What's My Franklin TN Home Worth?: I Was the Only Agent Who DIDN'T Call Her

I Was the Only Agent Who DIDN'T Call Her

I Was the Only Agent Who Didn't Call HerToday I met with a buyer for a consultation. As we sat down to discuss her relocation to Franklin, I asked how she'd found me. She chuckled and then said, "You're probably going to find this a little funny." 

When she moved here two months ago, she signed up on every agent website she could find. She didn't realize at the time that all these sites have access to all the listings. She thought each site would have that particular agent's listings only. She included her cell number as a contact number. She said these agents have been calling her incessantly. She believes their behavior is borderline harrassment.

Anyhow, she said I was the only agent who didn't call her. She was so surprised by this that she gave my website address to a friend and asked her to register. That person did and never heard from me either. They receive my property updates daily and a monthly market report but no phone calls. When it came time to actually connect with an agent, she reached out to me. All because I let her search at her heart's content until she was ready to buy.

There is always lots of discussion about forced registration versus not. I do have forced registration. While the information provided by buyers gives me the ability to connect with them, I don't usually do that until they reach out to me. I learned early on that not every person who registers is an actual buyer. Many times they may even have an agent.

The buyers who don't have an agent find the property updates invaluable. The listings they receive keep them apprised of our current market. When they see something of interest, they call or email to schedule a showing. I already have three appointments scheduled this week using this method.

I Was the Only Agent Who DIDN'T Call HerSince they are registered users, I can see properties they've recently viewed on my site and look at homes they've saved as favorites. This information helps me better serve them as a buyer's agent. I know the style and features of homes they like without actually having to ask them.

I am currently working on additional ways to encourage buyers to reach out to me more often but it won't include me calling them multiple times a week. I'll continue to provide them excellent information about our market and when the time is right, they will connect with me.

I was the only agent who didn't call her and I got the job. There's something to be said for providing excellent information and then giving buyers space to explore on their own.

Tammie White, Managing Broker/Owner
CLHMS, CRS, GRI, SFR
Franklin Homes Realty LLC
Franklin, TN
(615) 495-0752 
GET REAL. GET LOCAL.
 
This posting with the content written here and photographs displayed are the intellectual property and opinions of Tammie White of Franklin Homes Realty LLC. Any party who uses this material without the written permission of Tammie White is subject to copyright infringement and possible lawsuit.
Comment balloon 23 commentsTammie White, Broker • September 22 2015 05:43PM

Comments

Interesting story Tammie.  I can relate to the part where many agents "...have been calling her incessantly. She believes their behavior is borderline harrassment."...  We have a couple brokerages here that make those same types of calls to buyer prospects and to expired listings and to FSBO listings.  I shake my head at some of the stories.  Thanks for sharing!

Posted by Ken Patterson, Roseville Real Estate, TOP Rocklin Realtor (TPR Properties) almost 3 years ago

Congratulations!!!!

This is definitely one way to determine and separate the A buyers from the B and C buyers.

Posted by Les & Sarah Oswald, Broker, Realtor and Investor (Realty One Group) almost 3 years ago

This is an interesting thought... the story and that PERTICULAR buyers experience might get you a referral or two out of the deal but I cant help and think about the business you may be letting slip away by not even giving a courtesy call to reach out.  

 

i think I would wait a few days/week whatever you may feel comfortable with and tell them you saw they signed up on your site, you believe they should have the freedom to look around without getting harassed, you wanted to introduce youself and let them know there was a real person there and to feel free to call you if they ever have questions, or would like to see a property.  I might give a follow up call 3-6 months later if theyre still active on your site and havent reached out to you.  But there are definitely ways to reach out and be a resource without being harrassing.

Posted by Chip Morgan, LSS, LSE, LMS (Long Realty - Dove Mountain, Marana AZ) almost 3 years ago

Great story! This is a very tough subject to know which way to go. I am sure there are people who think when nobody calls you don't care, but knowing when to call and how often to call is tricky.

Posted by Tom Bailey (Margaret Rudd & Associates Inc.) almost 3 years ago

sorry... Just a follow up...  This is the thought process I use when I try to acquire expired listings.  IF I call them I wait 45-60 days after their listing has expired and if they havent relisted I call them.  Otherwise I wait a few weeks after expiration and I send them a short and concise letter explaining that I didn't call them because I know EVERYONE else is doing that, and I tell them what I feel are the most important factors in getting a property to sell and that I would love to "Interview for the job if they are looking to relist their home again in the future."

Posted by Chip Morgan, LSS, LSE, LMS (Long Realty - Dove Mountain, Marana AZ) almost 3 years ago

Great post Tammie White  I really enjoyed reading this . I also do not call people who unless they call me .  I like her remark that it borders on harassment

Posted by Hannah Williams, Expertise NE Philadelphia & Bucks 215-953-8818 (Re/Max Eastern inc.) almost 3 years ago

Good morning, Tammie! This is a very interesting story and congratulations on getting that call. Have a great day ahead!

Posted by Katerina Gasset, Get It Done For Me Virtual Services (Get It Done For Me Virtual Services ) almost 3 years ago

Tammie, this is a prime example of why I don't go after FSBO's and Expired listings. I've heard so many horror stories about homeowners getting upwards of 100 calls within a few days of an expired listing or putting their home up FSBO. I completely agree that it's a form of harassment and I want no part of it.

Posted by Nicole Doty - Gilbert Real Estate Expert, Broker/Owner of Zion Realty ZionRealtyAZ.com (Zion Realty) almost 3 years ago

Tammie White Your reverse marketing approach worked for this client, but I suspect there are many more that it doesn't, as we are all drilled with the information that calling with in 5 minutes of a sign-up dramatically increases the 'capture' rate.  I am pleasantly pleased that you just proved the experts incorrect!

Posted by Sandy Padula and Norm Padula, JD, GRI, Presence, Persistence & Perseverance (Realty National) almost 3 years ago

Tammie,

Many agents have the same policy of not calling until they are contacted and they don't have forced registration...We stand by our mantra, every market is different, every community is unique.  We have hundreds of subscibers to our blog on our site.  We don"t check on them, email them or call them.  They call us.  A 

Posted by Ron and Alexandra Seigel, Luxury Real Estate Branding, Marketing & Strategy (Napa Consultants) almost 3 years ago

Nice approach to your website visitors, Tammie. I require registration after two visits, but only send them an introductory email or phone call. Don't believe in harassing those website visitors. Some have been on my site two years, and are still searching.

Posted by Jerry Newman, Texas REALTOR, San Antonio Military Relocation (Brown Realty, 210-789-4216,www.JeremiahNewman.com) almost 3 years ago

Hi Tammie - I think that's a great policy. We do send out a brief e-mail when people first sign up, letting them know that we're always available to answer any questions, but that we will wait for them to contact us. It does stand out from the crowd and seems to be appreciated.

Posted by Dick Greenberg, Northern Colorado Residential Real Estate (New Paradigm Partners LLC) almost 3 years ago

Ken - I know this isn't typically the way to use a lead generation website but it's a system that works for me.

Les - True.

Chip Morgan - You may be right. When I originally set my site up, I called every registrant. Frankly, the number of people signing onto my site each month has grown beyond my ability to call everyone. Besides, I found a lot of buyers were already working with other agents who either didn't have a website or their site sucked. These buyers wanted to pick my brain even though they were going to use the another agent. Who has time for that? Not me.

Instead, I provide them with excellent info. I am working on a video drip campaign that is of an educational nature to buyers that should get my phone to ring even more. I just had appointment number 4 this week schedule a showing. Isn't that our goal to meet and greet these buyers? I'm doing that. Maybe on a smaller scale than you do but it works for me.

Tom - That's why I'm working on a video series so they know I care but I'm giving them space.

Hannah - It can be that.

Katerina - Thanks.

Nicole - We think alike.

Sandy - I'm sure many agent get great results from calling in 5 minutes but that's not my style.

A - Absolutely.

Jerry - I once had a website user for three years. When she was ready to buy, she called to say I was the only agent who had faithfully sent her listings that entire time. I showed her five houses and we closed 30 days later on a $500K house.

Dick - I send a similar email.

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) almost 3 years ago

There's just no reason to hound people.   It is a real turn off for people.  You handled it just right and it shows.  

Posted by Belinda Spillman, Colorado Living! (Aspen Lane Real Estate Colorful Colorado) almost 3 years ago

Good afternoon Tammie. You are very smart and I'm glad your style is working for you.

Posted by Sheila Anderson, The Real Estate Whisperer Who Listens 732-715-1133 (Referral Group Incorporated) almost 3 years ago

Tammie - I agree with you approach.  You have to warm people as they go through you sales funnel.

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) almost 3 years ago

Belinda - I hate it when I get those calls about getting to the first page of Google. Why would I do the same thing as these salesmen?

Sheila - We all have to find our own way.

Grant - Business is always easier when it's intiated by the buyer.

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) almost 3 years ago

This is so interesting, Tammie.  I'm not surprised as I've heard many people feel that they've been harrassed by all the agents calling.

It's almost better if you have them register and have a question in there about whether they would like to get a call from Tammie or something like that so it sounds personable and you filter out who does and does not want a call.

Posted by Debbie Gartner, The Flooring Girl & Blog Stylist -Dynamo Marketers (The Flooring Girl) almost 3 years ago

Wonderful story Tammie.....and that's the way it's done.  The sign of a true professional!

Posted by Roger D. Mucci, Lets shake things up at your home today! (Shaken...with a Twist 216.633.2092) almost 3 years ago

Debbie Gartner - I'm working on a video drip campaign that will put me in front of buyers and encourage them to call me.

Roger - You're too nice.

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) almost 3 years ago

Be different, it works. I believe our industry changes, now 10 years+ being online, consumers are done with the incesant follow up or canned email campaigns. Me, I just wait for the phone to ring, and it does. When ready, they call or email.

Posted by Corinne Guest, The Choice of Professionals for Luxury Home Buying (Barrington Realty Company) almost 3 years ago

Bravo, Tammie!  I love your approach...if you're sending them meaningful information via email that is tailored to their search, that's providing a truly helpful service that is both non-intimidating and non-intrusive.  

I'm a big fan of 'user control'.  You're right, the ones who contact YOU are most likely better leads.  

An additional suggestion might be to include a link to an 'intro' video in your emails to new registrants.  It should just be a warm welcome and 'thank you' for visiting your site, a short statement about what makes you DIFFERENT (perhaps the fact that you won't be hounding them by phone!!)  and an offer to be there at a moment's notice for anything they need.   It's personal and purposeful. Something hardly anyone does...and everyone will remember.

Wishing you tremendous success!

Posted by BrandFace / Tonya Eberhart & Michael Carr, (Personal Branding for Real Estate STARS) (BrandFace, LLC) almost 3 years ago

Tammie -- what a great and inspiring post and can't wait to read of a happily-ever-after kind of ending.   

Posted by Michael Jacobs, Los Angeles Pasadena Area Real Estate 818.516.4393 (Coldwell Banker Residential Brokerage) almost 3 years ago

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