August 13, 2007
John Smith
425 Main St.
Ridgefield, Ct 06877
Dear John
Danielle Kennedy, in her audio tape set, How To List As Fast As You Can, talked about a proven system for capturing FSBO's by mail. She called it the Letter-A-Day program:
First Day: In a large brown envelope, send a blank copy of your purchase agreement. Hand-write on one of your imprinted scratch-pad sheets (so your photo and phone number will be there) these words: "Sorry you're leaving us. Here's a copy of the form you'll need to sell your house. If you'd like an explanation of any of its terms, please give me a call. NO OBLIGATION. Sincerely, John Smith". Enclose your business card.
Second Day: In a regular #10 envelope, send a blank sellers' net sheet and this note, also hand-written on your imprinted scratch pad: "Here's the form we use to figure your net walk-away dollars. Please feel free to give me a call if you don't have the formulas to figure any of these items. Again, no obligation. Sincerely John Smith "
Third Day: In a greeting card sized envelope, send a blank Guidelines to Market Value form along with this note: "Here is the form we use to summarize the facts that set market price. If you'd like me to develop this data for your home, please give me a call. No obligation, of course. We're here to serve you. Sincerely, john Smith ".
Fourth Day: Wait until they have received the day's mail. Then knock on the door-or call-and say, "Hi, I'm John with Keller Williams Realty. Are you getting the forms I've been mailing to you to help market your home?" Try to get the listing.
By providing value first, you differentiate yourself from your competitors. And the first three letters will have turned the phone call from a cold-call to a warm-call. Good luck!
To Your Success!
Scott Blanchard
