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This is Tracey's follow-up process from the webinar, "Agent Spotlight: Building a Million Dollar Pipeline with Tracey Todd," as well as his go-to scripts and subject lines, which are designed to generate a response and keep him top of mind.

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Day 1

  • New lead comes in
  • Automated welcome email
  • ICW email goes out

The ICW (Initial Contact Wizard) is an automated email that goes out after 12 hours when a contact stays in the 'New' status. If you don't want the ICW email to go out, simply change the status to anything other than 'New'. Learn more about the ICW

Day 3

  • Check their engagement
  • Send “Ready or Not Ready” email
  • Review listing alert

Your system will automatically add a listing alert after 24 hours based on the contact's viewing history on your website. Be sure to go in and review the listing alert criteria to ensure it's relevant. Learn more about listing alerts

Ready or Not Ready

Code Block
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Subject: Ready or not completely ready, I’m here to help

They say, “Pictures are worth a thousand words!” until it has to do with the largest investment of your life. Real estate websites and pictures only tell half the story about that home. Going and seeing is always the best way to make a home decision but if you are not ready to start touring homes, I have a VIP buyer service you might really appreciate. 

I can send you plat maps, tax information, videos, or additional photographs and sale history on any property that is for sale currently or has sold in the past. Can you think of anything you need right now to help you along in the process or would you prefer to jump right in and start looking?

Feel free to give me a call at [phone number] or e-mail me at [email address] and I would love to discuss your plans for the future and see if there is more details that I can provide to help assist you in the process.
Please know I do not intend to pester you, but I do want you to know that I am here and ready to help you find your dream home. Please let me know if there is anything I can do. 

Day 6

  • Check their engagement
  • Send “hand-picked listings" email
  • Wait 24 hours

Hand-Picked Listings

Code Block
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Subject: Hand Picked Listings

Thank you for taking some time and searching for homes on my website. I am always searching and looking at homes in the area and I hand picked a few that might be of interest to you that were not in your search:

Listing 1 (with personal/anecdotal context)
Listing 2 (with personal/anecdotal context)
Listing 3 (with personal/anecdotal context)

Please take a look and let me know what you think of the listings I sent.  
Which do you prefer 1, 2 or 3?

My feelings are never hurt but I want to make sure that I am doing my part and identifying the right homes for to be able to help in your journey.

(info) When sending listings, these can be listings they haven't seen, OR listings they've viewed but with additional context. Try to make these listings more personal by including information they can't get online (e.g. why you're sending it, why they'll love it, etc.)

Day 7

  • Check their engagement
  • Add to "First Campaign" OR
  • Add to Buyer group

When you add a contact to a group, they will automatically be added to any campaigns associated with that group. So if you add them to a Buyer group, just make sure that group is associated with the campaign. Learn more about groups & campaigns

After 6 Weeks

  • Check their engagement
  • Move contact to ‘Retry’ status
  • Add to “Re-Engage Campaign”

After Another 6 Weeks

  • Check their engagement
  • Move contact to ‘Cold’ status
  • Add to “Annual Leads Campaign" which includes the "Life Alert Email"

Life Alert Email

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Subject: Life Alert or Just Busy?

I’ve tried to reach you a few times to see how I may assist you in your property search, but haven’t heard back which tells me one of three things:
1) You’re all set with a new place and I should stop bothering you.
2) You’re still interested but haven’t had the time to get back to me yet.
3) You’ve fallen and can’t get up and in that case let me know and I’ll call someone to help you…

Please let me know which one as I’m starting to worry!

I can be reached at [phone number] or [email], a quick call, text or e-mail and I will be able to sleep a little better at night.

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Additional Resources

 

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Learn Tracey Todd's lead follow-up process, as well as a few of his go-to scripts for getting a response.

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