real estate - Dearborn Real Estate Education

real estate - Dearborn Real Estate Education

E-MAILS & LETTERS Fifth Edition the right impression with professionally written templates that are easily adaptable and cover a wide variety of comm...

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E-MAILS & LETTERS Fifth Edition

the right impression with professionally written templates that are easily adaptable and cover a wide variety of communication needs.

Features:   Ready-to-go templates available for download through our Web site   Related legislation that might impact communication with clients  Templates for sensitive situations real estate professionals encounter in day-to-day situations

Promoting Yourself Listing Solicitations Solicitations for Expired and For-Sale-By-Owner Listings Responses to Owner Inquiries Residential Buyer Solicitations Land, Business, and Investment Buyer Solicitation Servicing the Listing Buyer E-mails and Letters Breach of Contract and Other Conflict Communications Property Management Broker, Lender, and

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REAL ESTATE

E-MAILS &

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Attorney Letters Personnel Letters Press Releases Miscellaneous Letters

POWER

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Contents:

William H. Pivar and Corinne E. Pivar

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polished writing skills. This invaluable resource helps novice and experienced agents alike make

POWER REAL ESTATE E-MAILS & LETTERS

A great deal of real estate business is conducted via written correspondence, but many agents lack

William H. Pivar Corinne E. Pivar

POWER REAL ESTATE

Fifth Edition

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busest,susam,volorisconsequiassidoluptiorporemvoluptatemquemosabormodiore,verrocorecuptatatisetvelitlaborionesciet,conseditaquiaediodoleseq boreicipientiandemexereritiumlitofficilessire,ullorioravollestio.Ulliberibusmililibusamexplitlaciaquicusvoloredolenimi,omnisinivendeleceptaspisisresetqua berchicimodiasuntmodissimilluptasantumnonsequicoreceperumsitaeplitatectatiisexcest,seceperiomaximporrocusvolorestquiasperomaximetetauto quidendelestibusvoluptasetofficidiutaliquunteseadist,veniteatibus,testidesam,sincturepudameumquuntvendellaborrepelent,omnianteconsectisciisreru quosdeseteaquovelestioribeadolorerspeditexerspeleosdellenimnectemfaceperumentisreicientUptatquaectorsitiatibusmoluptatesciditdolorrovidquo bo.Ducidevolumetquidolestisdebismoluptanullitatur,voloraccumsequiamvoluptatiorumameumvolest,cusnonsequunt,voloremrerovidemdestiseatiquee ctitecerumharchillatexplatiistrepliteconecturepedutetlaboEcumeaquenulparumeritatexenihictemeaquirerspientesevolectur?Olorupiditatectotacupta fictemcusam,oditiaerererehenihillatautemesequistrumassevolorevellabo.Oseaipiducipsantiuntvolupisecuptatem.Imaiorerismoluptatiistio.Aborepelitiom disporiaditlaudisquisetreperiaqueresalibuscialigendeliquideventquiberestrumconseribeat.entem.Bismoluptaenatusassum,oditquamladoluptur?Equen asnusnistianobitateviditiatursamusexerumandiutlicienimaniminestlanimporecaenectooccationnonsedquveniautvendestiatibussoloritasimus,aceptatia

LETTERS Fifth Edition

332 Front Street South, Suite 501, La Crosse, WI 54601 www.dearborn.com, 800-972-2220

William H. Pivar and Corinne E. Pivar

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Power

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Real Estate

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E-mails &

Letters Fifth Edition

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This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional advice. If legal advice or other expert assistance is required, the services of a competent professional should be sought.

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President: Dr. Andrew Temte Chief Learning Officer: Dr. Tim Smaby Vice President, Real Estate Education: Asha Alsobrooks Development Editor: Julia Marti

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POWER REAL ESTATE E-MAILS & LETTERS FIFTH EDITION ©2012 Kaplan, Inc. Published by DF Institute, Inc., d/b/a Dearborn Real Estate Education 332 Front St. S., Suite 501 La Crosse, WI 54601

All rights reserved. The text of this publication, or any part thereof, may not be reproduced in any manner whatsoever without written permission from the publisher.

Printed in the United States of America 12 13 14 10 9 8 7 6 5 4 ISBN: 978-1-4277-1140-3 / 1-4277-1140-2 PPN: 1926-0306

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C o n t e n t s

SA Introduction  xvi

chapter 1

Promoting Yourself  1 Letter to Friend or Acquaintance on Joining Firm  2 Broker Letter to Neighbors of New Salesperson   3 Salesperson Letter to Neighbor  4

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Letter to Friend or Acquaintance on Designation or Course Completion   5 Letter to Friend, Acquaintance, Past Customer, and Client When You Change Offices  6 Letter to Friend, Acquaintance, Neighbor, or Former Client Upon Opening Your Own Office  7

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Sold a Home in the Neighborhood  8 Welcome Your New Neighbor  9 Offer to Speak   10

chapter 2

Listing Solicitations  11

Selling Interest—I Have a Buyer  13 Foreclosure Action Has Begun  14 We Move Houses   15

Want to Know the Value?   16 Why Sell in This Market?  18

iii

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iv    Power Real Estate E-mails & Letters Fifth Edition

Only [Seven] Days to Sell   19 Home Sold—Neighborhood Solicitation   21 Farewell to Your Old Neighbors—Welcome to the New Ones!   22 A Neighbor Listed with Us   23 Help Us Find a Home for a Future Neighbor #1   25

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Help Us Find a Home for a Future Neighbor #2  26 We’re Sold Out!   27 I Apologize   28

Area Activity Report   29 What’s Happening in Your Neighborhood?   30 Newsletter Offer—Postcard  31 General Survey Letter   32

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Buyer/Seller Referral   33

Referral—Thank You   34 Sorry I Missed You  35

Birth of Son or Daughter (Condominium or Manufactured Home Owner)   36 Graduation of Son or Daughter   37

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Marriage of Son or Daughter   38 Retirement   39

Builder Solicitation—Building Permit   40 Owner Solicitation—Building Permit   41

Listing Solicitation—Out-of-Town Owner   42 Owners Who Have Homes for Rent  43 Listing Solicitation—Apartments   45

Listing Solicitation—Lot or Land #1  47

Listing Solicitation—Lot or Land #2   48 Listing Solicitation—Lot or Land #3  49

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Contents    v

chapter 3

Solicitations for Expired and For-Sale-by-Owner Listings  51 Expired Listing #1  52 Expired Listing #2   53 For-Sale-by-Owner Listing #1   54

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For-Sale-by-Owner Listing #2   55 For-Sale-by-Owner Listing #3   56 For-Sale-by-Owner Listing #4   57 For-Sale-by-Owner Listing #5   58 For-Sale-by-Owner Listing #6  59 For-Sale-by-Owner Listing #7   60 For-Sale-by-Owner Listing #8   61

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How to Sell Without an Agent  62

No-Cost Market Analysis Certificate   65 Unsuccessful Listing Attempt   66

chapter 4

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Responses to Owner Inquiries  67

Response to Value Inquiry (Out-of-Area Owner) #1   68 Response to Value Inquiry (Out-of-Area Owner) #2   70 Response to Value Inquiry (Out-of-Area Owner) #3   71

Response to Value Inquiry—Poor Market Conditions   72 Response to Value Inquiry—Repairs Needed   73

Response Value to Inquiry—Apartment Listing and Management   75 Response About Our Firm (Out-of-Area Inquiry)  76 Response to Inquiry About Firm  77 Referral of Inquiry  78 Refusal of Open Listing   79

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vi    Power Real Estate E-mails & Letters Fifth Edition

chapter 5

Residential Buyer Solicitations  81 Letter to Renter #1   82 Letter to Renter #2   83 Letter to Renter #3   84

SA

Tenant Solicitation   85

Offer to Qualify for a Loan   86 Home Buying Seminar—Free   87 Marriage or Engagement   88 New Parents #1   89 New Parents #2   90 New Parents #3   91

M

Offer to Aid in Tenant Relocation   93

Tenant Solicitation—Condominium Conversion  94 Letter to Neighbor After Residential Listing   95 Letter to Former Residential Buyer   96

Open House—Invitation to a Neighbor   97

E PL

Open House—Invitation to Previous Visitor   98 Open House—Visitor Rating Form   100 Notice of Model Home Tour  102

Notice of Home Tour (Fixer-Uppers)  103 Notice of Home Tour (Foreclosures)  104 Notice of Home Tour (Short Sales)  105

Open House—Thank You to Visitor   106

Notice of Sale to Open House Visitor   107 Chamber of Commerce Inquiry   108 Housing Needs Checklist   109

Out-of-Area Buyer Inquiry—Buyer Agency Solicitation   111 Buyer Agency Flyer   113 Fixer-Upper Opportunity   115

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Contents    vii

chapter 6

Land, Business, and Investment Buyer Solicitation  117 Builder Solicitation—Lots  118 Adjoining-Owner Solicitation   119 Owner of Similar Investment Property in Area   120

SA

Commercial Tenant Solicitation of Ownership   121 Tenant Solicitation—Office Condominium   122 Franchisor—General Needs   123 Franchisor—Specific Location   124 White Elephant Investment   125 Safe Investment—Net Lease   126 $1,000,000 Investment   127

M

Flipper Opportunity   128 Profit Opportunity  129 Referral Investor  130

Syndicate Formation   131

Notice to Business Owner of Related Business for Sale   132

E PL

Supplier or Wholesaler—Business Opportunity   133 Operating Income and Expenses   134

chapter 7

Servicing the Listing  137 Thank You for Listing   138

Thank You for Listing—Out-of-Town Owner   139 Neighborhood Information Request   141 Instruction Sheet Transmittal   143 Homeowner Instructions   144

Marketing Plan for Home  147 Seller’s Net Proceeds Estimate Transmittal   149 Seller’s Net Proceeds Estimate Worksheet   150

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viii    Power Real Estate E-mails & Letters Fifth Edition

Agent Property Evaluation Transmittal Letter   152 Agent Property Evaluation   153 Web Site Information Transmittal   154 Ad Copy Transmittal   155 Progress Report   156

SA

Weekly Progress Report (Form)   157 Open House Results   158 Change of Agents   159

Price Adjustment Request—Out-of-Area Owner New Comparative Market Analysis   160 Price Adjustment Request—New Listing at Lower Price   161 Price Adjustment Request—Lender Appraisal Below List Price   163

M

Price Adjustment Request—Property Originally Priced Above Comparative Market Analysis   164 Price Adjustment Request—Raise Price Based on Market Competition   165 Price Adjustment Request—Fixer-Upper   166 Request for Minor Repairs   167

E PL

Request for Listing Extension   168

Listing Extended—Thank You   169

Listing Expired—Thank You for Listing   170 Purchase Offer Transmittal #1   171 Purchase Offer Transmittal #2   172

Purchase Offer Transmittal/Full Price   173 Poor Offer Transmittal   174

Seller Net Proceeds Estimate—After Offer   175 Offer Rejected   176 Status of Sale  177

Removal of Contingency  177

Failure of Buyer Contingency   178 Closing Documents Transmittal—To Buyer or Seller   179 Closing Status—To Buyer or Seller   180

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Contents    ix

Notice of Closing   181 Settlement Statement Transmittal   183 Closing Statement Question—Buyer or Seller   184 Request for Return of Personal Property   185 Thank You to Buyer or Seller #1   186

SA

Thank You to Buyer or Seller #2   187 Move-In Gift to Buyer  188 Service Evaluation—To Seller After Sale   189 Buyer or Seller Request for Testimonial Letter   191 Thank You for Testimonial Letter   192 Notification to Seller of Referral   193

M

chapter 8

Buyer E-mails and Letters  195 New Listing [Brookside] Area   196 Property Inquiry E-mail #1  197 Property Inquiry E-mail #2  198

E PL

Out-of-Area Housing Inquiry   199

Out-of-Area Buyer—Notice of Properties of Interest   200 Request for Buyer Information   201

Prospective Buyer Confidential Information Form   202 Buyer Monthly Costs Estimate Worksheet   205 Prospective Buyer—New Listing   207 E-mail Alert   208

Prospective Buyer—Price Reduction   209

Cover Letter, Offer to Purchase (Out-of-Area Buyer)   210 Offer to Purchase (Out-of-Area Buyer)  211 Notification of Offer Acceptance   212

Rejection of Offer—No Counteroffer (Recommend New Full-Price Offer)   213 Notice to Buyer of Seller Counteroffer (Recommend Acceptance)   214

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x    Power Real Estate E-mails & Letters Fifth Edition

Buyer Purchase Cost Estimate   216 Buyer Cost Estimate Worksheet   217 Waiver of Contingency Request   218 Problem with a Contract Condition—Buyer or Seller   219 Buyer Failed Contingency   220

SA

Information to New Owner   221 Information on Utilities and Services  222 School Registration Information   223 Insurance Solicitation   224 Inspection Recommendation  225 Buyer—Final Inspection   226 Buyer/Seller Notice of Settlement Conference   227

M

Closing Statement Transmittal   228

Service Evaluation—Buyer After Sale   229 Notice to Apply for Homeowner Tax Exemption   231 Insurance Solicitation—Mortgage Insurance   232 Buyer Who Purchased Through Another Broker   233

E PL

Anniversary of Purchase   234

chapter 9

Breach of Contract and Other Conflict Communications  235 Release of Listing   236

Response to Owner or Attorney—Cancellation of Listing   237

Demand for Commission—Owner’s Action Prevents Sale   238

Demand for Commission—Owner Refuses Full-Price Offer   239

Owner Removes Property from Market—Listing Is Not Cancelled   240 Commission Due—Owner Removes Property from Market   241 Buyer Breach of Purchase Agreement   242 Purchase After Buyer Agency Expires   243 Demand for Commission—Sale After Listing Expires   244

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Contents    xi

Notice to Builder of Defect  246 Official Inquiry—Complaint About Licensee   247 General Complaint   248 Offer to Arbitrate/Offer to Meet   249 Offer to Meet to Resolve Complaint  250

SA

Notification to State Department of Real Estate About Violation of the Law  251

chapter 10

Property Management  253 Notice to Tenant—New Management  254 No Longer Property Manager   255 Response to Owner Cancellation of Management Contract  256

M

Agreed Cancellation of Property Management Contract  257 Rental Inquiry  258

Approval of Rental Application  259

Rental Application Rejection #1   260 Rental Application Rejection #2   261

E PL

Late Payment—Waiver of Late Charge   262 Late Payment Charge   263 Bad Check   264 Rent Increase #1   265 Rent Increase #2   266

Notice to Cease Prohibited Activity/Breach of Rules   267 Resident Manager—Problems   268

Notice to Tenant—Failure to Maintain Exterior or Lawn   269 Notice of Lease Automatic Renewal   270

Lease Expiration Notice—New Lease   271

Tenant Notice of Leaving in Violation of Lease   272 Tenant Vacated in Violation of Lease   273 Notice to Vacate   274

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xii    Power Real Estate E-mails & Letters Fifth Edition

Acknowledgment of Tenant’s Notice to Vacate   275 Tenant Letter—End-of-Lease Inspection   276 Notice to Tenant of Damage on Vacating Premises   277 Tenant Complaint—Forwarded for Action   278 Tenant Complaint—Action Taken   278

SA

Tenant Complaint—No Action Taken   279 Notice to Tenant of Lessor Entry   280 Notice of Work on Premises   281 Confirmation of Telephone Work Order   282 Request for Bids  283

Repair Request to Owner—Authorization Required   284

M

chapter 11

Broker, Lender, and Attorney Letters  285 Welcome to New Broker   286

MLS Caravan—Breakfast or Lunch   287 Invitation—Agent Open House   288

E PL

Office Open House Invitation   289

Holiday Open House Invitation   289

Wanted: [Palm Springs] Referrals  290 Broker Referral Thank You   291

Broker Referral Thank You—No Sale   292 Broker Referral—Notice Of Sale   293 Referral Fee—Transmittal   294

Seeking an Investment Property   295 Request for Commission   296

Broker Commission Split—Transmittal   297 Breach of Procedure by Our Office   298 Breach of Procedure by Your Office   299 Arbitration Notice   300

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Contents    xiii

Loan Application Transmittal   301 Request to Lender to Expedite Loan Request   302 To Lender—Low Appraisal   303 Short Sale—Lender Preapproval Sought  304 Short Sale Offer—Request for Lender Approval  306

SA

Request for Abstract Update   307 Request for Attorney Title Opinion   308 Request for Title Insurance Quote  309 Thank You to Loan Officer #1   310 Thank You to Loan Officer #2   311 Request for List of REOs   312 Purchase Contract for Buyer’s/Seller’s Attorney Approval   313

M

Thank-You Letter to Attorney   314

Request for Escrow Fee and Cost Schedules   315 Request for Private Mortgage Insurance Information   316 Inquiry About Home Protection Warranty   317 Inquiry About Escrow Status for Closing   318

E PL

Order to Return or Turn Over Deposit   319

chapter 12

Personnel Letters  321

Real Estate Career Night Announcement   322

New or Prospective Real Estate Salesperson Solicitation   323 Salesperson Solicitation—Retired   324

Welcome New Agent (Large or Multioffice Broker)   325 Training Session Notice   326 Sales Meeting Notice   326

Notice to Salesperson of Missed Meeting   327 Notice to Salesperson—Unauthorized Absence   328 Problem Notification   329

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xiv    Power Real Estate E-mails & Letters Fifth Edition

Commission Dispute Between Agents   330 Office Dispute Decision   331 Salesperson Achievement—Congratulations   332 Special Recognition—Training Completion or Professional Designation   333 Salesperson Award   334

SA

Happy Birthday #1   335 Happy Birthday #2   336 Wedding Anniversary   336 Anniversary with Firm   337 Birth of Son or Daughter   337 Death in Agent’s Family   338 Death of Salesperson or Associate   339

M

Agent Who Voluntarily Left Office   340 Letter of Recommendation   341

Notice to Salesperson—Termination   342

chapter 13

E PL

Press Releases  343

Transmittal Letter—Press Release   344 Important Buyer  345 Important Sale  346 Important Sale Listing  346 Groundbreaking   347 Subdivision Opening  348

First Sale in Subdivision   349

Milestone Sale in Subdivision   349 $5 Million in Sales in 5 Weeks  350 Office Opening or Relocation   350

New Associate or Salesperson   351 Promotion or Appointment   351

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Contents    xv

Professional Designation  352 Sales Award  352 Sale of Real Estate Firm   353

chapter 14

SA

Miscellaneous Letters  355 Letter to Newspaper About Ad Copy—Transmittal  356 Notice to Newspaper of Mistake in Advertisement  357 Charity Ticket Response   358 Christmas Card Caption   359

Index of Letters  361

E PL

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I n t r o d u c t i o n

SA

In effective communications, personal contact usually ranks first and telephone conversations, second. This leaves written communications in third place. Written correspondence does, however, have some distinct advantages over other methods of communication. Besides providing a written record, which allows little room to question the message conveyed, the written word can provide clarity of intent often lost in verbal exchanges. Also, at times, writing is the only feasible way to communicate effectively because of the recipient’s inaccessibility, the sheer volume of people to be contacted, or the complexity of the information to be shared.

E PL

M

Real estate agents need to use their time effectively, and they must establish and maintain relationships with current and future clients. The fifth edition of Power Real Estate E-mails & Letters puts fresh, persuasive, concise letters and e-mails at your fingertips. They will save you valuable time and effort in communication on hundreds of topics, allow you to reach a large number of clients. Individual agents and entire real estate offices can increase their productivity by using these simple templates. You can easily adapt these templates to your own audience. Many of them include optional or sample information in brackets. When several numbered options are supplied, choose one or use your own words to tailor each letter or e-mail to your specific situation. These templates are available for download at www.dearborn.com/recampus/ reeceducators.asp?link=6. In the PIN-PROTECTED RESOURCES field, enter 773355, and then click “Continue.” If you are unable to access the templates after entering the PIN, please e-mail us at [email protected] for assistance.

By presenting either a letter or e-mail format, we have suggested the method we think is best for a given message; however, this is just our suggestion. You can use these messages in the format that works best for you and your circumstances. Before sending a message to or calling your contacts, make sure you comply with the legislation discussed in the next section.

xvi

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Introduction    xvii

Legislation You Need to Know Fax Regulations

SA

The Telephone Consumer Protection Act, as well as FCC regulations, prohibits sending unsolicited advertisements (junk faxes) to a fax machine. The prohibition applies to both businesses and residences. As of July 1, 2005, permission to send fax advertisements can be granted only with a signed written statement that includes the fax number to which the fax may be sent. This requirement effectively rules out the use of fax messages for real estate solicitation purposes. In the real estate profession, the primary use of the fax is in the transmission of documents, although documents are often transmitted as attachments to e-mails. It is strongly suggested that signed contracts also be placed in the mail at the time they are faxed or e-mailed.

M

E-mail Regulations

The CAN-SPAM (Controlling the Assault of Non-Solicited Pornography and Marketing) Act of 2003 established national standards for sending commercial e-mail messages. To protect consumers from being assaulted by misleading unsolicited e-mail messages, unsolicited e-mails must include the following:

Example:

E PL

■■ A clear and conspicuous opt-out mechanism that allows the recipient to decline future e-mails from the sender o Please do not send me any further e-mails about real estate opportunities. ■■ A functioning return e-mail address

■■ A valid subject line indicating that the message is an advertisement ■■ The legitimate physical address of the sender

The CAN-SPAM Act, which is enforced by the Federal Trade Commission (FTC), has made it a misdemeanor to send SPAM with falsified header information. Each violation is subject to a fine of up to $16,000.

National Do Not Call Registry

Under the authority of the Telephone Consumer Protection Act, the FTC and the Federal Communications Commission (FCC) established the National Do Not Call Registry, which applies to interstate and intrastate telemarketing calls. By registering their phone numbers, consumers can be protected from unwanted commercial solicitations. Because the fine for calling someone whose name appears on the National Do Not Call Registry is up to $16,000

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xviii    Power Real Estate E-mails & Letters Fifth Edition

per call, it is important that calls made to sell or lease properties or to offer services be made only after checking the registry. To find out whether a party is on the national registry, a broker can request an account number from the registry’s Web site, which can be given to agents. Agents can access the registry at www.telemarketing.donotcall.gov. The registry is organized by area code.

SA

A simpler method is to use any of a number of scrubber programs available online. These programs will remove numbers on the national registry from your telemarketing list. Following are some important general exceptions to the do-not-call rules: ■■ If you have an existing business relationship with a party (18 months after a purchase or a sale), you can call that party even if that party is listed in the registry. ■■ After an inquiry, calls may be made to the inquiring party for three months. ■■ You may call persons who have given you written permission to call.

M

■■ You may call commercial telephone numbers. (The registry applies only to residential phones.) ■■ You may call the numbers on for-sale-by-owner ads or signs. A call may be made as a buyer representative but not as a solicitation for seller representation. ■■ Calls for purely survey purposes are exempt. However, if any solicitation is included in the call, the call is not exempt from the do-not-call rules.

E PL

For detailed information about the registry, check www.fcc.gov/encyclopedia/do-not-call -list.

Most states have rules and regulations implementing do-not-call legislation that incur fines for telemarketing violations. The Web site www.donotcallprotection.com/do_not_call _chart.shtml will indicate whether these regulations expand on federal requirements. Because of the National Do Not Call Registry, initial buyer and seller solicitations will often be limited to personal contact, letters, or e-mails.

Personal Contact versus Letters

This book provides some letters for situations in which personal contact is often the desired method, such as presenting offers, requesting price reduction, or dealing with personnel problems. Consider each situation individually; ask yourself what your goal is and what the best method of communication is for that goal. As long as it is feasible, use the best method, whether that includes letters, e-mails, faxes, personal contact, phone calls, or another method. Also, be sure to comply with the regulations described in the previous section.

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Introduction    xix

E-mails versus Letters As you can readily see from your correspondence, use of the letter as a form of written communication has declined while that of e-mail has increased. Initial contact correspondence must generally be by letter because you are unlikely to have the e-mail address of the recipient, But once contact has been made, further correspondence will probably be by e-mail.

SA Advantages of E-mail

Using e-mail rather than letters has several distinct advantages, including the following: ■■ Speed. Messages are transferred immediately from sender to recipient. The old expression “Strike while the iron is hot!” comes from blacksmiths who shaped iron with a hammer. In order to be effective, the iron had to be red hot. This idea is critically important in sales. When recipients want information, you want them to have it immediately.

M

■■ Cost. E-mail is virtually cost-free while mailings can be costly, especially when multiple letters are required such as when canvassing a large area or group. ■■ Links. E-mail can allow recipients to access your Web site, view property flyers, take a virtual tour of property, obtain your resume, view newsletters, and the like. ■■ Immediate reply. E-mail allows a recipient to immediately reply to a message, and email strings allow you to view the original e-mail as well as responding e-mails.

E PL

Disadvantages of E-mail

Disadvantages of e-mails include the following:

■■ Unopened e-mails. Recipients are bombarded with numerous e-mails. Because an estimated 80 percent of e-mails sent today are related to sex or pornography, it is understandable that so many e-mails are deleted without being opened. There is a danger that important messages will be deleted if the recipient does not immediately recognize the e-mail as legitimate. ■■ No second chance. Once an e-mail is dumped, it cannot be readily retrieved if the recipient is having second thoughts.

■■ Spam blockers. Many small businesses get hundreds of e-mails each week—some legitimate, some not—and it takes a lot of time to sort through and determine which are legitimate. To reduce the number of e-mails reaching their servers, businesses and individuals are using SPAM blockers. Spam is electronic mail regarded as junk mail that is sent to a great many recipients. While many types of blockers are available, they generally are keyed to words and phrases that indicate an unsolicited message. Some apply ratings to words and block e-mails that exceed ratings. Some blockers have a “suspect” file into which they place some messages. Words such as “last chance,” “limited opportunity,” “new breakthrough,” “urgent,” “money-back guarantee,” and the like will prob-

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xx    Power Real Estate E-mails & Letters Fifth Edition

ably be rated. You do not want your e-mails to appear to be SPAM, or they may be blocked. ■■ No e-mail address. While difficult for most young people to grasp, a great many individuals do not have an active e-mail address or choose not to use e-mail. For this group, letters are the only means of sending the written word.

When Letters Are Preferred

SA

Personal matters normally should be covered by letter. Examples are condolence cards and letters, personnel matters such as commendations or problems, thank you letters, and even Christmas, birthday, or anniversary cards. You have never seen a batch of Christmas e-mails decorating a fireplace mantle. Handwritten notes show caring, while typed messages tend to be impersonal. Important communications with attorneys and government officials should usually be written in order to reduce the chance that the message will not receive the attention it deserves.

M

When you want to contact a particular person but don’t have an e-mail address and the party is listed on the National Do Not Call Registry, your only alternatives are a knock on the door or a letter.

Obtaining E-mail Addresses

E PL

There are hundreds of suppliers of e-mail lists. Many lists are sorted by zip code. Further selection is possible by family size, age, and even income estimates. Even the use of targeted lists is a shotgun approach to marketing. Most e-mails will never be opened and of those that are, few will be read by parties who have a need you wish to fulfill. Your e-mails will be regarded by most recipients as SPAM. Lists you compile are far more valuable. Sources for these lists include the following:

■■ Your Web site. Create a form that allows viewers to indicate whether they would like to receive data on new listings as soon as they are available based on criteria they provide regarding size, area, price range, and essential features. ■■ Open-house registry. Ask attendees whether they would like e-mails about new listings and/or future open houses based on their criteria.

■■ People who have responded to ads, signs, or your Web site. Ask whether they want information about new listings.

■■ Former buyers and sellers. Ask whether they would like to know what is happening in the area as to listings, sales, or a newsletter. ■■ People you meet or talk to. A great many people are curious about listing prices and sales in their area. Simply asking whether they would like to receive e-mail information on new listings and/or sales in their area will result in a great many positive responses.

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Introduction    xxi

By supplying information to fulfill needs or just curiosity, your e-mails will have a great likelihood of being read, even if the described property does not fulfill a recipient’s needs. It might be a property that the recipient will want to mention to a friend.

Tips for Letters and E-mails

SA

All written messages must accurately convey what the writer intends to say to be effective. To achieve this in your writing, apply the KISS rule—keep it simple and sincere. In other words, your message should follow these guidelines: ■■ Get to the point quickly.

■■ Use clear and concise language so readers will not get a message other than what is intended. ■■ Be honest.

Here are a few additional rules you should follow in professional communication, whether in letters or e-mails:

M

■■ The most important attribute of any business communication is clarity. It must convey the writer’s message to the reader in an unambiguous manner. One of the keys to achieving clarity is brevity. For this reason, the e-mails in Power Real Estate E-mails & Letters are short and to the point. Short, clear messages are more likely to be fully read and understood by the reader.

E PL

■■ Brevity is important. A short message is more likely to be read than a long message. Business communications are likely to be read by people who are as protective of their time as you are of yours. Therefore, the message must be quickly understood. If the reader is not getting the importance of the message within the first 15 seconds, chances are that you need to rewrite your message. ■■ Ideas expressed in short sentences are easier to grasp than those in long sentences. ■■ Use separate paragraphs for different points you wish to make.

■■ Your language level should be about the sixth-grade reading level. You might have an extensive vocabulary, but remember that the purpose of your writing is to communicate, not to impress. ■■ Use a standard font because some readers have difficulty with italics and cute typefaces. ■■ Avoid extraneous material that detracts from or obscures the primary message.

Letters

All the letters in this book are laid out in roughly the same format, on a fake letterhead that includes a logo. Your correspondence should be on your company’s letterhead and include your company’s address.

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xxii    Power Real Estate E-mails & Letters Fifth Edition

The logo in each of our letters is followed by blanks that precede the salutation (e.g., Dear Mr. Jones). Those blanks are intended for the date and the recipient’s name and address, like this: [Date] [Recipient name, title (if applicable)]

SA

[Company name (if applicable)] [Street address]

[City, state, ZIP]

You will see that some letters in this book contain lists of items identified by a bullet (■) or a check mark ( ). Lists are very effective in sales letters because the reader’s eyes are led naturally down the letter.

M

E-mails

Your e-mail address should include your name or your firm’s name. Addresses that do not identify senders are not likely to be opened.

E PL

The subject line of your e-mail is very important. The subject should be honest, concise, and clear and should entice the reader to open the e-mail. Examples of such subject lines are as follows: ■■ (16 homes) selling for half their former price

■■ Your neighbor [Charles White] sold his house in [13] days ■■ Home prices [fall] [on the rise] in Hoffman Estates

■■ [First] million dollar home sale in Hoffman Estates ■■ Foreclosure home bargains in your neighborhood

The e-mails in this book include subject lines that you can use or modify as necessary. If you choose to use a letter as an e-mail, don’t forget to include the all-important subject line.

Once the e-mail is opened, the text should reinforce the subject immediately. If the first few sentences don’t contain the desired material, there is a good chance the e-mail will be discarded before it is fully read. As with your other written communications, you should use a standard font in a standard size. Do not use all capital letters because it can make your message look like SPAM.

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Introduction    xxiii

Marketing Tips Using Sales E-mails and Letters as Marketing Tools

SA

Sales e-mails and letters are different from most business letters. They are directed ads that are simply requests for business. Real estate sales solicitations are intended to sell either your services or property. In advertising, the acronym AIDA is often used. It stands for attention, interest, desire, action. A sales letter should meet these criteria: grab the reader’s attention, generate interest, create a desire for the product (or for more information), and result in either action by the recipient or the recipient’s anticipation of action by you. When you wish to target a particular party rather than a group, you can make a solicitation letter more likely to be read by sending it as an overnight letter or using a special service such as FedEx. Because it shows that you regard the message as important, the recipient is less likely to discard it without thought.

M

The message must grab the reader’s attention in the first few sentences. If you have attracted the reader’s attention, the entire message, even an extremely long one, will generally be read. Attention-getting headings can be directed to particular interests of the recipient, or they can even be absurd or humorous statements. The heading must, however, quickly lead to a message of interest; if it doesn’t, your solicitation letter will be discarded. Keep in mind that people want benefits, and they must be told quickly that benefits are what you are offering them.

Testing Your Market

E PL

In the real estate profession, you should regard the e-mail or letter as a tool to get you through a door. They don’t sell property or services—the sale is up to you.

Direct mail marketers know that all sales letters are not equally successful. Some letters have phenomenal results, while others fail to generate anything other than mailing expense. Because direct mailing is one of the most costly advertising media in terms of the cost for each contact made, you don’t want to waste dollars on mailings that fail to maximize results. Your copy is important, and we have provided you with various copy choices for listing and buyer solicitations. However, copy effectiveness will vary regionally and among target audiences. We therefore suggest that you test your market using different copy so you can concentrate on what works most effectively before you send any mass mailings. To evaluate effectiveness, you can use different mailing pieces sent to people whose last names begin with different letters. By knowing the number of pieces mailed and the resulting number of appointments, you will be able to track your percentage of success. Because e-mails have only incidental costs, they are used by many marketers to test different approaches before using mass mailings. While e-mail response percentages will likely be far less than direct mail responses because of the large number of e-mails that are either

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xxiv    Power Real Estate E-mails & Letters Fifth Edition

blocked or discarded unread, the response statistics should indicate which approach will result in the greatest benefit.

Dos and Don’ts of Soliciting by Mail Following are some dos and don’ts of soliciting listings or buyers by mail.

SA Dos

1. Your mailing should promise a benefit to the recipient.



2. Personally address all correspondence. Never write “To Occupant.” Occupants don’t buy or sell real estate—people do.



3. Address each letter to make it look personal to the recipient. Handwritten is best, but not always practical. The letter should also be personalized by using the recipient’s name. With computer aid, this is a relatively simple task.



4. Target letters to those likely to be interested in your services. Use mailing lists or reverse directories that will give you the names of residents from their addresses. This rifle approach is better than a shotgun approach, in which much of the shot misses the mark. For example, if your mailing’s goal is to locate buyers for low-cost homes with low down payments, consider mailing to families within the service area who live in moderately priced rental units and manufactured homes.



5. Include your card in every letter. If your card has a recent photo of you, its effectiveness increases; your reader now identifies your name with a particular person. Cards should also include your e-mail address and company Web site.

Don’ts

E PL

M





1. Don’t use a postage meter, third-class mail, a stick-on address label, or a window envelope. These make the mailing look like junk mail, and junk mail is more likely to be discarded after only a cursory glance.



2. Don’t disguise the purpose of the letter by making your mailing appear to be an official government letter or a check. Misleading your readers is unethical, and you want to establish yourself as a professional.



3. Don’t use undersized envelopes. Envelopes that are too small force you to make an awkward fold in the letter.

Testimonials

Testimonials are effective and can be included as attachments in mailings and e-mails. If the reader can relate to the person giving the testimonial, by being in similar circumstances or from the same area, the effectiveness of the testimonial increases. To obtain testimonials, all

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Introduction    xxv

you really have to do is ask. Satisfied buyers and sellers usually respond favorably to such a request. See page 191 to find a sample written request for a testimonial letter.

Color

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Color and texture attract attention and can be effectively used in flyers, but e-mails and letters should appear personal. Color makes letters appear to be mass-market pieces and create a negative impression when selling real estate. A light color such as buff or gray can, however, convey a professional image. While slick, hard-coated stock can be used for flyers, letters should be on uncoated stationery. For e-mails, a simple black font can be used for the message, but photos in or attached to the e-mail should be color shots that will print well.

Follow-Up Calls

Follow up your e-mail or letter with a call to your contact. Here are four general tips about making follow-up telephone calls to buyer or seller inquiries, as well as letter recipients (when you are not precluded from making the call by a do-not-call list):

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1. Immediately identify yourself and tie your call to your e-mail or letter.



2. Give minimal information. The more information you give over the telephone, the less your chance will be of obtaining a face-to-face meeting.



3. Get information—ask questions. Answering questions with questions is a good technique to use (e.g., if a prospect asks how many vehicles a garage of a certain property fits, ask how many vehicles the prospect has).



4. Make a face-to-face appointment. You should set a time and date to meet the prospective buyers or sellers. You will generally want both parties present when you deal with couples. Use an option of two positive choices, instead of giving prospects the option of not meeting with you: “Would you [and Mrs. Smith] be available at 4:30 this afternoon, or would 5:00 be more convenient?”

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Have an Idea for an E-mail or Letter? Contact Us!

The e-mails and letters in this book should satisfy more than 90 percent of an average real estate office’s written communication needs. If you think there is a need for letters not included in this book, please let us know so we can add them to later editions. Many of the new e-mails and letters in this edition are the result of reader requests. Contact us at [email protected]

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xxvi    Power Real Estate E-mails & Letters Fifth Edition

Acknowledgments The following reviewers provided valuable assistance in the creation of this book: ■■ Doris S. Barrell, GRI, DREI ■■ Terri Murphy, GRI, CRS, LTG, CREC, Terri Murphy Communications, Inc. ■■ Margaret Nagel, Chicago Association of Realtors®, Realtors® Real Estate School

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■■ Sylvia C. Shelnutt, Sylvia Shelnutt Training and Seminars ■■ Trish Szego, CRB, CRS, ERA Elite Group, Realtors® ■■ William R. “Bill” Zales, MA, ED, Tomlinson Black North Idaho Realty, Inc.

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Promoting Yourself

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Letting People Know You Are a Real Estate Agent

We strongly suggest that letters, rather than e-mails, be used for introductory promotion. Enclosed cards should have your photo so recipients can place your face with your name.

1

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2    Power Real Estate E-mails & Letters Fifth Edition

Letter to Friend or Acquaintance on Joining Firm

______________← Date and address

SA ______________ ______________ ______________

Dear __________________:

[1. I am your neighbor at 7318 Elm, the green house on the corner of Elm and Larsen.   2. I am Jeffrey’s mother.   3. I enjoyed working with you (on the recent blood drive). ]

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I have recently joined [UR Home Realty ] as a [sales associate ]. I am well prepared to meet the real estate needs of all my friends and neighbors. If you or any of your friends need any real estate services, I would appreciate it if you would think of me. Sincerely,

Enclosure: ← Card

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_____________________

Note: This letter is written for a new licensee. Besides your personal friends and neighbors, the letter should go to people you do business with, close friends of family members, parents of your children’s friends, members of organizations you belong to, and so on. The first paragraph makes certain that the recipient knows who you are. If you have had any positive personal relationship with the addressee, be certain to mention it. Your photo on your card will reinforce this reminder.

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Chapter 1  Promoting Yourself    3

Broker Letter to Neighbors of New Salesperson

______________← Date and address

SA _______________ _______________ _______________

Dear __________________:

Sincerely,

_____________________ Enclosure: ← Card

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[Judith Reilly], [your neighbor] who lives [at 111 Midvale Lane in Sunshine Estates], has recently joined our firm as [1. a sales associate   2. an associate broker ]. [Judith ] has been your neighbor for [four ] years. [She ] and [her husband ] have [two children, Lisa, age nine, and Jeffrey, age seven, both of whom attend Midvale School ]. [Judith is a graduate of Ohio State and previously worked in marketing. ] [She ] has just completed our training program and will be specializing in [residential sales ] in [Orchard Ridge ]. If you or any of your friends have any real estate needs, we hope you will contact [Judith ]. I have enclosed one of [her ] new cards.

Note: This letter should paint the agent as a person the reader will want to know. It should be mailed over a radius of several blocks around the new employee’s home, as well as to the employee’s special friends and, if the employee has children, to the parents of the children’s friends. The employee’s picture should be on the enclosed card so neighbors can identify the employee.

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4    Power Real Estate E-mails & Letters Fifth Edition

Salesperson Letter to Neighbor

______________← Date and address

SA ______________ ______________ ______________

Dear __________________: I am your [1. neighbor   2. new neighbor ] at [3752 Elm Drive—the white house on the corner in Sunshine Estates ].

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I am [1. an associate broker   2. a real estate salesperson   3. a R ealtor-Associate ®] with [UR Home Realty ]. I wanted you to know that I am prepared to [meet any real estate needs that you might have ]. If you or any of your friends have any questions concerning real estate, don’t hesitate to call me at [602-555-8200 ]. Sincerely,

Enclosure: ← Card

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_____________________

Note: You might add a handwritten note that says, “I will call you in the next few days to discuss any present or future needs you might have.” Don’t attach this note if the neighbor is listed on the do-not-call registry. Enclose your card with your photograph. Your card is more likely to be noticed if you attach it to the letter with a paper clip or staple.

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Chapter 1  Promoting Yourself    5

Letter to Friend or Acquaintance on Designation or Course Completion

______________← Date and address

SA ______________ ______________ ______________

Dear __________________:

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[1. Just a short note to let you know that I have been awarded the professional designation (1. CRS   2. GRI ) for use after my name. (1. CRS   2. GRI ) stands for (1. Certified Residential Specialist  2. Graduate Realtor® Institute). To achieve this designation, a R ealtor ® must have met the high standards set by the (1. Residential Sales Council   2. National Association of R ealtors ®) and have completed a rigorous course of training. ]

[2. Just a short note to let you know that I have recently completed the course (Financial Skills for the Residential Specialist). This course, sponsored by the (Residential Sales Council ), has prepared me to (better advise buyers and sellers in

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matters such as mortgage choice, tax implications, and available financial alternatives ). ]

As a result, I am now better prepared to professionally assist buyers and sellers in meeting their real estate needs. Should you or any of your friends be in need of professional real estate services, I hope you will think of me.

[1. Sincerely,   2. Your friend,] _____________________ Enclosure: ← Card

Note: If the letter recipient might not immediately identify you from your name, you should include a first sentence such as the following: [1. I am your neighbor at 7318 Elm, the green house on the corner of Elm and Larsen.   2. I am Jeffrey’s Mother.   3. I enjoyed working with you (on the recent blood drive ). ]

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6    Power Real Estate E-mails & Letters Fifth Edition

Letter to Friend, Acquaintance, Past Customer, and Client When You Change Offices

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______________← Date and address ______________ ______________ ______________

Dear __________________:

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Just a note to let you know I am located at a new address. I am now [1. a sales associate  2. an associate broker ] with [UR Home Realty ] at its office [on Bellflower Boulevard ]. I will be able to offer a higher level of service because of management support and the group of dedicated professionals who work together as a team to fulfill both buyer and seller needs.

[1. I will be contacting you in the next few days to find out if any of your friends need my real estate services. I would appreciate any help that you can provide.  2. If you or any of your friends need real estate services, I would appreciate it if you would think of me. ]

_____________________ Enclosure: ← Card

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Sincerely,

Note: Enclosing a business card with your photo on it greatly enhances your letter’s effectiveness; the reader can then place your face with your name. Mail this letter to friends, neighbors, and acquaintances; service people you do business with; members of organizations you belong to (e.g., social, special interest, or religious groups); friends of family members; the parents of your children’s friends; previous buyers and sellers you have dealt with; and your active files of prospective buyers and sellers. The paragraph indicating you will be contacting the recipient should be used only if you are not precluded from calling by the do-not-call rules.

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Chapter 1  Promoting Yourself    7

Letter to Friend, Acquaintance, Neighbor, or Former Client Upon Opening Your Own Office

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______________← Date and address ______________ ______________ ______________

Dear __________________: Guess what! I took the big step! No, [1. not marriage  2. I am already married ]. I have opened my own office (see the letterhead ). I am now an independent broker [1. affiliated with (Century 21 )  2. doing business as UR Home Realty ].

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I am very excited about the move. I offer [1. a full range of investment and residential properties  2. specialized service for homebuyers and sellers in (West Covina )]. If you are in the area, stop by for coffee and a hello! I could also use your help. I would greatly appreciate any referrals you can provide of friends and neighbors who might be considering buying or selling real estate in [West Covina ].

_____________________ Enclosure: ← Card

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Sincerely,

Note: Asking for help is an excellent approach to use for a person with whom you are acquainted.

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8    Power Real Estate E-mails & Letters Fifth Edition

Sold a Home in the Neighborhood

______________← Date and address

SA ______________ ______________ ______________

Dear __________________: Just a note to let you know I sold [Tom and Mary Riley’s ] house at [2731 Briar Place ]. They are moving to [Phoenix, Arizona ]. I know you will be sorry to lose them as neighbors.

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I will let you know about our new neighbors when they move in. If you or any of your friends and neighbors need real estate advice or services, I hope you will consider me.

[1. Sincerely,  2. Your friend,]

Enclosure: ← Card

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Chapter 1  Promoting Yourself    9

Welcome Your New Neighbor

______________← Date and address

SA ______________ ______________ ______________

Dear __________________: As I wrote you, I sold [Tom and Mary Riley’s ] house at [2731 Briar Place ]. The buyers are [Ralph and Audrey Sharkey ]. They have [a son Ralph, Jr., who is eight years old, a son Thomas who is six, and a daughter Lori who is three ].

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I hope you welcome them to the neighborhood. If you or any of your friends need real estate services, I hope you will consider me.

[1. Sincerely,   2. Your friend,]

Enclosure: ← Card

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_____________________

Note: This letter and the prior letter show success. When sellers look for an agent, they want one who succeeds. Always obtain the buyer’s permission to give out family information.

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10    Power Real Estate E-mails & Letters Fifth Edition

Offer to Speak

______________← Date and address

SA ______________ ______________ ______________

Dear __________________: I understand that, like all service organizations, you constantly need speakers. Well, I would like to offer my services.

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I have prepared a [30-minute ] presentation on [1. the dynamic changes in the Westwood real estate market  2. proposed zoning changes and what they mean to you  3. the realistic future of the real estate market.  4. why real estate investment makes sense in today’s economy  5. the real estate recovery ] that I think will interest most of

your members.

I will be calling you in a few days to discuss my proposal.

_____________________ Enclosure: ← Card

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Yours truly,

Note: Your chamber of commerce should be able to give you a list of local service organizations and people to contact. By stating you will be calling, the recipient is forced to consider your offer.

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E-MAILS & LETTERS Fifth Edition

polished writing skills. This invaluable resource helps novice and experienced agents alike make the right impression with professionally written templates that are easily adaptable and cover a wide variety of communication needs.

Features:

  Ready-to-go templates available for download through our Web site   Related legislation that might impact communication with clients  Templates for sensitive situations real estate professionals encounter in day-to-day situations

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Contents:

Promoting Yourself Listing Solicitations Solicitations for Expired and For-Sale-By-Owner Listings Responses to Owner Inquiries Residential Buyer Solicitations Land, Business, and Investment Buyer Solicitation Servicing the Listing Buyer E-mails and Letters Breach of Contract and Other Conflict Communications Property Management Broker, Lender, and

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Attorney Letters Personnel Letters Press Releases Miscellaneous Letters

Build a Successful Career with Dearborn,™ A Kaplan Real Estate Education Company Before Hitting Send: Power Writing Skills for Real Estate Agents 21 Things I Wish My Broker Had Told Me The Insider’s Guide to Commercial Real Estate The Big Book of Real Estate Ads: 1001 Ads That Sell Sales and Marketing 101 for Real Estate Professionals Up and Running in 30 Days: A Proven Plan for Financial Success in Real Estate

POWER REAL ESTATE E-MAILS & LETTERS

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A great deal of real estate business is conducted via written correspondence, but many agents lack

William H. Pivar Corinne E. Pivar

POWER REAL ESTATE

Fifth Edition

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mintisutmaimpequoditlabo.UtvenduciteribusaealigniseosdesedullaboGa.Ratiissitipsandelidullauterumetantivolenditliquoditaudidebisnihiciatecerspis nisneexpelectanonresmodiofficiacepudiilibusdolutessediossimoluptaturmovenimetdelentinimi,quidemquisnisetremacientquldeliquidisquaequiblau demfaccumquidemiumautatiorelaborumqueverundebit,cuptamautulparumvitio.Ipiendamus.Equiblaborerrumliquodicorrumetarchilexcerspeautese Atevolessiconsequisidignihicisequicoriacomnisperuptaquiadernatus.Berspeditemam,odiilitiumquiblabissinctusam,eatemeapormosetmolluptatibusdae aestutautatinctisadolluptavellatetaliquiamreprecuptatemImaiorerismoluptatiistioAborepelitiommodisporiaditlaudisquisetreperiaqueresalibuscialigend ideventquiberestrumconseribeatHentemBismoluptaenatusassum,oditquamladoluptur?Equenivelliasnusnistanobitateviditiatursamusexerumandiutlicien minestlanimporecaenectooccationnonsedquevenitautvendestiatibussoloritasimus,aceptatiaautesac untvollationplibeaquisaborerferiaedolorumipsa busest,susam,volorisconsequiassidoluptiorporemvoluptatemquemosabormodiore,verrocorecuptatatisetvelitlaborionesciet,conseditaquiaediodoleseq boreicipientiandemexereritiumlitofficilessire,ullorioravollestio.Ulliberibusmililibusamexplitlaciaquicusvoloredolenimi,omnisinivendeleceptaspisisresetqua berchicimodiasuntmodissimilluptasantumnonsequicoreceperumsitaeplitatectatiisexcest,seceperiomaximporrocusvolorestquiasperomaximetetauto quidendelestibusvoluptasetofficidiutaliquunteseadist,veniteatibus,testidesam,sincturepudameumquuntvendellaborrepelent,omnianteconsectisciisreru quosdeseteaquovelestioribeadolorerspeditexerspeleosdellenimnectemfaceperumentisreicientUptatquaectorsitiatibusmoluptatesciditdolorrovidquo bo.Ducidevolumetquidolestisdebismoluptanullitatur,voloraccumsequiamvoluptatiorumameumvolest,cusnonsequunt,voloremrerovidemdestiseatiquee ctitecerumharchillatexplatiistrepliteconecturepedutetlaboEcumeaquenulparumeritatexenihictemeaquirerspientesevolectur?Olorupiditatectotacupta fictemcusam,oditiaerererehenihillatautemesequistrumassevolorevellabo.Oseaipiducipsantiuntvolupisecuptatem.Imaiorerismoluptatiistio.Aborepelitiom disporiaditlaudisquisetreperiaqueresalibuscialigendeliquideventquiberestrumconseribeat.entem.Bismoluptaenatusassum,oditquamladoluptur?Equen asnusnistianobitateviditiatursamusexerumandiutlicienimaniminestlanimporecaenectooccationnonsedquveniautvendestiatibussoloritasimus,aceptatia

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