The Need for Representation YOU CAN SAY 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. Wouldn’t you want the best professionals representing you during that time of uncertainty? WWB Illustrate the need for professional representation. 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.

RDA Conversation Model RAPPORT, DISCOVERY, ACTION Build Rapport: Give sincere compliments, be empathetic to information they're sharing with you, find out what you may have in common and focus on that. Ask Discovery Questions: Ask open-ended questions that allow that person to talk the majority of the time. The more you allow someone to share about themselves, the more rapport and trust you can build through that process. Asking open-ended questions can help you uncover a potential real estate need. Take Action: This is where you can propose an offer to a potential prospect, see if they have a need or a question related to real estate. It is key that you make sure you build rapport and ask discovery questions first! YOU CAN SAY IF THEY HAVE A NEED Would you like to talk about creating a home buying strategy? If you're looking to maybe purchase in the next year or two, you know, let's sit down and come up with that. IF THEY DO NOT HAVE A NEED I have a regular newsletter with local real estate statistics and learning opportunities for consumers who might want or need to buy or sell in the future. May I add you to my newsletter? I would love to connect and be your resource for potential real estate opportunities. One of the hardest parts about talking to new people and starting conversation about real estate is that you do not want to be perceived as pushy. The RDA model for a conversation: Rapport, Discovery Questions and Action can provide guidance and structure to create a genuine, effective conversation with a potential client. 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.

Starting A Conversation YOU CAN SAY Hi, my name is (your name). I’m a real estate agent with (brokerage name.) (Insert name of person that gave you referral) asked me to speak with you about your upcoming real estate needs. (Name of person who gave you referral) told me you are looking to sell/buy/rent/invest—can you tell me a little bit more about that? How can I help you? MAKE AN APPOINTMENT TO MEET Great, I’d love to help you with that. I can see you today at (time) or tomorrow at (time). Which is better for you? IF THEY DO NOT HAVE AN IMMEDIATE NEED Do you know anyone who is interested in selling or buying real estate? IF YES Great! Thanks! Anyone else? Anyone who is changing jobs/graduating/getting married, etc.? Great. Can I use your name? It would be a privilege to take care of anyone who is a friend or acquaintance of yours. I’ll let you know if they decide to use me as an agent. If anyone else comes to mind, please let me know! Thanks! IF NO Thank you for taking a moment to think about that. I’d like to repay the favor. You know, I share updates to our friends, family, and past clients to keep them informed on the market. I would be happy to do the same for you. Can I verify your email address? Once you have established a sphere of influence who gives you referrals, you can begin to reach out to those referrals. The key to turning a referral into a new client is making a connection with them. You may even gain an opportunity to gain more referrals just from establishing that one strong connection. 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 Don’t Want A Consultation YOU CAN SAY I do my presentation a little differently than most agents. Let me describe my process and let’s see if it aligns with your ultimate goal here. I have a two-step process that allows me to get to know you and your needs, and for you to get to know what you can expect of me. Most agents want to skip right to the listing presentation without really learning anything about you or your home. My company sells most of the listings in this neighborhood. You'll want all that information, and you need to get that information so you can make the most informed decision, especially during a really confusing time for sellers right now. I would like to ask you some important questions in a brief meeting so that I can provide a thorough comparative market analysis and an individually- tailored strategy to meet your specific needs. This will help you get the most amount of money for your property. Can you see how this process would ensure that you achieve your ultimate goal? It can be tempting to please the “fishing” seller, the seller who immediately wants to know the worth of their home without having a conversation about the listing process. You can differentiate yourself from other agents by explaining how the pre-qualification appointment, pre-listing package and the listing presentation are vital to a successful sale of 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.

Preferred Vendor YOU CAN SAY Hi, (business owner). I’m (your name) with (brokerage name) and I’m creating a list of preferred business and service providers to give to my clients and include in my real estate marketing. Since my clients often ask me to refer a good (profession), and you do such great work in our community, I was calling to see if you are accepting new clients and if it would be okay if I include you on my preferred vendors list? Great! Thanks! Do you have any clients who are interested in buying or selling a home or perhaps investing in real estate? IF YES Great! What’s their contact information? Thanks! Anyone else? Anyone who is changing jobs/graduating/getting married, etc.? Great. Can I use your name? I promise I’ll let you know if they decide to use me as an agent, and I will take great care of anyone who is a client of yours. IF NO OK, I appreciate you giving it some thought! And if you think of anyone, maybe people who are changing jobs/graduating/getting married, etc., please let me know! I look forward to chatting soon. In the meantime, let’s connect. (Share the online platforms where they can find you.) Connecting with vendors in the community allows you to create a preferred vendor list of trusted professionals that will improve your overall service to your clients. Building a relationship with a vendor allows the opportunity to increase real estate referrals, as you and the vendor can send business each other’s way. 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.

Educating The Seller YOU CAN SAY I’d like to begin by discussing what we can expect from buyers under differing market conditions. We can always tell whether the market is going up or down, and how buyers will react, by measuring the number of homes coming on and going off the market. If homes are coming on the market faster than going off – prices go DOWN. This is called a buyers’ market. In a buyers’ market, there is an abundance of housing inventory and low energy or buyer demand. Buyers have their pick of inventory knowing more is coming on, and there is no sense of urgency. To net top dollar in this type of market, sellers need to create energy and urgency by making their home look good compared to the competition and through aggressive pricing This is what we are currently seeing in our market today. When you educate the seller about the market, you can better prepare them for what to expect when listing their home. You can also show how your extensive knowledge of the market can support them in taking the steps necessary to find the right buyer. 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.

How Many Homes Have You Sold? YOU CAN SAY I understand why you would ask that question. Many people have asked me that very same question. I am relatively new. And what we have found is that newer agents like me are up to date on the latest trends in technology. We're super enthusiastic and work very hard to provide a high level of service with the listings that we have. The most significant benefit is that I have an experienced team behind me, combined with a long history of success that (my company) provides in this market. This means that your listing will get more attention. It's frustrating when your listing doesn't get the attention it deserves, and some agents just don't have the time to give you that much dedication. Can you see why I'm the right agent to help you achieve your real estate goals? A common fear amongst new agents is how to handle answering this question. Utilizing the Feel Felt Found Technique allows you to acknowledge the potential client’s question while also highlighting your knowledge of market trends, your company’s history of success, and your enthusiasm for providing high-level service. 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 for a Signed Agreement YOU CAN SAY Can you see how it would benefit you to have a professional working for you to find the best home and negotiate on your behalf to get the best possible terms? Your signature makes this official! Now let’s work together to find your dream home. WWB It’s time to get the buyer’s commitment! Hand over the Buyer Representation Agreement and a pen for the buyer to sign. 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 2 YOU CAN SAY CREATE A PARTNERSHIP-- Set the expectation of a partnership and share the services you provide and how they will help the buyer. You can align your value with the top four things buyers generally want from an agent from the 2023 NAR® Profile of Home Buyers and Sellers to help solidify your partnership. My job is to partner with you to fulfill your real estate goals, this starts with understanding your needs and what is important to you. Let’s confirm we are the right fit for each other – we will focus on what we can do for each other to make sure this process runs as smoothly as possible. HELP FINDING THE RIGHT HOME TO PURCHASE The first thing I will do is to give you all my expertise and service as a real estate professional. This will create a smooth and less stressful search. I will continue to search until we have located a property that’s just right for you. Does that sound helpful? HELP NEGOTIATE THE PRICE AND TERMS OF SALE Great! The second thing I will do is use our technology to prepare a comparable market analysis on your prospective home. That way we will be negotiating with all the latest information. Finding the home is only the first step and is something we will do together. The offer and negotiation are where the right agent makes the biggest difference. Would you agree? HELP WITH PAPERWORK The third thing I will do is orchestrate all the entities necessary, like lenders, title, appraisals and inspections to bring us to a timely close. Is that of value to you? 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.

Non-Occupant Homeowners YOU CAN SAY Mr./ Mrs. (owner name), I'm calling about (address). Do you still own that property? Great. I don't know if you've been keeping up with what's happening in the market here. It's an incredible time to sell if you wany to get more than asking or other incredibly favorable terms. Do you have any plans to do something different with the equity you've built over the next three to four years? I wanted to let you know that we've seen three years’ worth of appreciation in one year so it may be to your advantage to make those changes sooner. I'd love to walk you through what the market data says right now and how we can use that in your favor. Do you have some time now or would you like to talk tomorrow at (specific time)? Non- occupant homeowners may not be utilizing their vacation home or retirement investments. You can show homeowners how you can help them utilize current market statistics to maximize profit on the sale of their property. 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.

Lead With Buyer Appointments YOU CAN SAY Welcome! My name is (your name). I’m a real estate agent with (brokerage) and work with many buyers and sellers in this area. What is your name? (Introduces self) It’s a pleasure to meet you. For safety and security, the sellers want contact information on every visitor who comes through, so please sign in on the iPad. What brought you to this home today? (we’re looking to buy) I hope this property is perfect for you! Even if it’s not, please check back in with me and let me know what you liked and disliked. Your feedback will be helpful for the sellers. (visitor tours home alone) What do you think... is this a home you can picture yourself living in? (it’s not for us) Tell me about the right home for you—what are your must have features? How many bedrooms/bathrooms? What is your price range? Do you currently own a home? What do you love about it? What do you wish was different? Do you need to sell your current home before you can buy? I would be happy to help you in your search. I often know about new listings before they go online and can show you any property listed. Let’s get together and talk about the specifics of what you need so I can get to work for you!” I’m free as soon as I am done here. Does 4 p.m. today work for you? Or 3 p.m. tomorrow? What’s the best phone number and email for you? You have a captive audience with potential buyers looking at your open house. Strick while the iron is hot! If the prospective buyers are not interested in that property, use your knowledge of the local market homes for sale to discuss other properties and set up an appointment with them. 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.