Lead

Reason

• Person came in to our system

Work, Prep, Tools, and Deliverables

• Where did they come from
• Interaction history
• Buyer or Seller

Contact Attempt

Reason

• Catch them while they are actively looking
• Learn more about them 
  • Background
  • Needs/wants
  • Lifestyle
• Answer questions/help
  • Property specific
  • How is your search going
  • Do they need search adjustments
  • Time frames
  • Major life events
  • Financing
• Offer value

Work, Prep, Tools, and Deliverables

• Call, Facetime, text before calling

Meaningful Conversation

Reason

• Establish Rapport
• Understanding Motivations (Pains & Pleasures)
  • Schools
  • Job
  • Time frames
  • Family proximity
• Fist call interview questions
  • Do you own
  • How many homes have you owned
  • What are you looking for and why
• Understand if they are already working with a lender
• Finding out interests in a specific home
• Educating about Homebot
• Educating about Ylopo
• What to expect during showings
• New releases in a community
• Upcoming events in an area
• FORD conversations (see Sphere Sales Map)
• Property specific details
  • HOA
  • CCRs
  • Utilities
  • Home Warranty
  • Inspections
  • Taxes
  • Exemptions
• Neighborhood updates that might impact them
• Post closing action set
  • 1 year anniversary
  • Have you met the neighbors?
  • Restaurant ideas
  • Event ideas
  • Daycare suggestions
  • Settlement statements
• Vendor introductions
• Tactical Empathy
  • Labels
  • Mirrors

Work, Prep, Tools, and Deliverables

• RSS Feeds and articles
• Social Media engagement and awareness "Film Study"
• FUB Notes
• Property Search
  • SRPD
  • Listing agent conve
  • Assessors Page
  • Assessments
  • MLS
  • RPR
  • CRS Data
  • Title Company Customer Service
• Homebot - set up area reports
• Ylopo - set up search
• DISC and awareness of their wiring
• Being aware of competition and market
• Up to date birthday and anniversary calendar
• 100 ways to create a database
• Trade partners for specific information
  • Loan officers
  • Title
  • Attorneys
  • Contracts
• Vendor list
• Property Managers
• Property ownership tools

Appointment Scheduled

Reason

• Meet them face to face
• Add value

Work, Prep, Tools, and Deliverables

• Calendar availability
• Time block
• Set up paperwork
• Schedule showings

Appointment Held

Reason

• Buyer Interview
• Pre-approval
• Showings
• Offer
• Counter Offer negotiation
• Addendums
• Inspections & Dilligence
  • Secondary viewing
  • Furniture measure
  • Family audit
  • Re-inspections
• NORR present & negotiate
• Frame Walk
• Walk-thru
• Signing
• Closing
• Keys
• Closing gifts

Work, Prep, Tools, and Deliverables

• Print out buyer packet
• Prepare gift and water
• Signed disclosure package
• CMA
• Showing prep
  • Schedule showings
  • Driving Route
  • Clean and gas vehicle
  • Call listing agent with questions
• Pre-Qualification Letter
• Property Dilligence
  • AMG
  • CMA
  • SRPD
  • Listing agent convo
  • Assessor page 
  • Taxes
  • RPR
  • CRS Data
  • Title company customer service
  • Property history 
  • Schools
• End of showing review
• Ylopo favorited properties
• Facetime/Property video
• Keep what's and why's with you when showing
• Price range exploration

Outcome - Closed Sale

Reason

Work, Prep, Tools, and Deliverables