You Got a Reply, Now What?
The Happy Grasshopper Conversation Playbook
At Happy Grasshopper, we believe conversations are at the heart of great relationships. For over 15 years, we’ve nurtured more than 42 million real estate relationships, and we’ve learned exactly what it takes to turn a simple reply into a meaningful connection.
This playbook is designed to help you confidently handle replies from your existing leads and your sphere of influence (SOI). We know from experience that when you respond thoughtfully, you build lasting relationships that grow your business.
First, Some General Best Practices
If you see their reply come in: Pick up the phone or send a quick text right away. You might say something like, “Hi Dan, I just saw your reply and thought I’d give you a quick call. How have you been?”
Most of the time, however, you won’t be looking at your screen when a reply comes in. That’s okay! Just send a simple acknowledgment. Something like, “Thanks for getting back to me! What’s a good time for us to connect?” works well.
Why This Works: People appreciate timely, genuine responses more than perfectly scripted ones. Being responsive shows you care, setting a strong foundation for trust.
Tailored Conversation Framework
No matter how messy your database might seem, every person in it falls into one of two categories: they either know you, or they don’t. Here’s how you can approach each type of conversation effectively:
1. SOI and Past Clients (They Know You)
Goals: Reconnect personally, maintain strong connections, and discover new opportunities or life updates.
Conversation Starters:
• “It’s great to hear from you! What’s been happening in your world since we last talked?”
• “Have there been any big life changes for you lately?”
• “Is there anything going on right now that I could help with?”
Active Listening Statements:
• “Sounds like a lot has changed for you recently.”
• “I’m glad we had the chance to catch up. Let’s not wait so long next time!”
• “I always appreciate our conversations. Thanks for keeping in touch.”
2. New Leads (They Don’t Know You Yet)
Goals: Quickly establish trust, clearly understand their motivations, and set definite next steps.
Conversation Starters:
• “Thanks for reaching out. I’d love to hear what motivated your interest.”
• “What makes now a good time for you to explore this?”
• “Could you describe your ideal outcome? What would success look like for you?”
Active Listening Statements:
• “It sounds like your priority right now is [their stated motivation]. Did I get that right?”
• “I appreciate you sharing these details—it really helps me understand how I can best support you.”
• “If we could achieve [their stated goal], would you feel comfortable moving forward?”
Quick Tips for Every Conversation
Next Steps
We created this playbook to be practical and immediately useful. Print it out, keep it handy, and refer to it whenever you get a reply. Conversations are the foundation of relationships, and relationships build your business.
For more insights on how to deepen these conversations and transform your sales approach, check out our book, Seriously Human Selling at danstewart.com. If you need help with your database, stop struggling and sign up for Happy Grasshopper free.