Category Archives: Scripts

CMA Dialogue, Listings Prospecting & Service, Scripts, Seller Services

CMA Presentation: Determine What’s Important To Them

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During you presentation with a consumer, you’re going to discuss a few things. They are exactly the following:

1. Their Needs

2. Your Company

3. You

4. The Price

5. The Commission

6. The Decisions

7. The Agreement

Now during numbers 2 & 3 – you MUST ask two simple questions:

Addressing company – “Before I get into what my company has to offer, tell me NAME(s), what’s most important to you in hiring a company to market and sell your home?

Addressing you – “Before I get into what I offer as an agent, tell me, what’s the most important aspect of a real estate agent for you in selling your home?

Now they may struggle with this question so you can give them some examples:

“Well in my experience, I’ve had homeowners who didn’t like open houses and some that felt that was really important. I’ve also had people tell me that honesty is the most important characteristic of the agent. I’ve also had people tell me – got buyers??? – likes do you or your company have buyers right now looking for houses in this area.”

This is just something you could say. Word it however it feels comfortable to you.

The reason you want to ask these questions is – without really knowing what they’re looking for – you will just be covering everything you THINK is important to them. And you might cover so much and still miss what is most important to them.

I like to say the following if they struggle with these questions:

“In my experience in sales, I always focus on what the consumer wants. Like with the buyers who come to see this home, I want to make sure we address what it is their looking for so I can highlight it to them and help them get a feel for the house and the features that best speak to them. So I’m asking you, what’s most important to you?

They may say, “I don’t know. I’ve never done this before.”

You can then say, “Well neither have I…(LOL)” HUMOR – is huge. Then just say:

“Well, let me focus on the three key areas of selling a home….”

And take it from there.

Always remember to keep things succinct. Don’t overload them. Focus on the key areas that highlight your company strengths and yours.

Lead Generation, Scripts

Phone Conversation For Introducing Sphere To Your Real Estate Business

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The phone conversation for converting your contacts into database additions and then into clients or referrals is below.

phone-conversation-for-introducing-sphere-to-your-real-estate-business

When having this conversation, remember it has to be tailored for the person you are calling obviously. Be upbeat and enthusiastic. This is so obvious but I guarantee you, if you don’t mentally commit ahead of time to speaking with and upbeat tone, you will sound humdrum and that’s never good for BUSINESS.

Training Tip:
Record yourself speaking this dialogue and then play it back. Obviously, you don’t need to memorize this script, but it will give you guideline. Now record yourself speaking. Play it back a few times.

This is critical for ALL scripts.

Do this 12 times in 2 days. And then practice it every Monday morning. Practice. Drill. Rehearse.

Lead Generation, Scripts

Social Media Contacting For Introducing Sphere To Your Real Estate Business

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For building your database, one of the steps is to use your social media circles to build out who you know.

So you have a name and a face, now it’s time to see if they’re qualified as a person who may:
A. Want to buy real estate
B. Want to sell real estate
C. Know someone who wants to do A and/or B.

Now, via the private messaging system of the social media outlet you’re using – facebook, linkedin, twitter, etc – you want to write the following messages:

Message 1
Hey NAME! I wanted to make contact with you personally because you might know that I am a real estate agent. I’d like to ask you, if you knew someone who was thinking of buying or selling a home, do you already have a real estate agent in mind that you would recommend? If not, I would love to be the person you recommend to friends, family and co-workers. Let me know.

Message 1 Alternate – [here you can comment on perhaps one of their latest social media shares and then follow up with the Message 1 above – just personally tailor it. No scripted message here – just use your own creativity to address the contact]

Message 2 – REPLY FROM CONTACT IS – THEY KNOW SOMEONE
That’s great. It’s important to have a real estate professional you can rely on. Okay, well keep in touch. If there’s anything I can do for you in the future, don’t hesitate to contact me. Talk soon.

Message 2 – REPLY FROM CONTACT IS – YES I WOULD RECOMMEND YOU
Awesome. What’s your cell phone number? I’d like to chat quick. Also, I’d like to get you some business cards. What’s your mailing address? I also send out a one-time-a-month email to my past clients and friends telling them about the market. What’s your email?

Message 2 – NO REPLY AT ALL FROM CONTACT
Hey NAME. MAKE A COMMENT ABOUT THEIR LATEST SOCIAL MEDIA UPDATE. I sent you a message about me being in real estate. I’d like to be a resource for you when it comes to the market. Let me know if we can chat. Talk soon!

Now in combination with these simple private messages, you do want to pay attention to their social media shares and their interests or involvements. Get to know what they like or what they do for a living. Make a personal connection of some kind.

Cold Calling, Lead Generation, Scripts

Common Objections: FSBO Cold Calls

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Feel Free To Print This Post. Below are the common objections for PHONE CALL or DOOR KNOCKING for FSBO LISTINGS. A “cold call” is either a door knock or phone call. Each is broken down and a response is provided.

You may also want to COPY AND PASTE each section and put it into a word document and print it up. Practice, Drill, Rehearse these responses.

The most common objections for FSBO COLD CALLS are:

1. Price
2. Service (think they can do themselves, “do you have a buyer”)
3. Stall

With FSBO COLD CALLS, the most common objections you WILL receive on the phone or in person are these three above.

Memorize them.

You will hear a prospect tell you the following:
“I’m not interested.” (Price, Service, Stall)
RESPONSE: “I understand completely. Of course you’re not interested. I wouldn’t be either without any information. Let me ask you…”

“What’s your commission?” (Service Challenge)
RESPONSE: “Absolutely. I can tell you for the service and results you’ll receive, I am the absolute best priced commission out there in the market place and I will cover all of that in great detail. Let me ask you…”

“I’m going to give it a try for now” (Price, Stall)
RESPONSE: “I totally understand and agree with you. Giving it a shot makes sense. Just so you know, I already mailed you a great document from our local police department with SAFETY PRECAUTIONS FOR HOMEOWNERS SELLING WITHOUT A LICENSED REAL ESTATE BROKER. It goes over 10 simple tips on how to protect your home against strangers who aren’t interested in buying your home but may have other intentions. Let me ask you…”

“I know someone who we’re going to use IF we list/My friend’s a broker/Relative is a broker” (Service)
RESPONSE: “I completely understand. That makes sense. If I had a really close relative or really close friend I could trust and knew they could do a great job, I would do the same thing. (Hesitate and wait for their response)”

CONTINUE: “Since your home is most likely your largest financial investment, it’s always a good idea to get a second opinion.”

“Do you have a buyer for my house?” (Service/Price)
RESPONSE: “Yes I will match your home to the best most qualified buyer in the market. That’s what I do. When can we get started?”

[Don’t fall into the trap of “bringing a buyer” to their home. Don’t tell them you’ll preview it for a buyer. Don’t agree to do business with the without meeting with them first and discussing the benefits of a full service listing agreement – remember AGREE to get them information. Always express understanding and validate their concerns, but hold firm to CLOSING them on the reason they HAVE TO meet with YOU!]

Bottom line, you have to go through each objection and every thing a FSBO will say and object to you coming into their home to discuss listing their home.

Believe in what you have to offer. If you don’t believe in it, then you should analyze the company you’re with and see how they measure up against other firms in the area(s) you service.

Believe in yourself.

Write these objections down that you hear. I offered you the main ones you will hear from prospects.

THE “LET ME ASK YOU…” PART EXPLAINED:
You want to keep the conversation rolling, so you have to ask questions you know the answer to. Do not ask questions you don’t know the answer to.

ASK YES QUESTIONS. This means, ask questions that you know they will say YES to. For instance:
“If I could sell your home for your price plus my commission, would you then agree to possibly work with me?”

“Do you want only qualified buyers to look at your home?”

“Do you think the price you’re asking for your home currently is a fair price for today’s buyer?”

YES QUESTIONS can lead you to more yes’s. Get the prospect saying yes, then close them on an appointment.

Cold Calling, Door Knocking, Lead Generation, Scripts

Common Objections: Expired Cold Calls

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Feel Free To Print This Post. Below are the common objections for PHONE CALL or DOOR KNOCKING for EXPIRED LISTINGS. A “cold call” is either a door knock or phone call. Each is broken down and a response is provided.

You may also want to COPY AND PASTE each section and put it into a word document and print it up. Practice, Drill, Rehearse these responses.

The most common objections for EXPIRED COLD CALLS are:

1. Timing
2. Stalling
3. Service (complaint more than objection)
4. Price

With EXPIRED COLD CALLS, the most common objections you WILL receive on the phone or in person are these four above.

Memorize them.

Timing
You will hear a prospect tell you they are waiting.
“We’re going to wait until…”
“We’re taking time off…”
“We’re going to list it in the…”

RESPONSE: “I totally understand and agree with you. If I could ask you, why did you originally list the home this last time around?”

This gets them to continue talking. Continue to AGREE and convey UNDERSTANDING. Follow up with questions like:
“I see. Where are you moving to. Why there?”
“What kind of interest activity did you get on the home while it was listed?”
“Why do you think it didn’t sell?”

If they mention timing the market – say like Spring time to sell during “best time of year”:

RESPONSE: “I completely understand. The two best times of the year to sell are ideally Spring time and early Fall – statistically. But what if you could get a good strong offer from a qualified buyer this week or next, would you consider that as an option?”

Stalling
The prospect will try and put you off or not have time for you. They will say things like:
“I have to check with my spouse.”
“I have to look at my calendar.”
“I just really want to take some time. Call me back….”

RESPONSE: “I totally understand and agree with you. Why don’t we do this, are you home later today? I will stop by with a packet I’d like to give you about some of my past successes. I also want to take a quick photo of the front of the house and send it to my buyers.”

Now they will probably persist because they are tired of the “game” of selling their home. They might also say something like, “I may not be home but you can stop by.”

RESPONSE: “I understand completely. Do you think we can grab just 10 minutes tonight (or whenever you said you would go by the house)? Reason I ask is because I know your’e getting bombarded by real estate agents and I know you don’t know me at all, but I am going to be the next agent you hire and I’m going to sell your home. It’ll be worth it to meet me for 15 minutes. I know I can help you.”

Note – with this response – you MUST believe in it and be convinced that it is in the BEST INTEREST of the prospect to meet with you. Deliver with the utmost CONFIDENCE AND ALSO HUMOR. Be funny with it, but be committed. Go all in! This is where you LOCK DOWN that appt. Don’t give up.

Service (I hate real estate agents)
They will say:
“I don’t want to deal with real estate agents any longer.”
“How come I never met you or how come you didn’t show my house?”
They will have an overall negative outlook on agents.

RESPONSE: “I completely understand and agree with you. Let me ask you, did most of the agents you have spoken to, including your past real estate agent, tell you the reason your home didn’t sell is because of price?”

THERE IS A HIGH LIKELIHOOD THAT A VAST MAJORITY OF THE FEEDBACK THE PROSPECT GOT WAS “YOU’RE PRICE IS TOO HIGH.” HERE WE ARE GOING TO GO AGAINST THE GRAIN.

RESPONSE CONT’D: “What do you think of your asking price?” ASK THIS REGARDLESS OF WHAT THEY SAY. Unless they say right away – what they feel about their price etc.

RESPONSE CONT’D: “I totally understand. What’s the most unique thing about your home or what do you like best about your home?”

Lock down appointment from there (see below)

Price
Expired listing prospects have been beaten up. They have been told time and time again, their home was “overpriced”. Much like the service responses, you want to get their idea of what they think their home is worth.
These responses require judgment on your part to ascertain – the MOTIVATION of the seller and from there identify if what they “need” from the sale of their home, is achievable. Another words, with the prospect who tells you they “need” X amount of dollars or “won’t sell for less than…” – you have to identify the MOTIVATION and from there determine whether or not to even pursue the listing.

Responses in general must be courteous and ALWAYS AGREEABLE.

I agree. I understand.

Questions like:
Why do you need to sell it for this amount of money?
What do you think of the….?
Why do you think that?

A lot of what and why questions TARGETED at getting to know what they prospect is thinking – will help you identify what the true needs are of the prospect.

Lock Down Appointment
Say this:
“It sounds like (AND REPEAT WORD FOR WORD WHAT THEY TELL YOU).

Why don’t we spend literally 10-20 minutes at your home? I promise I will make it worth your time. I completely understand
(REPEAT WHAT THEY TOLD YOU) and that makes perfect sense.

But I also heard you say (RECITE THEIR MOTIVATION FOR WANTING TO SELL IN THE FIRST PLACE)

So let’s make time X (the sooner the better – BE AGGRESSIVE in the best way – alter your schedule if you have to. Show them you’re willing to do whatever it takes to help them).

Would there be any reason you wouldn’t be able to keep that appointment time?

Do you have a piece of paper or a cell number I can text. Whichever is easier for you. I just want you to have my name, company name and my number handy and make sure you have a reminder about our appointment.

(Get cell phone and text them your info – if they have piece of paper – give them your information and remind them to write down time of appointment)

Great. See you then.

Buyer Dialogues, Closes, General Sales Improvement Tips, Scripts, Seller Services

THE Only 4 Objections In Sales

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They are:
1. Money
2. Time
3. Stall
4. Product/Service

Consumer’s use these either with legitimate reasons (and money is never legitimate) or they are not SOLD on something you’re presenting.

Take OWNERSHIP of your failure to convince someone to buy from you.

The advantage of knowing what objection a potential client/customer is using, puts you in a position to know how to handle that objection. This is very important.

Listen, you either want to sell or you will be sold!

Buyer Services: Initial Meeting, Closes, Scripts

Sales Cycle – Create Urgency In Your Pitch

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This video highlights some simple techniques for creating urgency in the potential client/customer.

There are ways to create urgency which are overused, like, “The house might be gone tomorrow” – I prefer techniques or simple sayings that are more positive in nature.

Remember, on your NEXT 10 phone contacts (phone calls, texts, emails, face to face), try to incorporate a little push in the direction of positive beneficial urgency to the potential customer and see what happens.

Good luck! Make it happen.