Look:

• Listing Endorsement Letter
• APS Script for Listing Endorsement Letter
• Neighborhood Alert Flyer
• APS Script for Neighborhood Alert Flyer

See also MORE Document #5196 and MORE Document #5276

Listen: Marketing Call, August 8, 2002 (36 mins)

Corrine and Alisa Barlow are with Barlow-Williams Realty in Camarillo, CA. They used this campaign, mailing 434 fliers at a cost of $180. Their hotline drew 100 hits and two call-throughs, which led to one appointment. The campaign earned $16,000 in commissions. Learn what they did on this Click Training.

Learn:

Are you in the process of helping someone sell their home? This powerful letter/flyer campaign is both innovative and effective. Neighbors love to be nosey and the endorsement from your seller will pique their curiosity.

The first letter comes from your client just after listing and notifies people in the neighborhood that they will be moving. The letter attracts interest and makes neighbors feel special because your client is informing them of the move before the "For Sale" sign goes up. You should target about 100 people in the immediate radius of the seller's home.

The most important thing is for the letter to come from the seller and not from you. Use the letter template below to make 100 copies with the seller's information and signature. Now, be careful of the details! Print on plain white stationary — nothing fancy. Use real postage, not metered. Use a plain white envelope with no return address.

When the house sells, send the Neighborhood Alert Flyer to the same 100 addresses. This is powerful because people love a scandal and they will be very interested in knowing what happened. Again, mail in a plain white envelope with no return address.

This double-hit strategy is unique. It attracts people who are in the cycle to sell and then move up to their trophy home. The nice thing about this program is the low cost and the high leverage. It can bring in a $50-to-$1 return even if you get only one new client for every two listings. The key is to turn this into a system — not the "idea of the day." Are you ready to get started?

How it Works:

1. Copy and paste the Listing Endorsement Letter into a new document and change the areas highlighted in red to your clients' specific information.
2. Meet with your clients to show them the program. Explain that you will be sending the Listing Endorsement Letter and Neighborhood Alert Flyer out in their name, and that you will also need them to record the Script For the Neighborhood Alert Flyer.
3. Print 100 letters.
4. Copy and paste the Script For the Listing Endorsement Letter into a new document. Change the areas highlighted in red, then practice and record the Script For the Listing Endorsement Letter.
5. Mail the letter to your group of 100 neighbors.
6. After the home is sold, download the Neighborhood Alert Flyer, change the telephone number and print 100 copies. Copy and paste the Script For the Neighborhood Alert Flyer into a new document, insert your client's specific information in the Script, and arrange for the seller to record the Script on a second free hotline extension.
7. Mail the Neighborhood Alert Flyer to the same 100 neighbors who received the endorsement letter.

Download This Template:

• Publisher Document — Neighborhood Alert Flyer

Samples/Templates:

Listing Endorsement Letter

APS Script for Listing Endorsement Letter:

Hello, this is Terry Hunefeld's Real Estate Help Line.

Thanks for calling about the home at 12900 Willow Creek Road, a quiet cul-de-sac street of $180,000 to $250,000 luxury homes in Kentwood directly adjacent to the Rudy Kramer Nature Center. I have arranged special home loans for this home so that you can own it for zero down payment.

This extraordinary three-bedroom, four-bath home is surrounded by more than an acre of beautifully landscaped, private grounds nestled in among huge maples and evergreens, and flower gardens complete with a lighted waterfall and fishpond. The home is decorated in the best of taste — like new in every respect — and meticulously maintained. Features include two fireplaces, three oversize, heated and air-conditioned garages, and a separate workshop.

12900 Willow Creek is listed for $189,000. It's an exceptional value, in that many homes in the area have sold for well over $200,000. If you would like a computer printout showing what other homes have sold for in the area, just give me a call and I'll be happy to put one in the mail to you.

I have arranged for several different types of home loans for Willow Creek. Three loans require zero down payment. Other loans feature very low monthly payments. Still other loans have extremely low interest rates.

12900 Willow Creek is located at <Give directions>

We'll be showing the inside of 12900 Willow Creek at <time> sharp on <day>. If you would like to see the inside of this beautiful home, receive a computer printout of other homes for sale in the area and receive a printout with the details of homes in the area that have already sold, stop by my showing at <time><day>.

(The following paragraph tells them who you are again, as they may not have gotten it the first time. Speak slowly.)

Again, this is Terry Hunefeld, and thanks for calling my Real Estate Help Line.

If you'd like to reach me directly for more details, my phone number is 555-1212.

Thanks for calling, and best wishes in your home search.

Neighborhood Alert Flyer

APS Script for Neighborhood Alert Flyer

Hi, this is Marty Adams. I’m the homeowner at 32104 Pendleton. You’re calling because you want to find out what my real estate agent did to me. Well, let me tell you...

I listed my home for sale with Dave Barlow on (date).

Dave did an outstanding job getting my home sold for 98% of my asking price, and helped me get $3,000 more than I expected. And he did it all in 19 days, even when the average market time for a home to sell in Princeton Estates is 55 days! The best part about it was (add your story here) that Dave negotiated the length of escrow I wanted so I could stay in my home for the holidays and have time to say goodbye to all of my friends.

Optional: Dave also helped me find a new home in Cascade using his free HomeFinder Service.

What really impressed me was that Dave kept all of his promises – he represented my interests at all times and he even gave you a raise… because my home sold for $280,000. It means that your home might be worth even more!

I wanted to be sure you knew that Dave has created a really helpful Consumer Awareness Hotline for Princeton Estates homeowners that gives a behind-the-scenes peek at the most common mistakes people make when selling their homes – and how not to make them. His hotline even gives you tips on simple, inexpensive things you can do to make your home sell for thousands of additional dollars when the time comes for you to sell.

You can listen to Dave’s Consumer Awareness Hotline on a free recorded message by calling 800-555-1212 and entering extension 4722, or (insert instructions here on how the caller can patch directly to your Consumer Awareness Hotline) just press star 8697 and you can listen to Dave’s Consumer Awareness Hotline right now. (Note, the entire Consumer Awareness Hotline script and listing generation campaign are contained in MORE Document #5428).

Or if you would like to contact Dave directly, his business phone is 987-5755.

I’ll miss living in Princeton Estates and miss all of my friends even more. I have been very blessed! Goodbye for now!