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Predictive Playbook: Home Seller

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We’ve got your playbooks and step-by-step scripts to ensure you find home sellers for you, and your referral partners!

Mortgage professionals are seeking ways to capture more business in this shrinking market. Before you blow your marketing budget on ineffective campaigns, take a look at the ways MonitorBase can help you generate more leads!

The Predictive Homeseller Alert occurs when a contact in your database has a high probability of listing their home for sale in the near future. How is this information accessed? The contact must meet the minimum credit criteria set by your organization and have a high propensity to list and sell their home in the coming months. 

This isn’t about credit inquiries that are pulled when your contacts have already started working with your competitor. This is about being ahead of the curve and getting alerts immediately. 

You will have to put the time and effort into utilizing the alerts, but it’s important to remember that it’s a process. Planting the seeds today will yield the results in the future! 

 

Watch the video for more information about the Predictive Homeseller Alert!

 

Below is an example of an effective script outline that is a great resource for your initial outreach and how to follow through. Reach out to your MonitorBase representative if you need help with scripting or need training. 

Script Example:

Hi (First Name),

It's (Your Name) from (Your Company).  

Make the Connection: At this point, you want to remind them of how you know each other.  This will change the tone of the conversation from a cold call to a warm call.  For example, if you helped them with financing to buy a home 2 years ago, bring that up.  If this is a contact that an agent provided to you, let the client know the connection, for example:

We worked together a couple of years ago to purchase your home...

OR 

I work closely with (Agent Name)'s clients...

OR

I helped you refinance your home back in 2020...  (you get the picture right?)

Now the conversation has relevance, now it's time to start talking about them...

You may have seen the letter or email from me recently, my system periodically reaches out to qualified clients that may be in the market, and your name popped up so I thought I would just give you a quick call and see if I could answer any housing market or mortgage related questions for you.  

Now let them talk, and ask follow-up questions that will get them talking about their future plans, for example... 

Have you been looking at any new homes or thought about a move anytime in the future?

Have you looked into the value of your home, or would you be interested in having (Agent Name) give you a good idea of your home value?

Give Value: Let the conversation continue from here, with you asking questions about them.  Let them tell you how you could help them.  Remember, selling and buying a home is a complicated process.  All you are looking for in the initial call is if they have any intentions of selling in the coming months.  People don't want mortgages, they want homes.  The more value you can give, in the form of insight or answering questions, the more likely they are to open up and have a meaningful discussion.  

Differentiate Yourself: Talking about rates and terms will put them to sleep.  Rates and Terms will sound very similar from one lender to the next.  Tell them how you are unique compared to other lenders and why you like helping find their dream home.  

Possible Next Steps:

  1. They are interested and moving forward in the short term. 
  2. They are thinking about it but not ready right now, maybe in the medium term they will be interested. 
    1. If nothing else, follow up with an email thanking them for the time.  Now that you got them thinking, you want it to be easy to find your contact info if they do want to discuss further. 
  1. Schedule a follow-up in your calendar for the next follow-up, especially if they said they might be in the market to sell in the next year. 
  2. If they are thinking of selling and they want to connect with an agent, make sure to make the introduction!  
  3. If they asked for follow-up information, provide that quickly and let them know you will check back after they have reviewed it.  It's up to you to always take the next action.
  1. They aren't in the market 
  1. Set a nurture campaign in your CRM of choice, doesn’t need to be every week, maybe just every few months. 

 

If they don’t answer: 

  • Leave a voicemail using the above script as an outline. 
  • Send a Text, if you can, with similar messaging as the voicemail. 
  • Send a follow-up email. 
  • Set a reminder to try again in 1-2 week