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TRANSCRIPT
UNITED HOME GROUP
SCRIPT BOOK
EXCLUSIVELY FOR
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TABLEOFCONTENTSSELLERSCRIPTS.............................................................................................................................................2
FORSALEBYOWNER(FSBO)....................................................................................................................3
THEPROBLEMPRESENTATION.................................................................................................................7
EXPIREDLISTING.......................................................................................................................................9
EXPIREDLISTING–OBJECTIONHANDLERS............................................................................................10
PREQUALIFYINGLISTINGAPPOINTMENTS.............................................................................................12
PASTCLIENTREFERRALREQUEST..........................................................................................................13
HOLIDAYOBJECTION..............................................................................................................................14
BUYERSCRIPTS...........................................................................................................................................15
LPMAMA................................................................................................................................................17
FORSALEBYOWNER(FSBO)..................................................................................................................19
SIGNCALL...............................................................................................................................................21
PASTCLIENTREFERRALREQUEST..........................................................................................................23
SOIANDREFERRALSCRIPTS.......................................................................................................................24
MONTHLYREFERRALCALL.....................................................................................................................25
REFERRALCOMPETITION.......................................................................................................................27
REFERRALFOLLOWUP...........................................................................................................................28
EXISTINGCLIENTREFERRALREQUEST....................................................................................................29
GENERALSCRIPTS.......................................................................................................................................30
OPENHOUSECALLAROUND..................................................................................................................31
OPENHOUSE–DOORKNOCKING.........................................................................................................34
OPENHOUSE–ATTHEEVENT...............................................................................................................36
GEOGRAPHICFARMING.........................................................................................................................37
LEADFOLLOW-UP...................................................................................................................................38
JUSTLISTED............................................................................................................................................39
JUSTSOLD...............................................................................................................................................40
CREATEACONVERSATION–INCOMINGCALLS.....................................................................................42
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SELLERSCRIPTS
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FORSALEBYOWNER(FSBO)SCRIPT1:
Hi,I’mcallingaboutthehouseforsale.Isthis[Seller’sName]OR[TheSellerof[Address]?Great.
Mynameis[Agent’sName];IamaRealEstateAgenthereintheareaandInoticedthatyouhave
yourhomeforsaleandyou’resellingityourself.Isthatright?Fantastic.
IamcallingyoutodaybecausewehavehelpedalotofFor-Sale-By-OwnersselltheirhousesOR[I
workwithalotofbuyersandsellersinthearea]andIamjustcallingtoseehowthingsare
workingoutforyou.
Whenyou…SELLTHISHOUSE…,wherewillyoubemovingto?
Whatisyouridealtimeframeforgettingthere?
Iamcurious,iscommissionthemainreasonwhyyoudecidedtosellthehouseonyourown,
insteadofusinganagent?
IfIcanshowyouhowIcan…SELLTHISPROPERTY…foryouandactually…NETYOUMORE
MONEY…thanifyousellityourself,evenaftermycommissionispaid,isthatsomethingyou
wouldbeinterestedinlookingat?
IFTHEYSAYSOMETHINGLIKE,“IDON’TSEEHOWYOUCANDOTHAT?”
Icompletelyunderstand.Ifyouthoughtanagentcoulddothatforyou,youwouldhavehiredone
already,right?Andatthesametime,iftherewasafinancialbenefitforyoutolistwithme,
ratherthansellitonyourown,you’dprobablygoaheadanddoit,wouldn’tyou?Exactly.
Thatiswhyweshouldmeet.I’lltellyouwhat,Icancomebyon[Day]at[Time]or[Time]and
showyouwhysomanypeoplehave…CHOSENME…to…GETTHEIRHOUSESOLD.
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SCRIPT2:
Hello,thankyoufortakingmycall!Thisis[Agent’sName]withtheUnitedHomeGroupandIwas
curious…
Whenyourhousesells,whereareyoumovingto?
IFTHEYASKWHYYOUAREASKING:
Frankly,thereasonIamcallingiseverydayIproactively…LOOKFORBUYERS…formysellers.
Andthatisofcoursewhatyouwouldwantanagenttodoforyou,right?Imean,ifyouhiredan
agent.
WHATEVERTHEYSAY:
Mostagentsdothe“3P’s”ofrealestate.Theyplaceasigninayard,putitinMultipleListing
Service,andpraysomeoneelsesellsit.I,ontheotherhand,dotheadditional“2P’s”,whichare
proactivelyprospecttofindbuyersandpricewatchdaily.
So,whenyourhousesells,wherewillyoubemoving?
IFTHEYTELLYOUWHERETHEYAREMOVING:
Thatisexciting!
Howsoondoyouneedtobethere?
Nowthatyouhavedecidedto…SELLYOURHOUSE…howwouldyourateyourmotivation?Ona
scaleof1-10with10beinghighest.
Justoutofcuriosity,howdidyoudeterminethepriceofyourhouse?
Whydidyoudecideto…SELLYOURHOUSE…yourselfinsteadoflistingitwitharealestateagent?
Howmuchtimewillyoutakebeforeyouconsiderhiringtherightagentforthejobto…SELLYOUR
HOUSE?
AreyoufamiliarwithwhatIdotogethousessold?
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Oh,really…Whenwouldbethebesttimetoshowyou?At[Time]or[Time]?
Themoreyoutalkwithme,themoreyouwillseewhypeoplejustlikeyou…CHOOSEME…tohelp
themwiththeirrealestateneeds.
SCRIPT3:
Hello,andthankyoufortakingmycall.Thisis[Agent’sName]withtheUnitedHomeGroupandI
workwithmanybuyersintheareaandIwaswondering:HowcanIhelpyou?Justoutcuriosity,
whereareyoumovingto?
ThereasonIaskisIhavelistingsinthearea,andI/wewashopingyoumightbeabuyerforoneof
my/ourlistings.Yousee,Icalldailytofindbuyersformysellers.
Bytheway,whendoyouhavetobein[Destination]?
Howlongwillyoutryto…SELLYOURHOUSE…yourselfbeforeyouwouldconsiderlistingwithan
agent?Great.
ThatisexactlywhyIshouldcomebyyourhouse.Ataweakmoment,youmightendupwitha
weakagentandIintendforyoutomeetanagentwhomanyfor-sale-by-ownershavedecidedto
listwithbecauseIhelpthemgetwhattheywant.WhencouldIstopbyandseeyouforabout15
minutes?Icanlookatyourhouseandtellpotentialbuyersaboutit.Would[Time]beokay,or
would[Time]bebetter?
SCRIPT4:
Hello,andthankyoufortakingmyall.Thisis[Agent’sName]withtheUnitedHomeGroupandI
amcallingsoIknowallaboutthehousesonthemarket,notjusttheonesintheMultipleListing
Service.
I’dliketoaskyoujustafewquickquestions,ifImay.(Notaquestion)
• MayIaskwhereyouaremovingto?
• Howsoondoyouneedtobethere?
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• Whatpriceareyouaskingforyourhouse/property?
• Howdidyouchoosethatprice?
• Howlonghaveyoubeentryingto…SELLYOURHOUSE…byyourself?
• Areyouwillingto…DROPYOURPRICE…whenworkingwithabuyer?(SeeProblem
Presentationfordetailsonwhythismayhappen)
• Whattypeofmarketingareyouusingto…SELLYOURHOUSE?
• AreyouawareofallthemarketingtechniquesIusetogetyourhousesold?
• Great.Icouldcomebyandshowyouat[Time],orwould[Time]bebetter?ThatwayIcan
sharewithyouideasthatmayhelp…SELLYOURHOUSE.
BONUSPHRASES
• LuckilyIcalledyoutodaysoIcouldsharewithyouhowIgethousessold.WhenIcomeby,
Icouldshowyoumymarketingtechniquesandseeiftheyworkforyou.
• Undoubtedlyyouaresensingthatatopagent,likemyself,maybejustwhatyouneedto…
SELLYOURHOUSE…intoday’smarket.Aren’tyou?
• Letmeaskyou:Whywouldabuyerbuydirectlyfromyouwhenanagentdoesnotcost
themanymoney,unlessitwasagreatdeal?
• IfIcouldshowyouawaythatyoucould…NETMOREMONEY…bydoingbusinesswith
me,wouldyoudoso?
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THEPROBLEMPRESENTATIONNOTE:YOUWILLASKMANYOFTHESAMEQUESTIONSDURINGTHEP.P.,ATTHEBEGINNING,THATYOUDIDONTHEPHONE.THEP.P.ISABOUTGETTINGTHESELLERTOREALIZETHEYHAVEAPROBLEMANDTOSETALISTINGPRESENTATIONAPPOINTMENTWITHTHEM.
SCRIPT1:
[Seller’sName],howmanybuyershaveviewedthehome?Great.
Andhowmanyoffershaveyoureceived?Wow.
Andwhyhaveyounotacceptedoneyet?(Mostlikelyduetothembeinginvestorsand“low-ball”)
[Seller’sName],mayItellyouaboutthefourtypesofbuyers?
1. “Seriousandinahurry”.Theymaybemovingtotheareaandhavethreedaystofindahome.Ormaybetheyjustsoldtheirhouseandneedtogetintoanotherortheywilllosetheircontract.
2. “Seriousandnotinahurry”.Theycanqualify;theymaybeafirs-timehomebuyerproceedingcautiously,ortheymaybelookingforthatspecialhome.Mostfirst-timehomebuyerswhoareproceedingcautiouslywantsomeonetoholdtheirhand,right?
3. “Investors”.Theywanttobuyeverything10centsonthedollar.Ibetsomehavecalledyoualready;didtheyaskyouhowmuchyouwouldcomedown?Ihavehadtohelpmanyfor-sale-by-ownerswiththat.
4. “Looky-Loo’s”.Ireallyshouldn’tcallthembuyers.Theycannotqualify.Agentswon’tputthemintheircar,sotheygooutandpreyonopenhousesandfor-sale-by-owners,wastingalotoftheirtime.
WhenIthinkaboutthefourtypes,thefirsttype,seriousandinahurry,doyouthinktheyaregoingtobeoutwithanagentlookingateverythingtheycantofindthebesthouseforthem,oraretheygoingtobeinarentalcartryingtofindfor-sale-by-owners?
Secondly,ifyouareaseriousbuyerwhowantstoproceedcautiouslyandhavesomeoneholdyourhand,areyougoingtobeoutlookingonyourown,orareyougoingtobelookingwithanagent?
Andifyouwanttobuyhomes10centsonthedollar,areyougoingtocallanagentorareyougoingtocallafor-sale-by-owner.
AndifyouareaLooky-Loo,whocares,right?
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SCRIPT2:
[Seller’sName],Iamheretohelpyouandwehavebeenabletogetfor-sale-by-ownersmoremonththanalmostanyotheragentin[Area],anddoyouknowwhy?BecauseIhavestudiedandIknowwhatthemarketisdoing.
Thereisanotherreasonyoucan…MAKEMOREMONEY…bydoingbusinesswithme.Haveyoueverboughtsomethingfromastorewhereasalespersonhelpedyou?Didyouexpecttopayafairprice?Youexpectedtopayafairpricebecauseasalespersonwasinvolved.
Nowlet’ssayyouboughtthatitem.It’sniceandyouneveruseit.Youhavethereceipt;itisstillinitsoriginalpackaging.Youputitupforsaleonlineoratagaragesale.Doyouexpecttogetthesamepriceasatthestore?
No?Whynot?Becausenosalespersonwasinvolved.Anytimepeoplebuydirectlyfromanowner,theyexpecttopayless!Wejustcannotchangethat.
Let’ssayyouputthatsameiteminanauctionandIcouldgetacoupleofbidders.Whatdoyouthinkwouldhappen?Wouldthepricegoupordown?
Up,right?Doyouthinkitcouldevengoformorethanthestore’saskingprice?Itcould,couldn’tit?
Yousee,mostagentsdothe“3P’s”ofrealestate.Theyputasignintheyard,placeitontheMultipleListingService,andpraysomeoneelsesellsit.Idothe“4thand5thP’s”.Weproactivelylookforbuyersforoursellersandwepricewatchdaily.Ifweareoutthereconstantlylookingforallsortsofbuyersandwefindacouple,ormore,whatwouldhappentotheprice?
AndevenifIdidn’tfindtwo,andIfindone,wouldn’tthatgetyouwhereyouwanttobein[TheirTimeFrame]?Andthatiswhatyouwant,right?Iamjustcurious,whatisthesinglegreatestadvantageyouhaveinsellingyourhouseyourself?
Whatisthesinglegreatestadvantagethebuyerhasfrombuyingfromyou?Tosavethecommissionyouhopetosave.
Whatisthebiggestdisadvantageyouhaveinsellingyourhouseyourself?
Youknow,wehavegottenmorepeoplemoremoneyinlesstimewithfewerhassles,andthatsoundslikesomethingyouwouldbeinterestedin.Don’tyouthinkweshouldtalk?
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EXPIREDLISTINGSTARTEACHCALLWITHTHISSCRIPT:
Hello,thankyoufortakingmycall.Thisis_________________withtheUnitedHomeGroup.IamcertainthatbynowyouknowyourhousehasshownupasanexpiredlistingonourMultipleListingService,andundoubtedlyIamcallingtoseewhenyouplanto…HIRETHERIGHTAGENT…forthejobto…SELLYOURHOUSE.
OR
Hello,thankyoufortakingmycall.Thisis________________withtheUnitedHomeGroup.YourhousehasshownuponourMultipleListingServiceasanexpiredlisting.SinceIspecializeinsellinghousesthatdidnotsellthefirsttime,Iwaswonderingwhenwecould…GETTOGETHER…for15minutessoIcouldshowyouhowI…GETHOUSESSOLD.
OR
Hi,thisis_______________withtheUnitedHomeGroup.Iamcallingaboutyourproperty/house/condoat123MainStreet.IseethatitcameoffthemarketandIjustwantedtofollowuptoseeifyoueversoldthatproperty/house/condo.
IF“NO”,THEYWILLEITHERGIVEYOUANOBJECTION,ORYOUCANGORIGHTINTOTHEFOLLOWING:
Gosh,Iamsorrytohearthatandthatisexactlywhyweshouldmeet.Yousee,Ispecializeinsellinghousesthatdidnotsellthefirsttime,sowhencouldwe…GETTOGETHER…for15minutessoIcouldshowyouhowI…GETHOUSESSOLD.
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EXPIREDLISTING–OBJECTIONHANDLERS
OBJECTION1:I’MGOINGTOSTAYWITHTHESAMEAGENT
That’sgreat,andwhatIamhearingisyoufeelobligatedtouseyourlastagentsincetheyhaveinvestedalotoftimeandmoneyinyourhouse,right?Well,Mr./Mrs.Seller,youdon’towemeanythingandyoudon’treallyowethemanything,thoughyoudooweyourselftheverybest.ItcertainlywouldnothurttohearwhatIdoto…GETHOUSESSOLD…wouldit?
OR
Iunderstand,andletmeaskyouaquestion.IFyoustaywiththesameagent,whataretheygoingtodothistimethattheydidn’tdolasttime?Ihopeyoudonottakethisthewrongway,asIactuallyhearditfromoneofmyclients.AlbertEinsteinsaidthatdoingthesamethingandexpectingdifferentresultsisthedefinitionofinsanity.
OBJECTION2:I’MGOINGTOSELLITMYSELF(FSBO)
Afterwhatyou’vebeenthrough,Iunderstand.Youknow,Mr./Mrs.Seller,youaregenerallybetterofftosellityourselfthantobewithanagentwhodoesn’tunderstandthemarket.
OR
Icanappreciatethat,andwhatIsenseisyouwanttomakesureyougetthebestpossibleagentforthejobofsellingyourhouse.Whatareyoulookingforinanagent?
OBJECTION3:I’MTAKINGITOFFTHEMARKET–WE’VEDECIDEDTOSTAY
Isee.Justoutofcuriosity,ifyoudidsell,wherewereyoumovingto?WOW!Whywasthatimportant?Whatwouldthatdoforyouifyouhadmoved?IfIcouldshowyouawaytomakethathappen,wouldyoubeinterested?Yousee,Ispecializeinsellinghousesthatdidnotsellthefirsttime.Eventhebesthousesdon’tsellthefirsttime,anditjusttakesanewapproachandnewideaslikeIuseto…GETHOUSESSOLD...WhencouldIstopbyandspend15minuteswithyouandshowyouwhysomanyhomeowners…CHOOSEME…toselltheirhouse?
OR
Mr./Mrs.Seller,ifacontractwerepresentedtoyoutomorrow,wouldyoustillsell?Great,sothereissomedesiretomove,right?Youknow,Mr./Mrs.Seller,Ispecializeinhousesthataregreat,yetdidn’tsellthefirsttimeforvariousreasons.Letmeaskyou:
Whydoyouthinkyourhousedidn’tsell?Whatwillyoulookforinthenextagentyouchoose?Let’sdothis-I’lldropbyandlookatyourhouse,thatwayyoucan…MEETME…soataweak
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momentyoudon’tendupwithaweakagent.Afterall,youdon’twanttoputitbackonthemarketlatertohaveitsitforanother[6]months,doyou?
OR
Mr./Mrs.Seller,ifIcould…SELLYOURHOUSE…in30daysandnetyouwhatyouneed,wouldthatposeaproblemforyou?Thatisexactlywhyweneedto…SETANAPPOINTMENT.Will[Day]at[Time]or[Day]at[Time]workbetterforyou?
OBJECTION4:IHAVEALREADYFOUNDANOTHERAGENT
Haveyousignedacontractalready?(Ifyes,thenwishthemwell.Ifno,keepgoing.)
Great.Iwouldliketoapplyforthejobto…SELLYOURHOUSE…Afterall,Ispecializeinhousesthatdidnotsellthefirsttime.Youknow,sometimeseventhebesthousesdon’tsellthefirsttimearound.(Iftheyfeelobligatedtotheotheragent.)IunderstandandwhatIamsensingisyouwanttomakesureyouaredoingtherightthing.Correct?
Excellent.Youknow,ifyouhavetogotoadoctorbecauseyouhadanillnessandyoufoundoutitinvolvedsurgery,wouldyouwantanotheropinion?Iknowthisisn’tsurgeryandyetitisfinancialsurgeryonyourhouse.Let’smeetforabout20minutesandyouwillseewhysomanypeopledecideto…HIREME…overotheragents.Mr./Mrs.Seller,ifyouactuallyfeltyoucouldgetmoremoneyandaquickersell,wouldyouinterviewme?Whencanwe…GETTOGETHER…at[Time],orwould[Time]bebetter?
OBJECTION5:WHEREWEREYOUWHENMYHOUSEWASONTHEMARKET?
Greatquestion!Inordertosellahouseonce,youneedtosellittwice.MayIexplain?Agentssellthehousetootheragentsandtheysellittotheirclients,andquitefrankly,youragentneversoldittome.ThatisoneofthethingsIdobest.Iexposeyourhousetoalltheagentsintheareaandmakecallsdailytofindthebuyerforyouhouse.Thatiswhatyouwant,right-anagentthatwillactivelylookforbuyersforyourhouse?LetmecomebyandshowyouhowIlookforbuyersforyourhouseaswellashowIexposeyourhousetotheagentssotheyarefamiliarwithwhatyourhousehastooffer.
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PREQUALIFYINGLISTINGAPPOINTMENTSNOTE:DOTHISFORALLAPPOINTMENTS!
Hi,thisis[Agent’sName]withtheUnitedHomeGroup.Iamcallingtoconfirmourappointmenton[Day],[Date]at[Time].IamexcitedtomeetwithyouandsharehowIwillbeableto…HELPYOU…Doesthattimestillworkforyou?
BeforeIcomeouttoyourhouse,thereareacoupleofquestionsIneedtoaskyousoIamfullypreparedandabletosaveyoutime.Doyouhaveafewminutesrightnow?
Great!
IfwhatIsaymakessenseandyou…FEELCOMFORTABLE…andconfidentthatIcan…SELLYOURHOUSE…areyouplanningto…LISTYOURHOUSEWITHME…whenIcomeouton[Day]?Fantastic!
1. Doyouplanoninterviewingmorethanoneagentforthejobto…SELLYOURHOUSE?2. Tellmeagain–whereareyoumovingto?3. Howsoondoyouneedtobethere?IfI…SELLYOURHOUSE…inthenext30days,would
thatposeaproblemforyou?4. WhatwouldhappenifyourhousedidNOTsell?5. WhenIseeyou,howmuchdoyouwantto…LISTYOURHOUSE…forrealistically?Asa
professionalrealestateagent,Istudyhousesandpriceseveryday.Therefore,Iassumeyou’ll…LISTWITHME…atthepricethatwillcauseittosell,correct?
6. So,what’sthepriceyouwillnotgobelow?7. Howmuchdoyouoweontheproperty?8. Haveyoueverthoughtaboutsellingityourself?9. Willyouhelpfinancethehouseforthebuyerordoyouneedyourcashyou?10. Areyougoingto…PURCHASEANOTHERHOME…?Doyouneedthemoneyfromthis
housetobuythenexthome?11. Areyoucurrentonyourhousepayments?
§ Iftheyarenot,tellthemyouworkwithmanypeoplethatarebehindinpaymentsanditishappeningmoreandmore.“Iamveryskilledataccomplishingthetransactionandworkingwithyourbankonwhatwecallashortsale.IwouldbehappytogooverhowthisworkswhenIseeyouon[Day].”
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PASTCLIENTREFERRALREQUESTSCRIPT:
Hello,[Seller’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.Doyouhaveamoment?
Youknow,Isoenjoyedworkingwithyouand[Co-Seller’sName]whenyousoldyour
house/propertyandfrankly,Iwasthinking,sinceyourecentlysoldyourhouse/property,youmust
behearingaboutotherswhoarethinkingaboutsellingtheir(Next,1st,Investment,Move-Up,etc.
–bespecifictowhatthisclientsold)home/property.Doyouknowofsomeone?
Thanksfortakingamomenttothinkabouthelpingme.
IhavealoftygoalthisyearandIwouldlovetoworkwithmoreclientslikeyou,sowhenyouhear
ofsomeone,couldyou…CALLMERIGHTAWAY…?Wouldthatbeokay?
YES
Great,thankyou!Andplease…CALLME…andIwillcontactthemrightaway.Iftheyare…LIKE
ME…theycouldlosethepaperthattheywrotemynameandphonenumberdownonandata
weakmomenttheycouldendupwithaweakagent.Idon’twantthattohappentothem,
especiallyinthismarket.You’ll…CALLME…right?
YES
Thankyou!Tell[Co-Seller’sName]helloforme!
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HOLIDAYOBJECTIONNOTE:THEPROSPECTIVESELLERSHAVEALREADYTOLDYOUTHEYWOULDPREFERNOTTOSELL
DURINGTHEHOLIDAYSEASONFORANYONEOFMANYPOTENTIALREASONS.
[Seller’sName],IcompletelyunderstandthatyoumaywanttowaitandIwouldliketoshare
somethingwithyouthathasworkedbeautifullyformyotherclientswhofeellikeyoudo.Would
thatbeokay?
First,iftheperfectbuyerwerelookingforahomeinthenext[timeperiodbeforetheholiday]and
theywerewillingtopayfullpriceandwaittotakepossessionuntilaftertheholidays,youwould
wanttoseethatoffer,wouldn’tyou?Ofcourse,youwould.
Also,Iamsurethatyouhaveheardthat[PainofWaiting/ReasonNottoWait].Doyouthinkit
wouldbebesttowaitandpotentiallymissthatgreatoffer,ortaketheperfectoffernow,should
itpresentitself?Whichwouldbebestforyou?
Great!Icompletelyagree!
So,hereismysuggestion-asplitshiftlisting.Let’sschedule15-20minutesformetocomebyand
showyouhowthishasworkedsowellformyclientsto…SELLTHEIRHOUSE…andremoveas
muchofthestressandinconvenienceaspossible.
NOTE:ASPLIT-SHIFTLISTINGENTAILSTHEFOLLOWING:
1. Signingalistingagreementnowandputtingthehomeonthemarketnow.
2. Ifnooffersarereceivedbyaspecifictime,thehomeisTEMPORARILYpulledfromthemarketand
placebackonthemarketataspecifiedtimeinthefuture(aftertheholidays,typically).
3. Asthenext“Onthemarket”dateapproaches,youscheduletimetogetbacktogetherandreview
themarketstatisticsanddetermineifanewpriceisneeded.
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BUYERSCRIPTS
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NEWINTERNETLEADHi[Lead’sName],thisis[Agent’sName]withtheUnitedHomeGroupof[Area].Iamcalling
becauseInoticedyouregisteredonmyhomesearchwebsite,UnitedHomeGroup.com,andI
wantedtothankyouforchoosingus.
Howsoondoyouneedto…BUYAHOME?
Ourpropertysearchwebsiteisthebestwaytofind[PropertyType]thatareavailableonthe
markettoday.Inoticedyouwerelookingin[Area]withpricesaround[PriceRange].AmIcorrect
inassumingthatthisisyourdesiredarea?
Arethereanyspecificpropertyfeaturesthatyouareinterestedin?(Beds,baths,size,pool,etc.)
Great,Iamgoingtosendyoualistofhomesthatmatchyourgoalforyournexthome.Isthe
emailaddress[Lead’sEmailAddress]thebestplacetosendthese?
Fantastic,Iwillcontinuetokeepyouupdatedwhenanythinghitsthemarketthatfitsyourneeds.
Letmeaskyou,howlonghaveyoubeenlookingforahome?
Haveyouseenanythingyoulike?
Whatisyouridealtimeframeforbuyingyournexthome?
Andwillyoubepayingcash,orwillyoubefinancingthepurchase?Haveyoureceivedapre-
approvalfromalender?
Well,itsoundslikeweshouldmeet.Iwouldliketoschedule20orsominutestogethertogeta
morein-depthfocusonwhatyouarelookingfor,aswellaseducateyouonwhatthemarketis
doingandhowthisprocesswillgo.
IamlookingatmycalendarandIhavesometimeon[Day]at[Time]or[Day]at[Time].Which
oneofthoseworksbestforyou?
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LPMAMA1. LOCATION—WhereDoTheyWanttoLive?
Thehomeyoucalledonislocatedinthe___________neighborhood.Isthattheareayouarelookingtobuyin?
IFYES:Great!Whatisitthatyoulikeaboutthatarea?
IFNO:Great!Whatotherareasareyoulookingtobuyin?Justoutofcuriosity,whatisitthatyoulikeaboutthoseareas?
2. PRICE—HowMuchCanTheyAfford?
Thehomeyoucalledonislistedat$_____.Isthatthepricerangeyouarelookingtobuyin?
IFYES:Okay,great!Howdidyoucomeupwiththatpricerange?
IFNO:So,whatpricerangeareyoumorecomfortablebuyingin?Justoutofcuriosity,howdidyoucomeupwiththatpricerange?
3. MOTIVATION—WhenCanTheyMoveIn?
Justoutofcuriosity,doyoucurrentlyrentorownyourhome?
OWN:Willyouneedtosellyourhomebeforeyoubuyanewone?Great!Isyourhomecurrentlyonthemarket?Ideally,whenwouldyouliketobeinyournewhome?
RENT:So,areyouinalong-termlease,orareyoumonth-to-month?Great!Ifyoufoundtheperfecthometoday,wouldyoubeabletogetoutofyourleaseearly?
IFYES:Wonderful!Ideally,whenwouldyouliketobeinyournewhome?
IFNO:Okay,great,whenisyourleaseup?
4. AGENT—HaveTheySignedaBuyerRepresentationAgreementwithAnotherAgent?
Bytheway,howlonghaveyoubeenlookingforanewhome?Good.Howmanyhomeshaveyouseentheinsideof?Excellent!Justoutofcuriosity,howhaveyoubeenseeinghomes?Areyougoingtoopenhouses,knockingondoors,orhavinganagentshowyou?
IFAGENT:Okay,great!Areyoucallingsignsandhavingthelistingagentshowyouthehomes,ordoyouhaveanexclusiveagreementwithanagent?Okay,soyou’renotworkingwithoneagentexclusivelyyet?
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5. MORTGAGE—HaveTheyBeenPre-Approved?Bytheway,whenyoubuyyourhome,willyoubepayingcash,orwillyouneedamortgage?
IFMORTGAGE:Great!Haveyouspokentoalenderaboutgettingpre-qualifiedforaloan?
IFYES:Wonderful!Whoareyoupre-approvedwith?Soyoualreadyhavethepre-approvalletter,right?
IFNO:Great.Ihighlyrecommenddoingthat.Manysellerswon’tevenconsideranofferfromabuyerthat’snotalreadypre-approved.Iamgoingtohaveoneofmypreferredlendersgiveyouacall.Theyaregreatatexplainingtheentireloanprocessandletyouknowexactlyhowmuchhouseyoucanafford,evenifyoudecidenottousethemtoobtainyourloan.Whatwouldbethebestnumbertoreachyou?
6. APPOINTMENT—ClosefortheAppointment.
Basedontheinformationyouhavegivenme,hereiswhatIrecommendwedo:Let’smeetassoonaspossibletogooverthehomebuyingprocess,doacompletemarketoverviewoftheareasyou’relookingtobuyin,getyouinsidethehomeon_____________,andlookatsomeotherhomesthatmeetyourcriteria.Doweekendorweekdaysworkbestforyou?Mornings,Afternoons,orEvenings?Great!!!Iamavailable_____at_______;or_______at___________.Perfect!Doyouhavesomethingtowritemyaddresswith?Great(givethemyouraddress),Iamgoingtosendyouanemailwithallmyinformation,myofficeaddress,andsomehomesthatmightmeetyourcriteria,whatistheemailaddressthatyoumostfrequentlycheck?Great!Iamlookingforwardtomeetingyouon_________.Haveagreatday.
NOTE:WHENAPPROPRIATEASK:BYTHEWAY,INEVERCAUGHTYOURNAME.THANKS,ANDARETHEREANYOTHERSTHATWILLBEINVOLVEDINTHEDECISIONMAKING?
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FORSALEBYOWNER(FSBO)NOTE:WHENTHESELLERASKSYOUQUESTIONSABOUTSELLINGTHEIRHOUSE,REPLYWITH“WELL,YOUSEE,ISPECIALIZEINHELPINGBUYERSFINDANDPURCHASEHOMES.IWORKWITHATOPLISTINGAGENTINTHEAREAANDWOULDBEHAPPYTOREFERYOUTOTHEMIFYOUWOULDLIKETODISCUSSHOWTHEYCAN…GETYOURHOUSESOLD.”
SCRIPT1:
Hello,mayIspeakwith[Seller’sName]OR[TheOwnerofAddress],please?
Hi,thankyoufortakingmycall.Thisis[Agent’sName]withtheUnitedHomeGroupandIamsureyouhavehadseveralagentscallyoutryingtolistyourhouse.Iamnotcallingforthatpurpose.Yousee,IamaBuyerSpecialist,meaningallIdoisworkwithbuyers.Infact,100%ofmytimeisspenthelpingbuyersfindtherighthome.So,letmeaskyou,wheredoyouplanonmoving?
WHATEVERTHEYSAY
Fantastic.Well,IliketokeepmyfingeronthepulseofthemarketbyknowingtheinventoryintheareaIspecializein.I’dliketosimply…SCHEDULEANAPPOINTMENT…topreviewyourhouse,sothatIcancompareyourhouse’sfeatureswiththebuyersIamcurrentlyworkingwithand,ideally,helpgetyourhousesold.Whenwouldbeaconvenienttimeformetopreviewyourhouse?Areweekdaysorweekendsbetter?
Bytheway,ifIweretobringyouanofferfromoneofmybuyersthatisacceptabletoyou,wouldyouacceptthatoffer?
IFFSBOHASNOTYETPURCHASEDANOTHERHOME
WhenIstopbyon[Day]at[Time],Iwouldliketobringalistofpropertiesthatmatchthecriteriaofthehomethatyouarelookingfor.So,tellme,whatpartoftownareyoumostinterestedin?Whatstyleofhomeareyouafter?Howmanybeds,baths…?
SCRIPT2:
Hello,andthankyoufortakingmycall.Iam[Agent’sName]withtheUnitedHomeGroup.BeforeyouthinkIamcallingto…LISTYOURHOUSE…letmetellyouthatIspend100%ofmytimeworkingwithbuyers.Somyquestionis:SinceIchoosetoknowallthepropertiesonthemarket,notjusttheonesintheMultipleListingService,IwaswonderingifIcanaskafewquestions.
Afteryou…SELLYOURHOUSE…wheredoyouplanonmovingto?
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IFTHEYHAVEALREADYFOUNDAHOME,ASKIFTHEYAREINNEEDOFAGREATAGENTTOSELLTHEIRHOUSE
Onceagain,Idonotlisthouses,thoughIdoworkwithoneofthetoplistingagents;thatiswhyIjoinedtheirteam.Icouldtalkwithhim/herandaskthemiftheywouldspendsometimewithyouonhowtogetyourhousesoldintoday’smarket.Whencouldtheycomebyandsharesomeoftheirmarketingtechniques?Icouldseeiftheycouldmakeit[Day]at[Time]or[DayorTime].
IFTHEYHAVENOTFOUNDAHOME
Ifeverythingworkedoutthewayyouplanned,whenwouldyoulikethemovetotakeplace?
Fantastic.
Iwouldliketoviewyourproperty,ifImay,soIcouldtellpotentialbuyersaboutit.Also,Imayhavesomepropertiesthatwouldbejustrightforyou.Areyoucurrentlycontractedwithanagenttohelpyoupurchaseyournexthome?
Terrific.
WouldyoubeoffendedifItooksomenotesonwhatyouarecurrentlylookingfor?WhenIcomebytoviewyourproperty,Iwillbringsomeaddressesandpicturesofhomesthatmightinterestyou.AndbecauseIactivelylookforhomesthatmaynotbereadilyavailabletoeveryone,Imayfindonethatyoulovethatnootheragentwillhaveforyou.
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SIGNCALLMASTERTHEFIRSTFIVE(5)SECONDSOFTHECALL
Lead:“I’mcallingon123MainStreet.Howmuchisit?”
You:“Oh,that’sagreatproperty;everyoneiscallinginonthatone–soyou’relookingto…BUYAHOME?”
Lead:“Yes”,“Justlooking”,“Notsure”
You:“Fantastic…WhileIlookthatinformationupforyou,tellme,whatpricerangedoyou…FEELCOMFORTABLE…with?”
EITHER:
“Oh,thatpropertyyou’vecalledonisjustabitoutofyourdesiredpricerange.Itislistedat$_______andIhave[three]otherpropertiesrighthereinfrontofmethatarelistedbetween$______and$_______thatifyou…FEELMORECOMFORTABLE…withI’dlovetotellyouabout.So,tellme,whichareaorareasareyoumostinterestedin?”
OR,
“Great!Thispropertyisrightwithinyourdesiredpricerange.Ialsohave[three]otherpropertiesrighthereinfrontofmethatarelistedbetween$______and$_______thatmaybeofinteresttoyou.So,tellme,whichareasorareasareyoumostinterestedin?”
USETRANSITIONS
§ Oh,that’sagreatproperty;everyoneiscallingonthatone–soyou’relookingto…BUYAHOME?
§ Oh,youmustbeanotheroneoftheneighbors!§ WhileIlookthatup,tellme,whatattractedyoutothishome?§ Fantastic!Areyoulookingtobuyjustonehome?§ Great!Whatisitabouttheareathatismostimportanttoyou?
GAINCONTROL
§ MayIhaveyourname,please?§ WithwhomamIspeaking?§ Doyouliveinthearea?(Ifnot)Isthisyourfirstvisittoourcity?§ Wheredoyoulivenow?§ Howlonghaveyoulivedthere?§ Doyouownyourownhomeorareyourenting?
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§ Willitbenecessaryto(sellyourhome/finishyourleaseperiod)beforeyoubuyyournexthome?
§ Howmuchdoyoubelieveyouwillrealizefromthesaleofyourhome,approximately?(Setappointmenttoprovideamarketanalysisforthem.Youcanhaveyourlistingspecialistontheteamhelpwiththisandtaketheappointment)
§ Wouldthishomebejustforyou?§ Howsoonwereyouthinkingaboutmakingamovewhenwefindyoutherighthome?§ Howlongwillyouhavetoseehomes(today)?§ Whereareyouemployed?§ Howlonghaveyoubeenemployedthere?§ Whatisyourposition?§ Wouldyoudescribeyourpresenthomeforme?Whatdoyoulikebest?§ Ifwefindtherighthomeforyoutoday,wouldyoubeinapositiontoproceed?”
QUALIFY
§ Areyoupayingcashorobtainingfinancing?§ Doyouhavetosellyourexistinghousebeforebuyingyournext?§ Howlonghaveyoubeenlookingforahome?§ Haveyouseenanythingyouliked?(Ifyes)Whatpreventedyoufrombuying?§ Tellmeaboutthehomeyouwillbuy.§ Iassumeyouarecallingmedirectlybecauseyouarenotworkingwithanagent.§ Iwantmymotivationtomatchyourmotivation.Doesthatmakesense?SoIknowhowbest
tofollowupwithyou,tellme,onascaleof1-10,with10meaningyoumustpurchaseahometodayand1meaningyouarejustcurious,howwouldyourateyourself?
§ Iftheprospectisvague,askatleastthreemorequestionsaboutthetopictogetfullclarity.Forexample:
o Whatdoesalargelotmeantoyou?o Soisitprivacythatyouareafterordoyouneedalargelotforaspecificpurpose?o WhatIhearyousayingisthatprivacyismostimportanttoyou.So,ifIfoundyoua
homethatbacksuptoopenspace,wouldthatworkforyou?
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PASTCLIENTREFERRALREQUESTHello,[Buyer’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.Doyouhaveamoment?Ihopeyouareenjoyingyourhome!Youknow,Isoenjoyedworkingwithyouand[Co-Buyer’sName]whenyoupurchasedyourhomeandfrankly,Iwasthinking,sinceyourecentlypurchasedyourhome,youmustbehearingaboutotherswhoarethinkingaboutbuyingtheir(Next,1st,Investment,Move-Up,etc.–bespecifictowhatthisclientpurchased)home/property.Doyouknowofsomeone?Thanksfortakingamomenttothinkabouthelpingme.IhavealoftygoalthisyearandIwouldlovetoworkwithmoreclientslikeyou,sowhenyouhearofsomeone,couldyou…CALLMERIGHTAWAY…?Wouldthatbeokay?
YES
Great,thankyou!Andplease…CALLME…andIwillcontactthemrightaway.Iftheyare…LIKE
ME…theycouldlosethepaperthattheywrotemynameandphonenumberdownonandata
weakmomenttheycouldendupwithaweakagent.Idon’twantthattohappentothem,
especiallyinthismarket.You’ll…CALLME…right?
YES
Thankyou!Tell[Co-Buyer’sName]helloforme!
NOTE:WHENCALLINGAREFERRAL,ALWAYSREFERENCETHEPERSONWHOTOLDYOUTOCALL.
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SOIANDREFERRALSCRIPTS
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MONTHLYREFERRALCALLFIRSTCALL:
Hi,[Contact’sName]?Thisis[Agent’sName]fromtheUnitedHomeGroup.Iamcallingyou
becauseIamworkingonbuildingmybusiness.Intheprocessofdoingthat,Iwillprobablyneed
thesupportofsomeofthepeopleIknowbest.WoulditbeallrightifIcontactedyoufromtimeto
timetoseeifyouknowofanyonethatmayneedmyhelp?
Great,Iappreciatethat.I’mcurious;whodoyouknowrightnowthatmaybethenextperson
interestedin…BUYINGAHOME…SELLINGAHOME…ORINVESTINGINREALESTATE…overthe
nextfewmonths?
IFTHEYPROVIDEANAME
Fantastic,wouldyoumindgivingmetheirnumbersoIcancallthemrightaway?
IFTHEYDONOTHAVEANYONE
Well,thanksforthinkingaboutit.Wouldyoudomeabigfavorandaskaroundthe[Office,
School,Club,Etc.]toseewhomightbeinneedofsomeassistance?
Thatwouldbeterrific!AndifIdonottalkwithyoubynextmonth,Iwillgiveyouacallbackthen.
Thankyousomuch!
SECONDCALL:
Hi,thisis[Agent’sName]withtheUnitedHomeGroup.Howareyou?!
I’mcallingtofollow-uptoseeifanyofyourfriendsorfamilyareinterestedinbuyingorselling
realestateinthenextfewmonths.Whodoyouknowthatmightbethenexttomove?
Youknow,IamworkinghardtobuildmybusinessandIreallyappreciatethefactthatyoutook
thetimetoaskaroundforme.Wouldyoubeonthelookoutformewhenyouareoutandabout?
Thanksagainandifit’sokay,Iwillcheckbackwithyounextmonth.
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THIRDCALL:
NOTE:HAVEANEWLISTING(YOURS,YOURTEAM’S,ORYOUROFFICE’S)INFRONTOFYOUWHENYOU
CALL.
Hi,it’s[Agent’sName]withtheUnitedHomeGroup.Yes,that’sright,it’smeagain.
IamcallingbecauseIamveryexcitedaboutanewlistingwehaveinouroffice.Itisafantastic
homeandI’mexcitedaboutfindingabuyerforit.Itis[Home/LocationDetails].
Whodoyouknowthatmaybeinterested?
IFTHEYHAVESOMEONE
Great!WouldyoumindgivingmetheirnumbersoIcancallthemrightaway?
IFTHEYDONOTHAVEANYONE
Well,that’sokay.Iwouldlovetosendyoutheinfojustincaseyourunacrosssomeonethatmay
belooking.Andifyouthinkofsomeone,wouldyougivemeacall?
Thanks!Asidefromthisparticularlisting,Iamalwaysinterestedinanynewreferrals.Ofallthe
peopleyouknow,whowouldbethenexttomove?
Iappreciateyourtimeandifit’sokay,Iwillgiveyouacallnextmonth.Inthemeantime,when
youhearofsomeonewouldyoucallmerightaway?
Thanksagain!
REPEAT,REPEAT,REPEAT
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REFERRALCOMPETITIONHello,[Contact’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.
Doyouhavetwominutesto…HELPME…withaproblem?
Iamtakingagreatclasstodayandwearehavingacompetition.Ineedtogetatleasttenreferralsinthenextmonthinordertowin.Iwasjustcurious,whodoyouknowfrom[work,school,church,etc.]whoiswantsto…BUYAHOME…SELLAHOME…ORINVESTINREALESTATE…thatIcouldcalltoday?
Great!Thanksfortakingamomenttothinkaboutthat!
IFYES
WouldyoumindgivingmetheirnameandnumbersoIcancalltherightaway?
IFNO
Whodoyouknowwhomightknowofsomeonewhowantsto…BUYAHOME…SELLAHOME…ORINVESTINREALESTATE…thatIcouldcalltoday?
IFYESORNO
Andifyouthinkofanyoneinthenextmonth,canIcountonyouto…CALLME…immediately?Thankyou!
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REFERRALFOLLOWUPNOTE:WHENCALLINGAREFERRAL,ALWAYSREFERENCETHEPERSONWHOTOLDYOUTOCALL.
Pretendyouarecallingadearfriend,yourmother,orbestfriend.Starttreatingpeopleliketheyareyourbestfriendandrelationshipswilljusthappen.
SCRIPT1:
Hello,[Contact’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.
[Referrer’sName]gavemeyournumberandaskedmetocall.He/Shesaidyouarethinkingabout…[buyingahome,makingamove].[Referrer’sname],whoisa[pastclient,friendofmine,orwegowayback],askedmetocallyoubecausehe/shesaidyouneed[realestateservice],andI’mcallingtoseehowImaybesthelp.
SCRIPT2:
Hello,[Contact’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.[Referrer’sName]gavemeyournumberandaskedmetogiveyouacallregardingyourrealestateneeds.
Iamarealestateagentherin[CityName]and[Referrer’sName]saidyouwerelookingforagreatagenttohelpyouachieveyourgoalof[buyingahome,sellingyourhouse,moving,etc.].
Areyoustillinneedofrealestatehelp?[Referrer’sName]wasafraidthatataweakmomentyoucouldendupwithaweakagentandthat’swhytheyaskedformetocallyou.
HowmayIbesthelpatthistime?
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EXISTINGCLIENTREFERRALREQUESTSCRIPT1:
[Client’sName],themajorityofmybusinesscomesbyword-of-mouthfrommyclients.It’showIprefertorunmybusiness.So,ifyouknowanyonethatislookingtobuyorsellahomethisyear,wouldyoumindreferringthemtome?
SCRIPT2:
[Client’sName],Iwanttoworkwithmoreclientslikeyou,andIfindthatpeoplelookingtomoveknowothersinthesameposition.Howwouldyoufeelaboutreferringmyservicestothem?
SCRIPT3:
[Client’sName],it’sbeenreallygreatworkingwithyouthusfar,andIfeelreallygratefultoJaneforintroducingyoutome.Ifitwasn’tforher,Iwould’venevermetyou.SoIjustwantedtotakethetimetoaskyouifyouknowanyoneelsethatislookingtobuyorsellahome,andifyouwouldfeelcomfortableintroducingthemtome?
SCRIPT4:
[Client’sName],whoelsedoyouknowthatneedstomoverightnow?
SCRIPT5:
[Client’sName],youaresogreattoworkwith,andIfindthatpeopletypicallyhangaroundsimilarpeople.Iwouldlovetoworkwithmorepeoplelikeyou,sodoyouknowanyonelookingtomoveinthenearfuture?
SCRIPT6:
[Client’sName],becauseyouareintheprocessofmovingrightnow,youwilloverhearalotofconversationsfromdifferentpeoplelookingtomovewhenyouareoutandabout.Whenyoudo,wouldyoumindgivingthemmyphonenumberandaskthemtocallme?
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GENERALSCRIPTS
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OPENHOUSECALLAROUNDHi,thisis[Agent’sName]withtheUnitedHomeGroup.Yourneighbor’shomeat[Address]isforsaleandweareholdingaspecialopenhouseon[Day]at[Time].Sinceweknowthattheultimatepurchaserofahomeisoftenafriend,familymemberoracquaintanceofsomeonethatalreadylivesinthesameneighborhood,weareinvitingtheentireneighborhoodtocomebytotakealook.
So,ifyouhappentoknowormeetsomeonelookingtomoveintoyourcommunity,thisisagreatwayforyoutohand-pickpickyourownneighbors!Doyouthinkyoucanswingby?
IFYES
Great!Andsincewearedoingeverythingwecantogetyourneighbor’shomesold,IpromisedmysellerthatI’dask:Doyouknowanyonelookingtobuyorsellahomeinthearea?
IFNO
Noproblem,Itotallyunderstand.Andsincewearedoingeverythingwecantogetyourneighbor’shomesold,IpromisedmysellerthatI’dask:Doyouknowanyonelookingtobuyorsellahomeinthenearfuture?
Andbytheway,it’smyintenttospecialize&focusmypracticeinthisneighborhood.So,I’mprovidingallofthehomeownersacomplimentaryhomevalueanalysisinthehopethattheymightconsiderinterviewingmewhenandiftheyeverdecidetoselltheirhomeinthefuture.Wouldknowingyourhome’scurrentvaluebeofanybenefittoyou?”
IFTHEYAREHESITANTORSAYNO
Isee,andIwanttoassureyouthattherewouldbeabsolutelynoobligationonyourpart.Again,thisisacourtesyservicethatIamprovidingtoallyourneighborswiththehopethatifyoudecidedtosell5,10or20yearsdowntheroad,youwouldconsiderinterviewingmeforthejob.Iwouldalsoneverwantyoutostraightenupyourhomejustforme.I’maRealtorandwe’reveryusedtoviewinghomeslongbeforethey’rereadytoshow.Iassureyouitwon’taffectthevalueatall,andI’llbeinandoutinminutes.Howdoesthatsound?
IFYES
Great!Would[Time]or[Time]tomorrowworkbetterforyou?
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IFNO
Noproblem,considerthisastandingoffer,sofeelfreetocontactmeifyouareevercuriousaboutyourhome’scurrentvalue.Inthemeantime,canIcountonyoutoletmeknowifyoubumpintoanyonelookingtomoveintotheareasothatwecangetyourneighbor’shomesold?
Great!Itrulyappreciateyourtimeandhelp.
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OPENHOUSE–INVITEYOURDATABASE
SCRIPT:
Hello,[LeadName]!Thisis[Agent’sName]withtheUnitedHomeGroup.
Thisisjustaquickcalltoinviteyoutoanopenhousein[Area].IknowthatyouliveclosetothatneighborhoodandIwouldlovetoseeyou!
Iunderstandyouareprobablynotinthemarketto…BUYAHOME…yetIwillbetherefrom[Time]to[Time]on[Day].Doyouthinkyoucanmakeit?
Andifyouknowofanyonethatmaybelookinginthearea,wouldyoudomeafavorandextendtheinvitetothem?Infact,Iwouldbehappytocallthemmyself.Canyouthinkofanyonerightnow?
ThanksforthinkingaboutthatandIhopetoseeyou/talktoyousoon!
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OPENHOUSE–DOORKNOCKING
SCRIPTS:
Hi,thisis[Agent’sName]withtheUnitedHomeGroup.Yourneighbor’shomeat[Address]isforsaleandweareholdingaspecialopenhouseon[Day]at[Time].
WepromisedthesellerswewouldlettheneighborhoodknowandIwantedtoletyouknowpersonally.
Doyouhappentoknowofanyonethatmaybethinkingaboutmakingamoveintotheneighborhood?
IFYES
Great!WouldyoumindgivingmetheirnumbersoIcancallandinvitethemrightaway?
IFNO
Noproblem,Itotallyunderstand.
REGARDLESS
WhileIhaveyou,doyouknowofanyoneintheneighborhoodthatisthinkingaboutmakingamove?
Howaboutyourself,haveyouthoughtofmakingamoveinthenearfuture?
Andbytheway,it’smyintenttospecialize&focusmypracticeinthisneighborhood.So,I’mprovidingallthehomeownerswithacomplimentaryhomevalueanalysisinthehopethattheymightconsiderinterviewingmewhenandiftheyeverdecidetoselltheirhomeinthefuture.Wouldknowingyourhome’scurrentvaluebeofanybenefittoyou?
IFTHEYAREHESITANTORSAYNO
Isee,andIwanttoassureyouthattherewouldbeabsolutelynoobligationonyourpart.Again,thisisacourtesyservicethatIamprovidingtoallyourneighborswiththehopethatifyoudecidedtosell5,10or20yearsdowntheroad,youwouldconsiderinterviewingmeforthejob.Iwouldalsoneverwantyoutostraightenupyourhomejustforme.I’maRealtorandwe’reveryusedtoviewinghomeslongbeforethey’rereadytoshow.Iassureyouitwon’taffectthevalueatall,andI’llbeinandoutinminutes.Howdoesthatsound?
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IFYES
Great!Would[Time]or[Time]on[Day]workbetterforyou?
IFNO
Noproblem,considerthisastandingoffer,sofeelfreetocontactmeifyouareevercuriousaboutyourhome’scurrentvalue.Inthemeantime,canIcountonyoutoletmeknowifyoubumpintoanyonelookingtomoveintotheareasothatwecangetyourneighbor’shomesold?
Great!Itrulyappreciateyourtimeandhelp.
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OPENHOUSE–ATTHEEVENT
SCRIPT1:
Hello!Thanksforstoppingby!Mynameis[Agent’sName]withtheUnitedHomeGroup.
MayIaskyoujustonefavortoday?Great,thankyou!IpromisedthesellerIwoulddothiswith
everyvisitor.Afterviewingtheproperty,wouldyoupleasejuststopbyandtellmetwothings?
1. Whatdidyoulikemostabouttheproperty?
2. Ifyoucould,whatwouldyouchangeabouttheproperty?
NOTE:WHENTHEYCOMEBACK,ENGAGETHEMWITHTHELPMAMASCRIPT.
SCRIPT2:
Hello!Thanksforstoppingby!Mynameis[Agent’sName]withtheUnitedHomeGroup.
Youknow,typicallypeoplecometoouropenhousesforoneoftworeasons.
1. Theyarethinkingaboutbuying.
2. Theyarewonderingwhattheirhomeisworth.
Whichofthosetwowouldyouhappentobe?
NOTE:IF#1,ENGAGETHEMIN“LPMAMASCRIPT”DIALOGUEAFTERALLOWINGTHEMTOTOURTHE
HOMEANDPROVIDEFEEDBACKTOYOU.IF#2,ENGAGETHEMINTHE“OPENHOUSESCRIPT–CALL
AROUND”DIALOGUE,SPECIFICTOHOMEVALUATIONS
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GEOGRAPHICFARMINGHello,thisis[Agent’sName]withtheUnitedHomeGroup.
ThanksfortakingmycallandIpromiseIwillbebrief.Ispecializeinhelpingbuyersandsellerinourareaof[SubdivisionName].
Ijustwantedtoletyouknowwhatishappeningin[SubdivisionName].(Providethemwithsomequickinformationabouttheschool(s),stores,newconstruction,roads,oranythingclosebythatmaybeofinterest).
Also,Iamconductingaquicksurveyforournewslettertofindoutthethreemainreasonswhypeopleenjoyourarea.
Whatdoyoulikebestabout[SubdivisionName]?Anythingelse?
Isthereanythingyouwouldliketoseechangeinourarea?
Ihavebuyersforourareafromtimetotime(orrightnowifyoudo)andIwouldliketoknow…
Howdidyouhappentochoosethisarea?
Ifyouweretomove,wherewouldyougonext?
Great,whenmightthatbe?
ThanksfortakingamomenttohelpmeandI’mcurious,bychancedoyouknowofanyonefromtheneighborhoodorevenelsewherethatiswantingto…SELLAHOME…BUYAHOME…or…INVESTINREALESTATE…whoisinneedofagreatagent?
IFYES
Great!WouldyoumindgivingmetheirnumbersoIcancallthemrightaway?
WhenIcompletethesurveyIwouldliketosendyoutheresultsaswellaswhatishappeninginhomesalessoyoucantrackwhatyourhomeisworth.Isendthisinformationviaemail.Whatisyouremailaddress?
ThanksagainandIwillsendouttheresultsalongwiththesalesthataretakingplaceinourareawithinthenextmonth.
Keepmynameinmindand,onceagain,thisis[Agent’sName].
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LEADFOLLOW-UPHello,thanksfortakingmycall.MayIpleasespeakwith[Lead’sName]?Thisis[Agent’sName]withtheUnitedHomeGroup.
ONCEYOUKNOWYOUARESPEAKINGTOTHEAPPROPRIATEPERSON
Wespoke[TimeFrame]agoandatthattimeIpromisedIwouldcallyouback.Andnaturally,Iamcallingyouback.Whenwelastspokeyoumentionedthatyouwereplanningto…[SellyourHouse/BuyaHome]…because[TheirReason].Arethosestillyourplans?
IFYES
Great,whenisthebesttimeforustogettogether?Doweekdaysworkbest,orareweekendsbetter?
IFNO
Iamcurious,whathaschangedsinceourlastconversation?
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JUSTLISTEDNOTE:IFTHELISTINGYOUARECALLINGISNOTYOURSORUHG’S,CHANGE“IHADQUITEAFEWBUYERS…”TO“THEREARESTILLQUITEAFEWBUYERSLOOKINGTOPURCHASEINOURAREA.”
Hello,thisis[Agent’sName]withtheUnitedHomeGroup.ThanksfortakingmycallandIpromiseIwillbebrief.
Iwantedyoutobeoneofthefirsttohearthatthehomelocatedat[Address]justsoldandifyouare…LIKEME…youliketokeepontopofthepricesofhomesinyourarea.
Itis[#of]bedrooms,[#of]bathrooms,andhasa[#]cargarage.Itwaslistedat[$$$].
Ihadquiteafewbuyerslookatthishomeandarestilllookingto…BUYAHOME…sobychancedoyouknowofaneighborthatislookingto…SELLAHOME?
Doyouknowofanyonethatwouldliketo…BUYAHOME…inourarea?
Thanksfortakingamomenttothinkaboutthat.
IfYES
Great!WouldyoumindgivingmetheirnumbersoIcancallthemrightaway?
IFNO
Doyouknowofanyonethatmayknowsomeonethatisthinkingabout…BUYINGAHOME,…SELLINGAHOME,…ORINVESTINGINREALESTATE…?
IFYESORNO
ThankyousomuchandcanIcountonyouto…CALLMERIGHTAWAY…ifyouhearofsomeonethatcouldusemyhelp?
(Provideyourcontactinfoandaskfortheiremail)
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JUSTSOLDHello!Thanksfortakingmycall.Mynameis[Agent’sName]withtheUnitedHomeGroup.
Wejustsoldahomenottoofarfromyouandwewereabletogeneratealotofinterestinthehomethroughourmarketing.Therearealotofbuyerswhoreallywanttoliveinyourareaandwepromisedthemwe’dreachouttotheneighborstosee,whodoyouknowwhoislookingto…SELLTHEIRHOUSE?
IFTHEYGIVEYOUANAME
Great!WouldyoumindgivingmetheirnumbersoIcancallthemrightaway?
Andbytheway,it’smyintenttospecialize&focusmypracticeinthisneighborhood.So,I’mprovidingallthehomeownerswithacomplimentaryhomevalueanalysisinthehopethattheymightconsiderinterviewingmewhenandiftheyeverdecidetoselltheirhomeinthefuture.Wouldknowingyourhome’scurrentvaluebeofanybenefittoyou?
IFTHEDONOTGIVEYOUANAME
Noproblem.Thanksfortakingamomenttothinkaboutthat.
Andbytheway,it’smyintenttospecialize&focusmypracticeinthisneighborhood.So,I’mprovidingallthehomeownerswithacomplimentaryhomevalueanalysisinthehopethattheymightconsiderinterviewingmewhenandiftheyeverdecidetoselltheirhomeinthefuture.Wouldknowingyourhome’scurrentvaluebeofanybenefittoyou?
IFTHEYAREHESITANTORSAYNO
Isee,andIwanttoassureyouthattherewouldbeabsolutelynoobligationonyourpart.Again,thisisacourtesyservicethatIamprovidingtoallyourneighborswiththehopethatifyoudecidedtosell5,10or20yearsdowntheroad,youwouldconsiderinterviewingmeforthejob.Iwouldalsoneverwantyoutostraightenupyourhomejustforme.I’maRealtorandwe’reveryusedtoviewinghomeslongbeforethey’rereadytoshow.Iassureyouitwon’taffectthevalueatall,andI’llbeinandoutinminutes.Howdoesthatsound?
IFYES
Great!Would[Time]or[Time]on[Day]workbetterforyou?
IFNO
Noproblem,considerthisastandingoffer,sofeelfreetocontactmeifyouareevercuriousaboutyourhome’scurrentvalue.Inthemeantime,canIcountonyoutoletmeknowifyoubumpintoanyonelookingtomoveintotheareasothatwecangetyourneighbor’shomesold?
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Great!Itrulyappreciateyourtimeandhelp.
ThankyousomuchandcanIcountonyouto…CALLMERIGHTAWAY…ifyouhearofsomeonethatcouldusemyhelp?
(Provideyourcontactinfoandaskfortheiremail)
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CREATEACONVERSATION–INCOMINGCALLS
NOTE:Youwilloftenreceivephonecallsfrompeoplewhohavereceivedcallsfromusviathecallcenter,yourauto-dialer,orothersources.Whenyouareunsureofthereasonfortheoriginalcall,oranytimesomeonecontactsyoustatingtheyhadreceivedacallfromyou,usethefollowingscripttocreateaconversationandturnanunknownintoalead.
Thankssomuchforthecallback!Thisis[Agent’sName]withtheUnitedHomeGroup.Iwascallingtointroducemyself.
Iamyourlocalrealestateprofessional(“Realtor”)andIjustwantedtomakesureyouknowthatIamhereasaresourceforyou.
WhatrealestateneedsmayIhelpyouwithtoday?
IFNONE
Great!IappreciateyourtimeandwhileIhaveyouontheline,Icouldreallyuseyourhelp.Iintendtoearntherighttobeyourrealestateprofessionalofchoiceandwouldlovetheopportunitytoshowyouwhysomanypeople…CHOOSEME…tohelpthemwiththeirrealestateneeds.MayIsendyousomeinformationaboutmyselfandmyteamsoyouknowwhoweareandwhatwedo,justincaseyoueverneedassistance?
Fantastic,whatisthebestemailaddressformetosendthatinformationto?
Thanksagain!
Onelastthing-whodoyouknowthatmaybelookingto…BUYAHOME…SELLAHOME…ORINVESTINREALESTATE…thatIshouldbetalkingtotoday?
IFTHEYGIVEYOUANAME
Great!WouldyoumindgivingmetheirnumbersoIcancallthemrightaway?
IFTHEYDONOTGIVEYOUANAME
Iappreciateyoutakingamomenttothinkaboutthat.Whenyoudohearofsomeone,canIcountonyoutocallmerightawaysothatIcanhelpthem?
Again,thankyousomuchforyourtimeandIlookforwardtotalkingtoyouagainsoon.