Q: “Denise, this spring has gotten away from me and I have a few ‘almost now’ clients in my pipeline that I need to reach out to. What do you suggest?”
A: I would suggest putting together a half-year market review for the area they are considering either buying or selling in. This should include a summary of actives, pendings, solds, and prices. Include a summary for the first six months of 2015 and then compare that to the first six months of 2014. You may also want to include information on interest rates.
Combine this with printouts from the MLS which pertain to their particular buying or selling situation. For example, if I had a seller in the Silver Firs neighborhood, I would put together the half-year report for the city that Silver Firs was in, but then included information on what has sold and what is currently on the market in the Silver Firs neighborhood. I find it very effective to put notes and highlight different elements on the MLS information to point out similarities that might be of importance to the seller.
Call up your potential client, let them know the information is coming and you would be happy to set up a meeting to go over the contents. Or let them know it is coming and then call to follow up.
This kind of custom report will get people thinking about their particular situation and perhaps ready to make a move!
If you would like a template for this half-year report, become a member of Club Zebra PRO and you can get this right here: http://www.thelonesgroup.com/customer/vault.asp?op=item&vid=2574