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Tired of throwing the latest listing at your client trying to desperately get them to agree to an appraisal? Having no luck? Follow our series of tried and tested ideas to bump up those numbers.
Find the rest of the Appraisal Inspiration series here:
The “Neighbour” in your street
The Market Health Update
The Anniversary Script
An easy way to build rapport between yourself and the client is to offer appraisals on the anniversary of their purchase. A quick call congratulating them on x number of years in their property, asking how they’re enjoying the property and offering an appraisal will make it seem that you care about their home life and may give you an insight into whether they are considering selling.
“Hello, Ms Buyer! I am just calling to congratulate you on your 3 years in your lovely home! How is everything going?”
“Hello, Mrs Realtor! Things are going really well, we just love the area!”
“I’m so glad to hear that! Ms Buyer I won’t take up too much of your time. Something that we like to offer our clients is a free anniversary appraisal so you can see how much your house has grown in value in the last three years; how open-minded would you be in having a quick chat next week to discuss this market growth?”
Following this initial update, or, if starting from the client’s first year of ownership, we have found a more direct assumptive approach very successful. When you have sold them the property, it is beneficial to let them know the level of service you provide for them ongoing and that part of that is their annual update. This will not only prepare them to expect the call but hold you accountable to making it!
“Hello, Ms Buyer! I am just calling to congratulate you on 1 year in your home! How is everything going?”
“Hello, Mrs Realtor! Things are going really well, we just love the area!”
“I’m so glad to hear that! Ms Buyer I won’t keep you long, I’m calling as it is time for your annual market update. Is there a time next week or perhaps the week after that would be ok for me to pop out for a cuppa and to go through your update?
A lot of these scripts benefit from brevity, but this one can be used as a useful jumping-off point to have lengthier discussions. Chat about how the local area has changed since their purchase. Ask if they have enough room or have completed any renovations. While we don’t think it’s necessary, a lot of agents purchase gifts for the client to go along with these appraisals which can help to create a lasting impression.
Don’t have the time to keep in contact with your clients yourself? Enquire with us today or read the rest of our blogs to see how we can revolutionise your client base!
