weichert referral associates dialogue table of...

WEICHERT REFERRAL ASSOCIATES DIALOGUE

TABLE OF CONTENTES Expired Listing……………………………………………………………………… Follow Up Call………………………………………………………………………. 2 FSBO…………………………………………………………………………………….. 3 Garage Sale ……………………………………………………………………… 4 Just Listed Weichert …………………………………………………………….. 5 Just Listed Neighborhood …………………………………………………….. 6 Just Sold Weichert…………………………………………………………………. 7 Just Sold Weichert Sales Associate………………………………………. 8 Just Sold Neighborhood…………………………………………………………. 9 New Call …………………………………………………………………………………. 10 Open House Invitation ………………………………………………………….. 11 Open House Follow Up ………………………………………………………….. 12 Pre-Approved Buyer A …………………………………………………………… 13 Pre-Approved Buyer B …………………………………………………………... 14 Pre-Approved Buyer C ……………………………………………………………. 15 Pure Gold …………………………………………………………………………………. 16

Referral Associate Prospect-Calling Guide You must a use a list that has been “scrubbed” by a sales associate from the “do not call list”.

Call Topic: Expired Listing

Introductory Dialog Hello, this is ___________from Weichert Referral Associates (optional - on behalf of Weichert Sales office in_______). As a referral specialist, I understand that your home was listed for sale and the listing has recently expired. Are you still interested in selling? I can put you in touch with a professional who will effectively market your home to get the best price.

Engaging the Customer Questions Customer Answers

• Why do you think your home did not sell? ____________________________ • How did you decide to list your home with your previous broker?

__________________________________________________________________ • What do you feel the broker should have done to better market your home?

__________________________________________________________________ • Did your previous broker advertise your home on a regular basis?

__________________________________________________________________ • Did they hold Open Houses?

__________________________________________________________________ • What do you expect from the next broker you choose? ___________________

Close for the Appointment We would love to help you market your home. We can provide a very unique service that will help you understand the value of your home: a complimentary Price Tend Analysis. Plus we canexplain our commitment t service and the variety of services offered by Weichert. (Insert name of Weichert Sales Agent here) can review this with you on Thursday at 10 a.m. or would Saturday at Noon be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)

Rev 9/20/06

Set the stage for Re-Contact It was a pleasure speaking with you. If you decide you’re still interested in selling and want to know how Weichert can get you the best price, please call me (insert your name here) from Weichert Referral Associates. I will be in touch and if you have any interest, one of our agents can give you an update on the current market conditions in your neighborhood.


Call Topic: Follow Up Call

Introductory Dialog Hello, this is ___________from Weichert Referral Associates (Inset name of sales associate) spoke with your last year and you mentioned you might want to move this Spring in order to get your children into new schools by this Fall. I was wondering if that is still your intention, because the current real estate market in your neighborhood is excellent. The time is right to sell to get the most value for your home.

Engaging the Customer Statements Questions

• Homes in your neighborhood have been selling on average ____% above the asking price. Do you know how much your home is worth?

• These homes are selling quickly averaging only about _____days on the market. What is your moving timetable?

• We have many qualified buyers who want to live in your neighborhood with only a limited number of homes for sale. Do you have an idea of where you would like to move?

• I can help you get in touch with the most professional sales associate; not only to sell your current home but also to help you find the next home that meets your needs. Have you been pre-approved for a mortgage?

Close for the Appointment We would love to help you market your home. We can provide a very unique service that will help you understand the value of your home: a complimentary Price Tend Analysis. Plus we canexplain our commitment t service and the variety of services offered by Weichert. (Insert name of Weichert Sales Agent here) can review this with you on Thursday at 10 a.m. or would Saturday at Noon be better? Also, I can arrange for you to speak with a Gold Service Manager who can explain not only the financial aspects of selling and buying a home, but all the other supporting services that Weichert has to offer to make the selling and buying processes go smoothly. (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)

Set the stage for Re-Contact It was a pleasure speaking with you. If you decide you’re still interested in selling and want to know how Weichert can get you the best price, please call me (insert your name here) from Weichert Referral Associates. I will be in touch and if you have any interest, one of our agentscan give you an update on the current market conditions in your neighborhood. Follow up with a note that includes your Weichert Referral Associate business card.
Rev 9/20/06

Call Topic: FSBO

Engaging the Customer Questions

• How long have you lived in you• Why are you selling? ________• Why are you moving? _______• Have you found a new home a• What is your timetable for mo• How did you determine your s• Do you know what has sold rec

price? ____________________• How comfortable are you with• What methods are you using fo• How are you financially qualif

__________________________

Rev 9/20/06


Introductory Dialog Hello, this is ___________from Weichert Referral Associates. I see you are selling our home without the assistance of a broker. Considering the property values of the homes in your area, you may be listing your home too low. I work with the most professional sales staff in the nationand was wondering if we may provide some guidance to you? Let me ask you a few questions tosee where we can help.

Customer Answers

r home? _______________________________ _______________________________________ _______________________________________

lready? _________________________________ ving? ___________________________________ ale price? _______________________________ ently in your neighborhood? And for what

________________________________________ showing your home to strangers? __________ r marketing your home? _________________

ying potential buyers of your home? ________________________________________

Close for the Appointment We would love to help you market your home. We can provide a very unique service that will help you understand the value of your home: a complimentary Price Tend Analysis. Plus we canexplain our commitment t service and the variety of services offered by Weichert. (Insert name of Weichert Sales Agent here) can review this with you on Thursday at 10 a.m. or would Saturday at Noon be better? Also, I can arrange for you to speak with a Gold Service Manager who can explain not only the financial aspects of selling and buying a home, but all the other supporting services that Weichert has to offer to make the selling and buying processes go smoothly. (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)

Set the stage for Re-Contact It was a pleasure speaking with you. If you decide you’re still interested in selling and want to know how Weichert can get you the best price, please call me (insert your name here) from Weichert Referral Associates. I will be in touch and if you have any interest, one of our agentscan give you an update on the current market conditions in your neighborhood. Follow up with a note that includes your Weichert Referral Associate business card.

Call Topic: Garage Sale

Introductory Dialog Hello, this is ___________from Weichert for your garage sale this Saturday. It’s alwwhile making money along the way. I wayour home.

Engaging the Customer Statement

• This is actually a good time to neighborhood is very active anmarket activity?

• Homes in your neighborhood hasking price. Can you believe your home?

• These homes are selling quicklmarket. Have you had your ho

• We have many qualified buyeronly a limited number of homeyour home? The time is right

Set the stage for Re-Contact It was a pleasure speaking with you. If yneighborhood, please call me (insert yoube in touch and if you have any interest,market conditions in your neighborhoodFollow up with a note that includes your

Rev 9/20/06


Referral Associates. I’m calling because I noticed an ad ays a good idea to clean out the basement and garage

s wondering if you were cleaning up to get ready to sell

Questions

sell your home. The market in your d competitive. What do you think of this

ave been selling on average ____% above the the way prices have gone up since you bought

y averaging only about ____ days on the me priced recently? s who want to live in your neighborhood with s for sale. Have you thought about selling to put it on the market to get the best price.

Close for the Appointment We can provide you with some very attractive Weichert Garage Sale signs for you to use on Saturday. Plus I can put you in touch with a professional who will help you understand the current value of your with a complimentary Price Trend Analysis. If this meets with your needs Ican arrange to have someone speak with you on Monday would 10 a.m. work or would Thursday at 7 p.m. be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)

ou ever have any questions about real estate in your r name here) from Weichert Referral Associates. I will

one of our agents can give you an update on the current . Weichert Referral Associate business card.

Call Topic: Just Listed Weicher

Introductory Dialog Hello, this is ___________from Weichert Weichert just listed a home on your street this at Weichert as part of our service to owould be interested in the home, perhaps awill be happy to have one of our sales prohas an interest.


• The home is listed for $______• You know the more it sells for

house – have you been inside? • We anticipate having lots of qu

next few weeks. How does it co• I’d be glad to stop by and let y

you think of the price? Have y• Do you have a move planned f

Set the stage for Re-Contact It was a pleasure speaking with you. If yneighborhood, please call me (insert yoube in touch and if you have any interest,market conditions in your neighborhood(Follow up with a note that includes you

Rev 9/20/06


t

Referral Associates. I’m calling to let you know that (provide address) and I wanted you to know. We do ur sellers. I was hoping you might know someone who relative or a friend who is house hunting right now. I

fessionals show the home to you or anyone else who

Questions

_____. Did you know the house is for sale? , the more your house is worth. It’s a great

alified buyers in your neighborhood over the mpare to your home?

ou know what your home is worth. What do ou had your home priced recently?

or yourself in the near future?

Close for the Appointment Would you be interested in selling or even finding out what your home is worth in these great market conditions? I would like to offer you a very unique service that will help you understand the value of your home: a complimentary Price Trend Analysis. I can arrange to have a sales professional speak to you on Thursday at 10 a.m. or would Saturday at Noon be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare forthe first step of the listing appointment. If not, set the stage for re-contact as indicated below.)


one of our agents can give you an update on the current . r Weichert Referral Associate business card.)

Call Topic: Just Listed Neighbo

Introductory Dialog Hello, this is ___________from Weichert to be the first to know that your neighborson the market. Would you like to know thin previewing this home?


• The home is listed for $______• You know the more it sells for

house – have you been inside? • We anticipate having lots of qu

next few weeks. How does it co• I’d be glad to stop by and let y

you think of the price? Have y• Do you have a move planned f


Rev 9/20/06


rhood

Referral Associates. I’m calling because I wanted you at ________________________ have put their home e price? Do you know anyone who might be interested

Questions

_____. Did you know the house is for sale? , the more your house is worth. It’s a great

alified buyers in your neighborhood over the mpare to your home?

ou know what your home is worth. What do ou had your home priced recently?

or yourself in the near future?

Close for the Appointment Would you be interested in selling or even finding out what your home is worth in these great market conditions? I would like to offer you a very unique service that will help you understand the value of your home: a complimentary Price Trend Analysis. I can arrange to have a sales professional speak to you on Thursday at 10 a.m. or would Saturday at Noon be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare forthe first step of the listing appointment. If not, set the stage for re-contact as indicated below.)



Call Topic: Just Weichert

Introductory Dialog Hello, this is ___________from Weichert to be the first to know that we just sold a hmarketing this home, Weichert generated buyers who are still in the market for a newin your area that may be thinking about m


• The home sold for $_________• It was only on the market ____

_____days. What do you think• That’s great news for your hom

You might get an even better p• This current market could be a

your home priced recently? • I can have a sales professional

worth. Do you have a move pl


Rev 9/20/06


Referral Associates. I’m calling because I wanted you ome in your neighborhood at ____________. While a lot of interest in your neighborhood from qualified

home. I was wondering if you might know someone aking a move in the future?

Questions

__. Did you know the house was for sale? __days. (Or, it was on the market for of the selling price? e. How does this home compare to yours?

rice than your neighbors. great opportunity for your. Have you had

stop by and let you know what your home is anned for yourself in the near future?

Close for the Appointment If you would like to find out more about how recent sales have impacted the value of your own home, I can arrange to have a sales professional give you a complimentary Price Trend Analysis. Would Thursday at 10 a.m. work for you or would Saturday at Noon be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)



Call Topic: Just Sold Weichert

Introductory Dialog Hello, this is ___________from Weichert who recently sold a home in your neighbocurrently working with pre-approved buyeany chance would you be interested in sellanyone in your neighborhood that might b


• The home sold for $_________• It was only on the market ____

_____days. What do you think• That’s great news for your hom

You might get an even better p• This current market could be a

your home priced recently? • I can have a sales professional

worth. Do you have a move pl


Rev 9/20/06


Sales Associate

Referral Associates. I work with (insert name of SA) rhood at ____________. (Insert name of SA) is rs who would love to live in your neighborhood. By ing your home in the near future, or do you know e?

Questions

__. Did you know the house was for sale? __days. (Or, it was on the market for of the selling price? e. How does this home compare to yours?

rice than your neighbors. great opportunity for your. Have you had


Close for the Appointment If you would like to find out more about how recent sales have impacted the value of your own home, I can arrange to have a sales professional give you a complimentary Price Trend Analysis. Would Thursday at 10 a.m. work for you or would Saturday at Noon be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)



Call Topic: Just Sold Neighborh

Introductory Dialog Hello, this is ___________from Weichert aware that the ____________’s house dowplus it was only on the market for ______the real estate business and home values a


• There were ______ offers on thready to purchase right now. D

• That’s great news for your homHow does this home compare tthan your neighbors.

• This current market could be ayour home priced recently?

• I can have a sales professional worth. Do you have a move pl


Rev 9/20/06


ood

Referral Associates. I wanted to be sure you were n the street just sold for a record price of $_______

days. I work with the most professional sales force in re at an all time high.

Questions

e home so that means we have other buyers id you know the house was for sale? e. What do you think of the selling price?

o yours? You might get an even better price

great opportunity for your. Have you had


Close for the Appointment If you would like to find out more about how this market shift has impacted the value of your own home, I can arrange to have a sales professional give you a complimentary Price Trend Analysis. Would Thursday at 10 a.m. work for you or would Saturday at Noon be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare forthe first step of the listing appointment. If not, set the stage for re-contact as indicated below.)



Call Topic: New Call

Introductory Dialog Hello, this is ___________from Weichert your neighborhood and just have a few qu

Engaging the Customer Question

• How long have you lived in you• Why did you choose to move in• Are you a ware of the value of

o (If yes, say, “We have mcould get your price wo

• Do you have plans to move in: o a) under 1 year ______o b) under 3 years _____o c) under 5 years _____o d) never _____________

•


Rev 9/20/06


Referral Associates. I am doing a real estate survey in estions to ask you if you don’t mind?

Customer Answers

r present home? ________________________ to this neighborhood? ___________________ your home in today’s real estate market? any buyers for your neighborhood. If you

uld you consider selling now?”)

_______________ _______________ _______________ ______________

Close for the Appointment If you would like to find out more about the current value of your home in this great market, I could arrange to have a sales professional give you a complimentary Price Trend Analysis. Would Thursday at 10 a.m. work for you or would Saturday at Noon be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare forthe first step of the listing appointment. If not, set the stage for re-contact as indicated below.)



Call Topic: Open House Invitat


• The home is listed for $ ___• You know the more it sells

house – have you been insidhad your home priced rece

• We anticipate having lots othe next few weeks.

• I’d be glad to stop by and lyou planning a move in the

•


Rev 9/20/06


ion

Introductory Dialog Hello, this is ___________from Weichert Referral Associates. (Insert SA’s name here) will be holding an Open House at ___________________ this Sunday from _____ to _____ and we wanted to personally invite you to attend. We like to let neighbors know what’s available in caseyou might know someone who may be interested in moving into your neighborhood. Plus we encourage you to attend so you can see how your house compares.

Questions

_____. Did you know the house is for sale? for, the more your house is worth. It’s a great e? What do you think of the price? Have you

ntly? f qualified buyers in your neighborhood over

et you know what your home is worth. Are near future?

Close for the Appointment Are you interested in knowing how valuable your home is right now? I would like to have one ofour sales professionals offer you a very unique service that will help you understand the value of your own home: a complimentary Price Trend Analysis. We could stop by before the Open House on Sunday or would Thursday at 10 a.m. be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)



Referral Associate Prospect-Calling Guide

Call Topic: Open House Follow Up

Introductory Dialog Hello, this is ___________from Weichert Referral Associates. You attended an Open House at ____________ held by________________. What brought you in to the Open House? Would you be interested in going back to the house again for another look? Would you like to make an offer on the house? If this house did not meet your needs, would you be interested in looking at other properties? (If answer to any of these questions is YES, your response will be “I can have __________________contact you today. What is the best number to reach you at?”)

Engaging the Customer Statement Questions

• I can put you in touch with a professional that can not only help you sell your current home, but also find you the next home that meets your needs. How long have you been looking for a new home? What was it you didn’t like about this home? What features are you looking for in a home? Have you been pre-approved for a mortgage?

• I can put you in touch with a Gold Service Manager who can help you determine your buying power in today’s market plus explain to you the many other real estate services Weichert has to offer.

• Do you have a home to sell? Your current neighborhood is very desirable and we have many qualified buyers ready to purchase.

Close for the Appointment Before you continue looking for a new home, I would suggest two things. First, you need to know how much your current home is worth. The sales professional that I work with will help you understand the value of your home with a complimentary Price Trend Analysis. Second, youneed to determine your buying power. Our Gold Service Manager can explain not only the financial aspects of selling and buying a home, but all the other supporting services that Weichert has to offer to make the selling and buying processes go smoothly. Would Thursday at 10 a.m. work or would Saturday at Noon be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, setthe stage for re-contact as indicated below.)

•

Set the stage for Re-Contact It was a pleasure speaking with you. If you ever have any questions about real estate in your neighborhood, please call me (insert your name here) from Weichert Referral Associates. I will be in touch and if you have any interest, one of our agents can give you an update on the current market conditions in your neighborhood. (Follow up with a note that includes your Weichert Referral Associate business card.)

Rev 5/12/08

Call Topic: Pre-Approved Buye


• Homes in your neighborhood h

the asking price. What do you• These homes are selling quickl

market. Can you believe the whome? Have you had your hom

• We have many qualified buyeronly a limited number of homeput your home o the market? get you a great price.

• This current market could be a

•


Rev 9/20/06


rs - A

Introductory Dialog Hello, this is ___________from Weichert Referral Associates. I’m calling all the homeowners in your neighborhood to let you know that we have an abundance of pre-approved buyers looking topurchase in your area. One of our sales professionals is working with a couple that wants to live on your street. Have you thought about selling or do you know someone in your neighborhood that might want to sell?

Questions

ave been selling on average ______% above think of this market activity? y averaging only about _____days on the ay prices have gone up since you bought your e priced recently?

s who wan to live in your neighborhood with s for sale. Don’t you think the time is right to With all the buyers ready to purchase, we can

great opportunity for you.

Close for the Appointment Would you be interested in selling or even finding out what your home is worth in this great market? I would like to offer you a very unique service that will help you understand the value ofyour home: a complimentary Price Trend Analysis from one of our sales professionals. Would Saturday at Noon work for you or would Thursday at 10 a.m. be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)










•


Rev 9/20/06


rs - B

Introductory Dialog Hello, this is ___________from Weichert Referral Associates. I’m calling all the homeowners in your neighborhood to let you know that we have many pre-approved buyers looking to purchase in your area. Would you know of anyone who might be interested in selling? Have you given it any thought? The time is right for selling. Your neighborhood is very desirable and we have more buyers than homes available.

Questions




Close for the Appointment Are you interested to know how valuable your home is right now? The time is right for selling. I would like to offer you a very unique service that will help you understand the value of your home: a complimentary Price Trend Analysis from one of our sales professionals. Would Saturday at Noon work for you or would Thursday at 10 a.m. be better? (If they agree to meet, confirm the day, date, and time with the SA who will begin to prepare for the first step of the listing appointment. If not, set the stage for re-contact as indicated below.)










•


Rev 9/20/06


rs

Introductory Dialog Hello, this is ___________from Weichert Referral Associates. I’m calling all the homeowners in your neighborhood to let you know that we have an abundance of pre-approved buyers looking topurchase in your area. One of our sales professionals is working with a couple that wants to live on your street. Have you thought about selling or do you know someone in your neighborhood that might want to sell?

Questions







Referral Associate Prospect-Calling Guide

Call Topic: Pure Gold

Introductory Dialog Hello, this is ___________from Weichert Referral Associates. How are you? It’s been almost ____ months since we last talked. (Find a topic to reconnect with this person like: I just noticed you painted your house. It and I wanted to tell you how lovely it looks. Your home certainly hascurb appeal.) You know, I work with some professional real estate agents who can tell you more about the current real estate market in your neighborhood if you have any interest?

Engaging the Customer Statement Questions

• Homes in your neighborhood have been selling on average ______% above

the asking price. What do you think of this market activity? • These homes are selling quickly averaging only about _____days on the

market. Can you believe the way prices have gone up since you bought your home? Have you had your home priced recently?

• We have many qualified buyers who wan to live in your neighborhood with only a limited number of homes for sale. Don’t you think the time is right to put your home o the market? With all the buyers ready to purchase, we can get you a great price.

• This current market could be a great opportunity for you.


•

Set the stage for Re-Contact It was a pleasure speaking with you. If you ever have any questions about real estate in your neighborhood, please call me (insert your name here) from Weichert Referral Associates. I will be in touch and if you have any interest, one of our agents can give you an update on the current market conditions in your neighborhood. (Follow up with a note that includes your Weichert Referral Associate business card.)

Rev 9/20/06

weichert referral associates dialogue table of...

Documents