FALL WHAT REALTORS NEED TO KNOW
LEARN USEFUL
CHATGPT PROMPTS TO TAKE YOUR BUSINESS TO THE NEXT LEVEL
2023
SELLER GUARANTEE UPGRADED TO
$10,000 TIPS
TO TURN FSBO LISTINGS INTO CLIENTS
READY-TO-USE
SOCIAL MEDIA TEMPLATES
TABLE of CONTENTS 1 Introduction 2 Discover the Power of the
$10,000 Seller Guarantee
3 Turn FSBO Listings into Clients 7 How ChatGPT Can Make You More Efficient
9 Social Media Templates 11 Fall Pop-by Templates
WHAT REALTORS NEED TO KNOW: FALL 2023 During this challenging housing market, our industry has a chance to adapt and thrive. Now’s a great time to refresh your marketing strategy and start connecting with potential buyers and sellers in a more personal way. In this Fall Playbook, learn all about new resources you can use to help your clients compete in today’s market, get tips on converting For Sale by Owner listings into customers, find out how to use ChatGPT more efficiently, and much more. Happy Fall — Let’s get started!
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DISCOVER THE POWER OF OUR $10,000 SELLER GUARANTEE
on the table. We are now offering a $10,000 Seller Guarantee (which is in additional to the buyer’s earnest money) giving sellers an added incentive to accept your buyer’s offer. This is HUGE!
Realtors on both sides of the home sale are navigating challenges within the current real estate market.
How it works:
Negotiations can feel like an uphill battle, usually requiring quick decisions and out-of-the-box thinking to get an offer accepted. Despite the challenges, there’s plenty of room for you to grow your business as a Realtor. You just need the right strategies for success in your toolbox to give your clients a competitive edge!
• The seller will receive $10,000 if your buyer’s loan doesn’t close due to financing issues. • This money is in addition to the buyer’s earnest money, giving sellers an added incentive to accept your offer. • Your buyer’s offer will look more attractive with a $10,000 financial incentive attached to it.
For the past year or so, we’ve been promoting our Home Buyer Edge program with a $5,000 Seller Guarantee with great success for agents, buyers, and sellers.
The more a client knows they can lean on you when buying a home, the more referrals you’ll get! Home Buyer Edge with the $10,000 Seller Guarantee is a necessary tool to help you stand out in a sea of agents and will give your buyers the competitive edge they need.
We are so confident with this added benefit and with our Operations team at Churchill Mortgage, that we’ve upped our game and put more money
Seller Guarantee is for qualifying borrowers and select loan types only and are not available in all states or locations. Offer only valid on home loans closing on or before December 31st, 2023.
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TURN FSBO LISTINGS INTO CLIENTS There are certain perks that come along with selling a home without a listing agent, especially in a competitive market. Let’s talk about For Sale by Owner listings and how you can get them to choose you instead! The easiest way to get a seller to list with you is to start by providing value to them. Can you throw some quick market data their way to show what they’ve been missing? Here’s an easy example: 5.95 million homes were sold in 2022 with only 10% of them being sold by owner. The facts speak for themselves. 90% of homes were sold using a Realtor, and many homes sold by owner went for less than the median sale price. Yikes! No one wants to get less than they deserve for the home they worked so hard to buy. Working with you could be a way to make sure the seller gets what they deserve, pricewise. Some of the ways a Realtor brings value to home sellers:
Marketing Whether it’s through descriptions of the home or open houses, you know what is needed to make a home look desirable to a buyer. You have the ability (and network) to stage a home perfectly, showcase it through photos and language, and present it to potential buyers in an elevated manner. Yes, a seller may be able to do some of that, but it’s your keen eye and expertise that sets you apart, right? Right! Relying on your make selling the home as stress free as possible.
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Negotiation Who is going to negotiate better than you? Who is going to make sure the seller receives multiple offers and, perhaps, even a bidding war? YOU ARE! The complications that can happen when buying a home all but disappear when a seller chooses you as their Realtor. So, how do we get the seller to make you their Realtor without coming across as super pushy? 1. Start with a simple email or phone call. It doesn’t have to be anything more than an introduction. Here’s a sample email:
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2. Follow-up your email with a phone call. Here’s a simple phone script you can adapt:
PHONE SCRIPT You: Hey John, this is Erin with ABC Realty Group. How are you? John: I’m well, how are you? You: I’m doing great, thanks. I sent you an email a few days ago because I saw you were selling your home on your own and wanted to reach out. I’ve had a few listings in your area and noticed you were selling yours for under market value. Can I ask why? John: Oh, wow…really? We thought we had it priced similarly. You: Yeah, that happens a lot when people sell on their own. It’s nothing to stress about, though. Would you be open to grabbing coffee and going over how I may be able to help you bring that price up? John: That would be great!
Again, you didn’t push, you just provided value. You showed the potential client you were someone they could count on before they even work with you. We all know you’re probably going to get some pushback, right? Hearing the word “no” is part of the process. This means being prepared to respond to their “no” without any defensiveness, only more value. For example, if the seller tells you, “Yeah, we don’t need any of that. We worked with a Realtor before and got a bad deal,” you want to respond with empathy. “I am so sorry to hear that, John. I’ve been there and it’s disappointing when someone doesn’t do their best for you. If you’re open to it, I’d like to hear what happened and tell you how we can avoid that same scenario this time around.” By showing compassion, you’re creating space for an open dialogue. This matters when working with a hesitant client. 5
3. After the phone call, let the seller know you will email them a pre-listing package to review. By having a simple presentation for a potential seller to look over at their leisure, they can see what you do and how it can make a difference in their sale, without any pressure. You’ll want to include: • Information about you and your team • Information about the current market • The steps you take to sell a home, and to protect and support the seller in the process • Testimonials from past clients • A link (such as Calendly or Acuity Scheduling) to schedule a call with you Your job as a Realtor is to help people buy and sell homes, but it’s also about educating your client and being someone they can turn to. Even if you don’t get the For Sale by Owner listing, you may get a referral. Choosing to treat people well even when they don’t choose to work with you will set you apart from the crowd. 6
HOW CHATGPT CAN MAKE YOU MORE EFFICIENT In today’s dynamic real estate landscape, staying ahead of the curve is crucial for Realtors. Artificial intelligence has brought new tools to our fingertips, and one that’s continuing to cause waves in the industry is ChatGPT. This AI-powered assistant can be a game-changer in boosting your marketing skills and driving your real estate business forward. Here’s how:
Listing Descriptions Whether you love or hate writing listing descriptions, you know they play a crucial role in turning strangers into potential leads. ChatGPT is a great tool when you’ve hit a writing wall, but it will need some guidance. Here’s an example listing description prompt you would give ChatGPT:
Email Templates When you’re in need of quick ideas for email campaigns for potential clients, head over to ChatGPT for inspiration and content ideas. Simply ask, “Can you give me 5 quick ideas for drip emails from a real estate agent to potential home buyers.”
“Write an intriguing listing description for a 3,000 square foot house in Denver, Colorado, that has 3 bedrooms and 2 bathrooms, a pool, and a fenced-in backyard. The home also has a two-car garage; the kitchen was remodeled in 2021. It is located next to a large shopping center and multiple schools.”
Then, once you’ve decided on your email topics, ask ChatGPT to write the emails for you! Remember to give ChatGPT a good amount of information for the best results, like the length of the email, the tone (informative, convincing, funny, or formal) and key points.
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Blog Writing Informative blogs are a great way to attract potential clients to your website through organic search. But it can be challenging to produce an 800-word blog once or even every other week. Use ChatGPT to get a detailed blog outline in seconds. Or even ask it to write the blog for you! Be careful, however, as ChatGPT has a habit of generating copy with low creativity, grammatical errors, unnatural sentences, and a lack of emotion. ChatGPT is a great starting point, but it’s important to heavily edit an AI-generated blog and add keywords for SEO (search engine optimization). An example blog prompt for ChatGPT is: “Write a 600-word blog about the top 5 ways home sellers can make their homes more attractive to buyers during a house tour.”
Social Media Captions Struggling to come up with a witty caption for your Facebook post? Ask ChatGPT! It can even give you Instagram hashtag ideas. Be sure to tell it which platform you’re posting to and the tone you’re going for. Here are a few examples: “Write a short and professional caption for LinkedIn about a new blog on the real estate market.” “Write a fun Instagram caption for a post about the behind-the-scenes of being a Realtor.” “Write an endearing Facebook caption for a post about giving back to the local community.” If you’re wary of using ChatGPT to boost your marketing tactics, don’t be! Tons of people in every industry are using AI tools to make their jobs easier and, above all, more efficient. Play around with ChatGPT to find out all the amazing ways it can help boost your content skills and marketing strategies as a Realtor!
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SOCIAL MEDIA TEMPLATES With a so many fall holidays coming up, here are a few social media templates for you to use! Don’t forget that engagement is the most important aspect to growing your following on socials, so respond to comments and ask questions!
September 22: First Day of Autumn
🍂
Caption: It’s officially autumn! The changing leaves and crisp air make the perfect backdrop for exploring listings and finding your dream home. Let’s make this season a memorable one - Contact me today!
🍁🔑
#autumnvibes #autumn #cozyseason #fall #homebuying #realestate
October 8: National Heroes’Day Caption: From parents and teachers to doctors and first responders, heroes are everywhere! Happy #NationalHeroesDay to the role models in our lives whose courage, kindness, and greatness shine brightly. Today, we celebrate YOU! Who is your hero? Let me know in the comments! #whosyourhero #hero
October 31: Halloween
🦇
Caption: Happy Halloween! Wishing you a safe and spooky night of tricks and treats! And remember, buying or selling a home doesn’t have to be scary - I’d be happy to carve out some time for your real estate needs. Reach out, and let’s find you a BOO-tiful home.
🎃👻
#halloween #happyhalloween #spookyseason 9
#homebuying
November 11: Veterans Day Caption: Today, we honor the brave men and women who have served our country. Thank you for your courage, sacrifice, and unwavering commitment to defending our nation’s values and securing our freedom.
🦅
#veteransday #veteran #heroes #thankyouforyourservice
November 23: Thanksgiving
🦃
🍂
Caption: Happy Thanksgiving! Today and every day, let’s be thankful for our family and friends, the joy of shared moments, and the beauty of the season. May your table be full and your hearts even fuller! #thanksgiving #fall
Download free templates at www.churchillmortgage.com/agent-resources/templates.
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FALL POP-BY’S As we fall into autumn, why not stop by and say “hi“ to some of your past clients or business partners?
Fall Theme Put together a fall-themed basket with all the fixings for a pumpkin spice latte, including a fall mug or candle.
Halloween Unleash your inner creativity and fill a “boo bucket“ with your favorite fun (and creepy) Halloween treats.
Thanksgiving There’s no better time to show gratitude for your clients and business partners than during Thanksgiving! Drop off a pie for them to enjoy from a local bakery.
Go to www.churchillmortgage.com/agent-resources/templates to download these free pop-by templates. 11
Don’t forget, Churchill Mortgage is always looking to partner with Realtors who are looking to take the client experience to the next level. That’s why we provide tools and resources that will not only help you build your business, but to continue putting people over profits. If you’re looking to expand your business and knowledge, connect with us!
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NEED MORE INFORMATION?
Just reach out to your local Home Loan Specialist 888.562.6200 churchillmortgage.com
Company NMLS ID # 1591 (www.nmlsconsumeraccess.org); AL-20934; AK-AK1591; AR-32094; AZ BK# 0926494; CA-4131256 & 60DBO-140687, Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act, under Churchill Mortgage Corporation, which will do business in California as Churchill Mortgage Home Loans; CO-Mortgage Company Registration, Churchill Mortgage Corporation, 1749 Mallory Lane, Suite 100, Brentwood, TN 37027, Tel 888-562-6200, Regulated by the Division of Real Estate; CT-ML-1591; DE-033845; DC-MLB1591; FL-MLD1264; GA-23146; ID-MBL-8038; IL-MB.6760685, Illinois Residential Mortgage Licensee, Illinois Department of Financial and Professional Regulation (IDFPR), Division of Banking, Bureau of Residential Finance, 555 West Monroe Street, 5th Floor, Chicago, Illinois 60661, All Inquiries: 1-888-473-4858, TYY: 1-866-325-4949, Website: https://idfpr.illinois.gov, IN-10930 & 10931; IA-2009-0009; KS-MC.0025136, Kansas Licensed Mortgage Company; KY-MC19522; LA- Residential Mortgage Lending License; MA-Massachusetts Mortgage Lender License #ML1591; MD-18840; ME-Churchill Mortgage Corporation, Supervised Lender License NMLS # 1591; MI-FR0019728 & SR0014889; MO-19-2136, 2300 MAIN ST STE 900, Kansas City, MO 64108-2408; MN-MN-MO-1591, MN-MO-1591.1 & MN-MO-1591.2; MS–1591; MT-1591; NC-L-144110; ND-MB103110; NE-2037; NH-Licensed by the New Hampshire Banking Department 21382-MBS; NJ-Licensed Mortgage Banker by the NJ Banking and Insurance Department; NM-03780; NV-5187; OH-RM.850178.000; OK-MB002527, ML002574, ML014679; OR-ML-5134; PA-41761, Licensed by the PA Department of Banking and Securities under Churchill Mortgage Home Loans; RI20173440LL; SC-MLS-1591, MLS - 1591 OTN #1 & MLS - 1591 OTN #2; SD-ML.05137; TN-109305; TX-Mortgage Banker Branch Registration; UT-11711076; VA-MC-5222, Churchill Mortgage Corporation of TN; VT-7009 & LS-1591; WA-CL-1591; WV-ML-34919 & MB-1591; WI-1591BA & 1591BR; WY-2516; Tel 888-562-6200; 1749 Mallory Lane, Suite 100, Brentwood, TN 37027; All other states, Churchill Mortgage Corporation; For licensing information go to: www.nmlsconsumeraccess.org