Getting the Appointment

The lesson

The Elevator Pitch text sequence

• Use this sequence after a listing pitch you already went on, after phone prospecting where you did not land the appointment, at an open house where someone says "we have an agent" and you cannot get inside, or as your first foot in the door on an FSBO. It sits at the very top of the seller pipeline, before an appointment exists.
• Text 1 is the permission opener, and this is the exact template (FUB: Messages, then Templates, search "elevator"): "Hi [first name], quick question, would you be open to me sharing the 3 reasons many sellers eventually choose to list with our team? Here's a quick 2-3 minute highlight video on what makes us unique, and even if you decide on selling by yourself, it tends to help people avoid costly surprises. No pressure either way! If you decide you'd rather hire someone like me to go to work for you, I'd like to apply to be your favorite agent!" Its only job is to earn the right to send video next.
• Text 2 is short on purpose, verbatim: "Here's a link to that video!" followed by YOUR elevator pitch video link. Search the template under your own name; Alicia and Becky already have personal versions saved with their video links. If yours does not exist yet, record your video and get it added under your name. Texts 1 and 2 fired back to back are the double tap.
• Text 3 is the scheduled nudge, verbatim: "Did that video work for you?" Not an instant send. Schedule it for later the same day, roughly an hour out. It reminds them the video is sitting there and asks a direct question in the same breath.
• There is also the after-the-preview cousin (FUB template "Listing FU: Elevator Pitch Video"): a thank-you for showing you the property, your ideas-to-maximize-price video, and the close, "What day/time is easiest for me to swing by for 20 minutes and see if it makes financial sense for you?" Same three moves, aimed at a seller you already met.
• One naming rule, straight from Drew: these are the Elevator Pitch texts, never "the Triple Threat." At Choice Homes, Triple Threat means exactly one thing: the three-bucket question that ends the nowhere-to-run sequence in the pricing conversation (Modules 1, 5, and 8). Keep the names separate and nobody gets confused in a huddle.

The double tap principle

• The double tap is not a script, it is a delivery habit: send the second text immediately on top of the first, zero gap. Inside the elevator pitch flow that is texts 1 and 2. Outside it, it is any prospecting touch where you want an answer, ISA lead lists, chasing a ghosting FSBO, any of it.
• Be precise about what it moves. In Drew's words, the double tap "dramatically increases your answer rate and your response rate." It raises the odds they see it and reply. It does not necessarily raise the odds they sit down and watch a two to three minute video right then, that is a different job, and it belongs to text 3.
• The proven companion line for any follow-up text is the plain one, "just let me know when you get this." It is not fancy, and that is the point, it carries an all-time 21 percent response rate on a send to 1,800 people. Resist the urge to get clever here.
• Double tap also gets used loosely as a verb for any immediate back-to-back touch, including double-dialing a call right behind a text. The core, teachable definition stays narrow though: it is the immediate second text.
• Two mistakes to avoid: waiting between the two texts (the whole point is no gap), and over-sending fancy, dynamic copy hoping it converts better. Training tested a dressed-up dynamic text against the plain line and the plain line won, the dynamic version also pulled a full percent opt-out rate along the way. When in doubt, go back to what already works.

The ISA handoff

• Before an ISA hands a seller to you at all, FSBO minimum standards decide whether the lead is even in play: no land, ever. Under roughly $200,000, go only on a listing presentation, not a preview. Above that, a preview is fine. Working area is Hamilton, Bradley, Catoosa, Walker, and Dade, with Whitfield routed through Alicia.
• Two objections get extra judgment before anyone goes out: "I have an agent already" is the ISA's call on whether it is worth pursuing, and gatekeepers get pushed hard, you only take the appointment if you can also get the actual owner on the phone, not just whoever answered.
• The bigger-picture handoff Drew is building toward: the ISA uses video, including his own version of the elevator pitch built for ISA prospecting, to warm a seller up over the phone until they ask for the agent by name, "you wore me down, send [agent] out here." That is the win condition, fewer cold no-shot leads, more sellers who already want to meet you before you show up.
• Once the appointment is actually set, there is a second, different handoff. The ISA sends a joint group text introducing themselves and you together, then you send your own group text with a video introducing yourself. The ISA also sends the Seller Highnote, and confirms the appointment the day of.
• Post-appointment, the ISA works from whatever instructions you leave. Tell them what you want, set the next appointment yourself, tell them to go for one, or say nothing and they will call and literally ask how the appointment went. One week out, the ISA has a standing task checking specifically for one thing: did you send the seller the Loom recap video. If you did not, expect to hear about it.

Your personal elevator pitch video

• The spine is three reasons, in this order: how we market the home (every dollar spent on the home itself, not self-promotion, the more offers, more showings, maximum exposure chain, the Red Carpet Rollout "blockbuster versus straight to DVD" framing), multiple commission levels instead of one take-it-or-leave-it option, and the cancel-anytime guarantee.
• It closes on a meeting, not a listing. The taught close: "I'm not asking you to list your property with me today, but I'd be the worst agent in the world if I didn't at least ask, would it be a total waste of your time for me to show you what we do to get our clients the maximum amount of money the market will offer?" That is a no-oriented question on purpose, built so agreeing to meet is the easy, obvious answer.
• Tone is the whole grading rubric: does this sound like you talking to one specific person you know, not a stranger reading a script for the fifteenth time? Too hyped and salesy is wrong. Overcorrecting into stiff, overly formal delivery is also wrong. Aim for the middle, a real person, talking.
• Pace it on purpose. Let the philosophy chain, more money, more offers, more showings, maximum exposure, sit for a beat before you move on, that pause is what lets it land as logical instead of rehearsed. Then, on the close, slow all the way down, lean in, drop your volume. Across every rep reviewed in training, that final close was the one upgrade everybody needed.
• Keep it two to three minutes, do not rush to beat two, do not cross three. Record it in Loom, or shoot it on your phone with the Captions app and upload that file to Loom for a shareable link, either path works, but proofread the auto-captions before it goes anywhere, auto-transcription will mangle words like "Choice Homes" or "treatment" if you do not fix it. Once it is live, load it into your own agent-specific FUB template so text 2 of the Triple Threat sequence always points at your current version, and do not wait for a perfect take before you ship the first one, you can always update the link later.

The script, word for word

• This is the FINAL script Drew posted for the team. Record YOUR version from it; the close can be tweaked only if yours beats it.
• "Hey [Seller Name], this is [Agent Name] with Choice Homes. I just wanted to send over a quick video to give you a snapshot of what it would look like if you decided to let my team go to work for you. There are 3 very important reasons our clients chose us to go to work for them over anyone else:
• One big difference is how we market your home. We don't spend your valuable commission dollars promoting ourselves with newspaper ads, radio spots, or magazine ads. Every dollar is focused on your home and getting you the most exposure and the most money possible.
• Our philosophy is simple and effective... You get more money when we get you more offers, you get more offers when we get you more showings, and you get the most showings possible when we get you MAXIMUM exposure.
• We treat all of our listings the same way Hollywood treats a movie launch... Would you want your house to get the blockbuster movie treatment, or just go straight to DVD like most agents? You want anticipation, buzz, excitement, and strong demand on launch day so buyers are lined up to see it... and that's exactly how our Red Carpet Rollout marketing strategy works!
• Another thing that sets us apart is we don't offer just one take-it-or-leave-it listing option. We give our clients multiple commission levels to choose from so they can decide which program makes the most financial sense to them. We even have options where you might not pay us at all!
• We also offer a cancel-anytime guarantee. Life changes, the market changes, and we never want you to feel stuck in a contract that doesn't make sense for you anymore. This is also our way of earning your business every day! If you ever think that I'm not living up to what I told you I'd do, you can fire me with no penalty.
• I'm not asking you to list your property with me today, but I'd be the worst agent ever if I didn't at least ask... Would it be a total waste of your time for me to show you what we do to get our clients the MAXIMUM amount of money the market will offer? Just let me know when you get this!"
• Make it in Loom, or record on your phone with the Captions app and upload to Loom for a shareable link. Fix the auto-subtitle errors before it goes anywhere (the captions have turned Choice Homes into "Joy Sims" before). Then get it saved as YOUR named template in FUB so text 2 always carries your video.