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Buyer Dialogues, Buyer Services, Incoming Buyer Calls

Incoming Call Buyer Script Part I

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Here I’m breaking down the actual script you’re going to use every time you take an up call.

TWEEK – When putting on HOLD – ONLY SAY “Hold please.” – Right after getting their information.

In next step you’re going to offer altneratives – “I’ve got some great options for you….”

Out of all this, the greeting is the most critical. Greet strong and always answer the phone the same way for all calls. To get in the habit, answer the phone the same way even when you know who’s calling.

The script is designed to get us appointments. It is NOT a questionaire. Please refer to part II to practice the dialogue specifically.

I also categorized this under LEAD GENERATION – not Buyer Services. These calls are about generating and closing a lead.

Remember this is a SALES CALL. You’re selling them on the idea that there are options. You’re selling them on idea that you know what you’re doing. You’re selling them on the idea that we are different than all the other agents who use the same questionnaire to “screen” callers.

We don’t screen – WE SELL!

Door Knocking, Lead Generation

Training Module: Cold Door Knocking

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This script: SAID WITH ENTHUSIASM. Remember every door knock is a potential client or referral source worth $1,000’s of dollars. Be ON POINT.

My name is FIRST NAME ONLY. You don’t know and I don’t know you. And I’m not here to sell you anything.

Sorry to knock on your door without an appointment. I appreciate your time so I want to make this as brief as possible.

My name is FULL NAME with COMPANY on the Thomas McGiveron Team.

We sold 123 ABC street around the corner [hand flyer to them] and we’re still working with specific buyers looking to buy in this neighborhood.
OR
We’re working with a few specific home buyers right now who are looking to buy in the area.

We haven’t been able to find anything on the MLS. It’s very competitive and things sell quick.

We’re just knocking on doors asking one simple question: Who do you know that’s thinking of selling in the area?

Great. I’m sorry I didn’t catch your name.

THEIR NAME, one last quick question, THEIR NAME, if you did know someone who was selling OR BUYING, do you have a real estate agent you would refer them to?

Great, We’re your local Realtor and we’d like to be the agent you refer.

We send out monthly mailings in the mail. So we have your address, we’ll send that to you.

Great, THEIR NAME, if I needed to contact you, what’s your phone number?

We also send out monthly emails on topics ranging from how to improve your landscape to what’s going on the real estate market. What’s your email?

Great, we’ll start sending you our mailer and look forward to being your real estate agent of choice.

Here’s our card. If you lose it, don’t worry, we’re always on the front cover of…(have copy of latest paper we’re in).

Seller Services

Seller Services: 5 Stages of Grief

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1. Denial – Deal with this at initial appointment! Fight through it best you can. Do not leave an appointment with listing with a client who is in this stage – or try like hell to make a dent in it by going over their motivation, and follow up/through on communication, documentation of listing activity.

2. Anger/Frustration – They express their “disappointment” in your services/results.

3. Bargaining – Seller begins giving you advice. I.E. “Let’s do an open house.” “Why don’t we do more flyers.” “Have you tried this or that…”

4. Disappointment/Depression – Very important not to stay here. Constant feedback and INFORMATION is key to combatting this and moving the client right through this stage quickly.

5. Acceptance – Get here fast!

Master these in moderation. Extreme “Grief” is like a death. Moderate “Grief” is home not selling. Sellers go through these stages.

It’s best to get them to number 5 fast!

SHORT QUICK & FREQUENT CONVERSATIONS ARE KEY. A OUTGOING CALL LASTS 2-5 MINUTES. AN INCOMING CALL LASTS 20.