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Seller Lead Strategy #3: Check in with cold seller prospects in seconds — and get a response!

May 05 2017

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The realtor.com® Results Series team has been on the road sharing our top 10 tips for drawing in and converting seller leads. And now, we're ready to share them online with you!

For the next few weeks, tune into the Results Series blog to learn how we recommend you engage and convert sellers this spring and summer. So far we've covered:

  1. How to become an online video expert
  2. How to write compelling, seller-focused calls to action

Today, we'll focus on how you can think less, and convert more, by sending short, to the point emails to past leads and prospects that didn't go anywhere.

The famous nine-word email

Back in December, our friends at Top Producer® hosted a webinar with lead conversion guru Chris Smith. In the sessionIn the session, Chris let agents in on a tactic he calls the 9-word email.

While you may want to write longer, personal emails to active prospects and leads, you likely have a lot of past prospects and leads who are getting colder by the day. You may not know if they're still on the fence about buying or selling, or if they completed a transaction with another agent.

And if you're really that out of touch with them, why not just send them a quick email to gauge their interest? There's nothing to lose. If anything, you'll be able to properly identify them in your CRM as a lost prospect or an active one.

Behold, the nine-word email:

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That's really it! Just segment your colder seller prospects and shoot them a quick email asking if they're still planning to sell.

Why it works

Chris mentions that agents are amazed at how often this email gets a response (of any kind). Because it's so casual and breezy, it's easy to picture why homeowners would be likely to respond.

If they're interested in selling, it's an easy way to communicate that to the Realtor without having to speak with them directly (and feel like you're letting them down).

If they are going to sell, it's an opportunity to say, Yeah! I'm still considering it, but I ran into a roadblock / am working with another agent / am not sure what the next steps are.

Access the nine-word email in Top Producer

If you're a Top Producer® user, you can automatically send the nine-word seller email to your cold prospects as they "bubble up" from Follow-up Coach.

When Follow-up Coach reminds you to reach out to a colder prospect, simply choose the "Just checking in" email and you'll have the email sent directly to your contact.

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How else do you engage colder seller prospects?

We'll keep sharing our best tactics, but we want to hear how you re-open the door (or respectfully close it) with seller prospects and leads that haven't gone anywhere. Share your best practices in the comments below.

To view the original article, visit the Realtor.com Results blogRealtor.com Results blog.