Cases
The Biggest Mistakes Agents Make After a Listing Appointment Is Booked (And What We Recommend)
The Biggest Mistakes Agents Make After a Listing Appointment Is Booked (And What We Recommend)
The biggest mistake agents make after a listing should come as no surprise to anyone reading this:
Not following up enough.
There are two camps when it comes to followup. There’s the “I don’t want to bother people” camp and the Ryan Serhant “I will follow up with you until you cease to exist” camp. Comparing the GCIs of each camp, it stands to reason that the latter probably has an edge.
That said, there’s a good way to follow-up and there’s a bad way to follow-up. Let’s start with the bad way.
“I’m just following up!”
“Just checking in!”
“Just wanted to see if you had any questions!"
“Just thought I’d touch base!”
“Just wanted to see where you’re at!”
Yuck.
If you want the sale, you need to follow up. That said, the follow-up should be focused on delivering value. First and foremost, we recommend sending video-text messages on all follow-up contact points. Pick up your phone, flip the camera around, and send a quick video with something like this within 20 minutes of the end of your listing presentation:
Hey NAME! I wanted to send you a quick video saying I appreciated meeting you today. Based on our conversation, I’m confident I would be able to assist you with the sale of your home. I’m going to send you some information when I get home, and the comps I promised, so you can make a fully informed decision about listing your home with me. Talk to you soon!
Bang. Right away, you separate yourself from the crowd. But this is just the beginning…
Most agents wouldn’t even send that. So you’re already ahead of the pack. But imagine sending them something every couple of days…
Day 1: Video text & comps
Day 3: Article about your market and why now is a great time to list (make sure this source is third party to increase legitimacy!)
Day 5: Article about your market and why now is a great time to list (make sure this source is third party to increase legitimacy!)
Day 7: Your marketing plan to make sure you get the home sold!
Day 9: Article about your market and why now is a great time to list (make sure this source is third party to increase legitimacy!)
…and so on.
The goal with what you send over should be:
You should list,
You should list with me,
You should list with me now.
Homework: choose 10 of your most recent listing presentations that you didn’t close who haven’t yet listed and try it out! Start with the video text ;)
