Q: “Denise, I am really working hard to create a new-and-improved new listing checklist like you recommended. I have been doing it from my head for so long it is good to get it down on paper and this has me realizing there is a LOT more I can delegate! But I have a question about just listed cards and open house invitations. I used to do these things, but haven’t because the market is so fast. Frankly, it was an expense I didn’t feel I needed. Should I add them to the list anyway or just when the market quiets down?”

A: What if I told you that an agent literally doubled her business by mailing out a series of letters when she listed, pended, and sold a property? Would you keep that as a permanent part of your list? I bet you would! This Listing Letter Series has had GREAT results for my clients. It is even a better option now with different areas having different rules and regulations around COVID? Why?

The letter is effective because it is about SERVICE; it is not a SALES piece. The first letter announces to the neighbors that there is a listing in the neighborhood and they can expect more traffic. If they are concerned about the traffic, you offer to put up cones or slow down signs (service!). If an open house is scheduled, dates and times are also announced with an invitation to come on by. But what if your area has COVID restrictions in place? List them in the letter so they know that you are being safe and what to expect. If open houses are not allowed but you will have a video or Matterport tour, include that link in the letter.

The letter isn’t about you and your success record, it is about being of service to the neighbors. Then follow up with a letter when the property pends and then when it sells. This should ABSOLUTELY be part of your process. Add it today!

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