Follow up scripts to increase your engagement and improve your brand.


A lot of scripts focus on the discussion of how to get people in to the door, how to discuss a listing and how to try and convert them, however following up post inspection can be a neglected part of a business that an agent can easily just leave by the way-side. Today we present scripts for you to follow up with three categories of buyers and what to say to them.

Interested buyers:

Hi (insert name)

How did you find the inspection at (insert address) did it meet your expectations?

If they say (Yes) 

Great! The features of the house are sensational, the uniqueness really stems from the fact it has three bedrooms that are north facing and provides an abundance of natural light, something you can't generally find in that price point and location.

(Let the prospect start talking about the great features and pause for them to mention something)

As you are aware, there are other parties interested, but it's my job to gauge the interest of prospects who have shown serious consideration and have indicated it may be a place they want to purchase. Could I put you in that catagory? (Let them qualify themselves as an interested party) 

Great, so what are the next steps you'd like to take? Would you like me to arrange another private inspection in the next 48 hours so you can take measurements and ensure everything is up to standard? 

(This will really test if they are interested)

If they say (Yes) 

Great, let me send over a S.32 so you have one for your records, I'll also work on getting a copy of the contract so if we do proceed there is no delay there. I'll see you (insert date and time) 

Semi-Interested buyers: (Your most popular category who will buy at the right price) 

Hi (insert name)

How did you find the inspection at (insert address) did it provide what you are looking for? (expect more of a dialogue on the things that aren't exactly right as they haven't confirmed it is for them)

Understood, we have found in this market that it is incredibly hard to find exactly what you are looking for, but the reason this home is unique is because (insert unique features) - It's important you listen here and find out what features are missing that they need.

I understand you are looking for a little more garden space, I guess it's just about weighing up what is more important the location or the features. What is your desired location?

See the suburbs they mention.

If this is your intended location, to add the garden space you require will most likely cost you another (insert money) does that fit within the ball park budget?

If you were wanting to stick to this budget, do you think it would be worth me showing you through the home again so you can look at the space and maybe see how you could amend it to suit your lifestyle more?

Unless they are absolutely keen to see it again, don't push them, it can end up being a tremendous waste of time for you. 

(Measure their tone and see if they push to request to see the home again and finish with this statement)

I could show you through the home again, but i'm conscious I don't want to waste your time. This home will get snapped up quickly, so if you'd prefer I can wait until something you've suggested comes up. Please feel free to give me a call if you do decide you want to go through the home again or you find another home that you want me to discuss with you. 

(Be conscious not to push to show them through, the opportunity cost for time is not overly high for them, but it is for you, so let them request it, not you suggest it) 

_____________________________________________________________________________

Hi (Insert name)

I just wanted to thank you coming along to the inspection over the weekend. You mentioned you have been looking for a home for your wife and young daughter how did this compare to your needs?

(Let them talk about the pros and cons, you will get a mixture of both)

If you had to list the most important items you NEED out of a home, what are they?

(Let them list beds, bathrooms, location, etc)

Ok. So it sounds like this home at (insert address) is pretty close if not spot on for what you are after. It has the three bedrooms, two bathrooms and two carparks you need. What is your current position, have you made the commitment that buying is definitely in the framework over the next four to eight weeks?

(This is imperative, if they aren't clear that they have decided to buy, they will have a way to go with getting finance etc.)

Just so I can manage the vendors expectations as well as yours, should I be keeping you in the loop if an offer gets put forward to the vendor, would you want to know about it if someone was going to buy it?

(Gauge their interest, if they say yes, then they are an interested buyer and you need to push to show them through the home again and working on getting their finances set up)

Great. Well why don't you have a chat to your mortgage broker, we have someone here who is more than happy to consult for our clients, free of charge. How about I set up a discussion for you in the next couple of days, and in the mean time, why don't I show you the home again tomorrow evening.

(If they are all okay with this, then set them up to discuss their mortgage options as well as what they could do with their house, and then show them through the next day, this will then result in classifying them as an interested or disinterested buyer. You need to move your prospects from this section ASAP, as they can be time killers, but also commission payers.)

Disinterested Buyers

Hi (Insert name)

Thanks for coming by (insert address)

I remember you mentioned you most likely aren't in the market to buy now, but wanted to get your feedback on the home and what you thought.

(Let them list the features, and benefits)

Fair enough. (reiterate their positive affirmations of the home) Is this something that could become of interest in the immediate future or are you looking more so at taking the next step please feel free to give me a call. Just before I go, if I did have a home come on to the market, what would you definitely want to hear about?

(Let them list their desired home and what would push them to become an active buyer)

Great. I'll be in touch in the not to distant future and also add you to my email list.

Regards

Need any further help?

Shoot me an email at todd@homely.com.au and I'll be more than happy to try and help you get on your way.

About the Author:

Todd Schulberg

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. 

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Rocky Bartolotto

Rocky Bartolotto is the National Sales Director for Homely.com.au - Rocky's extensive experience in introducing new product offerings to the market and client management abilities makes him one of the most knowledgeable property specialists in the country. 

In addition to his time working in the online space, Bartolotto is also one of Sydney’s top auctioneers, with over 4000 auctions performed through his business Auction Services.

is the National Sales Director for Homely.com.au - Rocky's extensive experience in introducing new product offerings to the market and client management abilities makes him one of the most knowledgeable property specialists in the country. 

In addition to his time working in the online space, Bartolotto is also one of Sydney’s top auctioneers, with over 4000 auctions performed through his business Auction Services.

rocky round.png

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