Start with their situation
A generic market update is easy to send and easy to ignore. A useful check-in starts with something you know about the person: a renovation they mentioned, an upcoming move or a question about their neighbourhood.
Choose one appropriate contact and write the reason before writing the message. If the only reason is that you want a referral, prepare something that helps them first. Do not invent a reason or pretend you remember a conversation you did not have.
Match the material to the question
- “What could our next move look like?” Offer a planning conversation and the Move-Up Planning Kit where it fits.
- “Where do things stand with our home?” Offer an annual review supported by current comparable-sale evidence.
- “We are staying here.” A relevant seasonal maintenance checklist may be more useful than a sales message.
- “We finally have a moving date.” Help organise the next steps with the moving checklist pack.
Adapt any handout to the property, season and local circumstances. A template should support your judgement, not replace it.
Give them an easy choice
SAMPLE WORDING
“You mentioned you might revisit your plans this fall. Would it help to talk through where things stand, or is next year a better time?”
Ask one question. A short personal note gives them room to tell you their timing has changed. Avoid attaching several documents to a first message or treating every reply as permission for a sales sequence.
If they want a home review, explain what information you would need and let them decide what they want to share. The Annual Home Equity Review Kit provides a report and follow-up structure for that conversation.
Keep the promise after the reply
Record what they asked for, what you agreed to send and when. Send the promised item with a short explanation of why it fits. Then follow the timing they chose.
For example: “Send the seasonal checklist on Friday; they do not want a market review this year.” That is a clear outcome. It is also a reason to avoid sending an equity report they did not ask for.
Measure useful conversations and completed commitments alongside appointments. You cannot control when someone moves, but you can make it easy for them to get relevant help from you.