The more real estate conversations you can fit in each day, the better. 

And not just with prospects and new leads—you also need to be having conversations with your sellers on a regular basis. Unlike the fast-paced market of the past couple of years, properties now often take longer to attract competitive offers, even with low inventory.

To ensure you provide value as their real estate professional—and calm any nerves they may have throughout the process—it’s critical that you continuously follow up and re-engage with your sellers. This not only helps ease their concerns throughout the process but also lays the groundwork for discussions about price adjustments if necessary.

Generic “just checking in” calls get old fast, whether you’re using that line with current clients or active prospects. So below, I’m sharing eight reasons to call a seller in order to add value, with simple scripts to start each conversation.

#1 – Verify They Received Info Sent

This type of call is very simple—verify that your sellers received information sent to them, whether it was something you or a member of your team emailed. 

Hi [seller name], I know our listing coordinator sent you the web traffic report for your property, which will come out to you every single week, as well as the showing time report. Have you received that initial email? Do you have any questions about it?

This is a simple white glove service to ensure your sellers are receiving the information you send out every week, and it opens the door for them to ask any questions. 

#2 – Open House Request

Another reason to call is for an open house request. Even if your sellers initially declined this service, it’s worth following up on, especially if the number of showings has been low. 

Four weeks ago when we met to list your house, you were adamant about no open houses. I totally respect that and get it. We’ve been on the market for 14 days. We’ve had two showings. Is there any interest—on a weekend that fits your schedule—in changing that position? I’m here to help either way.

Sellers who have homes that have been sitting on the market longer than planned may think the opportunity for an open house is over. Let them know that you are still available to host one at a time that works for them. 

#3 – Monthly Market Numbers

You likely review the data for your local market on a regular basis, but your clients aren’t. Be sure to keep them updated on what’s happening locally. 

Hey, [seller name], October’s numbers are out. I’m going to share the highlights in an email with you. What are you observing in the market? Do you have any questions?

#4 – Current Competition Update

Current competition impacts prices more than past sales. So, if there is a new listing in your seller’s neighborhood, share the information with them and discuss the next steps they can consider. 

Hi, [seller name]. I’m sure you saw the sign. Two streets down, a new listing went up at 123 Main Street. Just wanted to bring that to your attention. They did list 10% below our price. 

Now, at this point, you can share your thoughts on whether or not your seller’s property is still in a good position at its current price. 

I think we’re totally fine where we’re at right now. It’s only been two weeks on the market, and we’ve gotten a lot of good feedback. 

Or–

I think we should consider the competition. We’ve only had a few showings in the last three weeks, and the feedback we’ve been receiving is that it is overpriced. 

Have data ready to support your talking points before going into these conversations, and base it around your analysis of how the new data impacts the seller’s price. 

#5 – Recent Sale Update

Another update to share with sellers is a recent sale in the local market. It’s the opposite of a current competition update. 

123 Main Street, which was pending when we met, finally closed. I don’t know if you saw the closing price. Here’s what it sold for.

If you have them set up on RealScout or another property search, ask if they saw the update, “Did you take a look at your RealScout that I have set up for you?” 

You should have your seller set up on searches so that they’re getting information about the market. You want to continue to educate your sellers throughout the process.

#6 – Update on Motivation

If a home hasn’t sold within your seller’s desired time frame, have a conversation to get clear on their current situation

Your home has been on the market for 35 days. I know we both wanted to have it sold by now. What’s most important to you now? Is it still price or is it time? 

And then listen. If it’s still price, aim to get them the offer they want. 

Great, I’m side by side with you on that price. Let’s go get that number. Do you have anything for me? 

The call may be that quick. But you’re touching base, and you’re acknowledging the details.

#7 – Local or National Headlines

This is an easy conversation starter. If there’s a headline you see that is of interest to a seller, share it with them and follow up with a phone call. 

Hey, I texted you over that story on the Airbnb bust because I know you had thoughts about potentially turning this into an Airbnb if you bought another home. Here’s my take on what is really happening…

#8 – Days on Market Conversation 

This is the conversation that most agents dread. But if you’ve kept in touch, shared data, and had numerous conversations with your sellers, a conversation about a price adjustment will be much easier. 

As you know, we’re two weeks away from being on the market for 60 days. Do you believe buyers will think this is a long time? As a rule of thumb, after 60 days—with seven showings and two open houses—we typically would like to start considering a price adjustment. 

At this point, you can take the conversation in two different directions, based on what’s happening with the listing. 

Now, in your case, I want to go to the 75-day mark. Here are the reasons why. We’ve got these two buyers that are on the fence. I’ve talked to a couple of agents. We may be getting an offer here. I don’t want you to make any price moves yet.

Or–

We’ve had seven showings. Two of them were agents doing virtual tours. One of them was an agent doing a preview. Only four of the seven had an actual buyer physically at the property. The one open house that we held, we didn’t have huge demand. The market is speaking to us. It’s not showing interest at the price we have it listed at. Here’s all the web traffic we’ve had. I’d love to sit down with you and do a strategy around price.

Again, be sure you are sharing all the data with your sellers so this conversation doesn’t come as a shock. 

By keeping your clients informed and involved, you’re well-prepared to address anything that arises and guide them effectively through the selling process. So, stay proactive and seize these opportunities to add value and strengthen your client relationships in today’s real estate market.