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I recently talked to a new HouseHunt agent in Seattle who is thrilled about the upturn in the market and that more people are starting to search for homes again. In fact, he can’t stop talking about it.

“It’s so exciting to me,” Billy O’Sullivan said. “I have all these people in my pipeline that I otherwise would never meet. Just to be able to communicate with them on the phone, let alone close their real estate transactions, would be worth the check that I write.”

Obviously, O’Sullivan is a people person and has the gift for gab, which is good if you can channel it effectively into transaction closings – which O’Sullivan and his small office are doing with more than 40 closings this year through July.

“I’m growing closer to these people on a daily basis and I’m using all of my technology skills to stay connected to them and let them know that we can be partners for life in the real estate business,” O’Sullivan said about his pipeline. “My sphere of influence is growing daily and I look forward to expanding my business horizons each day.”

Even though O’Sullivan used to direct commercials in L.A., he doesn’t need a script when dealing with prospects and clients because of his infectious personality. But not every agent is like that, so following a script until it becomes second nature is helpful. I’m not just talking about verbal communication because an effective e-mail follow-up to leads is also crucial and might be the preferred way of initially doing business for some prospects. Here are samples depending on if your leads are from buyers or sellers:

BUYERS

Dear (first name), Thanks for reaching out regarding your home search. I’d be happy to help you find the home that best suits your needs and answer any questions you might have. But first I have a few that will help me assist you better, so please respond to this e-mail at your earliest convenience about the following:

• Type of home (single family, townhouse, condominium) you are considering and the desired square footage.
• Number of bedrooms, bathrooms and other rooms you are looking for.
• Features and amenities, such as a pool or gourmet kitchen, that are on your list.
• Preferred location and proximity to schools, parks and other sites important to you.
• Price range in which you’d like to purchase.

This is an important decision for you, so please don’t hesitate to call or e-mail me with questions. I look forward to hearing from you soon. Sign off with your name, title, phone number, e-mail address and website.

SELLERS

Dear (first name), Thank you for your home value inquiry. I’d be happy to offer you a complimentary market valuation of your home. In order to provide the most precise assessment possible, please respond at your earliest convenience to the items listed below:

• Address/city/state/ZIP code
• Type of property/approximate square footage
• Bedrooms/bathrooms/additional features
• Year built

I will get a market evaluation back to you soon with a price range based on comparable property information. In the meantime, please don’t hesitate to call or send me an e-mail if you have any questions. I look forward to hearing from you soon. Sign off with your name, title, phone number, e-mail address and website.

You can alter these e-mails and set them up in a way that suits your circumstances and personality. The idea is to gather as much information as possible and let the prospect know that you’re the most helpful and knowledgeable agent in the area to work with.

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