Call Procedures

1. Checking to see how you and the house are doing

2. Checking to see if you are enjoying the new home. Are all of the boxes unpacked, etc. How's the kids, pets, etc. doing?

3. Checking to see how the kids are doing in school or making friends. Has any of your family come to visit yet? How's the new job going? What's the commute like? Now that the boxes are all unpacked or mostly unpacked what have you been doing for fun?

4. Are you going to celebrate any holidays in your new home? Do you need a referral of anyone to help with anything around the house? Have you met anyone planning to buy or sell real estate that I might be able to help. Or Who else do you know that could use my services? Go back to the family or house.

5. Can you believe it has been 90 days already since we were living together in my car? How's the family. Anything new in your life? How have you been enjoying the home? How's work? Do you have any vacations planned? It was great talking with you can I ask you to do me a favor? If you meet anyone who is planning to buy or sell real estate will you call me and give me their name & number? Great end with family.

Past Client Procedure to Ask for Referrals

Goal: 3 referrals from every buyer - Must ask for a referral to get a referral!

Drove through the neighborhood & thinking of you or your flowers etc look great
Something new in the market, especially their neighborhood
Something new on our Team. Van, Bridal registry-may know of someone getting married
Personal Invitation to client appreciation events such as: Christmas, Fall Family party, Move events, charity events
Heard that Clients Company may hire or lay off
Update database, Begin with correct names of children and everyone's birthday. Tell them we are starting a birthday club for our past clients.
Conducting a survey and would like your opinion about...xyz
Do you have any maintenance needs for your home that I could recommend someone to you?
With so much rain you might want to check your crawl space to make sure there is no standing water
With the drought your yard will die if...
Found someone new that is great at __________ -thought you might want to know
Have extra entertainment tickets - can you use?
Just sold a home in your neighborhood. Here is the price. Do you know of anyone else who might want to also sell in your neighborhood? Are you planning to sell in the next 12 to 18 months?
I remembered you like…flowers, Italian food, sport something, needle point have you been, seen, done thinking of you call
Great gifts for great referral program
1 year. Have you changed you smoke detector batteries? Your home anniversary is a great time to remember to do it because the only last 1 year.
Have you ever considered buying investment property to add to your retirement?
New baby - Investment property is great way to start building a college fund for your child now. Buy a rental property and sell it when the baby is ready to go off to college, The appreciation will pay for the tuition for many years.
Have you thought about a vacation home?
Anything else you can think of to talk about.
Try to call all your past clients every quarter

Scripts for Getting Referrals

Set goal of 3 referrals from every buyer. Start training them to think referrals the moment you meet them. They must be trained.

Must ask for a referral to get a referral!

ALWAYS ASK FOR A REFERRAL AFTER GIVING THEM SOMETHING OF VALUE. Use the FORD principal or ideas below for things to talk about.

Script 1: Now that I have you all settled in to your new home I have worked my self rightout of business...Who do you know that could use my services? Does anyone come to mind you could refer me too? Family member, co worker?

Script 2: I have really enjoyed working for you and I am going to miss seeing you all the time. I have worked my self right out of a job. Do you have any other fun people like you that you could send my way?

Script 3: I miss having you sit next to me in my car, will you help me fill my seat up again by referring me to some of your nice friends. Who do you know that will probably be the next to buy?

Script 4: I just want to let you know how happy I am that you've found your home. And you know, now that you have a home I need a new client to work for. I would love to work with any of your friends and family who might be looking for a home. Would you be willing to refer them to me?

Buyer: yes

Agent: Great who do you know right now that you could refer me to. Buyer: I am not sure Agent: any friends, family members, co-workers come to mind

Buyer: Yes (or) Not really

Agent: ok. Who do you think is the most likely person to need a new home next? Anyone getting married, having a baby or kids going off to college?

Buyer: Yes I have bla blab la

Agent: Would you give their contact information so I can talk with them (Or) Can I send you some of my business cards to hand them?

Script 5: Hi_____this is _____with______. Have I caught you at a good time?

Buyer: yes

Agent: I wanted to give you a quick call and see how everything is going with your new home and if all the boxes are unpacked yet?

If anything comes up please do not hesitate to call, Just because you have closed on your home does not mean my service to you has ended. I am here for you in whatever capacity you need.

Buyer: (talks for awhile and you engage in conversation)

Agent: By the way, if you have any family, friends or co-workers I can help will you please refer them to me?

Buyer: of course

Agent: great, does anyone come to mind now?

May I send you some cards?

Script 6: Agent: I am trying to grow my business and could really use your help. Do you know of anyone you could refer to me?

Script 7: Now that you have found your home I am probably going to be out of work for the next 5 years. That is how often most people move. If you hear of anyone planning a move would refer them to me? I am always looking for a new job.

Script 8: I have been busy, the market is great, who do you know that could use my services? Script 9: The market is great are you thinking about a new home. I would love to work for you.

Closed Client Phone Procedure First Year

Call one to take place 24 hours after closing
Call two 3 to 5 days after closing
Call three 2 weeks after closing
Call four 30 days after closing
Call five 90 days after closing
Call six birthday of any family member
Call seven anniversary of home purchase yearly