Buyer Pre-Approval YOU CAN SAY As part of my service I can provide a list of (number, at least 3) lenders who can help you. I would hate for you to start looking at homes, fall in love with “the one,” and then lose it because you did not get preapproved for that amount, or the sellers accept an offer from a buyer who is already preapproved. In this market we can’t even consider submitting an offer without a preapproval letter unless heartbreak is what we’re after! It is important that your buyers are pre-approved for a mortgage prior to putting in an offer on a home. You can offer lender services to help support your buyer and ensure they are ready to make an offer when the time comes. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

The Buyer Consultation--Goal 3 YOU CAN SAY EXPLAIN BUYER AGENCY REPRESENTATION-- Provide a clear and concise overview of the legal contract you are asking your buyers to sign. Right now, you do not have any representation. If you sign a Buyer Representation Agreement with me as your agent, my responsibility would be to protect your best interests. Buying a house is one of the most significant purchases of your life –I tell my buyers that I am the pilot of their home-buying experience. Like on most flights, there might be some turbulence, but wouldn’t you want the best professionals representing you during that time of uncertainty? Signing a Buyer Representation Agreement doesn't obligate you to purchase a home, it's just choosing me as your representative to help you find and negotiate the purchase of a home. With this commitment, I can dedicate time and energy to working with lenders, inspectors, and everyone in between so you don’t have to! ASK BUYERS TO KEEP YOU INFORMED-- Share what the buyer can do to work together, always emphasizing the importance of a partnership. You will likely continue to search for homes online and will find more driving around. As you do, I ask that you keep me in the loop. I can immediately look up the information to provide you with the details you’re looking for. And I will do the same – if I learn of anything new that may be coming soon that fits your criteria I will keep you informed. I can ensure you have proper representation throughout the process so that you are safe and your best interests are protected. If your situation changes, let me know as soon as possible so we can adjust our plan accordingly. Also, if you ever feel dissatisfied with my service, please let me know immediately so that I can resolve any concerns. FSBOs If you see a FSBO, call me and I will request a showing to protect your time and potential safety by allowing me to assess the home and credibility of the owner. Moreover, if the seller has no agent on their side, it is even more critical that your agent help guide the transaction. OPEN HOUSES If you go to an Open House without me, present my card to the Open House agent so they know you are represented. You don’t want to deal with all the follow-up calls—I’ll protect you from the hassle. NEW HOME DEVELOPMENT If you visit a new home development—present my card so they know you are represented. Don’t sign anything unless I am present. Those agents represent the developer and cannot protect your interest like I can or negotiate on your behalf. ASK THE BUYER TO MOVE FORWARD TOGETHER If you believe I’m giving you the best professional help and working in your best interest, we will work together until I find the right home for you. I’m excited to get started! The Buyer Consultation is your opportunity to win the buyer’s commitment. Guide the conversation to build trust, present your value, remove objections, and assumptively close for Buyer Representation Agreement. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Why Should I Pay You When I Can Do a Lot of the Work Myself Online? YOU CAN SAY If I understand correctly, you are wondering what value I bring to the table as your real estate agent? I can see how you might feel that the only thing we do is find and show homes– tv shows often paint that picture! Many buyers in your shoes felt the same way before they actually jumped into the process. What they learned, however, is that finding and showing homes is the smallest part of the process! As your agent, I can help guide you through each aspect of submitting a strategically crafted offer. My support doesn’t stop once that offer is accepted. The contract to close process is arguably the most complex part of my job. Missing a deadline can cost you thousands of dollars, it can delay the closing, and even has the potential to make you lose the home altogether. If it looks like we are getting close to a deadline, I’ll negotiate to get us an extension. I’ll be negotiating on your behalf until you’ve got keys in your hand, and a smile on your face. It makes sense that I would be fairly compensated for that hard work, right? WWB With homes for sale being easily searchable online, buyers may be considering finding homes on their own. When asked “why should I pay you,” explain the support you give throughout the purchase process. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Having Sellers Providing Solutions to Buyers Upfront YOU CAN SAY Buyers are under a lot of stress trying to figure financing, mortgages, and fees – especially first-time homebuyers, who have not navigated the market before. Our goal is to keep the buyers’ focus on your property, not the payment. Experience has shown that this is the best way to create demand and has the potential for more competitive bidding on your home. WWB Identifying the challenges buyers are facing when applying for a mortgage and compensating their agent and addressing those challenges up front in listing a property, will cast a wider net of potential buyers. Buyers are facing significant hurdles when purchasing a home, and easing the financial burden of separately finding funding for their buyer agent makes the listed property more attractive for buyers to not only bid on the property, but to obtain representation for a smooth transaction. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Prequalify Potential Sellers YOU CAN SAY MOTIVATION Why are you selling? Where are you moving? How soon do you need to move/be there? What’s most important to you—price, timing, easy transaction? Something else? ABILITY How much do you owe on the property? How much of the proceeds from this home do you plan to use in the purchase of your next home? EXPERIENCE Have you ever sold a home before? (if yes) In this area? What did you like least and most about that experience and about the other real estate agents you have worked with? PROPERTY CONDITION I’m really looking forward to seeing your home—can you tell be a little about it? Have you made any upgrades or improvements? A remodeled kitchen, for example? What’s your favorite feature? PRICE How much are you hoping to get for the property? How did you come up with that number? Your listing presentation starts with your first conversation with the seller—asking questions to understand their motivation, ability, experience, property condition, and price expectation in order to create solutions to help them get what their emotional draw is to sell their home. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Close The Deal YOU CAN SAY The fact that we have an offer on the property is a great beginning! Let’s discuss some of the factors that will still need to play out (address local practices: title search, financial contingencies, etc.) Until all contingencies have been cleared, the home will appear on the market with a disclosure that the contract is pending. Do you still want to continue to show your home and take back-up offers? It’s exciting for the seller when they first receive an offer. Your job as their agent is to ensure they’re well-informed about contingencies and have a back-up plan in the event the offer does not go through. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

I Can’t Sell—I Have Nowhere To Go YOU CAN SAY What I'm hearing you say is that your concern that your house will sell before you know where you're heading, is that correct? I understand your concern. You're hearing that houses are selling fast for top- dollar, and there's not a large supply of listings to choose from right now. We've worked with many sellers that had the same concern and were in the same exact situation. (Below is a sample of what you can say but change accordingly. Take note of the information in brackets, as you will need to give solutions based on your experience, resources, and update the script to reflect the current sellers’ market. In my experience, there are always solutions and multiple options for finding your next place. With my company's connections and my working relationships with other agents in this area, I found short-term rentals for my past sellers. Also, we might be able to find a buyer that's willing to extend the closing on your house by 60 or 90 days, to allow you a little more time to find something. (Because the median sales price in your neighborhood is up over 10% since last year, a lot of sellers right now are willing to move twice to really benefit from the amount of equity they have quickly built up in this market. It's hard to know if the economy will sustain sale prices, continuing to go up.) If we can find you a solution or an option that works for you, you could still list now and maximize the amount you can get for the sale of your home. Do you agree? A seller can be hesitant to list their home because they aren’t sure where to go. Sharing your experiences and resources through the Feel, Felt Found technique can show sellers that there are various options that enable them to list their home and have flexibility in determining next steps. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Communicate, Communicate, Communicate YOU CAN SAY BE PERSONAL Thank you so much for placing your trust in me and my ability to sell your home for the highest price, with the least amount of hassle. I am excited to have the opportunity to service you can market your property. My goal is to provide you with a level of service that exceeds your expectations and earns me your referrals. BE PROACTIVE Once we are on the market, you will get immediate notification about showings from our showing service. Would you like to get showing notifications via phone calls, text, or emails? In addition to immediate showing notifications, on (day) you will receive a report of the number of showings and a recap of your showing feedback. On (day), you will receive a report on the web traffic your listing has received—hits, likes, and shares. BE PROFESSIONAL The market is a moving target! To make sure your property is positioned properly, we monitor activity on an ongoing basis. We’ll send a report on new listings, properties under contract, solds, and Expireds every week BE PREPARED FOR MARKET REPOSITIONINGS Do you remember after we listed, we had a conversation about pricing being a snapshot in time and if there was ever a time where we needed to revisit the conversation, I would be the first to tell you? I looked at the feedback and the market, and it looks like some things are shifting. I’d like to meet and show you what I am seeing and make a recommendation. Capitalize on your opportunity to close business—and leverage your service to generate additional leads. Let you sellers know you are working hard for them to build the relationship and provide opportunities for referrals. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Leverage Just Sold Listings YOU CAN SAY Hello, I'm (your name), real estate agent affiliated with (your company). I'm calling to share some good news about a home sale in your neighborhood. My company just sold (address of sold property) which was on the market for (number of days) and sold for (percentage) of the asking price. I know the news may be saying the real estate market is not very strong, but the reality is buyer demand is high and there is a major lack of listings for sale in this neighborhood. Please feel free to reach out to me if you or someone, you know, has any questions about real estate or is considering buying or selling. I'm happy to share how I help sellers get the highest price possible while the market is hot right now. Do you know of anyone that might be interested in a free no obligation market analysis? When there is uncertainty in the market, homeowners are more interested in having real estate conversations with agents. Just sold properties give you an opportunity to call homeowners in the neighborhood to provide value, build rapport and ask questions to determine if the homeowner has a real estate need. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Another Agent Will Take Lower Commission YOU CAN SAY Thank you for bringing that up. Let me ask you this: Is it more important to you to pay the least amount of money in commission or to net the most money from the sale of your home? (Wait for them to say, “net the most.”) Great! My List-to-Sale ratio is (number), while the average agent List-to-Sale ratio is (number). Did (Agent Name) talk about their List-to-Sale ratio? (Most likely, they will say “no.”) Why do you think that is? (Because it’s lower, or they don’t know their numbers.) I pride myself on my List-to-Sale ratio. My experience and expertise give me an edge, which in turn gives you an edge. Let’s do some quick math, if you don’t mind. (Have the seller net sheet calculations handy and do the math.) If I sell your home for 97 percent of list price, even with my commission, you are going to net (number). If (Agent Name) sells your home at 94 percent of list price with (percent) commission, you are going to net (number). OR Thanks for bringing that up! If (Agent Name) won’t even negotiate for their own commission, how do you expect them to negotiate for the value of your home?” Your job is to show how selecting an agent based on lowest commission isn’t setting them up for a successful selling experience. Explaining the value of your quality of service, your list-to-sale ratio and commitment to netting the greatest profit from the selling of a home provides strong rationale as to why the seller should choose to work with you. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Can’t We Drop The Price If We Don’t Get An Offer YOU CAN SAY That’s a great question, and if I were you, I would be asking the same thing. However, the best chance we have to net you the most money is to price it right today because unfortunately, as the number of days on the market increases, interest and showings decrease, and the likelihood of offers below asking price increases as well. Now that you know that, I am certain you will want to price it correctly so that we can maximize our impact on the market. Sellers may wish to sell their home above market value thinking that they can drop the price if they do not receive an offer. You can educate the seller about the importance of listing the home at market value to ensure it spends the least amount of days on the market. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Is There Any Way We Can Negotiate This Compensation? YOU CAN SAY If I’m hearing you correctly, you would like to negotiate the compensation I receive for my services in your home buying transaction. I understand that you are concerned about the financial aspect of purchasing a home. This is one of the biggest purchases of your life. And that’s why you need an agent who knows how to negotiate for the best possible price for your home. If an agent is willing to cut their compensation, just like that, how do you think they will perform when it comes to negotiating on your behalf? And because my compensation is directly tied to the services I provide, I could not cut my compensation because I would never offer you less than my best. Don’t you want the best to help you through this transaction? WWB Buyers sometimes will ask to negotiate your compensation before signing a Buyer Agreement. Having a buyer understand the value you bring to the transaction will allow them to see why you are worth your full compensation. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.