ROVI Scripts

Script Certification process:

1. Start with ONE SCRIPT Section (Ie Sphere or Open House)
2. Focus on ONE SCRIPT Section at a time
3. First memorize it
4. Then internalize it (so you can actually listen to what they are saying)
5. Ask to be tested by TEAM LEAD one on one
6. REPEAT with every script Section!!!

Sphere Script

Open House Script (Circle Dialing)

Open House Script (While at Open House)

Just Listed Scripting

Buyer Call Script

BUYER Educational Situational Training scripts (BEST)

Sphere Script:

*Call each of them with the goal of getting the following done on each call: a. Verify all info. (cell, email, address)

Ask if you can provide general Real Estate help (ie list of properties sold each week (business owners), referral of plumber, electrician, etc.
Ask for business (Use the technique below about having buyers you are working with). If they say no to anyone they know that wants to sell, remind them of your typical customers (engaged/just married, divorced, having children, job relocation/promotion, any at your office, family neighborhood, or church)
Ask for coffee/lunch meetings where applicable.
Notify them of upcoming events and giveaways that ROVI Homes is sponsoring
Ask if they would appreciate a free home valuation (then schedule a coffee/lunch meeting to review it with them)

Hi its _________________. Hope all is well.

Use the FORD Technique to have a quick chat

Then cut to the chase

1. I feel like most people know to call me if they need help buying or selling real estate but i want you to actually think of me as a real estate resource. At my company we have created a concierge service of contractors to recommend to our clients. I would be happy to share these names with you if you need them. Do you guys plan on doing any renovations in the near future? Whether it be roofers, plumbers, electricians or landscapers don't ever hesitate to give me a call. Even professional services like surveyors, attorneys, financial planners and insurance professionals. I want you to look at me as your resource for everything real estate related.

Note: If somebody asks you for someone and you don't have someone just say yes and say the name is escaping you right now but you will get the information to them and then ask a colleague. If someone asks for the name so they can call directly just say “Well the contractors we use are pretty busy and I just want to make sure that you get through so I’ll have him call you. I know he will take my call. “

2. Make sure you are only referring high quality people. Vet the people you are referring to before you refer as they will be a reflection of you.

3. Do you know anybody that gives top notch service that we should be adding to our list and recommending to our clients?

4. I wanted to let you know about our moving truck. Its primarily reserved for people that are buying or selling with us, but if you ever needed to borrow it to move some furniture or appliances or something let me know I would be happy to make arrangements for you.

5. I wanted to let you know about a few of our upcoming events and giveaways. Check the ROVI Homes Calendar for what we have upcoming.

6. I do have a couple of buyers looking in your town but inventory is super low. Have any of your friends/neighbors in town mentioned they were thinking of selling?

7. Well maybe you might be able to refer me to someone. The most typical situations that result in a real estate transaction are the following: People getting married, having children, getting divorced, new job/promotion or renting. Could you think of someone that falls into one of those categories?

8. We also have a great free service for local business owners to help them with their marketing. We publish a list every Monday of real estate that has changed hands in the past week. If you know a local business owner (or I know you own a local business) who would like to do some targeted marketing to new people who have moved to the area let me know and I we can add them to the list and they could send welcome packet (ie Welcome to town enjoy this free pizza on us) to all new homeowners

9. One of the benefits as a realtor is I have access to a great market analysis software that I can provide you with the current value of your home and it will be real world, not like the Zillow Zestimate which is computer generated and creates prices without ever stepping foot inside the homes they are using. When would be a good time to grab coffee to review?

** If in boost as a new agent, tell them you need their help!

I just joined this incredible real estate team that did over 450 transactions last year and is #1 in Massachusetts. It’s really cool and I am super excited. BUT…. part of my on-boarding is getting 3 real estate deals together in 30 days which I am very nervous about. Do you know anyone looking to buy or sell that I can reach out to? I only have ____X # of days left in order to pass my certification and be accepted so I need to up my game bigtime! I would really appreciate it…..

• If no, tell them to keep their ears and eyes open for you in the next couple weeks

• Refer to #7 above and tell them to keep you in mind for the near future as well.

Follow up with Text - Getting SOI info. from people you don’t talk to on phone

Hey SOI person,

I am updating my personal & business database to keep up with friends and family closest to me and also be a resource for anything you may need in the future. Being in real estate I have access to many contacts that could be useful for everyday life( accountants, contractors, insurance, marketing, attorneys, ect). I would love to be able to help you with anything you need. I’ll touch base a few times a year with cool events✨, giveaways 💸, birthday gifts🎁, information and more! Also, I just wanted to chat and say hello to see what’s up in your life? Mine is crazy busy!

I want to make sure I have your information to stay in touch including…. address, phone, email .

I am missing your INSERT WHAT YOU DON’T HAVE HERE and wanted to update my database. Can you get back to me with that info? That would be awesome.

I would love to catch up soon and grab a coffee or beer?

( make this SOI person specific based on relationship status)

Talk soon!

New agent/ new licensee / new brokerage Sphere Script:

*Call each of them with the goal of getting the following done on each call:

Verify all info. (cell, email, address)
Ask if you can provide general Real Estate help (ie list of properties sold each week (business owners), referral of plumber, electrician, etc.
Ask for coffee/lunch meeting where applicable.
Notify them of upcoming events and giveaways that Rovithis Realty is sponsoring
Ask if they would appreciate a free home valuation (then schedule a coffee/lunch meeting to review it with them)

Hi ( Name) . Its ____________

Hope all is well.

What's New? Use FORD to strike up conversation

Typically when you ask how someone is they will ask you back ……...

Cut to the chase-

I am actually calling because I am super excited to share with you that I have recently .. Joined ROVI Homes- a number 1 independent brokerage in the area as (new brokerage/Gotten my real estate license.)

We work really hard at Rovi to be a real estate resource ! If you are ever in a position where you need a recommendation for anything home related I would be happy to help you with that.

We have a large network of contractors, lenders, masons, landscapers, attorneys exc… That we have worked with in the past and experienced fantastic results!

We also have some awesome upcoming events and giveaways. I wanted to make sure I had your contact information correct so you can take part. Check the Rovi Events and giveaways for what we have upcoming.

Did I mention our moving truck? It’s primarily reserved for people that are buying or selling with us, but if you ever needed to borrow it to move some furniture or appliances or something let me know I would be happy to make arrangements for you. Region Specific

Open House Script (Circle Dialing)

Open house Invite script

Hi, My name is XXX with ROVI Homes.

We wanted to give you a heads up that this Sunday from 12:30 -2 pm we’re hosting an open house In your neighborhood at 58 Edgewater St. in Agawam.

We would love for you to stop by if it works in your schedule and feel free to invite a friend.

We’d love to show you the lake view this home has to offer.

(Second Part Live )

Additionally, here’s what we know after working in the neighborhood for over a decade.

Whenever a home comes on the market there are 2 others that list shortly after the first one.

Have you had any thoughts about selling?

(Pause)

(if yes)

Ok great, I will have a listing specialist follow up with you about your real estate needs. I assume this is the best number to reach you? What would be the best time to call?

(if no)

Do you know anyone else who may have had thoughts about selling in the area? What would be the best way for us to contact them?

(Second Part Recording )

Additionally, here’s what we know after working in the neighborhood for over a decade.

Whenever a home comes on the market there are 2 others that list shortly after the first one. I would be more than happy to do a FREE market analysis for you.

Open House Script (While at Open House)

Hello... my name is (your name) with ROVI Homes. What's your name? (repeat their name three times in your head) (always look for ways to build a report) Hi... (their name)... Welcome to the Open House, here's a listing sheet for the property.

Would you please sign in over here (Use this Sign In Sheet) and I can tell you a little bit more about the property

Objection: I don't want to sign in/I havent had to sign in at other open houses.

Response: I understand that you haven’t had to do this at other open houses. However, we have made a commitment to our seller to do the best we can to monitor who is coming in and out of their property in case something should happen. If we were doing an open house on a property that you owned wouldn’t you want the same level of service? If you already have an agent that you are committed to, simply provide your name, their name and their contact information. Otherwise we would ask that you put down your contact information if you would like to tour the home.

If they are unwilling to sign in, we do not let them in no exceptions.

Let me just confirm your email address and phone number because sometimes people request information and the email we have is wrong ... (smiling)

ASK SORTING QUESTIONS - Listen for nouns

Sorting Question example- How did you hear about the open house? Did you drive by or was it sent to you?

Sorting Question example- Are you looking for yourself to live in or looking for an investment?

The home has …

(bedrooms, bathrooms, square footage, lot size, year built) and the asking price is $x.

Sorting Question example - Have you been looking for a while or are you just getting started?

Never let a client leave without asking if they liked the house ….

Sorting Question example: Is this home what you are looking for or is it missing something?

Sorting Question example: Are you planning on paying cash or do you need help with financing?

Open house Invite script

Hi, My name is xxxxx with ROVI Homes.

I wanted to let you know that this Sunday from X to X we’re hosting an open house In your neighborhood at _____________________________

I would love for you to stop by if it works in your schedule and feel free to invite a friend. I’d love to show you the (Insert a great feature about the home) that this home has to offer Additionally, here’s what we know after working in the neighborhood for over a decade.

Whenever a home comes on the market there are 2 others that list shortly after the first one.

If you would like any additional information, please don't hesitate to reach out to me at ______________.

Post Open house script

Hi, My name is xxxxx with ROVI Homes.

I wanted to let you know we had multiple buyers interested in the property at

__________________ and we were able to sell it (Give a stat here if you have a good one Ie For 10K over ask, or In just 3 days )

What I know for sure is that there are numerous other buyers who are looking to get into your

neighborhood .

If you would like any additional information, please don't hesitate to reach out to me at__________________.

It’s REQUIRED
Liability for our sellers to know who is in their home. Wouldn’t you want to know to if you were selling your home and had a bunch of strangers in it
Important to provide feedback and contact you or your agent with any questions we may have. We are professionals and take pride in what we do and how we represent our sellers.
Are you a serious buyer. We come across 2 or 3 more homes in the same neighborhood when we list and sell a home. Wouldn’t you like to know if a home similar to this one or in the same neighborhood is coming on the market?

STEPS TO TAKE AFTER THE OPEN HOUSE

1) Send video Text

Hi this is Adam from ROVI Homes great meeting you at the open house. I know time ran short but wanted to reach out and let you know I will get those listing alerts going and wanted to let you know about a few off-market properties that came to mind after you left. As we discussed, a buyer presentation sets a great roadmap that many of my past buyer clients have enjoyed. Do nights or weekends work better for you?

2) Add contact to FUB and assign an action plan

2) Setup on listing alerts in YLOPO

4) Try to get a buyer Consultation .

Just Listed Script

Click HERE or on the image below to access the full Just Listed Scripting

AW_JUST_LISTED_SCRIPT (1).pdf

Buyer Call Script:

Remember the goal of every initial buyer interaction is to get them to setup a showing to see a house or get them to meet with you for a buyer consultation

If a buyer calls in on 123 Main Street the first thing you should say is “ I have some time in my calendar tomorrow at 1pm or the following day at 5pm. Would either work for you? (so go right for the appointment). If your times don't work for them, let them pick the time in the following manner: What works best for you, weekdays or weekends, this week or next, mornings or afternoons etc until you narrow down the time.

NO BAD NEWS ON THE FIRST CALL

If the property is UAG - You should still be setting the appointment with the Buyer. This way you are locked in with time to meet them. Then after the call find other properties that are similar and call them back with those options or … offer a buyer consult

“ My clients have told me that my 20 minute buyer's consultation really helped to take the stress and anxiety out of the home buying process. How about we meet at ( my office, a coffee shop) so I can learn exactly how I can help you ?

Know your USP (Unique selling proposition ) outlining why they should want to work with you.

Most agents in this industry are reactive agents , they set you up in a search and reach when you engage.. We believe in being PROACTIVE meaning we work hard to create opportunities for you …. Let me explain ….

We treat our buyers the same way we treat our sellers which is that we create a unique 5 step marketing campaign for them. Once we do a needs analysis (see LPMAMA Below) we will do the following to try and identify properties for you (for more detail see this document explaining our Priority Access Program

1. Enter your search criteria in our MLS Database on our site and search on a daily basis for new properties that are listed by other agents that meet your criteria. Many of these priorities are not marketed well and you won't find them on Zillow, Trulia and Realtor.com. This is where most agents stop. If they are “working” with another agent, ask them if the other agent has sent them any deals. They will most likely say what do you mean by deals. You will say listings outside of those that they receive from the MLS Listing alerts we just talked about. Then you will say for instance Has your agent ever sent you any...

2. Expired Listings - We will search the MLS for previously listed properties which have expired from the MLS but could still be available. These properties definitely are not on Z,R, T and we want you to know about them before they hit the market and everyone has access. Did your agent send you any of these?

3. Canceled and Withdrawn Listings - We will search the MLS for canceled and withdrawn listings. These are listings that for one reason or another the seller has decided to take them off the MLS and therefore they would not be on Z,R,T. However, these properties do typically become available again and we want you to know about them before everyone else. Did your agent send you any of these?

4. FSBO Listings - We have a list of For Sale by Owner properties which also are not in the MLS and therefore not in Z,R,T. We will make you aware of any of these properties that meet your criteria. Did your agent send you any of these?

5. If we exhaust all the options above and still can't find you a property, but you know the specific neighborhood or condo complex you are looking in we can take a three pronged approach to finding a home there:

a. Letter writing campaign advising that we have a ready willing and able buyer

b. Door knock the neighborhood

c. Circle Dial the neighborhood

Do you see the value in working with a professional?

Is your other agent doing these things for you?

Then use THIS LPMAMA script to learn more about them. Use THIS Lead Intake form to record the information

Setting up the E-Alert for property notifications

Okay So I just have a few questions for you about your search criteria:

1. If they are looking for single family ask if they wouldn't consider a condo or multifamily

2. What towns are you considering? After they tell you the towns, make sure to suggest the surrounding towns by actually stating the names of the towns. Ie if they said they were looking in Agawam ask them if they would consider West Springfield, Westfield or Southwick. Now your towns!!!

3. What is your max price ? What if I found you something at (suggest a price 20% higher then what they said was their max) would you be interested?

4. Would you like to set a minimum price to weed out some of the lower end properties?

5. What is the minimum number of bedrooms you need? If they say anything more than 2 please clarify that is the minimum. Ie if they say 3. “So if I found you the perfect home and it met all of your other criteria but it only had 2 bedrooms you wouldn't want to know about it right?”

6. What is the minimum number of baths you need?If they say anything more than 1 please clarify that is the minimum. Ie if they say 1.5 “So if I found you the perfect home and it met all of your other criteria but it only had 1 bathroom you wouldn't want to know about it right?” Also if they say 2 please clarify that they mean 2 full as some people consider 1.5 a 2 bath home

7. Does the property have to have a garage? If they say yes please clarify. So if I found you the perfect home and it met all of your other criteria but it didn’t had 1 bathroom you wouldn't want to know about it right?”

That's really all we like to use for search criteria. At this point I would ask if there is anything else the property has to have just so I have a better understanding of what they are looking for. However I am very hesitant to use any of the following criteria even though they may tell me they want this

Min Square footage: If they really push for this just go a lot lower than there min because sometimes there are large finished basements which are not included

Min Acreage: If they really push for this just go a lot lower than there minimum because a lot of times a property might backup to or be next to a large area of land which they technically wouldn't own but it would feel like they did

Style: The only real style we will set up in a home search is Ranch. Other than that we don't put style

Gas Heat: We don't like setting this because sometimes you have oil but can convert to gas

So after talking to them for a bit about what they are looking for you need to say the following

Setup a Buyer’s Presentation Meeting

My past clients have consistently told me that our 20 minute buyer presentation took away a lot of the stress and anxiety that comes along with purchasing so it something I do for all buyers now:

We have 3 options to get this done

We can meet after our first showings, but this often feels rushed.
2. We can meet at one of my offices anytime.
I can meet you at Starbucks or an alternative coffee shop near your house or office. Which one is going to be easiest for you….

Then you can give THIS buyer consultation.

If you can’t get them on the phone use the triple call back method and text message before you leave a voicemail. If still no response and you have to leave a voicemail make sure its a good one.

Hi, this is x from ROVI Homes. I was just following up with you about 123 main street in Xtown that you had inquired about on (Zillow, Trulia, Realtor.com, Facebook). I would be happy to get you some additional information or set up a private showing for you. I also found a few other properties that might be of interest and I emailed them to you. I created a username and password for my site and sent you that as well so you can search the mls directly. Give me a call at xxx when you can, I would love to help you in your property search.

Picking a Lender

Start with "What bank are you currently working with?" They will be in one of two positions:

A. They have not spoken to a lender yet…

It's very common for buyers to start looking at homes prior to getting pre approved. However, my job as your real estate professional is to put you in a position to win throughout the home buying process. One of the biggest mistakes you can make is to not get pre approved up front because we can't make an offer without a pre approval. Early in my career there were too many instances where the buyer found their dream home but wasn't able to get the preapproval in a timely manner and we lost out to another buyer who was already ready to go. I won't let that happen to my buyers now. Plus a lender can help you start working to fix any credit issues that might appear so that when the dream home does come along, we are in a position to strike.

What most people don't realize is that the preapproval process has become much easier in recent years. As a matter of fact, you can now go through the process online in a matter of 20-30 minutes. If I send you the link for one of our top lenders would you be able to do that online?

B. They are already pre approved…

That's great you are one step ahead of most buyers that we start working with. One of the advantages of working with a top team like ours is that we do hundreds of deals a year and therefore we are able to forge relationships with the top lenders in the market. What we have learned is that different lenders have different products and not every bank carries every product. If there was an additional choice of a mortgage product that could potentially save you hundreds of dollars in closing costs and thousands of dollars in interest over the term of your loan would you be interested in learning more about it? "Of course I would." "That is what almost all of our buyers say, I will be happy to have __________ reach out to you and see if they can help you keep a lot more money in your pocket. In the meantime, you can now go through the process online in a matter of 20-30 minutes. If I send you the link for __________ would you be able to do that online?

Picking Attorneys

When you have put a deal together, you would like to be able to control the attorney you will be working with. Use the following language:

“I assume you are ok using one of the real estate attorneys that we use on a regular basis.”

If you get push back, assure them that the attorneys we use specialize in real estate unlike other attorneys who specialize in divorce, estates/wills etc and do some real estate.

Zillow Call scripts:

ALM

1) INTRO “HI, THIS IS (NAME) , I’M YOUR LOCAL ZILLOW PREMIER AGENT WITH ROVI HOMES. I SEE YOU’RE LOOKING AT (ADDRESS).

2)SET THE APPOINTMENT

WHEN DO YOU WANT TO SEE IT?” I can do xxx a@ time or xxx@ time ( Give times that fit your schedule )

3) LOCATION

“WHAT OTHER PROPERTIES ARE YOU CURRENTLY INTERESTED IN?” ( check on location - are they open to surrounding towns?)

4) MOTIVATION

“WHAT SPECIFICALLY INTERESTS YOU ABOUT THIS/THESE PROPERTIES?” ( Find out motivation - why are they looking , time frame, what is your current living situation , do you have a specific reason you are looking to move ..)

5) Ask For Review :Do You have any other Questions for me? As a Zillow Premier agent, Zillow wants to make sure that we are providing 5 Star Service on every call. Typically you are going to receive an email within the next 24 hours asking you to review how our conversation went. I assume I've answered all of your questions and you'd be willing to give me a 5-star review when you get the email?

6) AS SOON AS WE HANG UP I’M GOING TO TEXT YOU ALL OF MY CONTACT INFORMATION, FEEL FREE TO CONTACT ME WITH ANY QUESTIONS OR ANY ADDITIONAL PROPERTIES YOU WOULD LIKE TO SEE, AS I’M ABLE TO SHOW YOU ANY PROPERTIES YOU FIND ONLINE.”

Sending MY Agent relationship: Buyer name, it's been great speaking with you and getting to know a little bit more about you and your needs. I know one of the biggest complaints that I hear from our buyers about looking on Zillow is that every time you inquire about a property you end up speaking to a different agent and having to do this whole conversation again. That's why Zillow released a new feature called My Agent relationship for Zillow Premier agents like myself. So now every time you are looking at property on zillow and have questions or want to set up a showing that inquiry will come right to me. Since I already have all your information and understand your needs it will allow me to get you the showing or information much quicker. I'll send you over a link after we are done and all you have to do is click on the link to accept ok ?

General Lead Follow Up on the casually looking buyer

Hey xxxx, last time we spoke you said you were casually looking? Has anything changed with your timeline or your search criteria?

**Covid 19 Lead follow up script**

Hi Lead first name,

This is Agent Name with ROVI Homes. I saw that you had recently inquired about a property on (insert lead source ie zillow) and I just wanted to follow up with you. I wanted to start off by saying that I hope you and your loved ones are staying safe and healthy and let you know that most of our buyers are putting their home search on hold right now due to the current covid-19 virus. Having said that, we also had numerous buyers go under contract in the last week as they are in a situation where they need to move in the next couple of months. I just wanted to see which one of these categories you fall into and how I might be able to assist you.

I look forward to hearing from you!

Again its Agent Name with ROVI Homes and you can reach me at xxxx

BUYER Educational Situational Training scripts (BEST)

1. I'm already looking at properties on Zillow, Trulia, and Realtor.com (ZRT), so I don't need you to send them to me.

a. I can appreciate that, as that is where 90% of home buyers start their search. What home buyers don't understand is that when searching those sites you are not looking at the full complement of listings… let me explain. You see there are around 1600 agents that service the greater Springfield area, but the average agent only sells 1 or 2 houses a year. They typically do not have a marketing background or advertising budget so when they get a new listing they put the listing into the MLS and notify the local agents and then they may or may not feature it on Zillow,truu Trulia and Realtor.com. What we have done is created what we believe to be the fastest, most accurate search site in the area. Our site pulls directly from the local MLS system. With this setup it doesn't matter where those agents advertise the property because our buyers will know about it the day it gets listed. Why don't we get this e-alert set up for you now as it only takes me a couple of minutes to enroll you.

Talk about low inventory

TAKEAWAYS

Sister sites (zillow etc) don’t update as quickly as MLS, you might be seeing outdated info or pre-foreclosures.
Acknowledge that that's where most buyers start - Important to start the conversation not bashing what they are currently doing
Be able to explain the benefit of our search site - Up to date/ accurate information , fast , Easy to use… set them up on a search

SORTING QUESTIONS - Listen for nouns

Are you having a good experience with that or can I help to make it better?

Have you found that information to be accurate or is it a little slow?

2. We are just looking right now . . . or we aren't ready to work with an agent yet.

a. Have you had a REALTOR® explain the entire home buying process and current market conditions to you?

b. I assume you are looking on ZRT… then explain how those sites don't have the full complement of listings and the data is not accurate. Explain the current market conditions and how you can put them in the priority access program to get them access to properties that aren't on ZRT.

c. What is it that you are waiting for?

d. You should look thoroughly before you buy anything. Out of curiosity, what type of home are you looking for? Do needs analysis.

e. Why don't we get together for coffee or something to just talk about the home buying process. This will give us a chance to get to know each other better and me a chance to learn how I could better serve you.

TAKEAWAYS

Get Belly to Belly - coffee date or Zoom meeting to discuss home buying process.
Needs Analysis
Get them setup on your search portal

SORTING QUESTIONS - Listen for nouns

Do you like doing it this way or would you like to have direct contact to answer any questions you have?

Has anyone taken the time to explain the home buying process or is that something I can do for you?

Is this your first purchase or have you done this before?

If you found the perfect house would you be ready to put in an offer or are you still in the research phase?

3. Another agent is already sending me properties…

a. I can appreciate that… and how is that working for you. Are you getting deals? Yeah...see that is my exact concern because thats where most agents stop...just at what is on the market. So, none of these agents have ever called you up to tell you about a deal right?

b. Explain Hot Market, and that finding out when properties hit the market is too late. Most buyers are struggling with the low inventory. That's why we created the priority access program. Explain priority access program.

c. If you don't mind me asking, how did you select your agent?

d. Did you know that 90% of the sales in our market are handled by just 10% of the agents? Have you done your research to make sure that agent is in the 10%?

e. Are you using that agent because you feel obligated to or because they are the best person for the job?

f. Have you checked the Zillow reviews for that agent to see how many recent sales they have or what their past clients have had to say about them? Our team is actually the #1 sales team in the county with more recent sales and more 5 star reviews than anyone else. I'll send you a link so you can see what our past clients have had to say.

Self-Service Model - Send you an email and let you call me - Reactive agent Client Model -Go above and beyond pro-actively - Pro active Agent

BUYER VIP PROGRAM

TAKEAWAYS

Explain the difference between a Proactive vs. Reactive agent
How’s that working out? Have they brought you a deal?
Buyers VIP program

SORTING QUESTIONS - Listen for nouns

Is this agent providing any follow up or do you feel like you could be doing most of the work?

Have they sent you and DEALS or did they just set up a search?

4. Our credit isn’t good enough yet . . .

a. How do you know? Have you spoken to a lender already?

b. That’s very common. I've also had many clients find that their credit is better than they thought after speaking to a mortgage lender. Plus a lender can help you can start working to fix any credit issues sooner that way. I will have a lender that I trust reach out to you?

c. OK. Did you know that there are many loan programs available that have very different credit requirements? Wouldn’t it make sense to at least meet with a lender to find out exactly where you stand?

d. If I sent this link to you now, would you be able to get it done by the end of day.

TAKEAWAYS

Have you recently spoken with a lender to guide you through how to get yourself and your credit in better shape?
If your credit was good enough, would you be looking to purchase now?
When was the last time you had it checked?

SORTING QUESTIONS - Listen for nouns

Have you spoken with a mortgage professional or can I provide you with the contact information of one who will be able to assist you get on the path of better credit?

Do you know how to improve your credit on your own or would speaking to a professional be helpful

5. Our relative/friend is a REALTOR® . . .

a. Has there ever been a time when you decided to buy something or do something and because a friend said, hey no problem, when you need help, I can do it and in the end, because you didn’t check around, you really didn’t get what you wanted … have you ever been there before?” (Yes)

b. So does that mean you feel obligated to have your relative/friend represent you, or are you able to freely choose who you work with to find your next home?

c. If you didn’t have a relative/friend in the business, you would be one of the few. Did you know that 95% of the sales in our market are handled by just 10% of the agents?Is your friend in the top 5%? Is your friend full time or part time.

d. I see. Let me ask you a question… Are you using them because you feel obligated to have your relative/friend represent you or because they are the best person for the job? You did say you were looking to purchase around 200K right? That's a big investment and I just want to make sure you are using someone who has plenty of experience.

e. I understand. So are you willing to risk your relationship if the job doesn’t get done? Or are you looking for an objective professional that you can put to work for you?

f. If you have a problem with your friend’s performance or services, how will you be able to criticize or fire your friend? Who would you rather yell at — me or your friend?

g. And then there’s the fact that you might need to reveal more about yourself to your friend than makes you feel comfortable. When you start to negotiate and prepare for the settlement, you’ll be discussing your finances, life, your bottom line and opening up some warts and blemishes in the process. Are you sure you really want to expose that?

h. Remind them that you work with the #1 sales team and send them our team zillow profile to check out reviews

i. As a last resort, tell them they can have their cake and eat it too, as we can offer the friend a referral fee so you get your house sold by a top professional and they get a piece of our service fee.

TAKEAWAYS

I can appreciate your loyalty. If you didn’t have a relative/friend in the business, you would be one of the few. Are you using them because you feel obligated to have your relative/friend represent you or because they are the best person for the job?
If you have a problem with your friend’s performance or services, how will you be able to criticize or fire your friend? Who would you rather yell at — me or your friend?
Cake and eat it too as last resort

SORTING QUESTIONS - Listen for nouns

Do you feel they are the best in the field or do you feel obligated to work with them ?

Are they full time or part time?

Have you spoken to them about working together or not yet?

Are you just starting the process with your friend/relative or have you been looking awhile?

Have you signed a contract yet or no?

Were they not available to show you this property or did you find it easier to go through zillow?

Have you discussed the market with your friend yet or is that something you’d like to go over with me today?

6. We have to sell our house first . . .

a. Would it help to know how much you could sell your current home, so you can determine your true buying power?

b. That’s very common. When would you like to move into your new home?

c. Have you met with a lender to see if you qualify to buy a new home before you sell?

d. Would it help to know what repairs you should or shouldn't make before listing your home?

e. Discuss they can start looking before they

f. buy knock zestimate

TAKEAWAYS

Opportunity to do a CMA / walk the house

When do you want to move

Connect with lender (they may not NEED to sell to buy)

SORTING QUESTIONS - Listen for nouns

Do you know the current value of your home or would you like for me to provide you with a professional market analysis?

Have you spoken with a mortgage professional to see if you could purchase before selling or would you like me to connect you with one of our preferred specialists to see if that’s possible?

Are you interested in selling now or in 2023

7. How much do you charge?

a. Thank you for asking! As a buyer's agent, my commission is typically X% of the purchase price. This will be clearly outlined in an agreement between us. It's important to note that this doesn't automatically mean you'll have to pay out of pocket. Depending on the deal and its structure, we have options to potentially include my commission in the overall transaction. The sellers may be willing to cover this cost, or we could negotiate a credit towards other costs at closing to ensure the funds are available for my compensation.

Rest assured, I will make all of your options very clear before we submit any offers to purchase properties. My goal is to provide you with the best possible service and ensure a smooth home-buying experience. If you have any more questions or need further clarification, please feel free to ask!

TAKEAWAYS

99% of the time compensation is set when the seller signs a listing agreement
Rare times would be if a FSBO doesn’t offer compensation, but we would discuss that prior to making an offer.

8. We are going to wait. We aren’t ready now.

a. Let me ask, out of curiosity, what are you waiting for?

b. I see. What specifically are you waiting for? No matter what, the next line should be...well that's exactly why we should get together now.

c. Depending on what they say, see if you can help with anything… .

d. Remind them that prices are going up and rates are going up so the longer they wait the more it will cost them (the less buying power they will have).

e. There is a lot to get in order before buying a new home: preparing your current home for sale, meeting with a lender, insurance, inspectors, repairs, finding a home, etc.. Would you like some help with all of that?

TAKEAWAYS

Let me ask, out of curiosity, what are you waiting for? ( find pain point)
There is a lot to get in order before buying a new home: preparing your current home for sale, meeting with a lender, insurance, inspectors, repairs, finding a home etc.. Would you like some help with all of that?

SORTING QUESTIONS - Listen for nouns

Do you have a specific reason you are waiting or would you like to talk through the process?

Are you currently renting or would you need to sell your house?

9. We are looking for a relative/friend . . .

a. Great, what is your relative/friend looking for?

b. Your friend is so lucky to have someone willing to do the legwork! Are you going to be involved in the buying decision or participate in the purchase with your friend?

c. I will be able to send you a whole list of properties that might work once I know a few more things. Would you like to get me the information from your friend, or would it be best to contact your friend directly?”

d. I assume you are looking on ZRT right? Explain why that is a problem.

e. Would it help if I set your relative/friend up on a search so he/she could see all of the homes for sale that fit his/her criteria online first? That way you guys could just contact me when you want to see the inside of one?

f. Ask when they are coming to visit

TAKEAWAYS

What is your friend looking for?
Get this person’s contact information or the friends if they will give it up
Follow up later

SORTING QUESTIONS - Listen for nouns

Will they be here for showings in person or would a virtual showing be a good option for them?

Should I contact you on new properties or should I contact them ?

10. When a property is under agreement and they say… “We just wanted to see this one property…

a. It looks like that property already has an offer on it, but I'm not sure it's going to stay together. Let's set up a time to go look at it and worst case we put a backup offer in. Are weekends or weekdays better for you? Get Belly to Belly

b. I can appreciate that… Let me ask you, what was it about this one property that peaked your interest? There has never been a situation where I was not able to get something similar. Trying to get them into needs analysis mode.

TAKEAWAYS

Set the appointment - no bad news on the first call
Do a needs analysis - find back up properties to show
Set up buyer consultation instead! “ '' One thing I love to do is sit down and go over the process and give you a basic roadmap of what to expect, my past clients have consistently told me it relieves a lot of the stress and anxiety of home buying so it’s something I like to do for all of my clients now!”

SORTING QUESTIONS - Listen for nouns

Was it the location of this property or anything else in particular?

11. I’m going to work with whichever Realtor finds me the home.

a. May I ask what expectations you have for the agent that ultimately represents you?

b. Many of my clients have felt the same way at first. Until they discovered that searching for homes by driving around and looking at scattered listings online was not very efficient. What if I set you up on your own customized online search so that you could see all of the homes for sale by all REALTORS® that fit your criteria? You would also receive email notifications for homes the instant they come up for sale so that you would be one of the first

c. Agree: “I can understand why you would want to do it that way.”

i. Ask: “Can I share with you how it works to your disadvantage?”

ii. Answer: “You see, in real estate, we can work with a prospective buyer in two ways. One way is as a Customer, the other is as a Client.

iii. “As a Customer I owe you honesty and fair dealings. As a Client, I go above and beyond by working for you and actually creating opportunities. What I’m finding in this market is that home buyers need more than simple customer representation. They need an experienced professional.

iv. Ask: “Would you like to know about some of the ways that I create opportunities for my clients?”

[Your prospective client will most likely be interested at this point] vi. Answer: “One way is that, for my clients, I actually solicit off market properties.

vii. “An off market property is one that is not in MLS. It could be for sale by the owner, or better yet someone who hasn’t listed their property. For my clients I will send letters and knock on doors to find those kinds of opportunities.

viii. “Now, you can understand why I wouldn’t commit to that level of service for someone working with multiple realtors right? So, do you think you deserve that level of service, being this is one of the largest purchases you’ll make?”

ix, *Bonus* In this scenario, you can also discuss the fact that with multiple offers, they really need someone who has the experience to get them the property they want and that happens when they hire someone to represent them and all their needs.

Manual supplement - Reactive agent

SORTING QUESTIONS - Listen for nouns

12. So how long have you been selling real estate/I want someone who knows what they are doing?

a. I just got in this year (last year) and I work with a team that has over x years of combined experience and we are going to sell over XYZ homes this year so it would be extremely rare for a situation to arise that we haven't dealt with before. My main job will be to identify potential properties that could be a good fit for you and then be available to show them to you. If a situation arises that I have never seen before my broker is a phone call away to help negotiate the terms of the contract.

b. It feels like a lifetime...our team will sell___ homes this year alone, with all the experience our team has had over the last few years, I can assure you there is nothing that ever will come up in your transaction that we have handled a few dozen times already!

c. Minimize the role of a buyer's agent -

TAKEAWAYS

You have a team behind you
There will never be a situation that you can not get an answer for
Your Broker is a phone call away

13. I don’t think I want to sign anything right now. (buyer consult)

a. What is holding you back from signing?

b. Sure, so obviously being comfortable here is the important thing in any business relationship. You mentioned something you said you’re not sure if you wanted to buy. What do you think would stop you from buying a home right now? So you want to buy a home, obviously we are sitting in the meeting here right now. You said you want to kinda look around some more, see what else is out there. What are you looking for in an agent? What are you going to be looking for in this person to help you make this big decision? What I am really hearing here is you want someone who is going to be your advocate in the transaction. So knowing that is the case, why don’t we give this a test run here. Let’s sign a 30 day contract. We can work together, I’m here right now. If you don’t like it that’s on me, otherwise we can keep working together and find you a great new property. If you aren’t going to sign with me right now, I need your loyalty so if you see something you are calling me, you aren’t calling someone else because I’m already spending time with you now and my time is my most valuable asset, I’m going to ask you to return the courtesy and call me when you see anything.

TAKEAWAYS

Client Vs Customer
Sign a 30 day contract
Importance of loyalty
In CT contracts can be specific to just this one house or for a specific time frame.

SORTING QUESTIONS - Listen for nouns

Have you signed a contract with an agent before or will this be your first time?

Was there poor communication from that agent or were they not sending you what you wanted to see?

14. We want to work with the listing agent. Are you the listing agent?

a. I’m not the listing agent. Can I tell you why it makes me nervous that you are looking to deal directly with the listing agent? So, calling the listing agent is like calling your husband or wife’s divorce attorney, they do not have your interest in mind, they are actually working totally against you. So would you really trust that person for legal advice?It is no different in a real estate transaction.

b. Also, keep in mind the compensation is pre-determined meaning when a listing agent takes a listing, the compensation is already written into the contract.

c. Update with Car accident - So, calling the listing agent is like calling the attorney that represents the person that hit you in a car accident, they do not have your interest in mind, they are actually working totally against you. So would you really trust that person for legal advice?It is no different in a real estate transaction.

SORTING QUESTIONS - Listen for nouns

Is there a specific reason you wanted to speak with the listing agent or did you just have questions on the property?

15. Can’t I get a better price working with the list agent?I can get it and say they will cut their commission right? That’s what I’ve always heard, go to the listing agent.

a. I don’t know what a listing agent's practice is when it comes to fees. What I do know is they have a contract signed with the seller and one of their duties is to be loyal to the seller no matter what. So again, I’m not calling my wife’s attorney to represent me in a split up, because I know he’s working for her, not for me. I wouldn’t want you to be in that position.

b. Can I tell you why it makes me nervous that you are looking to deal directly with the listing agent? So, calling the listing agent is like calling your husband or wife’s divorce attorney, they do not have your interest in mind, they are actually working totally against you. So would you really trust that person for legal advice?It is no different in a real estate transaction.

c. Typically it does not cost a buyer anything to work with a buyers agent

16. We don’t want to meet you and do this consultation thing you are talking about. We just want to see houses, can’t we just meet you at the house and see some houses?

a. We can definitely show you houses, that’s not a problem at all. The concern I have with that is that many people out there don’t know how the process works. I know you told me this is the first home that you are buying so, let’s say we find a home and you guys want it and we don’t know what to do and we are in a competitive situation then we are already at a disadvantage so why don’t we set up a meeting first, I can walk you through how the process works and then right afterwards I can show you some homes and if you see one we will be in a position where we can make an informed decision about it. Wouldn’t that sound great?

17. I’ll be fine getting preapproved so I don’t really need that up front, I’ve got a guy.

a. Sure, I’m sure you are, you told me your qualifications, everything looks good. Here’s my concern, we are going to look at homes on a Saturday. Have you ever tried to get a banker on the phone on a Saturday?It’s impossible, it’s not going to happen. So we want to buy the property we are looking at and you really like it and there’s one or two offers already in on it and we have to make a decision quickly, every seller is gonna want to know that you can get approved for financing, you don’t have that letter in hand we are already at a disadvantage and you may lose out on the home for you. I don’t want that to happen to you.

SORTING QUESTIONS - Listen for nouns

Have you spoken with your mortgage professional about how long it would take to get a preapproval or not yet?

Has your mortgage professional walked you through the process and timeframe or is that something you’d want to do with me today?

18. Can I just use my lender?

19. Why are you asking me all of these questions, I just want to see the house.

a. We can definitely show you the home. The reason I am asking all of these questions is because we are really trying to help you. We want to show you homes that are going to be the right fit for you, and that are in your budget, are going to meet your needs and the information you see online is inaccurate about 40% of the time so there may be things out there that you are not aware of.

b. My goal is to do nothing more than build a relationship with you by educating and advising you with the best possible information so you and your family can then decide when, where and how much you should spend on a home.

c. I apologize if anything I said made you feel uncomfortable; my intent is to gather information so I can help and guide you through the process and find the right home for your needs. Can you share with me which question made you feel that way and why?

d. What you say: “It sounds like you might have had a problem in the past with giving your information to an agent. Would you mind sharing with me what your concerns are regarding giving out your contact information?"

e. The inventory is really low right now and I want to make sure I know exactly where you might be willing to concede a little so that I can find as many properties that might meet your needs as possible.

20. If we are only going to buy just the right home if it comes along, and we are pretty specific about what we want, there’s really no need to get together. I mean as long as it has the things we told you we want, just call us and let us know.

a. We will definitely alert you when the right home is available, that’s what we get paid for, that’s my job. The reason we want to meet with you now is because we want to make sure everything is in place so if that right home does come on the market, there’s probably other people like you looking for the exact same thing. We want to put you in a position where you can get the property and in order to get the property we need to meet go over your goals, run the financials get the preapproval in place so that you can write an offer that is going to get accepted which is what you want when you find that dream home, right?

21. I think I’m going to wait until the market cools down for me to buy. I also hear we might be approaching another bubble?

a. Talk about how Fannie Mae, Freddie Mac, NAR & the association of mortgage brokers all predict interest rates to rise over the next year and this could cost you hundreds of dollars a month more for the same priced home. Send a KCM chart.

b. So you know there’s a lot of information out there. If you check out a website called Keeping Current Matters they have some really great data I could share with you that shows we are actually not in a bubble right now but we’re where we would be if there wasn’t all that inflation of the market back in 2006. So I’m clear that’s not the case. Now if you want to wait until the market cools down. I've got something that really concerns me about waiting. Can I share it with you? So what makes me nervous is right now we are still seeing rates at x% on a 30 yr fixed, so even if they go up a quarter of a percent but the market cools down let’s say prices stabilize, you’re still paying more money per month for the home. So if you find the right property that really interests you, you are living with that payment for the whole 30 years or as long as you live in that property. The 1% on the sale price is going to be nominal compared to what the quarter of a point will do on the interest rate and you're buying the home based on the payment right? So again that 1% that prices may go up or go down is not going to really affect your down money at all but that payment over time, that is going to cost you thousands. So let’s do the right thing and look at the market now and see if we can find the home that is going to fit your needs. Wouldn’t that be great?

Maybe you end up not getting the house with the garage, the updated house etc. Make them feel like they are losing out.

22. Why should I use a realtor if I’m buying new construction when the builders are probably going to reduce the price if I don’t use an agent?

a. I can understand why they would not want to work with an agent. Fact is, agents are negotiators and good at what they do. So that’s a valid concern. Let me ask you this, have you ever reviewed a builder’s contract versus a standard agreement of sale. Did you know that a lot of times with the builder you think they are going to reduce the price but they are in a for profit business. Agents have a lot more success getting options thrown in, being able to negotiate directly with the builder to save you money. You want to get the home for less right? Knowing you want to get the best deal possible, let’s do the right thing here and just set up a meeting and show you how we can negotiate with the builder on your behalf, and represent you properly. Let’s make sure your interest is protected here because these agreements are written by their attorney, not yours. So they already have their guy looking at it, their guy running everything. You want your interest represented in the transaction right?

So for example, do you think a builder would put a deadline on his own project completion. First thing I do is say if it's not built by X, it's $100 per diem fee each day. Think the builder would put that into his own contract.

23. We like the property, but we want to get a good deal! I think we should go $10,000 under the asking price.

a. Agree: “I can certainly understand wanting to get a good deal. Let’s put ourselves in the Seller’s shoes for a minute and look at things another way, would that be okay?

i. Ask: “If you were selling, would purchase price matter?” [You client will most likely agree with you]

ii. Answer: “One of the problems with putting in a low offer is it oftentimes gives the seller a tremendous advantage against you. Would you like to know how?” [Of course your client will respond yes]

iii. “Once the Seller has any offer they will likely give their Realtor permission to tell all prospective buyers that they have an offer. In this market, multiple offers are common, especially at this price point.

iv. “Would you be frustrated if you didn’t get the property and drove the price higher for the seller?

v. “Is there another way we can make up the difference? Perhaps we can talk with the lender and see if we can make it up in the rates, or find out exactly how much $10,000 affects the monthly payment. This way we are putting your best foot forward to actually purchase this home, not just make an offer.

vi. “Now, if this isn’t the right home we should keep looking and find the one that you wouldn’t care about the small impact in mortgage payment per month.

vii. “What would you like to do at this point?” [Listen very carefully] This is their decision and let them conclude what is right!

24. If it doesn’t go under contract then we will make an offer on it but if it goes under contract it wasn’t meant to be.

b. Obviously you have to buy the right home that is going to be right for you, there’s no doubt about that. From what you are telling me you want to make an offer. Why not make an offer at a number you are comfortable with and if that doesn’t happen it is still not meant to be. That way we can know we put our best foot forward and you aren’t wondering a month down the line when we are looking at properties.

25. The last agent I called asked to meet with me to go over a buyer/broker agreement. In the meantime the house I wanted to see sold and it was perfect and so we missed out. I don’t want to miss out again, I just want to go see.

a. I don’t want you to miss out either, which is why I suggested we meet and then go look at houses right away. That is the beauty about working with a team versus an individual. An individual's schedule gets blocked off pretty quickly. A team has other people who can step in to get you into properties right away because we know what’s going to sell right away, we have that knowledge and we don’t want to have our schedules ever conflict with our clients meeting their needs.

26. When the buyer calls in on a pre foreclosure/foreclosure from Zillow that isn't actually for sale.

a. Unfortunately Mr. buyer, that property is in pre foreclosure/foreclosure status which means that it is not actually for sale. It could take months or even years before that property actually comes to market. What I'm going to do for you is set up an alert so that if it does come to market you will get an email from me with all the details that day.

What I will also do on your behalf, with your permission, is mail THIS letter to the pre-foreclosure.

b. Now there are other properties which were in pre-foreclosure or foreclosure status previously that have actually come to market already, they're called REO properties. I'm going to send those over to you today. Can you tell me a little bit more about what you're looking for?

c. Please note that most people that call in on these types of properties are looking for a deal. We need to explain to them that there are many different ways to get a deal. The dialogue should sound something like this:

i. I find that many buyers that call in on the foreclosure properties are looking for a deal and I think there's a misconception out there that the only way to get a deal is through buying bank-owned or auction properties. In reality, we are able to get deals for our clients all the time through other avenues:

ii. REO properties like I just discussed with you which are pre foreclosures that have actually come to market.

iii. Short sales, because these properties can take a while to close, many buyers are not willing to wait for these and buyers who can be patient can get a great deal.

iv. Properties with high days on market. A lot of times these properties get a stigma that there's something wrong with them, when in reality they were simply not priced properly from the get-go and might be a great deal.

v. Oftentimes we are even able to get deals for our clients on regular resale properties that agents have mispriced or situations where the seller is highly motivated.

27. A lead calling in on a rental:

a. I was just getting back to you about that property at 123 Main Street that you were looking to rent. I have some time in my calendar today at y or tomorrow at x. Do either of those times work for you to go see it? Set the appointment!

b. Out of curiosity, have you talked to a lender yet to see if you could qualify for a mortgage? Many times the renters that we talk to don't realize that they could actually purchase a property for the same or less money then they will spend renting. Think about it when you add up the first, last and security that you'll have to come up with for the rental that's often enough to be the down payment on your purchase.

c. If they hit you with “my credit is not good enough” then be prepared to use that objection handler above.

28. We don’t like pushy salespeople.

a. Good. because my goal is to do nothing more than build a relationship with you by educating and advising you with the best possible information so you and your family can then decide when, where and how much you should spend on a home.

b. I wouldn't want one either. But I would want an agent that is proactive in finding me a home I want to buy, and also assertive on my behalf in negotiations over the home’s price. Does that make sense?

SORTING QUESTIONS - Listen for nouns

29. You’re too busy, we want someone that can give us the attention we deserve.

a. The advantages of being on a team vs. working with an individual agent, there are always team members available so you will always be able to get into listings quickly, more coming soon opportunities, I only work with a very small number of clients at any given time!

30. The zestimate is different from the home’s actual value. or Property Assessment

a. Show them Zillows chart on how inaccurate their Zestimate is on the bottom of their home page. Zillow has never been in this home or any of the others it compares this home to...so how could they possibly be accurate.

SELLER OBJECTIONS

1.My house is great, the market’s hot, I don’t think I need all the marketing you’re offering.Can you skip over that part of what you do and just reduce your commission?

a. There are a lot of agents out there that are going to compete on price and they are going to reduce their commission. The reality is there are three reasons why homes sell. Price, Condition, Marketing.

i. I think we have agreed on the correct price to bring the house to market
ii. I think you are going to make the correct repairs to get the property show ready, so the condition and staging will be good.
iii. Now your concern is the marketing. Let me ask you a question. Are you more concerned about the cost to sell your home or the net you will have in your pocket when the transaction is done?

2. I want to list my home high so I have room to negotiate.

a. That is one strategy out there, can I share a concern? What we are seeing right now is that the best homes are selling quickly very close to the asking price. The market is extremely price sensitive. So there is even a big difference between being priced at 395 and 401, doesn’t sound like a big difference but you go online you see how these people search and when you price your home high with negotiating room it’s going to take longer to sell and the longer you are on the market, what do you think about a home that has high days on the market? What’s your reaction….what’s wrong with the property or it’s overpriced? Do you really want that kind of connotation with your home knowing that we are trying to get the most money possible?

3. I think I’m going to use my friend as my agent.

a. I see. Let me ask you a question… Are you using them because you feel obligated to have your relative/friend represent you or because they are the best person for the job? You did say you were looking to purchase around 200K right? That's a big investment and I just want to make sure you are using someone who has plenty of experience. When you go to the dr do you want the dr who is doing the surgery for the first time or do you want a dr who knows the practice?
b. Has there ever been a time when you decided to buy something or do something and because a friend said, hey no problem, when you need help, I can do it and in the end, because you didn’t check around, you really didn’t get what you wanted … have you ever been there before?” (Yes)
c. If you didn’t have a relative/friend in the business, you would be one of the few. Did you know that 95% of the sales in our market are handled by just 10% of the agents?Is your friend in the top 5%? Is your friend full time or part time.
d. I understand. So are you willing to risk your relationship if the job doesn’t get done? Or are you looking for an objective professional that you can put to work for you?
e. If you have a problem with your friend’s performance or services, how will you be able to criticize or fire your friend? Who would you rather yell at — me or your friend?
f. And then there’s the fact that you might need to reveal more about yourself to your friend than makes you feel comfortable. When you start to negotiate and prepare for the settlement, you’ll be discussing your finances, life, your bottom line and opening up some warts and blemishes in the process. Are you sure you really want to expose that?
g. Remind them that you work with the #1 sales team and send them our team zillow profile to check out reviews
h. If it's in your favor, explain that 90% of the business is done by 10% of the agents and ask if they have checked to see if the other agent is in the top 10%.
i. Explain how we use the team approach and leverage specialists like a listing coordinator, marketing coordinator, photographer, videographer, writer and transaction coordinator. A team of specialists like this will always outperform an individual.

4. Another agent said they would list it for less, will you match that?

a. I’m not surprised an agent’s willing to do that. There is always an agent willing to do it for less. Can I share a concern about that? My concern is if they are only competing on price, what’s going to happen when they are negotiating on your behalf and trying to get you more money from the buyer? They just think about what the number is in front of them.

b. Let me ask you a question. Are you more concerned about the cost to sell your home or the net you will have in your pocket when the transaction is done?So again let’s focus on the net and see what we can get you vs someone who is willing to compete on price just to get in the door because they are desperate for business.

c. You get what you pay for in this industry just like other industries.

Break it down to dollars and sense.

5. If I don’t get the price I want now, I’ll just take it off the market and wait until Spring.

a. Ok so you are going to wait until Spring. A lot of agents will tell you that’s when the most homes sell, that is a statistical fact. What a lot of people don’t know is that the best time for you to have your home on the market is when the competition is low. Right now there are less homes on the market than there will be in the Spring. And given the inventory is so low and there are still more buyers out there than homes available wouldn’t you want to be one of the two or three they are considering right now versus in the Spring they might be considering ten or fifteen.

Do you think there is going to be more homes on the market in the Spring or less?

With more homes on the market, will there be more competition, or less?

Exactly!

6. What about offer pad and open door, there’s places like that that will sell my home for a reduced commission. Why shouldn’t I use them instead of a traditional realtor?

a. If you want to sell your home for less you can definitely use them, that is what I tell everybody if you want a quick sale that might be the right thing for you. Let me ask you a question. Are you more concerned about the cost to sell your home or the net you will have in your pocket when the transaction is done?Now if you are telling me you want to focus on maximizing your price and walking away with as much as you can let’s sit down and go over a plan that’s going to show you how to do that. So why don’t we do the right thing knowing that you told me you want to get as much as you can for the property. Let’s just set up a meeting to talk about it.

A good agent will never cost you money, only make you money!

Great sites for getting less than top dollar for your home.

7. Can you just give me a price over the phone?

a. You know, that would almost be malpractice for me to do that because I haven’t seen your home and there’s no way I can tell you how it sits on the lot, how the light hits the property, what the floor plan looks like. So why don’t we set the meeting and I can walk you through so I can give you a real number because otherwise I’m not better than Zillow or one of those online valuation sites.

b. Could give the webmd analogy that when you go on there you don't know what you really have so you really should go to the dr to get the diagnosis.

c.I can’t tell you how many X beds, Y bath homes I have been in...they are all different insome way, either positive or negative, and I don't want to short change you or overpromise.

8. This other team says they can sell my home for $50k more and they will list it for 1% less.

a. Have you seen their track record? Or are they just trying to buy the listing from you? Let’s set up a follow up meeting and compare stats and see what you are going to actually net here in real life for the sale. I question anyone that is selling real estate that doesn’t know their numbers. How are you going to trust them when they don’t know their performance?

9. Be able to describe the old market vs the new market.”I saw on TV home sales were slowing down

Home sales were increasing at an unsustainable level over the past 18-24 months and we are now seeing prices stabilize with only moderate growth expected over the next few years, which is normal.

In the Old Market, I could put a ton of cushion in the pricing. There was nothing for sale and demand was so strong, people would still make offers and we’d get deals done. But now, in this New Market, we’ve got to be pinpoint accurate. If we want to sell in today’s market, it needs to be priced at X.

Do you want to get lost in a sea of inventory? Or do you want to price itso well that itsellsin the next 30, 60 or 90 days? My recommendation is to price it slightly below other comparable properties on the market. What would you like to do?

10. I understand the market has changed but I want X price

It’s all about illustrating that the market will determine the price of their home, and nothing more.

Do you own stocks or are you familiar with the stock market..maybe you invest in a 401k at work? [yes) If Netflix is trading at $270 a share, can you call your stock broker and say, “I want to sell all my Netflix stock at $500 a share today.” No, you can’t. Because that’s not what it’s worth in today’s market. Homes That are similar to yours are selling at X price.

And then, inevitably, when you get this response:“Another agent said they can get me much more…”…use this script:

I could line up a thousand agents outside your door, but we’re all looking at the same data and we’ll all come in within one or two percent of each other. So if someone is promising you much more, you’ve gotta ask yourself what they’re up to. Are they just wanting to take your listing to generate a bunch of buyer clients? What's Their motive? This plantsthe seeds of doubt in the seller’s mind and getsthem to understand whatseemstoo good to be true probably is too good to be true.

- Also make sure to ask "Is there something about your home or this neighborhood that I might have missed"

- Another option is using visuals. Print out pictures from comps that have sold but dont show them the price. Then ask them to pick out the property with photos that are similar to theirs.

11. How do you get the seller to give you their opinion of what the house is worth?

You can't just say at the listing appointment"So where were you looking to be price wise" or "What do you think it's worth" because most likely they will say "That's what I hired you for"

The method that works the majority of the time is when you are doing your listing intake and gaining knowledge about the condition of the property and recent upgrades simply ask the following question:

The town is currently basing your taxes on an assessment of $x. Is that what you were thinking the house was worth?

12. If you have to agree to list the price higher than you would want to be you should always ask for two things?

a. A presigned price reduction form for the MLS
b. Some sort of concession

You know what Mr. Seller, maybe we can get X if you were willing to paint those bedrooms. Would you be willing to do that if I agree to list at x.

Other concessions:

They agree to declutter

They agree to stage the property

They agree to some minor remodeling

Just Sold

Click HERE or on the image below to access the full Just Sold Scripting

AW_JUST_SOLD_SCRIPT (1).pdf

FSBO

FSBO Call Script

Hi,

This is ______________ I noticed your home was for sale and I was wondering what you were asking for it?

If already Under agreement – Congratulations, I hope you have a successful on time closing.

I may actually have some buyers interested in the property, I actually work for ROVI Homes and I was wondering when I would be able to stop by and take a look at it?

If they say “no” – You are letting buyers in right, simply look at me as another buyer except that I actually represent over x buyers right now.

If they say “just send your buyer over” – My buyers have actually hired me to do all the looking for them so they don’t have to waste their time looking at properties that don’t fit their needs. If your property is something they would consider, I would definitely bring them back.

Setup Time and get the following information:

Address, Asking price, Garage, Bedrooms, Baths, Living area, acres

If necessary you can go into the following:

Most Realtors do not waste their time showing For Sale By Owners because there are plenty of homes out there that are listed with agencies that they would prefer to show. Since 90% of buyers are working with a Realtor, this makes it very difficult for individuals to sell their home on their own. In fact, in an article published in USA Today they showed that homes listed with an agent sold for 20-25% more than those listed by the homeowner. I'll send you a copy of the article so you can see what I am talking about.

I am trying to provide the highest and best service to my buyers so I like to know about all the homes that are for sale, not just those listed with an agency.

If they ask about how much we charge

Cobroke – Typically we co broke at 2.5% (Stay low here because we really aren’t looking for the co broke)

Listing- The industry standard is typically 6%, but we have taken listings for as low as 4.5% but there are consequences to listing at that low of a commission We can discuss further at the showing.

Do not leave a message! Just keep calling (block your number if you have to) until you get a live person.

FSBO Objections

1. My seven neighbors all sold FSBO and they sold in less than a week, why do I need a realtor?

a. That’s a great question. Can I tell you why it makes a little nervous that they are all going FSBO and selling that quickly? You are seeing how the best homes are selling quickly in today’s market. They obviously don’t have the same exposure that they would with an agent. What a lot of people don’t realize is that 98% of all the homes that sold this year, they involve both the listing agent and a buyer agents meaning less than 2% only involve the buyer agent or no agent at all and those homes sold anywhere from 9-10% less than what they could have gotten had they had a professional like me representing them and marketing the property. Do you really want to leave that kind of money on the table? Are you more concerned about the cost to sell your home or the net you will have in your pocket when the transaction is done?

Three types of buyers?

Relocation - Best buyer - not looking at FSBOs in the one weekend they have. Even if they do come it will cost 2.5%

Retail - working with agent - they dont have a way to search for the FSBO’s so they use MLS. Even if they do come, it will cost 2.5%

Deal Shopper - These are discount shoppers who know you are saving money by going FSBO so they typically undercut that price for that exact reason.

Expireds

Expired Call Script

Hi,__________! My name is ____________, and I am a real estate agent with ROVI Homes. I noticed that your listing recently expired. Would you still like to get your home sold?

If No, ask if their needs have changed or just their timeframe?

If Yes:

Great, I specialize in representing homes that didn’t sell that we feel will sell and that’s why I am calling you.

Discovery Questions:

Can you tell me a little bit more about your situation and why you think your home did not sell?

Did your agent tell you why the home did not sell?

There are really 3 main reasons why a home doesn’t sell. Condition, Marketing and Price. Most agents just focus on price but we put a lot of emphasis on Condition and Marketing.

Do you still have an open mind about unique marketing ideas?

Did you get any offers?

How did you pick your last agent?

This is a great area where are you moving next?

Are you upgrading or downsizing

Things to attack from previous listing:

Professional Photos/Video
Professional Writer
Professional Stager
Compensation to Buyer’s Agent (mention if less than 2.5%)
List price (Mention if they missed a breaking point (ie listed for 205,000 instead of 200,00) or missed an even number (ie 199,000 instead of 200,000 to pick up both brackets
In directions agent put “use gps” for directions
Agent forgot to label the room floors. Mr. Seller dont you think buyers would like to have known that you had a first floor bedroom?
Bank owned listed as undisclosed went it wasnt bank owned.

Closes

If there is new information… and it causes your home to sell… can I share that with you (ie there are some recent sales that show that there’s should have sold)

If your property is sold in the next 30 days, would that be a problem for you?

Expired Objections

1. Where were you when my home was on the market?

a. As a listing agent, I specialize in listing homes so I do not work with buyers directly as I focus on sellers. Actually, I didnt even know this was on the market.

b. Great question I was getting MY listings sold, don’t you wish your agent would have done that for you?

2. I think I’m just going to just relist with the same agent that I had.

a. Sure I mean a lot of people will stick with their agent. I’d imagine you probably feel some loyalty towards that person. Can I share a concern I have about sticking with your current agent? So what a lot of people don’t know is the average realtor, they only sell one out of every two homes they list right now. Did your last agent share that data with you?If you ask me I don’t think 50% is too great of a success rate do you? So do you want to know what my ratio is?It is over 98% during the past 16 years. So do you want to stay with someone that already didn’t sell your house once in six months when the average time on the market is between 45-62 days or do you want to get a second opinion from someone who knows how to sell homes and sells almost every listing they take.

**Everyone needs to know what their teams ratio is. Need to know what percentage of your listings you are selling**

3. We had a bad experience with our last agent. We don’t even know if we want to put itback on the market. The experience was so bad.

a. I’m sorry to hear that happened to you. There are a lot of people out there who have had bad experiences with agents. I’ve gotta work with all of these agents so I get it. I know what you are going through. Where were you planning on moving to when your house does sell, what is the game plan? What is taking you there? What is the motivation?If I could show you how to get that plan A back on track there’s no commitment involved here, just laying out a plan so you can get closer to family, why don’t we set up a quick meeting to go over that, would you be interested?

4. All you realtors are the same, I don’t know why I should meet with you, all of you guysare the same.

a. You are right, most agents are the same where they only do a couple things to sell a home, they put a sign up, they put it on the internet and they just wait around for something to happen so I get why you feel that way. Our teams not and I’d love to show you one of the 47 different things that we do to sell homes. If I could just have a little bit of your time to do that. I’ll even bring a stopwatch and you can throw me out after fifteen minutes if you don’t like it. I get where you are coming from. Let me show you why I can sell a home and other people can’t. What’s better for you Tuesday or Wednesday?

(Give two options, get to commit on the phone. Don’t say when are you available, that is an open ended question.)

5. I am just going to wait in relist in the Spring / Take it off the market

a. I can appreciate that. What is the main reason you are thinking about waiting? Is it for a better Market or need a more aggressive agent... That could be true surprisingly we saw two homes that sold just like yours did you know that I might be the market but not likely getting more aggressive approach to sell the home when you rather cash out now rather than waiting months and maintaining the liability

6. I am going to rent it instead

a. Oh okay that makes sense have you ever rented before...or been a landlord. I own rental properties myself in Massachusetts and I can tell you it can be a very litigious state.

b. When you're listed did you get any offers

c. I would assume cashing out and getting rid of the liability is still your first choice

7. I am going to relist it with a friend

a. I can appreciate that you are relisting it because you feel obligated or because they're the best person for the job. Are they full-time or part-time? Do you know what their number is? When I say number I'm referring to their sold to list ratio so for example last year we sold our homes at 101% sale price to list price. on average our homes sell for four and a half percent more than the competition within 13.7 days which happens to be 7 weeks faster than the average in hampden county

8. I don’t want to list it again, just bring me a buyer if you have one.

a. Can I share a concern with you, if it's not listed and you are only relying on me and a handful of other agents that might bring a buyer, you don't have full market exposure and therefore you won't be able to maximize your price. Is maximizing the price not a priority?

Expired Closing statements

If there is new information...and it causes your home to sell...could I share that with you? (show client other similar homes that did sell in the same time he/she was in the market)

I know you're not going to do anything that doesn't make sense right? What I would love is an opportunity to stop by this afternoon to at least share the new information, this way

you can make sure to know you are making the right decision by waiting. Is that unreasonable?

I appreciate that...let's shake hands and make sure it works for both of us. I appreciate your time and promise not to waste it.

I understand and know you're not going to do anything unless it makes sense...am I correct? When we meet, let's go over the information and you can decide what's best for you.

If your property sold within the next 60 days would that be a problem for you? Ok great...why don't we do this. I could pop in tomorrow at 4 or 6. Would love to talk to you about getting your home on the market and discuss your options.

Situational Scripts

1. How do you negotiate with the seller after their house comes back on the market when a previous contract that fell apart was over list price?(Next offer is not as high, working with the seller)

a. This is unfortunate we are in this situation. Deals don’t just fall apart because people change their mind. It looks like there is probably a reason here with the inspection report we have in hand. Knowing that we are getting other offers right now, that is the market saying something to us. Maybe the buyer backed out because they thought they were paying too much money when they looked over the data, we don’t know. If we want to sell the home, we have a couple contracts in front of us that can do it. We can probably negotiate them a little further. What we know at the end of the day is the home is only going to be worth as much as someone can pay for it. Right now we have three people telling us what they want to pay, what number works best for you?

2. What do you say to the seller when the feedback is not good and you are convinced youneed to do a price drop.

a. This shouldn’t be taken personally Mr. Seller. The market is telling us what the market needs us to know.

3. It’s a great time to sell, we get that. We are nervous about having to buy and pay these crazy prices. We are not sure that is a good idea.

a. Sure, it’s all relative. You are going to spend more buying now because you are getting more selling. Knowing that you owe ‘X’ on the property, selling at that price gets you into this new home that you really like and you are going to be there 20-30 years. Let me ask you this, are you going to be happy you made the move, are you going to be happy and comfortable in this home?If the answer is yes, let’s pull the trigger and move ahead.

**Always remind them of their motivation (kids, downsizing, get you to FL, etc.). **

4. I’m afraid we won’t find a home to buy since they sell so quickly and we don’t want to behomeless. I’m not sure it’s a safe thing for us to list just yet.

a. That’s a valid concern and one of the things you want to think about here is we know you need to sell your home in order to buy a new one. If you are going to sit there and try and get a contingent deal accepted, it’s not going to happen. So let’s look at the back up plan for you. Let’s figure out exactly where you want to be, maybe short term housing is an option. The goal here is to get you into a new home you are going to be comfortable with right? So if your home is not on the market and sold you're not even competing with the other people that are out there and you are going to be stuck in this cycle of being in a place where you are not happy. Who wants to be not happy, not me.

5. I was thinking about selling but there is new construction that I’m competing with rightacross the street so I think maybe we will wait until after that one sells.

a. So have you ever met the person that always buys new cars and then there’s people that always look to get sound value on a used car? So that person that is buying new construction, that is not the buyer for your home. They are going to go in there, they are going to pay a price, that home is never going to be worth more than what they paid in the short term, long term sure, but short term they’re paying for the sexiness, they’re paying for the new. We are looking for a buyer that is going to see value in your home and that’s gonna want to be in a property that is gently used and isn’t paying those crazy new prices because there’s people who are going to be able to afford X, you’re priced at Y, that’s a different buyer so it’s a valid concern we really aren’t looking at the same person.

6. What’s the status of the other offer? How can I get my buyer to commit to bringing inan offer before it’s too late?

a. There’s an offer in on the property right now, the longer you wait the more likely it is that this offer is accepted and negotiated so how would you feel because if it took you a day or two you missed out on the property? Let’s do the right thing and write the contract now we can put our best foot forward, if it works great, if not we will move on to the next one but that way you know you didn’t leave something on the table or miss an opportunity.

Magic Words

These are courtesy of Phil M. Jones book “Exactly What to Say - The Magic Words for influence and Impact

1. I’m not sure if it’s for you but....

a. This sentence is rejection free and will make it easier for most people to introduce something you might want them to do

b. add to the end… I would hate for you to miss out

2. Are you open minded about..

a. would you be open minded about getting together and seeing if we are a good fit for each other

b. would you be open minded about hearing some new marketing strategies that could help sell your home for top dollar

3. What do you know about ...

a. Use this to diffuse an argument , to see what they are really basing their decision on. We need to move the person from certainty to one of doubt by sharing knowledge

i. Assume someone has sold a house before and thinks they know it all you could say something like.. What do you know about marketing a property in 2018?

4. How would you feel if .

a. Decisions are made primarily based on emotion not logic and with this set of words we are future pacing emotions

i. How would you feel if we could sell this in 45 days and you could be down in Florida before the winter

5. Just imagine…

a. Every decision is made twice. Once where you just imagine it and then you do it.

b. People make decision based on pictures they see in their minds so if you can place the picture in their minds you have a better chance of moving forward

i. Just imagine imagine the look on the kids faces when they have their own room

ii. Just imagine what it will be like in 2 months when you don't have to worry about this house anymore

6. When would be a good time … weekdays or weekends, this week or next week, morningor afternoon

a. For us to go over the buying process

b. To speak next

7. I’m guessing you haven’t gotten around to

a. Making a decision yet

b. Getting preapproved

c. Use when you don’t know if they did something. This takes away the number 1 excuse they were going to use. They either 1 are proud they did it or will typically recommit

8. Simple swaps

a. Swap - Do you have any questions? With “what questions do you have for me “

b. Swap - Can I have your number ? With “what’s the best number to reach you at “

9. You have three options …

a. Give them the three options...Followed by

b. Which one is going to be easiest for you

10. Two types of people

a. Create a statement that presents two choices and make one of them stand out as theeasy option.

i. There are two types of people in this world, those that judge something before they have tried and those that will try something and then base their opinion on their own experience

ii. There are two types of people in this world: those that resist change in favor of nostalgia and those that move with the times and create a better future.

11. Bet you are a bit like me…

a. Use these early in the conversation to show you are the same

i. I bet you are a bit like me, you are a busy person who is always juggling to get everything done

12. If then

a. If you give me the listing, then I’m certain you will get top dollar

b. If I commit to paying for the stager, then will you give me the listing.

13. Don’t worry

a. Use especially for those who are showing stress or anxiety

i. Don’t worry it’s normal to be nervous

ii. Don’t worry I felt the same way

14. Most people

a. People like when someone has done it before with success

b. People trust safety in numbers

c. Don’t say what I think you should do is, instead say

i. What most people would do is complete the forms today

ii. What most people do is give it a try now to get started and then they can extend down the road if necessary

15. The good news

a. Buyer - The good news is that we have helped dozens of buyers in a similar situation

b. Expired/FSBO - The good news is that you know what you have already tried didn’t work

16. What happens next is

a. When you get to the end and a decision needs to be made you need to take control

i. What happens next is we do the paperwork today and then we setup another meeting with the photographer for him to get started. What’s the best day for him to come ?

17. What makes you say that

a. Use this against common objections

i. I don’t have the time

ii. I need to check with my wife

iii. I’m not sure I can do this

18. Before you make your mind up

a. If you feel like you are losing someone

i. Before you … wouldn’t it make sense to speak to a few more people about the decision

ii. Before you … let’s make sure you have looked at all the facts

19. If I can will you

a. Maybe they are asking you to change your standard terms

b. Or they have an excuse of why they can't do business

i. If I can match that listing price, are you ready to move forward with me?

ii. If I can match that commission, are you ready to move forward with me?

20. Just one more thing

a. Upsells are used all the time and down sells not so much. Be open to down sells.

b. When someone kinda likes you and you are ready to leave with no sale,

i. Just one more thing, if I were willing to drop the commission to 5.5% would you be willing to move forward with me?

21. Perhaps you could do me small a favor

a. Use to get someone to do something small for you

b. Use for reviews and referrals

i. Feel free to ask for either anytime the other person is happy (typically they will say thank you). So when you here “Thank you” this is when you say

1. Could you do me a small favor and write a review for me?

2. Could you do me a small favor and share the name of someone else could benefit from this type of service

22. Just out of curiosity

a. Use this when you want to be blunt to soften things up a bit

b. When they say i want to think about it..Respond with just out of curiosity, what exactly is it that you want to think about

c. Just out of curiosity what needs to happen to allow you to move forward.

d. Just out of curiosity what is stopping you from moving forward

ALM Script

1) INTRO

“HI, THIS IS (NAME) FROM (BROKERAGE). I’M YOUR LOCAL ZILLOW PREMIER AGENT WITH ROVI HOMES.

I SEE YOU’RE LOOKING AT (ADDRESS).

WHEN DO YOU WANT TO SEE IT?” I can do xxx a@ time or xxx@ time ( Give times that fit your schedule )

2) SET THE APPOINTMENT

3) “WHAT OTHER PROPERTIES ARE YOU CURRENTLY INTERESTED IN?” ( check on location - are they open to surrounding towns? List a few specific towns) 4) “WHAT SPECIFICALLY INTERESTS YOU ABOUT THIS/THESE PROPERTIES?”

( Find out motivation - why are they looking , time frame, what is your current living situation , do you have a specific reason you are looking to move ..)

5) “ZILLOW IS GOING TO BE REACHING OUT TO YOU WITHIN THE NEXT 24 HOURS WITH A SURVEY, IT WOULD REALLY MEAN A LOT TO ME IF YOU WOULD GIVE ME A 5 STAR REVIEW.”

Sending MY Agent relationship:Buyer name, it's been great speaking with you and getting to know a little bit more about you and your needs. I know one of the biggest complaints that I hear from our buyers about looking on Zillow is that every time you inquire about a property you end up speaking to a different agent and having to do this whole conversation again. That's why Zillow released a new feature called My Agent relationship for Zillow Premier agents like myself. So now every time you are looking at property on zillow and have questions or want to set up a showing that inquiry will come right to me. Since I already have all your information and understand your needs it will allow me to get you the showing or information much quicker. I'll send you over a link after we are done and all you have to do is click on the link to accept ok ?

Ask For Review :Do You have any other Questions for me? As a Zillow Premier agent, Zillow wants to make sure that we are providing 5 Star Service on every call. Typically you are going to receive an email within the next 24 hours asking you to review how our conversation went. I assume I've answered all of your questions and you'd be willing to give me a 5-star review when you get the email?

LPMAMA Script

Click on the image below or HERE to download the PDF.

LPMAMA Script.pdf

Covid 19 Script

Hi Lead first name,

This is Agent Name with ROVI Homes. I saw that you had recently inquired about a property on (insert lead source i.e. zillow) and I just wanted to follow up with you. I wanted to start off by saying that I hope you and your loved ones are staying safe and healthy and let you know that most of our buyers are putting their home search on hold right now due to the current covid-19 virus. Having said that, we also had numerous buyers go under contract in the last week as they are in a situation where they need to move in the next couple of months. I just wanted to see which one of these categories you fall into and how I might be able to assist you.

I look forward to hearing from you!

Again its Agent Name with ROVI Homes and you can reach me at xxxx

Facebook Videos

Click on the image below or HERE to access the xls spreadsheet.

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Role Play, Objection Handling And Scripts Guide (1).xlsx

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ROVI Scripts

TABLE OF CONTENTS

Sphere Script:

Open House Script (Circle Dialing)

Open House Script (While at Open House)

Just Listed Script

Buyer Call Script:

Zillow Call scripts:

General Lead Follow Up on the casually looking buyer

BUYER Educational Situational Training scripts (BEST)

SELLER OBJECTIONS

Just Sold

FSBO

Expireds

Situational Scripts

Magic Words

ALM Script

LPMAMA Script

Covid 19 Script

Facebook Videos