Seller Follow-Up Call

Why follow-up wins deals

Most sellers do not sell on the first call. Life changes: a tenant leaves, a repair bill arrives, a family decision is made. The company that stays in touch politely, remembers the details, and calls at the right moment usually gets the deal. The one that pushes gets blocked.

Version	Who it is for	Main goal
1 week	Seller received an offer or had discovery, and said "let me think"	Answer questions, learn the real blocker, move to a decision
30 day	Seller said "not now" with some motivation	Check what changed, keep the relationship warm
90 day	Seller was not interested, or went quiet	Light check-in, see if timing changed, ask permission to stay in touch

Follow-up rules

• Only call leads that are not on any DNC list. If a seller ever asked not to be contacted, they are never on a follow-up list.
• Respect the calling window in the seller's local time and the 3 attempts per 24 hours cap, across calls and texts.
• Text only sellers who gave texting consent, through the registered texting platform.
• Every follow-up, wine and dine them again with the notes from your first call. Find the common ground you had and open with it.
• If a seller says "please stop following up," it is a DNC request. Honor it immediately.

Before you dial

• Full CRM history read: every note, every offer, the seller's words on motivation, and the reason they gave for waiting.
• Your hook ready: one specific thing from the notes.
• If an offer was made: the offer, the counter, and whether your manager approved anything new.
• Calling window, attempt cap and DNC status checked.

Version 1: The 1 week follow-up

1. Open with the hook

You: Hi (SELLER FIRST NAME), it's (YOUR NAME) with (COMPANY NAME). This call is recorded for quality. Do you have a couple of minutes?

You: Last week we talked about (STREET NAME), and you wanted some time to (THEIR REASON, FOR EXAMPLE TALK WITH YOUR SON). How did that go?

Why it works: You remember exactly what they said. It shows you listened and makes the call about their decision, not your deal.

If they say "We're still thinking"

You: That's fine. Can I ask what part you're still thinking about? The price, the timing, or something else?

You: Is there anything I can answer or send that would help?

If they say "We decided not to sell"

You: Thank you for letting me know. Can I ask what made you decide?

You: Would it be okay if I checked in with you in a few months, in case anything changes?

If yes, code NI with the follow-up date. If no, code NI with no follow-up. If they ask you to stop, code DNC.

If they say "We sold to someone else"

You: Congratulations. I'm glad it worked out for you. Do you own any other properties you might sell one day?

Code SOLD.

2. Find the real blocker

You: If you could change one thing about our offer, what would it be?

Common answers and next steps:

Blocker	Next step
"The price"	Ask what number would work and why. Take it to your manager if it is within reason
"The timing"	Ask what date works. Closing dates are often flexible
"My family isn't sure"	Offer a call with the whole family
"I don't trust it"	Offer references, the agreement to read, or attorney review
"I want to try listing first"	Respect it. Ask when the listing would end. Set follow-up

Why it works: "One thing" is easier to answer than "what's wrong?" It gives you the most important issue.

If they name a price

You: Is that the best you can do, so I can let our underwriter, (APPROVER FIRST NAME), know? And if they can come up to that number, are you ready to move forward today?

You: Let me put you on a quick hold and see what our underwriter can do.

Hold, get the answer from the approver, and come back with a small step, the same way as The Offer Call, stage 9. If your manager is not reachable, book a call back by (TIME).

If they say "Another company offered more"

You: That's good to know. Did they put it in writing? And what would you take home after their fees and costs, and when would they close?

You: If their offer is really better, you should take it. If anything changes, call me.

If they say "Nothing, we're just not ready"

You: That's okay. When do you think you might be ready? I'll check in then.

Set the follow-up date with their agreement. Move to the 30 day cadence.

3. Book the next step

You: It sounds like the next step is (NEXT STEP, FOR EXAMPLE A CALL WITH YOUR FAMILY). Does (DAY OPTION 1) or (DAY OPTION 2) work?

Version 2: The 30 day follow-up

1. Open with the hook

You: Hi (SELLER FIRST NAME), it's (YOUR NAME) with (COMPANY NAME). This call is recorded for quality. We spoke about a month ago about (STREET NAME). Is now an okay time for a quick minute?

You: You mentioned (SPECIFIC DETAIL, FOR EXAMPLE THE TENANT WAS BEHIND ON RENT). How's that going?

You: We're still making offers in your area this week, and I wanted to see if you're still open to selling, or if anything's changed.

Why it works: Thirty days is enough time for life to change. A specific question gets a real update.

If things got worse

You: I'm sorry to hear that. Has it changed how you think about selling?

If yes, move to discovery (Seller Discovery and Qualification script) or book an offer call.

If things got better

You: That's really good to hear. Sounds like holding on is working for now.

You: Would it be okay to check in again in a couple of months, just in case?

If they say "Who is this again?"

You: Sorry, I'm (YOUR NAME) with (COMPANY NAME). We buy houses in (CITY). We talked last month about your property on (STREET NAME), and you said it might make sense to talk again around now.

2. Check what changed

You: Has anything changed with the house, or with your plans?

You: On a scale of 1 to 10, how likely are you to sell in the next six months?

You: What would make it a 10?

Why it works: The 1 to 10 scale turns a vague "maybe" into something you can track. "What would make it a 10" reveals what needs to happen.

If they say 7 or higher

You: That sounds like it's getting closer. Would it help to get an updated offer, so you know where you stand?

Book the offer call or discovery.

If they say 4 to 6

You: Got it. What's holding it at a (NUMBER)?

Note the answer and set the next follow-up date with them.

If they say 3 or lower

You: Thanks for being honest. I'll check in with you down the road. Is (MONTH) okay?

3. Close

You: Thanks, (SELLER FIRST NAME). I'll call you around (DATE). If anything changes before then, you can reach us at (OFFICE NUMBER).

Version 3: The 90 day follow-up

1. Open light

You: Hi (SELLER FIRST NAME), it's (YOUR NAME) with (COMPANY NAME). This call is recorded for quality. We spoke a few months ago about your property on (STREET NAME). I'm just checking in. Is now a bad time?

You: Last time, selling wasn't right for you. Has anything changed since then?

Why it works: A light, honest check-in with no pitch. The seller can say "no" easily, which makes them more likely to say "actually..."

If they say "Actually, yes"

You: I'm glad I called then. What's changed?

Move into discovery. Rerun HOMEKEY, because condition, debt and plans may all be different now.

If they say "No, nothing's changed"

You: That's fine. Would it be okay if I checked in once more in a few months? Or would you rather I didn't?

Respect the answer. If they say not to call, code DNC.

If they say "Stop calling me"

You: Understood. I'm removing your number now. You won't hear from us again. Sorry for the trouble.

Code DNC immediately.

2. Offer a reason to stay in touch

You: If it's helpful, I'm happy to update our offer any time, so you always know your options. No obligation.

You: And if you know anyone else thinking about selling a house, we'd be happy to talk with them.

3. Close

You: Thanks for your time, (SELLER FIRST NAME). Take care.

Re-engaging a seller who said "not now" after an offer

Use this inside any version when an offer was made before.

You: When we last talked, our offer was (LAST OFFER), and you felt (THEIR REACTION). I wanted to see if anything has changed on your side.

If your manager approved a new number for a real reason (market change, new information):

You: We took another look based on (REAL REASON). We can now offer (NEW OFFER). Would you like me to walk you through it?

If nothing changed on your side:

You: Our numbers are about the same. But if your timing or needs have changed, let me take another run at it with the team. Where do you need to be to move forward today?

Why it works: Reopening the conversation around their number puts the seller back in the approval process, with a fresh hold and a fresh chance to say yes.

If they say "Is the offer still good?"

You: Let me confirm with (MANAGER NAME). Values and repair costs change, so we'd want to recheck the numbers. Can I call you back by (TIME)?

If they say "Can you do better now?"

You: I'll fight for you. What number would make it work for you today? And if they can get there, are you ready to sign today?

Then hold and get the answer from your manager.

If they say "I've listed it with an agent"

You: Good luck with it. I hope it sells well. When does the listing end? If it doesn't sell, we'd still be glad to talk.

Code LISTED with the end date. Follow your client's policy.

Voicemail and text

If you reach voicemail, leave the matching follow-up voicemail from the Voicemail and Text Pack, only once per attempt cycle. If the seller gave texting consent, send the matching follow-up text.

Objections

For full handling, see the Objection Handbook in the Script Library.

If you hear	Short answer
"You keep calling."	"I'm sorry. Would you like me to stop, or call less often?" (If stop, code DNC.)
"Your offer was too low."	"I understand. What would make it work for you?"
"I'm still thinking."	"That's okay. What would help you decide?"
"Not now."	"No problem. When would be a better time to check in?"

After the call

Code	Use when	Next follow-up
APPT	Discovery or offer call booked	As booked
NEG	Active price discussion	Within 48 hours
FU-WARM	Some motivation, not ready	7 to 30 days, as agreed
NI	Not interested, okay with a later check-in	90 to 180 days
LISTED / AGENT	Listed with an agent	After listing end date
SOLD	Sold elsewhere	Suppress
DNC	Asked to stop	Never

Next step: Set the follow-up task with the exact date and the hook for next time before you end the CRM note.

Check yourself

1. What makes a good hook for a follow-up call?
2. A seller says "just stop following up." What do you do?
3. What does "what would make it a 10?" tell you?
4. Your offer has not changed since last month. How do you reopen the conversation?

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