Seller Lead - CMA Process

This is the procedure to follow if you receive a call from an interested seller, usually, a person will call asking about a free home evaluation from one of our ads or are interested in selling their home.

All CMA requests/bookings are to be booked LIVE by the Front Desk
Monday - Thursday: 9:00 am to 8:00 pm
Friday: 9:00 am to 5:00 pm
Saturday - Sunday: 9:00 am to 5:00 pm
 All CMA requests/bookings that are received during off-hours will be booked by Client Care

• After greeting the caller, they will inquire about our offered free home evaluation, or about our sales procedure. Tell them you would be happy to help them and that you just need to collect some information before booking the appointment. 

“Hello, Thank you for calling Rego Realty, this is ______ speaking. How can I help you? Perfect, you are interested in a home evaluation (or selling your home). I will just need to jot down some information” 

• Go through the GREEN SHEET with the caller, gathering all necessary information, following the flow laid out on the paper

Name, Address, Contact Info, Property Details, How they Heard of Us, Referral Name, If they will be Interviewing other Agents, and;

• Book an Appointment based on the client's availability- THE GOAL IS TO BOOK A CMA APPOINTMENT

“Wonderful, what time works best for you? Weekdays or weekends. During the day or in the evening”

• Open the admin email- look for availability amongst the main listing agents and clients availability

“We have you scheduled in for that time, how would you like your confirmation sent to you? Phone call back, text message or email. Usually, email is best as it sends you a reminder prior to your appointment.” 

• Schedule the appointment, Titled “CMA: Address, City”
• Invite both the Listing Manager and the Agent Success Manager to the appointment

If Client calls asking for a Specific Agent and wants to sell their home or get a Home Evaluation

• Same as above, except Admin will check specific Agents calendar and look for matching availability to clients request. 
• Add agents name to CMA Appt Title when sending the request, so that the Listing Manager can ensure that they are accommodating the clients' needs

If Client calls asking for Cliff and wants to sell their home or get a Home Evaluation

• Same as above, except Admin will say 

“Our listing manager will be in touch with you once they’ve had an opportunity to check Cliff’s schedule in the meantime let me take down some information on the property so that we can be better prepared for Cliff’s questions and for your home evaluation”

• The Listing Manager or Agent Success Manager will handle that conversation with the client- sending one of our area specialists and managing the client’s expectations

If Client is Interviewing Other Agents

• Same as above- except Admin will check for Lloyd’s availability and clients requested time

“Perfect. We highly recommend that. It’s important to work with the right realtor. Can I just ask that we be the last to present? This way we can show you what value our brokerage and team brings and what sets us apart”

“When will you be interviewing other agents and brokerages?”

“What is the last available time and day that you have available?” 

• Create the Deal in Hubspot, titled “Address, City”
  • If they do, advise in your notes what agent is already assigned to the contact
  • Associate contact with the deal- be sure to check if the contact already exists in Hubspot
  • Add all GREEN SHEET information as a note, tag the Listing Manager and Agent Success Manager and upload a scanned version of the green sheet
• The listing Manager will discuss and select the appropriate agent based on availability, neighborhood, and property knowledge. 
• The listing manager will communicate the date and time with the agent
• Once the agent is assigned, Full-Time Admin will :  
  • Include the assigned Agent, Client, Agent Success Manager and Listings Manager 
  • Update Hubspot 
    • • Add the assigned agent as the deal owner
      • Create a task for the listing manager for one day after the scheduled appointment
      • Move deal stage from CMA Inquiry to CMA Scheduled
• Send confirmation to the client based on their communication preferences (only if they asked to be advised- otherwise make it clear their appointment is booked for the date and time they originally requested
• Create and send a calendar invite through Hubspot for the date and time of the appointment