Appraisal follow-up plan

You've just completed your listing presentation, but the owners aren't quite ready to make a decision. How do you follow up to maximise your chances of winning the business?

Step 1. Send a handwritten thank-you card

When? Immediately after the appraisal.

Script: "Thank you for allowing me the privilege of viewing your home. It was a pleasure meeting with you."

Attach it to a small box of chocolates and drop it in their letterbox straight after the meeting (or on the following day).

Step 2. Email a quick summary of key points discussed.

When? 1 day after appraisal.

Want to impress a potential client? Show them you were actively listening by confirming in writing what they told you during the meeting.

You don't need to send a detailed breakdown; just reiterate the key points discussed.

Example email:

"Hi Jim & Sally,

Thank you for taking the time to meet with me yesterday. It was a pleasure chatting with you. These are the key points I added to my notes, let me know if you would like to add or clarify anything:

• You are moving to Australia, ideally by the end of the year but sooner if possible.
• Aiming to go on the market early June.
• Interested in a deadline sale process to secure the best possible price.
• Planning to complete some paint touch-ups around the home and have a few big gardening days to clear the section.
• You are concerned about security at open homes and would like to have two people present if possible.
• Your favourite aspects of the home are the large family-friendly rumpus room, big back yard and spacious bedrooms. Plus the fact that the entire home gets loads of sunshine!
• Your favourite aspects of the location are the proximity to a primary school, bus stop and the playground at the end of the street.

Thank you again for your time. As discussed, the market is showing major signs of improvement, and we expect buyer activity to pick up even further by June. I will keep in touch until then. Please let me know if there is anything I can do to help in the meantime."

Step 3. Follow-up phone call within 48 hours.

When: 1 or 2 days after the appraisal / listing presentation.

Questions to ask: