SELLER PIPELINE & CHECKLISTS

Cultivate Phase

Just Met (0%)
  • Get phone number
  • Get email
  • Get current address
  • Get neighborhoods
  • Get birthday
  • Add to DTD2 group in database
  • Categorize as Nurture in database

8x8 Nurture (5%)
  • TOUCH 1: Send “Nice Meeting You” video text
  • TOUCH 2: Add to “Monthly Neighborhood Nurture” SmartPlan
  • TOUCH 3: Email this month's “Total Market Overview” video email
  • TOUCH 4: Call to check-in/gather more info
  • TOUCH 5: Send “Nosy Neighbor” postcard
  • TOUCH 6: Send “Meet My Team” email
  • TOUCH 7: Send “Trusted Vendors” postcard
  • TOUCH 8: Call for appointment

Long-Term 33 Touch (10%)
  • Add to 12 Direct automated email campaign
  • Add to automated birthday email campaign
  • Add to automated home purchase anniversary email campaign
  • Make Q1 DTD2 phone call
  • Deliver Q1 Item of Value
  • Send January “Featured Partner” postcard
  • Send February “Evidence of Success” postcard
  • Send March “Just Listed & Sold” postcard
  • Make Q2 DTD2 phone call
  • Deliver Q2 Item of Value
  • Send April “Keller Mortgage Saves You Money” postcard
  • Send May “Evidence of Success” postcard
  • Send June “Just Listed & Sold” postcard
  • Make Q3 DTD2 phone call
  • Deliver Q3 Item of Value
  • Send July “Featured Partner” postcard
  • Send August “Evidence of Success” postcard
  • Send September “Just Listed & Sold” postcard
  • Make Q4 DTD2 phone call
  • Deliver Q4 Item of Value
  • Send October “Featured Partner” postcard
  • Send November “Evidence of Success” postcard
  • Send December “Just Listed & Sold” postcard

Hot (Looking Now) (20%)
  • Add to “Monthly Neighborhood Nurture” SmartPlan
  • Email curated list of properties for sale (if moving)
  • Call to set appointment for pre-qualification call
  • Send Keller Mortgage link for new home purchase

Appointment Phase

Obtain Listing Appointment (25%)
  • Send reminder/calendar invite to seller for upcoming appointment
  • Set appointment with no more than two potential times for appointment
  • Prepare net sheet in Command  
  • Prepare listing contract
  • Confirm appointment via video SMS 48 hours from appointment
  • Update contact notes with conversation points
  • Research and run comps for property
  • Customize listing presentation in Command for appointment

Appointment Completed (30%)
  • Text “Thank You” one hour after appointment
  • Send “Next Step” SMS (e.g., “Your next step to get your home sold for the most money is to meet with the stager.”)
  • Take “Coming Soon” photos
  • Add appointment notes in Command
  • Send handwritten “Thank You” note within 1 day of appointment
  • Send video about listing contract if signing later
  • Order preliminary title report/property profile
  • Update Command Opportunity details as needed in Sales Pipeline

Second Appointment (if necessary) (35%)
  • Send calendar invite
  • Text them a question prior to meeting (e.g., “Is there anything you would like to review in more detail when we meet?”)
  • Handwritten note thank you/nice to meet you
  • Update contact notes with conversation points
  • Prepare listing documents & update with anything from 1st appointment
  • Send “Thank You” card whether they choose you or not
  • Update notes with new info learned

Active Phase

Pre-Listing (40%)
  • Schedule stager
  • Order “Just Listed” or “Coming Soon” sign
  • Schedule photographer
  • Photos received
  • Create property landing page in Command and buy custom URL
  • Create marketing materials in Design (flyer, postcard, social media post)
  • Search Neighborhoods in Command. Call then text anyone living or looking in the neighborhood or nearby. Don't send anything, just give details. Invite to Sneak Peak.
  • Schedule Sneak Peak just for neighbors.
  • Create Facebook Sneak Peak Open House Invite post/ad
  • Mail or doorknock Sneak Peak (RealMailers in Command)
  • Complete Sneak Peak Open House
  • Update seller on pre-listing marketing efforts
  • Update Opportunity Details in Sales Pipeline

Publish Listing (45%)
  • MLS input complete
  • KWLS input complete
  • Schedule Just Listed Open House for the public
  • Create Facebook Just Listed Open House Invite post/ad
  • Add Just Listed flyers made in Command to flyer box or create sign rider to direct to landing page
  • Post Open House in appropriate website and MLS
  • Search Neighborhoods again in Command to see who is living in the seller's neighborhood or adjacent. Email home to contacts that fit.
  • Hold open house
  • Create lead ad in Campaigns
  • Update seller on Just Listed marketing efforts and results
  • Discuss price adjustment if needed.
  • Update price/terms in the MLS
  • Update Opportunity Details in Sales Pipeline

Offer in Negotiations (50%)
  • Add received offers into Opportunities ▸ Offers
  • Verify offer funds/loan approval of buyer
  • Update estimated net proceeds to seller
  • Compare multiple offers to seller
  • Create offer comparison for seller
  • Review offers with seller
  • Send counter offers
  • Accept an Offer in Command and send rejections to other offers
  • Send “Thank You” If they choose someone else

Under Contract Phase

Acceptance of Offer (60%)
  • Received accepted contract from buyer's agent
  • Call/email seller to congratulate them and tell them what’s next (keep it short, schedule inspections, schedule appraisal, order HOA docs/demands, etc.)
  • Email contract to escrow & lender to request appraisal order
  • Email disclosures to buyer's agent
  • Update MLS listing status as Pending
  • Send seller contract and timeline
  • Fill document placeholders in Command ▸ Documents tab for compliance
  • Set up reminder to call/email BA/lender/seller weekly or every other day with updates during escrow process
  • Complete Commissions tab for DA
  • Confirm earnest money deposit
  • Call to see if there are any requests from the lender
  • If referral, send referrer an update
  • Update Opportunity Details as needed in Sales Pipeline

Inspection (70%)
  • Inspection scheduled
  • Send client inspection calendar Invite
  • Inspection report received
  • Inspection objection received
  • Inspection objection and report sent to seller
  • Call agent to discuss inspection
  • Inspection ratified
  • Notify clients that we have negotiated inspection
  • Schedule necessary work for home for inspection

Appraisal (80%)
  • Appraisal scheduled
  • Calendar Invite sent to sellers for appraisal time
  • Client notified about appraisal and what to expect
  • Appraisal completed
  • Appraisal results confirmed
  • Video text a successful appraisal
  • Call about appraisal issue
  • Upon moving forward, ask seller closing time preference or set based on contract

Clear to Close (90%)
  • Pre-Closing: Verify clear to close from lender
  • Make sure there are no outstanding items from escrow
  • Confirm compliance review complete in Command ▸ Opportunities ▸ Documents
  • Verify home protection has been ordered
  • Final walkthrough with buyer's agent & seller approx. (5) days before closing
  • Confirm escrow received loan docs or cash to close funds
  • Received estimated settlement statement and compare to original estimated net sheet from offer
  • Call/email escrow to find out availability for signing appointment
  • Schedule signing appointment with seller
  • Set expectation with seller on when to turn over keys/remotes
  • Remind buyers to turn off utilities
  • Coordinate possession & keys/removal of lockboxes with buyer's agent
  • Confirm lender-funded loan
  • Confirm title recorded
  • Call seller to congratulate and coordinate keys for buyer's agent
  • Order gift for sellers
  • Update Opportunity Details as needed in Sales Pipeline

Closed Phase

Closed (100%)
  • Update contact with new address
  • Finalize Opportunity Details in Sales Pipeline
  • Ask for referral/testimonial
  • Take photo “Just Sold” family photo for social media
  • Take down yard sign
  • Update MLS listing status as Sold
  • Deliver gift to seller
  • Send Thank You video text to buyer's agent
  • Setup schedule for client follow-up after close of escrow
  • Send review request with links
  • If referral, send Thank You card and gift to referrer
  • Mail Just Sold postcard to 100-200 homes from Command Campaigns
  • Create/order Just Sold marketing pieces
  • Put Just Sold sign in front yard & set reminder to take down after 2 weeks