Makes the potential of buying a property more realistic by pushing them one step closer to selling.
- Potentially gives you double the amount of business as you can sell a current property to them and then list their home for sale.
Here are two methods you can use to start providing appraisals.
Over the phone
Hi (insert name)
Thanks for coming through (insert property) over the weekend, what were your thoughts?
Great, I know you mentioned at the time that you currently owned your property. How long have you lived there?
The market has changed so drastically in the last 6 months, when was the last time you had a property appraisal?
I’d love to come by and go through your home with you briefly and give you an updated appraisal on what your home could be worth in the current market. It’s good peace of mind if you are looking to buy and also helps you know how much room you could have to play with if you look at buying something else.
Well I’m doing appraisals in the next week, so I can come by your property next Wednesday or Thursday if that helps? it won’t take long, most likely 15-20 minutes.
Great. Let me lock that in, I’ll send you an email with my details and I’ll see you Wednesday.
Hi (insert name)
Thanks for coming and looking at (insert property address) over the weekend.
Your feedback was great, and the market is in demand for beautiful homes like the one you
saw. I remember you mentioned you were currently living in (insert suburb/street) and we have had a lot of success with vendors in the area recently getting sales results well above their expectations.
I’d love to organise a time to visit your home and give you an updated market appraisal so you can be aware what your home is potentially worth if you are considering moving. Even if you are not thinking of selling at the moment it is a great way to know what the property market is doing.
The service is 100% complementary and I’ll be in your area on (insert date and time)
Please let me know if we can organise a time for an updated appraisal on your home.
Appraisals are a great way for you to build rapport and be assured that you will get a listing when they come to sell. It is also a great way to plant the seed of curiosity in a consumers mind by explaining the potential of what they could achieve if they took the property to market.
Try these two techniques out to start winning appraisals and ultimately more listings and sales.
About the Author:
Todd Schulberg handles all things marketing for Homely.com.au - Living and breathing property, Todd has a keen interest in the movements in the market and how agents can utilise new tools and technology in order to be more connected. Using all things social, Todd suggests different ways that agents can engage and think outside the square with their marketing approach.