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UNITED HOME GROUP

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EXCLUSIVELY FOR

FORINTERNALUSEONLY Page1

TABLEOFCONTENTSSELLERSCRIPTS.............................................................................................................................................2

FORSALEBYOWNER(FSBO)....................................................................................................................3

THEPROBLEMPRESENTATION.................................................................................................................7

EXPIREDLISTING.......................................................................................................................................9

EXPIREDLISTING–OBJECTIONHANDLERS............................................................................................10

PREQUALIFYINGLISTINGAPPOINTMENTS.............................................................................................12

PASTCLIENTREFERRALREQUEST..........................................................................................................13

HOLIDAYOBJECTION..............................................................................................................................14

BUYERSCRIPTS...........................................................................................................................................15

LPMAMA................................................................................................................................................17

FORSALEBYOWNER(FSBO)..................................................................................................................19

SIGNCALL...............................................................................................................................................21

PASTCLIENTREFERRALREQUEST..........................................................................................................23

SOIANDREFERRALSCRIPTS.......................................................................................................................24

MONTHLYREFERRALCALL.....................................................................................................................25

REFERRALCOMPETITION.......................................................................................................................27

REFERRALFOLLOWUP...........................................................................................................................28

EXISTINGCLIENTREFERRALREQUEST....................................................................................................29

GENERALSCRIPTS.......................................................................................................................................30

OPENHOUSECALLAROUND..................................................................................................................31

OPENHOUSE–DOORKNOCKING.........................................................................................................34

OPENHOUSE–ATTHEEVENT...............................................................................................................36

GEOGRAPHICFARMING.........................................................................................................................37

LEADFOLLOW-UP...................................................................................................................................38

JUSTLISTED............................................................................................................................................39

JUSTSOLD...............................................................................................................................................40

CREATEACONVERSATION–INCOMINGCALLS.....................................................................................42


SELLERSCRIPTS


FORSALEBYOWNER(FSBO)SCRIPT1:

Hi,I’mcallingaboutthehouseforsale.Isthis[Seller’sName]OR[TheSellerof[Address]?Great.

Mynameis[Agent’sName];IamaRealEstateAgenthereintheareaandInoticedthatyouhave

yourhomeforsaleandyou’resellingityourself.Isthatright?Fantastic.

IamcallingyoutodaybecausewehavehelpedalotofFor-Sale-By-OwnersselltheirhousesOR[I

workwithalotofbuyersandsellersinthearea]andIamjustcallingtoseehowthingsare

workingoutforyou.

Whenyou…SELLTHISHOUSE…,wherewillyoubemovingto?

Whatisyouridealtimeframeforgettingthere?

Iamcurious,iscommissionthemainreasonwhyyoudecidedtosellthehouseonyourown,

insteadofusinganagent?

IfIcanshowyouhowIcan…SELLTHISPROPERTY…foryouandactually…NETYOUMORE

MONEY…thanifyousellityourself,evenaftermycommissionispaid,isthatsomethingyou

wouldbeinterestedinlookingat?

IFTHEYSAYSOMETHINGLIKE,“IDON’TSEEHOWYOUCANDOTHAT?”

Icompletelyunderstand.Ifyouthoughtanagentcoulddothatforyou,youwouldhavehiredone

already,right?Andatthesametime,iftherewasafinancialbenefitforyoutolistwithme,

ratherthansellitonyourown,you’dprobablygoaheadanddoit,wouldn’tyou?Exactly.

Thatiswhyweshouldmeet.I’lltellyouwhat,Icancomebyon[Day]at[Time]or[Time]and

showyouwhysomanypeoplehave…CHOSENME…to…GETTHEIRHOUSESOLD.


SCRIPT2:

Hello,thankyoufortakingmycall!Thisis[Agent’sName]withtheUnitedHomeGroupandIwas

curious…

Whenyourhousesells,whereareyoumovingto?

IFTHEYASKWHYYOUAREASKING:

Frankly,thereasonIamcallingiseverydayIproactively…LOOKFORBUYERS…formysellers.

Andthatisofcoursewhatyouwouldwantanagenttodoforyou,right?Imean,ifyouhiredan

agent.

WHATEVERTHEYSAY:

Mostagentsdothe“3P’s”ofrealestate.Theyplaceasigninayard,putitinMultipleListing

Service,andpraysomeoneelsesellsit.I,ontheotherhand,dotheadditional“2P’s”,whichare

proactivelyprospecttofindbuyersandpricewatchdaily.

So,whenyourhousesells,wherewillyoubemoving?

IFTHEYTELLYOUWHERETHEYAREMOVING:

Thatisexciting!

Howsoondoyouneedtobethere?

Nowthatyouhavedecidedto…SELLYOURHOUSE…howwouldyourateyourmotivation?Ona

scaleof1-10with10beinghighest.

Justoutofcuriosity,howdidyoudeterminethepriceofyourhouse?

Whydidyoudecideto…SELLYOURHOUSE…yourselfinsteadoflistingitwitharealestateagent?

Howmuchtimewillyoutakebeforeyouconsiderhiringtherightagentforthejobto…SELLYOUR

HOUSE?

AreyoufamiliarwithwhatIdotogethousessold?


Oh,really…Whenwouldbethebesttimetoshowyou?At[Time]or[Time]?

Themoreyoutalkwithme,themoreyouwillseewhypeoplejustlikeyou…CHOOSEME…tohelp

themwiththeirrealestateneeds.

SCRIPT3:

Hello,andthankyoufortakingmycall.Thisis[Agent’sName]withtheUnitedHomeGroupandI

workwithmanybuyersintheareaandIwaswondering:HowcanIhelpyou?Justoutcuriosity,

whereareyoumovingto?

ThereasonIaskisIhavelistingsinthearea,andI/wewashopingyoumightbeabuyerforoneof

my/ourlistings.Yousee,Icalldailytofindbuyersformysellers.

Bytheway,whendoyouhavetobein[Destination]?

Howlongwillyoutryto…SELLYOURHOUSE…yourselfbeforeyouwouldconsiderlistingwithan

agent?Great.

ThatisexactlywhyIshouldcomebyyourhouse.Ataweakmoment,youmightendupwitha

weakagentandIintendforyoutomeetanagentwhomanyfor-sale-by-ownershavedecidedto

listwithbecauseIhelpthemgetwhattheywant.WhencouldIstopbyandseeyouforabout15

minutes?Icanlookatyourhouseandtellpotentialbuyersaboutit.Would[Time]beokay,or

would[Time]bebetter?

SCRIPT4:

Hello,andthankyoufortakingmyall.Thisis[Agent’sName]withtheUnitedHomeGroupandI

amcallingsoIknowallaboutthehousesonthemarket,notjusttheonesintheMultipleListing

Service.

I’dliketoaskyoujustafewquickquestions,ifImay.(Notaquestion)

• MayIaskwhereyouaremovingto?

• Howsoondoyouneedtobethere?


• Whatpriceareyouaskingforyourhouse/property?

• Howdidyouchoosethatprice?

• Howlonghaveyoubeentryingto…SELLYOURHOUSE…byyourself?

• Areyouwillingto…DROPYOURPRICE…whenworkingwithabuyer?(SeeProblem

Presentationfordetailsonwhythismayhappen)

• Whattypeofmarketingareyouusingto…SELLYOURHOUSE?

• AreyouawareofallthemarketingtechniquesIusetogetyourhousesold?

• Great.Icouldcomebyandshowyouat[Time],orwould[Time]bebetter?ThatwayIcan

sharewithyouideasthatmayhelp…SELLYOURHOUSE.

BONUSPHRASES

• LuckilyIcalledyoutodaysoIcouldsharewithyouhowIgethousessold.WhenIcomeby,

Icouldshowyoumymarketingtechniquesandseeiftheyworkforyou.

• Undoubtedlyyouaresensingthatatopagent,likemyself,maybejustwhatyouneedto…

SELLYOURHOUSE…intoday’smarket.Aren’tyou?

• Letmeaskyou:Whywouldabuyerbuydirectlyfromyouwhenanagentdoesnotcost

themanymoney,unlessitwasagreatdeal?

• IfIcouldshowyouawaythatyoucould…NETMOREMONEY…bydoingbusinesswith

me,wouldyoudoso?


THEPROBLEMPRESENTATIONNOTE:YOUWILLASKMANYOFTHESAMEQUESTIONSDURINGTHEP.P.,ATTHEBEGINNING,THATYOUDIDONTHEPHONE.THEP.P.ISABOUTGETTINGTHESELLERTOREALIZETHEYHAVEAPROBLEMANDTOSETALISTINGPRESENTATIONAPPOINTMENTWITHTHEM.

SCRIPT1:

[Seller’sName],howmanybuyershaveviewedthehome?Great.

Andhowmanyoffershaveyoureceived?Wow.

Andwhyhaveyounotacceptedoneyet?(Mostlikelyduetothembeinginvestorsand“low-ball”)

[Seller’sName],mayItellyouaboutthefourtypesofbuyers?

1. “Seriousandinahurry”.Theymaybemovingtotheareaandhavethreedaystofindahome.Ormaybetheyjustsoldtheirhouseandneedtogetintoanotherortheywilllosetheircontract.

2. “Seriousandnotinahurry”.Theycanqualify;theymaybeafirs-timehomebuyerproceedingcautiously,ortheymaybelookingforthatspecialhome.Mostfirst-timehomebuyerswhoareproceedingcautiouslywantsomeonetoholdtheirhand,right?

3. “Investors”.Theywanttobuyeverything10centsonthedollar.Ibetsomehavecalledyoualready;didtheyaskyouhowmuchyouwouldcomedown?Ihavehadtohelpmanyfor-sale-by-ownerswiththat.

4. “Looky-Loo’s”.Ireallyshouldn’tcallthembuyers.Theycannotqualify.Agentswon’tputthemintheircar,sotheygooutandpreyonopenhousesandfor-sale-by-owners,wastingalotoftheirtime.

WhenIthinkaboutthefourtypes,thefirsttype,seriousandinahurry,doyouthinktheyaregoingtobeoutwithanagentlookingateverythingtheycantofindthebesthouseforthem,oraretheygoingtobeinarentalcartryingtofindfor-sale-by-owners?

Secondly,ifyouareaseriousbuyerwhowantstoproceedcautiouslyandhavesomeoneholdyourhand,areyougoingtobeoutlookingonyourown,orareyougoingtobelookingwithanagent?

Andifyouwanttobuyhomes10centsonthedollar,areyougoingtocallanagentorareyougoingtocallafor-sale-by-owner.

AndifyouareaLooky-Loo,whocares,right?


SCRIPT2:

[Seller’sName],Iamheretohelpyouandwehavebeenabletogetfor-sale-by-ownersmoremonththanalmostanyotheragentin[Area],anddoyouknowwhy?BecauseIhavestudiedandIknowwhatthemarketisdoing.

Thereisanotherreasonyoucan…MAKEMOREMONEY…bydoingbusinesswithme.Haveyoueverboughtsomethingfromastorewhereasalespersonhelpedyou?Didyouexpecttopayafairprice?Youexpectedtopayafairpricebecauseasalespersonwasinvolved.

Nowlet’ssayyouboughtthatitem.It’sniceandyouneveruseit.Youhavethereceipt;itisstillinitsoriginalpackaging.Youputitupforsaleonlineoratagaragesale.Doyouexpecttogetthesamepriceasatthestore?

No?Whynot?Becausenosalespersonwasinvolved.Anytimepeoplebuydirectlyfromanowner,theyexpecttopayless!Wejustcannotchangethat.

Let’ssayyouputthatsameiteminanauctionandIcouldgetacoupleofbidders.Whatdoyouthinkwouldhappen?Wouldthepricegoupordown?

Up,right?Doyouthinkitcouldevengoformorethanthestore’saskingprice?Itcould,couldn’tit?

Yousee,mostagentsdothe“3P’s”ofrealestate.Theyputasignintheyard,placeitontheMultipleListingService,andpraysomeoneelsesellsit.Idothe“4thand5thP’s”.Weproactivelylookforbuyersforoursellersandwepricewatchdaily.Ifweareoutthereconstantlylookingforallsortsofbuyersandwefindacouple,ormore,whatwouldhappentotheprice?

AndevenifIdidn’tfindtwo,andIfindone,wouldn’tthatgetyouwhereyouwanttobein[TheirTimeFrame]?Andthatiswhatyouwant,right?Iamjustcurious,whatisthesinglegreatestadvantageyouhaveinsellingyourhouseyourself?

Whatisthesinglegreatestadvantagethebuyerhasfrombuyingfromyou?Tosavethecommissionyouhopetosave.

Whatisthebiggestdisadvantageyouhaveinsellingyourhouseyourself?

Youknow,wehavegottenmorepeoplemoremoneyinlesstimewithfewerhassles,andthatsoundslikesomethingyouwouldbeinterestedin.Don’tyouthinkweshouldtalk?


EXPIREDLISTINGSTARTEACHCALLWITHTHISSCRIPT:

Hello,thankyoufortakingmycall.Thisis_________________withtheUnitedHomeGroup.IamcertainthatbynowyouknowyourhousehasshownupasanexpiredlistingonourMultipleListingService,andundoubtedlyIamcallingtoseewhenyouplanto…HIRETHERIGHTAGENT…forthejobto…SELLYOURHOUSE.

OR

Hello,thankyoufortakingmycall.Thisis________________withtheUnitedHomeGroup.YourhousehasshownuponourMultipleListingServiceasanexpiredlisting.SinceIspecializeinsellinghousesthatdidnotsellthefirsttime,Iwaswonderingwhenwecould…GETTOGETHER…for15minutessoIcouldshowyouhowI…GETHOUSESSOLD.

OR

Hi,thisis_______________withtheUnitedHomeGroup.Iamcallingaboutyourproperty/house/condoat123MainStreet.IseethatitcameoffthemarketandIjustwantedtofollowuptoseeifyoueversoldthatproperty/house/condo.

IF“NO”,THEYWILLEITHERGIVEYOUANOBJECTION,ORYOUCANGORIGHTINTOTHEFOLLOWING:

Gosh,Iamsorrytohearthatandthatisexactlywhyweshouldmeet.Yousee,Ispecializeinsellinghousesthatdidnotsellthefirsttime,sowhencouldwe…GETTOGETHER…for15minutessoIcouldshowyouhowI…GETHOUSESSOLD.


EXPIREDLISTING–OBJECTIONHANDLERS

OBJECTION1:I’MGOINGTOSTAYWITHTHESAMEAGENT

That’sgreat,andwhatIamhearingisyoufeelobligatedtouseyourlastagentsincetheyhaveinvestedalotoftimeandmoneyinyourhouse,right?Well,Mr./Mrs.Seller,youdon’towemeanythingandyoudon’treallyowethemanything,thoughyoudooweyourselftheverybest.ItcertainlywouldnothurttohearwhatIdoto…GETHOUSESSOLD…wouldit?

OR

Iunderstand,andletmeaskyouaquestion.IFyoustaywiththesameagent,whataretheygoingtodothistimethattheydidn’tdolasttime?Ihopeyoudonottakethisthewrongway,asIactuallyhearditfromoneofmyclients.AlbertEinsteinsaidthatdoingthesamethingandexpectingdifferentresultsisthedefinitionofinsanity.

OBJECTION2:I’MGOINGTOSELLITMYSELF(FSBO)

Afterwhatyou’vebeenthrough,Iunderstand.Youknow,Mr./Mrs.Seller,youaregenerallybetterofftosellityourselfthantobewithanagentwhodoesn’tunderstandthemarket.

OR

Icanappreciatethat,andwhatIsenseisyouwanttomakesureyougetthebestpossibleagentforthejobofsellingyourhouse.Whatareyoulookingforinanagent?

OBJECTION3:I’MTAKINGITOFFTHEMARKET–WE’VEDECIDEDTOSTAY

Isee.Justoutofcuriosity,ifyoudidsell,wherewereyoumovingto?WOW!Whywasthatimportant?Whatwouldthatdoforyouifyouhadmoved?IfIcouldshowyouawaytomakethathappen,wouldyoubeinterested?Yousee,Ispecializeinsellinghousesthatdidnotsellthefirsttime.Eventhebesthousesdon’tsellthefirsttime,anditjusttakesanewapproachandnewideaslikeIuseto…GETHOUSESSOLD...WhencouldIstopbyandspend15minuteswithyouandshowyouwhysomanyhomeowners…CHOOSEME…toselltheirhouse?

OR

Mr./Mrs.Seller,ifacontractwerepresentedtoyoutomorrow,wouldyoustillsell?Great,sothereissomedesiretomove,right?Youknow,Mr./Mrs.Seller,Ispecializeinhousesthataregreat,yetdidn’tsellthefirsttimeforvariousreasons.Letmeaskyou:

Whydoyouthinkyourhousedidn’tsell?Whatwillyoulookforinthenextagentyouchoose?Let’sdothis-I’lldropbyandlookatyourhouse,thatwayyoucan…MEETME…soataweak


momentyoudon’tendupwithaweakagent.Afterall,youdon’twanttoputitbackonthemarketlatertohaveitsitforanother[6]months,doyou?

OR

Mr./Mrs.Seller,ifIcould…SELLYOURHOUSE…in30daysandnetyouwhatyouneed,wouldthatposeaproblemforyou?Thatisexactlywhyweneedto…SETANAPPOINTMENT.Will[Day]at[Time]or[Day]at[Time]workbetterforyou?

OBJECTION4:IHAVEALREADYFOUNDANOTHERAGENT

Haveyousignedacontractalready?(Ifyes,thenwishthemwell.Ifno,keepgoing.)

Great.Iwouldliketoapplyforthejobto…SELLYOURHOUSE…Afterall,Ispecializeinhousesthatdidnotsellthefirsttime.Youknow,sometimeseventhebesthousesdon’tsellthefirsttimearound.(Iftheyfeelobligatedtotheotheragent.)IunderstandandwhatIamsensingisyouwanttomakesureyouaredoingtherightthing.Correct?

Excellent.Youknow,ifyouhavetogotoadoctorbecauseyouhadanillnessandyoufoundoutitinvolvedsurgery,wouldyouwantanotheropinion?Iknowthisisn’tsurgeryandyetitisfinancialsurgeryonyourhouse.Let’smeetforabout20minutesandyouwillseewhysomanypeopledecideto…HIREME…overotheragents.Mr./Mrs.Seller,ifyouactuallyfeltyoucouldgetmoremoneyandaquickersell,wouldyouinterviewme?Whencanwe…GETTOGETHER…at[Time],orwould[Time]bebetter?

OBJECTION5:WHEREWEREYOUWHENMYHOUSEWASONTHEMARKET?

Greatquestion!Inordertosellahouseonce,youneedtosellittwice.MayIexplain?Agentssellthehousetootheragentsandtheysellittotheirclients,andquitefrankly,youragentneversoldittome.ThatisoneofthethingsIdobest.Iexposeyourhousetoalltheagentsintheareaandmakecallsdailytofindthebuyerforyouhouse.Thatiswhatyouwant,right-anagentthatwillactivelylookforbuyersforyourhouse?LetmecomebyandshowyouhowIlookforbuyersforyourhouseaswellashowIexposeyourhousetotheagentssotheyarefamiliarwithwhatyourhousehastooffer.


PREQUALIFYINGLISTINGAPPOINTMENTSNOTE:DOTHISFORALLAPPOINTMENTS!

Hi,thisis[Agent’sName]withtheUnitedHomeGroup.Iamcallingtoconfirmourappointmenton[Day],[Date]at[Time].IamexcitedtomeetwithyouandsharehowIwillbeableto…HELPYOU…Doesthattimestillworkforyou?

BeforeIcomeouttoyourhouse,thereareacoupleofquestionsIneedtoaskyousoIamfullypreparedandabletosaveyoutime.Doyouhaveafewminutesrightnow?

Great!

IfwhatIsaymakessenseandyou…FEELCOMFORTABLE…andconfidentthatIcan…SELLYOURHOUSE…areyouplanningto…LISTYOURHOUSEWITHME…whenIcomeouton[Day]?Fantastic!

1. Doyouplanoninterviewingmorethanoneagentforthejobto…SELLYOURHOUSE?2. Tellmeagain–whereareyoumovingto?3. Howsoondoyouneedtobethere?IfI…SELLYOURHOUSE…inthenext30days,would

thatposeaproblemforyou?4. WhatwouldhappenifyourhousedidNOTsell?5. WhenIseeyou,howmuchdoyouwantto…LISTYOURHOUSE…forrealistically?Asa

professionalrealestateagent,Istudyhousesandpriceseveryday.Therefore,Iassumeyou’ll…LISTWITHME…atthepricethatwillcauseittosell,correct?

6. So,what’sthepriceyouwillnotgobelow?7. Howmuchdoyouoweontheproperty?8. Haveyoueverthoughtaboutsellingityourself?9. Willyouhelpfinancethehouseforthebuyerordoyouneedyourcashyou?10. Areyougoingto…PURCHASEANOTHERHOME…?Doyouneedthemoneyfromthis

housetobuythenexthome?11. Areyoucurrentonyourhousepayments?

§ Iftheyarenot,tellthemyouworkwithmanypeoplethatarebehindinpaymentsanditishappeningmoreandmore.“Iamveryskilledataccomplishingthetransactionandworkingwithyourbankonwhatwecallashortsale.IwouldbehappytogooverhowthisworkswhenIseeyouon[Day].”


PASTCLIENTREFERRALREQUESTSCRIPT:

Hello,[Seller’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.Doyouhaveamoment?

Youknow,Isoenjoyedworkingwithyouand[Co-Seller’sName]whenyousoldyour

house/propertyandfrankly,Iwasthinking,sinceyourecentlysoldyourhouse/property,youmust

behearingaboutotherswhoarethinkingaboutsellingtheir(Next,1st,Investment,Move-Up,etc.

–bespecifictowhatthisclientsold)home/property.Doyouknowofsomeone?

Thanksfortakingamomenttothinkabouthelpingme.

IhavealoftygoalthisyearandIwouldlovetoworkwithmoreclientslikeyou,sowhenyouhear

ofsomeone,couldyou…CALLMERIGHTAWAY…?Wouldthatbeokay?

YES

Great,thankyou!Andplease…CALLME…andIwillcontactthemrightaway.Iftheyare…LIKE

ME…theycouldlosethepaperthattheywrotemynameandphonenumberdownonandata

weakmomenttheycouldendupwithaweakagent.Idon’twantthattohappentothem,

especiallyinthismarket.You’ll…CALLME…right?

YES

Thankyou!Tell[Co-Seller’sName]helloforme!


HOLIDAYOBJECTIONNOTE:THEPROSPECTIVESELLERSHAVEALREADYTOLDYOUTHEYWOULDPREFERNOTTOSELL

DURINGTHEHOLIDAYSEASONFORANYONEOFMANYPOTENTIALREASONS.

[Seller’sName],IcompletelyunderstandthatyoumaywanttowaitandIwouldliketoshare

somethingwithyouthathasworkedbeautifullyformyotherclientswhofeellikeyoudo.Would

thatbeokay?

First,iftheperfectbuyerwerelookingforahomeinthenext[timeperiodbeforetheholiday]and

theywerewillingtopayfullpriceandwaittotakepossessionuntilaftertheholidays,youwould

wanttoseethatoffer,wouldn’tyou?Ofcourse,youwould.

Also,Iamsurethatyouhaveheardthat[PainofWaiting/ReasonNottoWait].Doyouthinkit

wouldbebesttowaitandpotentiallymissthatgreatoffer,ortaketheperfectoffernow,should

itpresentitself?Whichwouldbebestforyou?

Great!Icompletelyagree!

So,hereismysuggestion-asplitshiftlisting.Let’sschedule15-20minutesformetocomebyand

showyouhowthishasworkedsowellformyclientsto…SELLTHEIRHOUSE…andremoveas

muchofthestressandinconvenienceaspossible.

NOTE:ASPLIT-SHIFTLISTINGENTAILSTHEFOLLOWING:

1. Signingalistingagreementnowandputtingthehomeonthemarketnow.

2. Ifnooffersarereceivedbyaspecifictime,thehomeisTEMPORARILYpulledfromthemarketand

placebackonthemarketataspecifiedtimeinthefuture(aftertheholidays,typically).

3. Asthenext“Onthemarket”dateapproaches,youscheduletimetogetbacktogetherandreview

themarketstatisticsanddetermineifanewpriceisneeded.


BUYERSCRIPTS


NEWINTERNETLEADHi[Lead’sName],thisis[Agent’sName]withtheUnitedHomeGroupof[Area].Iamcalling

becauseInoticedyouregisteredonmyhomesearchwebsite,UnitedHomeGroup.com,andI

wantedtothankyouforchoosingus.

Howsoondoyouneedto…BUYAHOME?

Ourpropertysearchwebsiteisthebestwaytofind[PropertyType]thatareavailableonthe

markettoday.Inoticedyouwerelookingin[Area]withpricesaround[PriceRange].AmIcorrect

inassumingthatthisisyourdesiredarea?

Arethereanyspecificpropertyfeaturesthatyouareinterestedin?(Beds,baths,size,pool,etc.)

Great,Iamgoingtosendyoualistofhomesthatmatchyourgoalforyournexthome.Isthe

emailaddress[Lead’sEmailAddress]thebestplacetosendthese?

Fantastic,Iwillcontinuetokeepyouupdatedwhenanythinghitsthemarketthatfitsyourneeds.

Letmeaskyou,howlonghaveyoubeenlookingforahome?

Haveyouseenanythingyoulike?

Whatisyouridealtimeframeforbuyingyournexthome?

Andwillyoubepayingcash,orwillyoubefinancingthepurchase?Haveyoureceivedapre-

approvalfromalender?

Well,itsoundslikeweshouldmeet.Iwouldliketoschedule20orsominutestogethertogeta

morein-depthfocusonwhatyouarelookingfor,aswellaseducateyouonwhatthemarketis

doingandhowthisprocesswillgo.

IamlookingatmycalendarandIhavesometimeon[Day]at[Time]or[Day]at[Time].Which

oneofthoseworksbestforyou?


LPMAMA1. LOCATION—WhereDoTheyWanttoLive?

Thehomeyoucalledonislocatedinthe___________neighborhood.Isthattheareayouarelookingtobuyin?

IFYES:Great!Whatisitthatyoulikeaboutthatarea?

IFNO:Great!Whatotherareasareyoulookingtobuyin?Justoutofcuriosity,whatisitthatyoulikeaboutthoseareas?

2. PRICE—HowMuchCanTheyAfford?

Thehomeyoucalledonislistedat$_____.Isthatthepricerangeyouarelookingtobuyin?

IFYES:Okay,great!Howdidyoucomeupwiththatpricerange?

IFNO:So,whatpricerangeareyoumorecomfortablebuyingin?Justoutofcuriosity,howdidyoucomeupwiththatpricerange?

3. MOTIVATION—WhenCanTheyMoveIn?

Justoutofcuriosity,doyoucurrentlyrentorownyourhome?

OWN:Willyouneedtosellyourhomebeforeyoubuyanewone?Great!Isyourhomecurrentlyonthemarket?Ideally,whenwouldyouliketobeinyournewhome?

RENT:So,areyouinalong-termlease,orareyoumonth-to-month?Great!Ifyoufoundtheperfecthometoday,wouldyoubeabletogetoutofyourleaseearly?

IFYES:Wonderful!Ideally,whenwouldyouliketobeinyournewhome?

IFNO:Okay,great,whenisyourleaseup?

4. AGENT—HaveTheySignedaBuyerRepresentationAgreementwithAnotherAgent?

Bytheway,howlonghaveyoubeenlookingforanewhome?Good.Howmanyhomeshaveyouseentheinsideof?Excellent!Justoutofcuriosity,howhaveyoubeenseeinghomes?Areyougoingtoopenhouses,knockingondoors,orhavinganagentshowyou?

IFAGENT:Okay,great!Areyoucallingsignsandhavingthelistingagentshowyouthehomes,ordoyouhaveanexclusiveagreementwithanagent?Okay,soyou’renotworkingwithoneagentexclusivelyyet?


5. MORTGAGE—HaveTheyBeenPre-Approved?Bytheway,whenyoubuyyourhome,willyoubepayingcash,orwillyouneedamortgage?

IFMORTGAGE:Great!Haveyouspokentoalenderaboutgettingpre-qualifiedforaloan?

IFYES:Wonderful!Whoareyoupre-approvedwith?Soyoualreadyhavethepre-approvalletter,right?

IFNO:Great.Ihighlyrecommenddoingthat.Manysellerswon’tevenconsideranofferfromabuyerthat’snotalreadypre-approved.Iamgoingtohaveoneofmypreferredlendersgiveyouacall.Theyaregreatatexplainingtheentireloanprocessandletyouknowexactlyhowmuchhouseyoucanafford,evenifyoudecidenottousethemtoobtainyourloan.Whatwouldbethebestnumbertoreachyou?

6. APPOINTMENT—ClosefortheAppointment.

Basedontheinformationyouhavegivenme,hereiswhatIrecommendwedo:Let’smeetassoonaspossibletogooverthehomebuyingprocess,doacompletemarketoverviewoftheareasyou’relookingtobuyin,getyouinsidethehomeon_____________,andlookatsomeotherhomesthatmeetyourcriteria.Doweekendorweekdaysworkbestforyou?Mornings,Afternoons,orEvenings?Great!!!Iamavailable_____at_______;or_______at___________.Perfect!Doyouhavesomethingtowritemyaddresswith?Great(givethemyouraddress),Iamgoingtosendyouanemailwithallmyinformation,myofficeaddress,andsomehomesthatmightmeetyourcriteria,whatistheemailaddressthatyoumostfrequentlycheck?Great!Iamlookingforwardtomeetingyouon_________.Haveagreatday.

NOTE:WHENAPPROPRIATEASK:BYTHEWAY,INEVERCAUGHTYOURNAME.THANKS,ANDARETHEREANYOTHERSTHATWILLBEINVOLVEDINTHEDECISIONMAKING?


FORSALEBYOWNER(FSBO)NOTE:WHENTHESELLERASKSYOUQUESTIONSABOUTSELLINGTHEIRHOUSE,REPLYWITH“WELL,YOUSEE,ISPECIALIZEINHELPINGBUYERSFINDANDPURCHASEHOMES.IWORKWITHATOPLISTINGAGENTINTHEAREAANDWOULDBEHAPPYTOREFERYOUTOTHEMIFYOUWOULDLIKETODISCUSSHOWTHEYCAN…GETYOURHOUSESOLD.”

SCRIPT1:

Hello,mayIspeakwith[Seller’sName]OR[TheOwnerofAddress],please?

Hi,thankyoufortakingmycall.Thisis[Agent’sName]withtheUnitedHomeGroupandIamsureyouhavehadseveralagentscallyoutryingtolistyourhouse.Iamnotcallingforthatpurpose.Yousee,IamaBuyerSpecialist,meaningallIdoisworkwithbuyers.Infact,100%ofmytimeisspenthelpingbuyersfindtherighthome.So,letmeaskyou,wheredoyouplanonmoving?

WHATEVERTHEYSAY

Fantastic.Well,IliketokeepmyfingeronthepulseofthemarketbyknowingtheinventoryintheareaIspecializein.I’dliketosimply…SCHEDULEANAPPOINTMENT…topreviewyourhouse,sothatIcancompareyourhouse’sfeatureswiththebuyersIamcurrentlyworkingwithand,ideally,helpgetyourhousesold.Whenwouldbeaconvenienttimeformetopreviewyourhouse?Areweekdaysorweekendsbetter?

Bytheway,ifIweretobringyouanofferfromoneofmybuyersthatisacceptabletoyou,wouldyouacceptthatoffer?

IFFSBOHASNOTYETPURCHASEDANOTHERHOME

WhenIstopbyon[Day]at[Time],Iwouldliketobringalistofpropertiesthatmatchthecriteriaofthehomethatyouarelookingfor.So,tellme,whatpartoftownareyoumostinterestedin?Whatstyleofhomeareyouafter?Howmanybeds,baths…?

SCRIPT2:

Hello,andthankyoufortakingmycall.Iam[Agent’sName]withtheUnitedHomeGroup.BeforeyouthinkIamcallingto…LISTYOURHOUSE…letmetellyouthatIspend100%ofmytimeworkingwithbuyers.Somyquestionis:SinceIchoosetoknowallthepropertiesonthemarket,notjusttheonesintheMultipleListingService,IwaswonderingifIcanaskafewquestions.

Afteryou…SELLYOURHOUSE…wheredoyouplanonmovingto?


IFTHEYHAVEALREADYFOUNDAHOME,ASKIFTHEYAREINNEEDOFAGREATAGENTTOSELLTHEIRHOUSE

Onceagain,Idonotlisthouses,thoughIdoworkwithoneofthetoplistingagents;thatiswhyIjoinedtheirteam.Icouldtalkwithhim/herandaskthemiftheywouldspendsometimewithyouonhowtogetyourhousesoldintoday’smarket.Whencouldtheycomebyandsharesomeoftheirmarketingtechniques?Icouldseeiftheycouldmakeit[Day]at[Time]or[DayorTime].

IFTHEYHAVENOTFOUNDAHOME

Ifeverythingworkedoutthewayyouplanned,whenwouldyoulikethemovetotakeplace?

Fantastic.

Iwouldliketoviewyourproperty,ifImay,soIcouldtellpotentialbuyersaboutit.Also,Imayhavesomepropertiesthatwouldbejustrightforyou.Areyoucurrentlycontractedwithanagenttohelpyoupurchaseyournexthome?

Terrific.

WouldyoubeoffendedifItooksomenotesonwhatyouarecurrentlylookingfor?WhenIcomebytoviewyourproperty,Iwillbringsomeaddressesandpicturesofhomesthatmightinterestyou.AndbecauseIactivelylookforhomesthatmaynotbereadilyavailabletoeveryone,Imayfindonethatyoulovethatnootheragentwillhaveforyou.


SIGNCALLMASTERTHEFIRSTFIVE(5)SECONDSOFTHECALL

Lead:“I’mcallingon123MainStreet.Howmuchisit?”

You:“Oh,that’sagreatproperty;everyoneiscallinginonthatone–soyou’relookingto…BUYAHOME?”

Lead:“Yes”,“Justlooking”,“Notsure”

You:“Fantastic…WhileIlookthatinformationupforyou,tellme,whatpricerangedoyou…FEELCOMFORTABLE…with?”

EITHER:

“Oh,thatpropertyyou’vecalledonisjustabitoutofyourdesiredpricerange.Itislistedat$_______andIhave[three]otherpropertiesrighthereinfrontofmethatarelistedbetween$______and$_______thatifyou…FEELMORECOMFORTABLE…withI’dlovetotellyouabout.So,tellme,whichareaorareasareyoumostinterestedin?”

OR,

“Great!Thispropertyisrightwithinyourdesiredpricerange.Ialsohave[three]otherpropertiesrighthereinfrontofmethatarelistedbetween$______and$_______thatmaybeofinteresttoyou.So,tellme,whichareasorareasareyoumostinterestedin?”

USETRANSITIONS

§ Oh,that’sagreatproperty;everyoneiscallingonthatone–soyou’relookingto…BUYAHOME?

§ Oh,youmustbeanotheroneoftheneighbors!§ WhileIlookthatup,tellme,whatattractedyoutothishome?§ Fantastic!Areyoulookingtobuyjustonehome?§ Great!Whatisitabouttheareathatismostimportanttoyou?

GAINCONTROL

§ MayIhaveyourname,please?§ WithwhomamIspeaking?§ Doyouliveinthearea?(Ifnot)Isthisyourfirstvisittoourcity?§ Wheredoyoulivenow?§ Howlonghaveyoulivedthere?§ Doyouownyourownhomeorareyourenting?


§ Willitbenecessaryto(sellyourhome/finishyourleaseperiod)beforeyoubuyyournexthome?

§ Howmuchdoyoubelieveyouwillrealizefromthesaleofyourhome,approximately?(Setappointmenttoprovideamarketanalysisforthem.Youcanhaveyourlistingspecialistontheteamhelpwiththisandtaketheappointment)

§ Wouldthishomebejustforyou?§ Howsoonwereyouthinkingaboutmakingamovewhenwefindyoutherighthome?§ Howlongwillyouhavetoseehomes(today)?§ Whereareyouemployed?§ Howlonghaveyoubeenemployedthere?§ Whatisyourposition?§ Wouldyoudescribeyourpresenthomeforme?Whatdoyoulikebest?§ Ifwefindtherighthomeforyoutoday,wouldyoubeinapositiontoproceed?”

QUALIFY

§ Areyoupayingcashorobtainingfinancing?§ Doyouhavetosellyourexistinghousebeforebuyingyournext?§ Howlonghaveyoubeenlookingforahome?§ Haveyouseenanythingyouliked?(Ifyes)Whatpreventedyoufrombuying?§ Tellmeaboutthehomeyouwillbuy.§ Iassumeyouarecallingmedirectlybecauseyouarenotworkingwithanagent.§ Iwantmymotivationtomatchyourmotivation.Doesthatmakesense?SoIknowhowbest

tofollowupwithyou,tellme,onascaleof1-10,with10meaningyoumustpurchaseahometodayand1meaningyouarejustcurious,howwouldyourateyourself?

§ Iftheprospectisvague,askatleastthreemorequestionsaboutthetopictogetfullclarity.Forexample:

o Whatdoesalargelotmeantoyou?o Soisitprivacythatyouareafterordoyouneedalargelotforaspecificpurpose?o WhatIhearyousayingisthatprivacyismostimportanttoyou.So,ifIfoundyoua

homethatbacksuptoopenspace,wouldthatworkforyou?


PASTCLIENTREFERRALREQUESTHello,[Buyer’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.Doyouhaveamoment?Ihopeyouareenjoyingyourhome!Youknow,Isoenjoyedworkingwithyouand[Co-Buyer’sName]whenyoupurchasedyourhomeandfrankly,Iwasthinking,sinceyourecentlypurchasedyourhome,youmustbehearingaboutotherswhoarethinkingaboutbuyingtheir(Next,1st,Investment,Move-Up,etc.–bespecifictowhatthisclientpurchased)home/property.Doyouknowofsomeone?Thanksfortakingamomenttothinkabouthelpingme.IhavealoftygoalthisyearandIwouldlovetoworkwithmoreclientslikeyou,sowhenyouhearofsomeone,couldyou…CALLMERIGHTAWAY…?Wouldthatbeokay?

YES

Great,thankyou!Andplease…CALLME…andIwillcontactthemrightaway.Iftheyare…LIKE

ME…theycouldlosethepaperthattheywrotemynameandphonenumberdownonandata

weakmomenttheycouldendupwithaweakagent.Idon’twantthattohappentothem,

especiallyinthismarket.You’ll…CALLME…right?

YES

Thankyou!Tell[Co-Buyer’sName]helloforme!

NOTE:WHENCALLINGAREFERRAL,ALWAYSREFERENCETHEPERSONWHOTOLDYOUTOCALL.


SOIANDREFERRALSCRIPTS


MONTHLYREFERRALCALLFIRSTCALL:

Hi,[Contact’sName]?Thisis[Agent’sName]fromtheUnitedHomeGroup.Iamcallingyou

becauseIamworkingonbuildingmybusiness.Intheprocessofdoingthat,Iwillprobablyneed

thesupportofsomeofthepeopleIknowbest.WoulditbeallrightifIcontactedyoufromtimeto

timetoseeifyouknowofanyonethatmayneedmyhelp?

Great,Iappreciatethat.I’mcurious;whodoyouknowrightnowthatmaybethenextperson

interestedin…BUYINGAHOME…SELLINGAHOME…ORINVESTINGINREALESTATE…overthe

nextfewmonths?

IFTHEYPROVIDEANAME

Fantastic,wouldyoumindgivingmetheirnumbersoIcancallthemrightaway?

IFTHEYDONOTHAVEANYONE

Well,thanksforthinkingaboutit.Wouldyoudomeabigfavorandaskaroundthe[Office,

School,Club,Etc.]toseewhomightbeinneedofsomeassistance?

Thatwouldbeterrific!AndifIdonottalkwithyoubynextmonth,Iwillgiveyouacallbackthen.

Thankyousomuch!

SECONDCALL:

Hi,thisis[Agent’sName]withtheUnitedHomeGroup.Howareyou?!

I’mcallingtofollow-uptoseeifanyofyourfriendsorfamilyareinterestedinbuyingorselling

realestateinthenextfewmonths.Whodoyouknowthatmightbethenexttomove?

Youknow,IamworkinghardtobuildmybusinessandIreallyappreciatethefactthatyoutook

thetimetoaskaroundforme.Wouldyoubeonthelookoutformewhenyouareoutandabout?

Thanksagainandifit’sokay,Iwillcheckbackwithyounextmonth.


THIRDCALL:

NOTE:HAVEANEWLISTING(YOURS,YOURTEAM’S,ORYOUROFFICE’S)INFRONTOFYOUWHENYOU

CALL.

Hi,it’s[Agent’sName]withtheUnitedHomeGroup.Yes,that’sright,it’smeagain.

IamcallingbecauseIamveryexcitedaboutanewlistingwehaveinouroffice.Itisafantastic

homeandI’mexcitedaboutfindingabuyerforit.Itis[Home/LocationDetails].

Whodoyouknowthatmaybeinterested?

IFTHEYHAVESOMEONE

Great!WouldyoumindgivingmetheirnumbersoIcancallthemrightaway?

IFTHEYDONOTHAVEANYONE

Well,that’sokay.Iwouldlovetosendyoutheinfojustincaseyourunacrosssomeonethatmay

belooking.Andifyouthinkofsomeone,wouldyougivemeacall?

Thanks!Asidefromthisparticularlisting,Iamalwaysinterestedinanynewreferrals.Ofallthe

peopleyouknow,whowouldbethenexttomove?

Iappreciateyourtimeandifit’sokay,Iwillgiveyouacallnextmonth.Inthemeantime,when

youhearofsomeonewouldyoucallmerightaway?

Thanksagain!

REPEAT,REPEAT,REPEAT


REFERRALCOMPETITIONHello,[Contact’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.

Doyouhavetwominutesto…HELPME…withaproblem?

Iamtakingagreatclasstodayandwearehavingacompetition.Ineedtogetatleasttenreferralsinthenextmonthinordertowin.Iwasjustcurious,whodoyouknowfrom[work,school,church,etc.]whoiswantsto…BUYAHOME…SELLAHOME…ORINVESTINREALESTATE…thatIcouldcalltoday?

Great!Thanksfortakingamomenttothinkaboutthat!

IFYES

WouldyoumindgivingmetheirnameandnumbersoIcancalltherightaway?

IFNO

Whodoyouknowwhomightknowofsomeonewhowantsto…BUYAHOME…SELLAHOME…ORINVESTINREALESTATE…thatIcouldcalltoday?

IFYESORNO

Andifyouthinkofanyoneinthenextmonth,canIcountonyouto…CALLME…immediately?Thankyou!


REFERRALFOLLOWUPNOTE:WHENCALLINGAREFERRAL,ALWAYSREFERENCETHEPERSONWHOTOLDYOUTOCALL.

Pretendyouarecallingadearfriend,yourmother,orbestfriend.Starttreatingpeopleliketheyareyourbestfriendandrelationshipswilljusthappen.

SCRIPT1:

Hello,[Contact’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.

[Referrer’sName]gavemeyournumberandaskedmetocall.He/Shesaidyouarethinkingabout…[buyingahome,makingamove].[Referrer’sname],whoisa[pastclient,friendofmine,orwegowayback],askedmetocallyoubecausehe/shesaidyouneed[realestateservice],andI’mcallingtoseehowImaybesthelp.

SCRIPT2:

Hello,[Contact’sName]!Thisis[Agent’sName]withtheUnitedHomeGroup.[Referrer’sName]gavemeyournumberandaskedmetogiveyouacallregardingyourrealestateneeds.

Iamarealestateagentherin[CityName]and[Referrer’sName]saidyouwerelookingforagreatagenttohelpyouachieveyourgoalof[buyingahome,sellingyourhouse,moving,etc.].

Areyoustillinneedofrealestatehelp?[Referrer’sName]wasafraidthatataweakmomentyoucouldendupwithaweakagentandthat’swhytheyaskedformetocallyou.

HowmayIbesthelpatthistime?


EXISTINGCLIENTREFERRALREQUESTSCRIPT1:

[Client’sName],themajorityofmybusinesscomesbyword-of-mouthfrommyclients.It’showIprefertorunmybusiness.So,ifyouknowanyonethatislookingtobuyorsellahomethisyear,wouldyoumindreferringthemtome?

SCRIPT2:

[Client’sName],Iwanttoworkwithmoreclientslikeyou,andIfindthatpeoplelookingtomoveknowothersinthesameposition.Howwouldyoufeelaboutreferringmyservicestothem?

SCRIPT3:

[Client’sName],it’sbeenreallygreatworkingwithyouthusfar,andIfeelreallygratefultoJaneforintroducingyoutome.Ifitwasn’tforher,Iwould’venevermetyou.SoIjustwantedtotakethetimetoaskyouifyouknowanyoneelsethatislookingtobuyorsellahome,andifyouwouldfeelcomfortableintroducingthemtome?

SCRIPT4:

[Client’sName],whoelsedoyouknowthatneedstomoverightnow?

SCRIPT5:

[Client’sName],youaresogreattoworkwith,andIfindthatpeopletypicallyhangaroundsimilarpeople.Iwouldlovetoworkwithmorepeoplelikeyou,sodoyouknowanyonelookingtomoveinthenearfuture?

SCRIPT6:

[Client’sName],becauseyouareintheprocessofmovingrightnow,youwilloverhearalotofconversationsfromdifferentpeoplelookingtomovewhenyouareoutandabout.Whenyoudo,wouldyoumindgivingthemmyphonenumberandaskthemtocallme?


GENERALSCRIPTS


OPENHOUSECALLAROUNDHi,thisis[Agent’sName]withtheUnitedHomeGroup.Yourneighbor’shomeat[Address]isforsaleandweareholdingaspecialopenhouseon[Day]at[Time].Sinceweknowthattheultimatepurchaserofahomeisoftenafriend,familymemberoracquaintanceofsomeonethatalreadylivesinthesameneighborhood,weareinvitingtheentireneighborhoodtocomebytotakealook.

So,ifyouhappentoknowormeetsomeonelookingtomoveintoyourcommunity,thisisagreatwayforyoutohand-pickpickyourownneighbors!Doyouthinkyoucanswingby?

IFYES

Great!Andsincewearedoingeverythingwecantogetyourneighbor’shomesold,IpromisedmysellerthatI’dask:Doyouknowanyonelookingtobuyorsellahomeinthearea?

IFNO

Noproblem,Itotallyunderstand.Andsincewearedoingeverythingwecantogetyourneighbor’shomesold,IpromisedmysellerthatI’dask:Doyouknowanyonelookingtobuyorsellahomeinthenearfuture?

Andbytheway,it’smyintenttospecialize&focusmypracticeinthisneighborhood.So,I’mprovidingallofthehomeownersacomplimentaryhomevalueanalysisinthehopethattheymightconsiderinterviewingmewhenandiftheyeverdecidetoselltheirhomeinthefuture.Wouldknowingyourhome’scurrentvaluebeofanybenefittoyou?”

IFTHEYAREHESITANTORSAYNO

Isee,andIwanttoassureyouthattherewouldbeabsolutelynoobligationonyourpart.Again,thisisacourtesyservicethatIamprovidingtoallyourneighborswiththehopethatifyoudecidedtosell5,10or20yearsdowntheroad,youwouldconsiderinterviewingmeforthejob.Iwouldalsoneverwantyoutostraightenupyourhomejustforme.I’maRealtorandwe’reveryusedtoviewinghomeslongbeforethey’rereadytoshow.Iassureyouitwon’taffectthevalueatall,andI’llbeinandoutinminutes.Howdoesthatsound?

IFYES

Great!Would[Time]or[Time]tomorrowworkbetterforyou?


IFNO

Noproblem,considerthisastandingoffer,sofeelfreetocontactmeifyouareevercuriousaboutyourhome’scurrentvalue.Inthemeantime,canIcountonyoutoletmeknowifyoubumpintoanyonelookingtomoveintotheareasothatwecangetyourneighbor’shomesold?

Great!Itrulyappreciateyourtimeandhelp.


OPENHOUSE–INVITEYOURDATABASE

SCRIPT:

Hello,[LeadName]!Thisis[Agent’sName]withtheUnitedHomeGroup.

Thisisjustaquickcalltoinviteyoutoanopenhousein[Area].IknowthatyouliveclosetothatneighborhoodandIwouldlovetoseeyou!

Iunderstandyouareprobablynotinthemarketto…BUYAHOME…yetIwillbetherefrom[Time]to[Time]on[Day].Doyouthinkyoucanmakeit?

Andifyouknowofanyonethatmaybelookinginthearea,wouldyoudomeafavorandextendtheinvitetothem?Infact,Iwouldbehappytocallthemmyself.Canyouthinkofanyonerightnow?

ThanksforthinkingaboutthatandIhopetoseeyou/talktoyousoon!


OPENHOUSE–DOORKNOCKING

SCRIPTS:

Hi,thisis[Agent’sName]withtheUnitedHomeGroup.Yourneighbor’shomeat[Address]isforsaleandweareholdingaspecialopenhouseon[Day]at[Time].

WepromisedthesellerswewouldlettheneighborhoodknowandIwantedtoletyouknowpersonally.

Doyouhappentoknowofanyonethatmaybethinkingaboutmakingamoveintotheneighborhood?

IFYES

Great!WouldyoumindgivingmetheirnumbersoIcancallandinvitethemrightaway?

IFNO

Noproblem,Itotallyunderstand.

REGARDLESS

WhileIhaveyou,doyouknowofanyoneintheneighborhoodthatisthinkingaboutmakingamove?

Howaboutyourself,haveyouthoughtofmakingamoveinthenearfuture?

Andbytheway,it’smyintenttospecialize&focusmypracticeinthisneighborhood.So,I’mprovidingallthehomeownerswithacomplimentaryhomevalueanalysisinthehopethattheymightconsiderinterviewingmewhenandiftheyeverdecidetoselltheirhomeinthefuture.Wouldknowingyourhome’scurrentvaluebeofanybenefittoyou?




IFYES

Great!Would[Time]or[Time]on[Day]workbetterforyou?

IFNO




OPENHOUSE–ATTHEEVENT

SCRIPT1:

Hello!Thanksforstoppingby!Mynameis[Agent’sName]withtheUnitedHomeGroup.

MayIaskyoujustonefavortoday?Great,thankyou!IpromisedthesellerIwoulddothiswith

everyvisitor.Afterviewingtheproperty,wouldyoupleasejuststopbyandtellmetwothings?

1. Whatdidyoulikemostabouttheproperty?

2. Ifyoucould,whatwouldyouchangeabouttheproperty?

NOTE:WHENTHEYCOMEBACK,ENGAGETHEMWITHTHELPMAMASCRIPT.

SCRIPT2:

Hello!Thanksforstoppingby!Mynameis[Agent’sName]withtheUnitedHomeGroup.

Youknow,typicallypeoplecometoouropenhousesforoneoftworeasons.

1. Theyarethinkingaboutbuying.

2. Theyarewonderingwhattheirhomeisworth.

Whichofthosetwowouldyouhappentobe?

NOTE:IF#1,ENGAGETHEMIN“LPMAMASCRIPT”DIALOGUEAFTERALLOWINGTHEMTOTOURTHE

HOMEANDPROVIDEFEEDBACKTOYOU.IF#2,ENGAGETHEMINTHE“OPENHOUSESCRIPT–CALL

AROUND”DIALOGUE,SPECIFICTOHOMEVALUATIONS


GEOGRAPHICFARMINGHello,thisis[Agent’sName]withtheUnitedHomeGroup.

ThanksfortakingmycallandIpromiseIwillbebrief.Ispecializeinhelpingbuyersandsellerinourareaof[SubdivisionName].

Ijustwantedtoletyouknowwhatishappeningin[SubdivisionName].(Providethemwithsomequickinformationabouttheschool(s),stores,newconstruction,roads,oranythingclosebythatmaybeofinterest).

Also,Iamconductingaquicksurveyforournewslettertofindoutthethreemainreasonswhypeopleenjoyourarea.

Whatdoyoulikebestabout[SubdivisionName]?Anythingelse?

Isthereanythingyouwouldliketoseechangeinourarea?

Ihavebuyersforourareafromtimetotime(orrightnowifyoudo)andIwouldliketoknow…

Howdidyouhappentochoosethisarea?

Ifyouweretomove,wherewouldyougonext?

Great,whenmightthatbe?

ThanksfortakingamomenttohelpmeandI’mcurious,bychancedoyouknowofanyonefromtheneighborhoodorevenelsewherethatiswantingto…SELLAHOME…BUYAHOME…or…INVESTINREALESTATE…whoisinneedofagreatagent?

IFYES


WhenIcompletethesurveyIwouldliketosendyoutheresultsaswellaswhatishappeninginhomesalessoyoucantrackwhatyourhomeisworth.Isendthisinformationviaemail.Whatisyouremailaddress?

ThanksagainandIwillsendouttheresultsalongwiththesalesthataretakingplaceinourareawithinthenextmonth.

Keepmynameinmindand,onceagain,thisis[Agent’sName].


LEADFOLLOW-UPHello,thanksfortakingmycall.MayIpleasespeakwith[Lead’sName]?Thisis[Agent’sName]withtheUnitedHomeGroup.

ONCEYOUKNOWYOUARESPEAKINGTOTHEAPPROPRIATEPERSON

Wespoke[TimeFrame]agoandatthattimeIpromisedIwouldcallyouback.Andnaturally,Iamcallingyouback.Whenwelastspokeyoumentionedthatyouwereplanningto…[SellyourHouse/BuyaHome]…because[TheirReason].Arethosestillyourplans?

IFYES

Great,whenisthebesttimeforustogettogether?Doweekdaysworkbest,orareweekendsbetter?

IFNO

Iamcurious,whathaschangedsinceourlastconversation?


JUSTLISTEDNOTE:IFTHELISTINGYOUARECALLINGISNOTYOURSORUHG’S,CHANGE“IHADQUITEAFEWBUYERS…”TO“THEREARESTILLQUITEAFEWBUYERSLOOKINGTOPURCHASEINOURAREA.”

Hello,thisis[Agent’sName]withtheUnitedHomeGroup.ThanksfortakingmycallandIpromiseIwillbebrief.

Iwantedyoutobeoneofthefirsttohearthatthehomelocatedat[Address]justsoldandifyouare…LIKEME…youliketokeepontopofthepricesofhomesinyourarea.

Itis[#of]bedrooms,[#of]bathrooms,andhasa[#]cargarage.Itwaslistedat[$$$].

Ihadquiteafewbuyerslookatthishomeandarestilllookingto…BUYAHOME…sobychancedoyouknowofaneighborthatislookingto…SELLAHOME?

Doyouknowofanyonethatwouldliketo…BUYAHOME…inourarea?

Thanksfortakingamomenttothinkaboutthat.

IfYES


IFNO

Doyouknowofanyonethatmayknowsomeonethatisthinkingabout…BUYINGAHOME,…SELLINGAHOME,…ORINVESTINGINREALESTATE…?

IFYESORNO

ThankyousomuchandcanIcountonyouto…CALLMERIGHTAWAY…ifyouhearofsomeonethatcouldusemyhelp?

(Provideyourcontactinfoandaskfortheiremail)


JUSTSOLDHello!Thanksfortakingmycall.Mynameis[Agent’sName]withtheUnitedHomeGroup.

Wejustsoldahomenottoofarfromyouandwewereabletogeneratealotofinterestinthehomethroughourmarketing.Therearealotofbuyerswhoreallywanttoliveinyourareaandwepromisedthemwe’dreachouttotheneighborstosee,whodoyouknowwhoislookingto…SELLTHEIRHOUSE?

IFTHEYGIVEYOUANAME



IFTHEDONOTGIVEYOUANAME

Noproblem.Thanksfortakingamomenttothinkaboutthat.




IFYES

Great!Would[Time]or[Time]on[Day]workbetterforyou?

IFNO




ThankyousomuchandcanIcountonyouto…CALLMERIGHTAWAY…ifyouhearofsomeonethatcouldusemyhelp?

(Provideyourcontactinfoandaskfortheiremail)


CREATEACONVERSATION–INCOMINGCALLS

NOTE:Youwilloftenreceivephonecallsfrompeoplewhohavereceivedcallsfromusviathecallcenter,yourauto-dialer,orothersources.Whenyouareunsureofthereasonfortheoriginalcall,oranytimesomeonecontactsyoustatingtheyhadreceivedacallfromyou,usethefollowingscripttocreateaconversationandturnanunknownintoalead.

Thankssomuchforthecallback!Thisis[Agent’sName]withtheUnitedHomeGroup.Iwascallingtointroducemyself.

Iamyourlocalrealestateprofessional(“Realtor”)andIjustwantedtomakesureyouknowthatIamhereasaresourceforyou.

WhatrealestateneedsmayIhelpyouwithtoday?

IFNONE

Great!IappreciateyourtimeandwhileIhaveyouontheline,Icouldreallyuseyourhelp.Iintendtoearntherighttobeyourrealestateprofessionalofchoiceandwouldlovetheopportunitytoshowyouwhysomanypeople…CHOOSEME…tohelpthemwiththeirrealestateneeds.MayIsendyousomeinformationaboutmyselfandmyteamsoyouknowwhoweareandwhatwedo,justincaseyoueverneedassistance?

Fantastic,whatisthebestemailaddressformetosendthatinformationto?

Thanksagain!

Onelastthing-whodoyouknowthatmaybelookingto…BUYAHOME…SELLAHOME…ORINVESTINREALESTATE…thatIshouldbetalkingtotoday?

IFTHEYGIVEYOUANAME


IFTHEYDONOTGIVEYOUANAME

Iappreciateyoutakingamomenttothinkaboutthat.Whenyoudohearofsomeone,canIcountonyoutocallmerightawaysothatIcanhelpthem?

Again,thankyousomuchforyourtimeandIlookforwardtotalkingtoyouagainsoon.

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