Scripts - Sorting Questions and Noun Changing

5 Star Prospect 

★ - Willing to engage in dialog

★★ - Friendly and collaborative 

★★★ - They know What they want

★★★★ - They know When they want it

★★★★ - They want You to help them

Sorting Question examples

Open Houses

• Did you see a sign or were you sent a search? 

• Do you live in the area or are you visiting?

• Have you been looking for a while or are you just getting started? 

Buyers

• Do you currently own or rent?

• Will you need financing or are you paying cash ? 

• Are you looking for an investment property or one to live in ? 

Sellers

• Are you looking to sell or just interested in finding out the value? 

• Do you want to stay local or are you moving out of town?

• Do you want to sell in 2022 or are you 2-3 years out ? 

The idea of a sorting question is that you can ask 2 simple questions and get a fast answer. 

It's basically a This or That question that should not require much thought on the Clients part. 

So, if I were to ask at an open house

Agent Sorting Question : “Did you see a sign or were you sent a search? “

The client would respond “I saw the sign”

Agent Sorting Question :Do you live in the area or are you visiting?

The client would respond “we currently have live in xxx TOWN “

Agent Sorting Question : Are you renting in xxxTOWN or do you own your home? 

You want to keep sorting the client until you ask a question that they feed into, giving you permission (using a noun to dig deeper)

The client would respond” We own our house but it is getting to big for us and the maintenance is a bit overwhelming so we want to downsize”

These sorting questions were developed based on the 5 star prospect framework

Working with Sellers

1. Engagement:

 "Are you actively seeking to sell your home right now, or are you just exploring options?"

"Have you already started the process of speaking with real estate agents, or are you beginning your search with us?"

 Are you thinking about selling your home or are you just surveying the market to understand overall value trends? 

2. Friendliness and Collaboration:

 "Would you say you're more inclined to collaborate closely with an agent throughout the selling process, or do you prefer a more hands-off approach?"

 "Are you looking for an agent who can offer guidance and support every step of the way, or are you mainly seeking someone to handle the logistics?"

 In essence, if they are talking to us and going back and forth — this box is checked.

 Is your goal to build out a game plan for the process or do you already have a tight timeline in mind?

3. Clarity on Needs ("What"):

 "Are you primarily seeking an estimate of your home's value to get a general idea, or are you interested in a comprehensive market analysis to strategize your selling approach?"

Good

 "Would you prefer a quick overview of potential listing prices, or are you looking for a detailed assessment of market trends and comparable sales?"

 Are you looking for a pricing strategy that would work for you or are you more interested in seeing what other sellers are doing right now?

 "Are you interested in exploring different selling strategies and options, or do you already have a clear plan in mind for how you want to proceed with selling your home?"

 Have you finalized a plan for the sale of your home or are you interested in seeing the options that we are implementing for our clients right now?

4. Timing ("When"):

 "Are you aiming to sell your home within the next six months, or do you anticipate a longer timeline?"

"Would you say you're looking to sell your home sooner rather than later, or are you comfortable with a more extended time frame?"

 This is a tough one and I prefer a very clear approach:

- Is this a Q1/Q2 project or more a Q3/Q4 project?

- Do you have a specific timeline in mind or is that based on other factors? (Great, like what are you juggling?

5. Desire for Our Agent's Help:

 "Are you actively seeking the assistance of a real estate agent to guide you through the selling process, or are you considering handling it on your own?"

"Do you value the expertise and support of an experienced agent to maximize the sale of your home, or are you more inclined to handle things independently?"

 I would use the game plan frame with a ....why don't we so that frame

- Has anyone taken the time to sit down and walk you through what it takes to buy a home in today's market?

- I understand what you are trying to do, and I am glad that we have helped hundreds of clients do exactly that. Why don't we get to together for a cup of coffee, and I can help design a game plan for us, so that you can be in Scottsdale by August?

Working with Buyers 

6. Engagement:

 "Are you actively in the market to purchase a home right now, or are you still in the early stages of exploring your options?"

"Have you already started working with other real estate agents, or are you just beginning your search with us?"

7. Friendliness and Collaboration:

 "Would you say you prefer to collaborate closely with an agent throughout the homebuying process, or are you more comfortable with a more independent approach?"

"Are you looking for an agent who can provide hands-on guidance and support, or do you prefer to take the lead in your home search?"

8. Clarity on Needs ("What"):

 "Are you looking for a specific type of property or have certain features in mind, or are you still exploring different options?"

 Do you have a certain non-negotiable features in mind or are you just trying to get a sense of what is available on the market right now?

 "Would you say you have a clear vision of what you're looking for in your next home, or are you open to different possibilities?"

 Do you have specific criteria that you are looking for in a home or are you trying to see what options are available on the market?

9. Timing ("When"):

 "Are you looking to purchase a home within the next six months, or do you anticipate a longer timeline for your search?"

"Would you say you're ready to move forward with purchasing a home sooner rather than later, or are you comfortable taking your time to find the right property?"

 Is there a specific timeline that you are working towards or do you have flexibility to get exactly what you want?

10. Desire for Our Agent's Help:

 "Are you actively seeking the assistance of a real estate agent to guide you through the homebuying process, or are you considering navigating it on your own?"

"Do you value the expertise and support of an experienced agent to help you find your dream home, or are you more inclined to handle the search independently?"

1. Game Plan Frame

2. Why don't we so that

Now you have permission to NOUN Change 

 Noun Chaining is basically building a conversation over a noun that the prospect gave you , think of it as them giving you permission to ask them about said NOUN. You want to use the noun they gave you a few times throughout the conversation.