This is the actual dialogue.
Category Archives: Lead Generation
Incoming Call Buyer Script Part I
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!
Training Module: Cold Door Knocking
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).