Well congratulations … all your ongoing marketing efforts just paid off and you have yourself a hot new listing! But are your new sellers as excited and happy as you?
Believe it or not, despite all that rapport you established during your listing presentation, despite all the promises you may have made about the services you will provide, no sooner did the sound of the door closing behind you fade to silence, when your sellers started experiencing Buyer’s Remorse.
It’s nothing you said or did. It’s just a common reaction we have after making important decisions. BUT … what you do next can make all the difference in the world to your sellers and get them back into a state where they feel both confident about you and their decision to list with you.
Before I share with you the “3 Must Dos” please inscribe this thought to the fleshy tablets of your heart. People may not remember what you said BUT they remember how you made them feel.
So the last thing you want is your new sellers (or any client for that matter) to have this feeling of self doubt-looming over their heads as you try to forge a positive relationship.
#1. The first Must Do is ALWAYS send a thank you message the same day you listed the home.
This is where video comes in, because sending a personalized video email to your clients is like being there beside them.
A personalized video email triggers a reaction called parasocial behavior. This is when the person watching your video feels like you are a friend: someone they know, like and trust.
A video message from you also gives them the ability to experience you again, and helps to reinforce that they did make the right choice in selecting you.
The message you send is very simple and goes something like this:
Hey John and Cathy, it’s Michael Krisa here … I just wanted to send you this quick video to let you know just how excited and grateful I am for this opportunity to be working with you to get your home sold and helping you on to the next chapter of your lives.
Know that my team and I are going to do everything in our power to make this a smooth process, so much so that you will be confident referring me to anyone you know that may also be thinking about buying or selling real estate.
Feel free to personalize that message so it fits you and your style.
If you have a smartphone or webcam then sending video by email or text is really easy to do but you will need to subscribe to a service that does this for you.
I recommend a company called CoVideo.com
You can do a free 10-Day test drive with no credit card required and when you subscribe to their service, there is NO yearly contract. In fact, if you use this Coupon code “AGENT49” you will get 50% off the regular Enterprise package. So you pay Only $49/month vs the regular $99!
BTW Have a look at a previous article that we did listing the 88 Turbulences with any real estate transaction. This will also be a great reference for earning and keeping your client’s trust and respect.
# 2. Be sure that a thank-you letter or card is mailed ASAP from your broker or manager.
Yes, the sellers hired you – but you can leverage the power and prestige of your brand to also give them more confidence in their decision to list with you.
The letter needs to congratulate them on making such a wise decision in choosing you and the brokerage. It should also sing some of your praises, e.g. years in business, great person – clients love you, etc.
This is called Social Proof … if you say how great you are it’s called bragging and no one respects that. BUT … when someone else sings your virtues it becomes credible.
# 3. Remember to set a schedule to follow-up with your sellers on a regular basis.
This is something you should discuss with them during your initial listing presentation. It will set the expectation for communication and help to eliminate confusion and misunderstandings.
Ask them how often they would like you to check in with a progress report. Ask what method of communication they prefer- is it a weekly email, a weekly call, a mailed report?
Even if there was nothing new to report that week they still need to hear from you. One of the biggest consumer complaints is … “He/she listed our home, made all kinds of promises and then disappeared – we had No Clue what was happening or if they were even doing anything at all!”
Setting the expectations and having the ability to openly and honestly communicate with your clients is the key to a problem-free relationship. Like I said at the beginning, people may not remember what you said but they will remember how you made them feel.