Appraisal Follow-Up: How to Turn a "Not Yet" Vendor Into a Listing

Most appraisals don't end in a signed agency agreement. They end with a polite vendor at the front door saying "thanks, we'll be in touch when we're ready." That vendor has just let you walk through their home, told you roughly when they might move, and given you their mobile number. Then, in most offices, nothing happens for six months, and the listing goes to whichever agent happened to call the week they decided to sell. Real estate appraisal follow up is the work of making sure that agent is you.

Why "not yet" is the best answer in your pipeline

A vendor who says "not yet" has already done the hard part. They've considered selling seriously enough to book an appraisal, and they've met you. Compare that with a cold database contact, who might not have thought about moving in years. The appraisal list is the warmest segment you own, and it's usually the most neglected.

Here is what a backlog is worth. Take an illustrative office with 60 appraisals from the last 12 months that didn't convert. Say the average price in its area is $1,100,000 and the agency charges 2.0% commission. Each listing that sells is worth $22,000 in gross commission before GST and splits.

• If a disciplined follow-up system wins just 1 in 10 of those vendors when they do decide to sell, that's 6 listings and $132,000 in gross commission.
• If it wins 1 in 6, that's 10 listings and $220,000.
• If the office does nothing and those vendors list with someone else, the figure it earns from this list is $0, even though it paid for the time, the drive, and the comparative market analysis on every one.

These numbers are an example, not a benchmark. Swap in your own appraisal count, median price and commission rate. The point holds in almost any market: the appraisal list carries more commission per contact than anything else in your CRM.

The first 24 hours: send the appraisal pack

The appraisal visit is the high point of the vendor's attention. Within a day, it has started to fade, and other agents may already be booked in. Get the appraisal pack to them before that happens, ideally the same afternoon.

A strong pack is short and specific to their property. Include:

1. Your price estimate and the evidence behind it. Three or four recent comparable sales, with addresses, dates and prices, and a sentence on how each compares to their home. In Victoria, the estimated selling price in your sales authority must be reasonable and take into account the three most comparable sales. In NSW, the estimate in the agency agreement must be reasonable and backed by evidence you give the vendor. Showing your working now builds trust and sets up a smooth listing later.
2. What would lift the price. Two or three practical items you noticed on the walk-through, such as the overgrown front garden or the dated kitchen lighting, with rough costs.
3. A suggested campaign. Auction or private treaty, likely timing, and why.
4. One clear next step. "Happy to come back once you've had a chance to talk it over" is enough.

Follow the pack with a short text so it doesn't get lost in an inbox, then a call two or three days later to answer questions. That call is where you find out the real timeline. Ask what has to happen before they'd list: finding the next home, a child finishing school, a renovation, or waiting to see what prices do. Write the answer in your CRM in plain words. It becomes the trigger for everything that follows.

A 12-month real estate appraisal follow up plan

Most "not yet" vendors are six to 18 months out. The goal is to stay useful for that whole stretch without turning into the agent who calls every Friday. A simple rhythm works better than a clever one:

• Week 1: appraisal pack, text, follow-up call.
• Week 4: a short update on any sales near them since the appraisal.
• Month 2: a call to check in on the thing they were waiting for ("Did you find the place in Mosman?").
• Month 3: a refreshed price estimate based on the latest comparable sales.
• Months 4 and 5: one useful local item each month, such as a new listing on their street or the result of a nearby auction.
• Month 6: a proper call. Ask whether the timeline has moved, and offer to update the appraisal in person.
• Months 7 to 11: a monthly text or email tied to real local activity, plus a call if a trigger fires (see below).
• Month 12: an anniversary note: "It's a year since I came through. Want me to update the numbers?"

Keep every touch tied to their home and their street. A generic newsletter tells the vendor they're on a list. A message about the house three doors down tells them you're watching their market. For more ideas on what to send, see our guide to local market signals that get replies.

The triggers that should prompt a call

The calendar keeps you present. Triggers give you a reason to call that the vendor will welcome. Set your CRM or your team to watch for these:

• When a similar home within a few streets sells, call that day. The vendor now has a fresh data point about their own home's value, and you're the one delivering it.
• A listing next door or on the same street changes the vendor's competition. Some will want to list before the neighbour; others will want to wait until it's gone. Either way, it's a conversation.
• After a Reserve Bank cash rate decision, borrowers recalculate what they can afford, and so do vendors who are also buying. A short message on what it might mean for buyer demand in their suburb is timely without being pushy.
• Life events they mentioned at the appraisal, such as the school year ending, a retirement date or a new job interstate, belong in the calendar.
• Strong auction clearances or results in their suburb make vendors feel the market is with them.

How to tell when "not yet" has become "now"

Vendors rarely announce that they're ready. They signal it. Train your team to notice:

• They ask about timing ("How long does a campaign take at the moment?").
• They ask about costs, such as marketing, styling, or your commission.
• They mention they've found a property to buy, or have had finance pre-approval.
• They reply faster than usual, or reply at all after months of silence.
• They mention another agent has been in touch.

When you hear any of these, stop nurturing and book a visit. Offer to update the appraisal in person within the week. A vendor who is ready and doesn't hear back from you quickly will call someone else. Our post on the 4-hour follow-up window covers why speed matters more at this point than at any other.

SMS and call templates you can use this week

Keep texts short, signed with your name and agency, and easy to reply to. Adjust the details to the vendor.

Same day as the appraisal (SMS): "Hi Sarah, thanks for having me through 14 Elm St today. I've emailed your appraisal pack with the recent sales I mentioned. Any questions, just reply here. Tom, Harbour Realty. Reply STOP to opt out."

Comparable sale (SMS): "Hi Sarah, 22 Oak Ave just sold for $1.18m. It's the closest match to your place I've seen this year. Happy to talk through what it means for yours. Tom, Harbour Realty. Reply STOP to opt out."

Listing next door (call opener): "Hi Sarah, it's Tom from Harbour Realty. I wanted you to hear it from me: number 16 is coming to market next week. It's worth thinking about how that affects your timing. Have you got two minutes?"

Six-month check-in (call opener): "Hi Sarah, it's Tom. It's been about six months since I came through. Last time you mentioned waiting until the kids finished the school year. Is that still the plan, or has anything changed?"

When the vendor signals they're ready (call): "Sounds like the timing might be getting closer. Prices on your side of the suburb have moved since I last ran the numbers. Can I come back Thursday or Saturday morning and give you an updated figure in person?"

Frequently Asked Questions

How long should I follow up after an appraisal?

At least 12 months, and longer if the vendor gave a longer timeline. Most "not yet" vendors are six to 18 months from listing. Stop only if they ask you to, list with another agent, or sell.

What should be in an appraisal pack?

Your price estimate, three or four comparable sales with addresses, dates and prices, a few practical suggestions to lift the price, a recommended sale method and timing, and one clear next step. Send it the same day if you can.

How often should I contact a vendor who isn't ready?

Roughly monthly, with a phone call every quarter or so. Add extra calls when a trigger fires, such as a nearby sale or a listing on their street. Every touch should be about their home or their area, not about you.

Is it legal to text a vendor after an appraisal?

Generally yes, if they've agreed to hear from you. The easiest way to get that is to ask at the appraisal, "Is it alright if I send you the occasional update on sales near you?", and note the yes in your CRM. Each marketing text also needs your name, your agency and a working opt-out under the Spam Act; our guide to SMS marketing laws for real estate in 2026 has the detail.

The appraisal list is where your next year of listings is hiding, and the agent who wins it is usually the one who kept showing up with something useful. If your team can't keep every vendor warm by hand, that's the work Voqo handles: AI voice and SMS follow-up that keeps the nurture calendar running, handles the replies, and books the vendor back in with the agent once they're ready to talk.