This phase starts with first contact with a Seller lead, and ends with signed listing paperwork. This page is all the steps that we need to take in this phase.
1) Receiving the lead and setting the meeting.
Seller lead contacts us.
Ask qualifying questions
Gather identifying information
Do not discuss commission on the phone or via email if it can be avoided. This should be done in person.
Set a time and place to meet that all decision makers can be present.
Add meeting to Google calendar, and invite Seller to the appointment via email. Set calendar to give a one-day, and if appropriate, one-week reminder to everyone.
Lead and contact details are added to Trello Buyer Pipeline under “Leads.”
Contact details are added to the CRM as a “Hot Lead.”
Admin prepares-pre-listing package.
Admin calls lead to ask where they would like to receive the package, and takes down the details.\
If no response, package is dropped off at lead’s home or couriered and lead is notified via email.
Lead prepares Comparative Market Analysis for the home.
Lead personalizes a copy of the listing presentation, if needed, which includes:
Checklists of questions.
Lead OR Admin sends an “I’m looking forward to sitting down with you tomorrow” email which includes a Bombbomb Video to break the ice.
2) The Listing Presentation
This is typically only attended by the Lead, but in some situations the Admin may join.
Lead checks to ensure he has everything he needs.
Information on nearby sales
Lead arrives 15 minutes early.
Steps for meeting
Introduce and see if there are any immediate questions. Take notes.
Ask for tour of the house, noting especially:
Age of systems
Positives and Negatives
Schools, if known
Ask clients for their opinion of price, explaining that you’ve already written yours down.
Sit down and discuss CMA.
Assumptive close. Discuss next steps and when they’d like to have a sign in the ground. Would they like to do paperwork now or via electronic signing?
Thank Sellers for the meeting and explain your follow-up plan:
Calling on ___ date at ___ time.
3) Winning or Losing
If we win the listing, on to pre-listing phase.
If we lose, lead calls for follow-up:
Thanks for the opportunity.
Who will be listing?
Anything I would do differently that would have earned the business?