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- The perfect warm up sequence for listing appointments
The perfect warm up sequence for listing appointments
This is how you win the deal before you meet
*We will be updating this post consistently throughout 2024
We have all done it.
Show up to the listing appointment with the client having nothing in advance
No reminders
No marketing prep
No video before hand
No drop offs
Then we sit in front of them for 2.5 hours going line by line on every little details about our process because somewhere along the way we were told that the more we explain what we do, then our potential client must understand that we take the job seriously.
You want to know the worst reply you can get from a client?
Thank you for meeting with us today. This was very informative and you have given us a lot to think about. Let us discuss our options and we will get back with you.
F…
You overwhelmed them either with too much data or too much fluff.
I’ll break this down into three sections:
What to send and the cadence
The technology needed
The actual content (Insiders Members)
Part 1 - What to send and the cadence of it
Emails - You want 3 emails that acheive a few different things
Confirm the appointment and that give them the opportunity to move the appointment if needed
Deliver the official marketing overview and housing data
Include social proof and previous case studies to build authority before you arrive
Some rules to these - and my opinions…
Yes I would send the comps annd market data upfront - Guess what? The seller already knows their number. We just want to make it easy. Your value to your client is the not the suggested price. Your process is.
Yes, they may share your marketing with other agents they are meeting with. That will only cause them to panic in th moment to recover.
A FAQ doc is crucial. Think of this as handling all your objections upfront
Do you want to know what converts more appointments into listings than anything else?
Charisma
Excitement
Confidence
Not your 371 point marketing plan. When you don’t have to worry about fumbling through material and going line by line, you can focus on having a real conversation that actually moves the client forward. And if the appointment DOES take 2.5 hours then it will be because the clients needed it to.
Here is the cadence:
Email #1 - right when appointment is scheduled will all of the above included
SMS #1 - Same time as above confirming the appointment and letting them know all the data is in the email
Email #2 - The night before at 6pm
Email #3 - 1 hour before
SMS #2 - Right after email #3
Part 2 - The technology
We do this same process for all of the appointments we have. Here is what you’ll need to pull this off.
A CRM that handles appointments (We use HubSpot CRM Suite Starter with and enterprises sales seat - $180/month)
Video - We use Vidyard ($89 plan so we can embed unlimited videos and use call to actions)
Phone System for SMS - We use JustCall for everything phone wise. I don’t use my personal iPhone # for anything. I want all communication in the CRM.
*If you don’t have a CRM that can do this, I would still get Vidyard and a Phone system. You could use all the templates below and then just save them as canned responses and use the send later feature in gmail. That would work the same.
Part 3 - The Content
If you are an Insider’s Member, then you can download all of the emails and SMS’s below. (we are updating this, this week)