Adopt a Buyer Program – ‘Profit on the other side’

The following program is designed for us to establish great rapport with the buyers who are purchasing our listings. Within a few months, I want our company to be viewed as their company. We will support them through the years by answering their questions keeping them informed as to how their investments are doing in today’s market. This program takes a huge commitment on our part yet once this commitment is made…the elimination of our competition begins.

1. Every time we close a transaction, we must input the buyer’s information into our database. Information MUST include…
a. Name of buyer / buyers
b. Home address of buyer
c. Property address of buyer
d. Telephone Number of buyer – Look in White Pages
e. Email address of buyer
f. Date of purchase

2. Mail a Send Out Card to the buyer the same day the closing takes place.
a. Merge the MLS picture onto the SOC – instructions are in the system
(SOC script is included)

3. Look up the telephone number on White Pages
a. Place the number in our database
b. Call the buyer using the script below. Call 10 days after the closing. It is important that this call be made after they are likely to have received the SOC.
c. The two important parts of this task is to establish a great rapport with the buyer and to collect their email address.

4. Place their email address into our database so the buyer will start getting our monthly Owners Drip Newsletters.

5. For those who we cannot find their telephone number
a. Mail them the SOC above (that should already be done)]
b. Mail them a letter offering them information that may assist them in reducing their property taxes. (Letter included below)
c. Once the email us for the information, place the email in the database and let the drip begin.

6. For those who do not give us their email address when we call and they have not giving their email address from the tax letter then….
a. Put them on a snail mail drip campaign for three straight years. The frequency of these mailers must be every 6 months. It will be a “Another 6 Months has gone Buy” letter. This will be written by Greg Harrelson

7. Each name that we do not have an email address for, we must call them on their 6 month anniversary to see how their investment is going and to ask if they need any additional information. Tell them that you want to email them an update on sales in their building or their community so they can see how well their investment is doing. Get their email.
a. Get their email
b. Send a CMA
c. Record the email in our database for drip system

8. For everyone that we do not have emails for at this time then they will continue to receive our 3 years snail mail campaign. (many of these will be postcards)

Send Our Card Script

Dear Buyer,

My name is Greg Harrelson and I am the owner of Century 21 The Harrelson Group, we actually had your property listed for sale when you purchased. I want to say congratulations on your new purchase. Personally, I believe this is a fantastic time to buy real estate in the Myrtle Beach market. Because we worked with the seller on this purchase, we collected a lot of information on your property. If there is ever a time that you need information on the property, you can call me personally at 843-457-7816 or email me at

Enjoy your new purchase,
Greg Harrelson
Century 21 The Harrelson Group

First Call Script

Hello Mr./Mrs. ________

This is _________with Century 21 The Harrelson Group in Myrtle Beach, SC. I want to start off by saying congratulations on the purchase of the property at ___________. You may not be aware yet we had this property listed for sale while you were making this purchase. Because we worked with the seller on the property, we were able to learn a lot about the property. As a matter of fact, no one in the market probably knows more about the property then our office.

There are a few things that I wanted to send you that may help you with your property. One is some tax information so you know what the tax basis is on your property at this time. There are times when you can apply for a reduction of property taxes and in today’s market, most people are over paying. The second thing, I will send is a Final HUD statement to make sure you have the most accurate information for you next year’s tax returns. And last, I will send you my contact information if the rare event that you need some answers from our seller or information that we may have in our files.

By the way, I have been in this real estate market for over 13 years now and I have to say that you are buying at a great time.

Do you have any questions that I can answer for you at this time?


What is your email address so I can forward this information to you today?

Once again, my name is __________________. Feel free to call me anytime. We will keep you up to date ever so often as to what is going on in the market.

Enjoy your purchase,
Greg Harrelson

Lower Your Taxes Letter

Dear ___________,

My name is Greg Harrelson with Century 21 The Harrelson Group. You may not know that we were the listing company when you made this most recent purchase. Recently, I have been flooded with calls and emails asking me what can be done to pay lower taxes on newly purchased properties. Some research shows nearly 50% of property owners are paying property taxes based on an assessed value that is much higher than the market value of the property. Most assessed values were calculated during a time when the market was booming and that figure is still used today to determine your yearly taxes.

As an owner, it is your responsibility to have your taxes adjusted. The local tax department will not be calling you to lower your taxes. It is important that you take the time, do the research and submit proper documentation to the tax assessor’s office if you want a tax decrease considered. I myself recently appealed my tax value on an investment property I own and the tax office cooperated and approved me for a decrease.
As always, I am committed to serving the property owners in this area. As a matter of fact, I have recently provided a complete market summary of 2008 and 2009 detailing all sales activity in your community along with the proper documentation necessary to submit a request of appeal to the tax assessor’s office.

I will be happy to forward you the proper information. I am NOT a tax company, I am just willing to share the information that I have given to others in order to assist you.

Feel free to email me at for the information.

Your Realtor,
Greg Harrelson