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.

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.

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.

Signing a Buyer Broker Service Agreement YOU CAN SAY I’m glad you asked about the importance of Buyer Broker Service Agreements. I understand that this is a different process than in your previous experience. This actually a new requirement in the real estate industry! Based on recent industry changes, MLSs in most jurisdictions require a signed agreement before I can show you any homes. Signing an 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. Based on your needs, we can determine which type of agreement will work best for our needs. Can you see how signing this agreement is a helpful but necessary part of the process? WWB Buyers are asking for a commitment of your professional time and effort. Asking for a commitment from them should be the natural conclusion of sharing with them the value of working 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.

I Don’t Want To Meet In-Person YOU CAN SAY I understand that you're excited to start looking at houses. I'm looking forward to getting started with you. When are you looking to be in your new home? I find that meeting first to discuss your goals and create strategies to get you what you want makes for a more successful and less stressful process. We’ll only need about 45 minutes. My job is to share the tools we will use to identify all the available properties that best meet your needs and we’ll get started on the necessary process. The benefit to you is that it will save you so much time and stress and make sure you're ready to submit a winning offer when you walk into the home that you just know is the one. Can you see why it would be important to meet prior to us going out and looking at homes? I’m free this afternoon or tomorrow morning, which one works better for you? In a competitive market, buyers may be more focused on finding a listing that meets their needs than committing to one real estate agent. A great buyer consultation gives you the opportunity to educate them about the home-buying process, highlight your extensive knowledge of the market, and foster a connection showing you care about them and can be their trusted real-estate agent. 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 Want To Wait To Find A Home YOU CAN SAY It sounds like you could be frustrated by the competition for the few listings that are on the market right now and you want to hold off and start looking again in a couple of months. Do I have that right? I understand why you're feeling that way. Deciding on the right time to buy is one of the most important decisions that you're going to make. My job is to inform you on what the market is doing right now, stay up to date on what the National Association of Realtors REALTORS® is projecting for the future and help you make the most informed decision possible. The benefit is, we know that due to very low interest rates, the affordability of homes is very high right now, yet no one can truly predict whether the economy can stay at this level of affordability into the new year. Over the summer, we saw a slight decrease in affordability due to the increase in home prices month after month. Let's continue to monitor what hits the market and work together to find the right deal for you and your family. NOTE—Check market watch statistics and change transcript accordingly to provide updated information to the potential buyer. Buyers may state that they want to wait to look for a new home because they are frustrated over the level of competition for so few listings. Educate buyers on the current market realities to help them reconsider waiting. 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.

Buyer Pre-Consultation YOU CAN SAY MOTIVATION Why are you looking to move? Do you own or rent? What is most important to you—finding the right home, the right price, timing, or an easy transaction? FINANCIAL ABILITY Have you been prequalified or preapproved? Is it just you making the decision? EXPERIENCE Is this the first home you have purchased? What did you like least and most about that experience and the other agents you have worked with? Did you sign a Buyer’s Agreement with any other agents? PROPERTY INTEL What is your target area? Do you have specific towns in mind? Why would those meet your needs? What are the specifics you’re looking for in a home (how many bedrooms, bathrooms, etc.)? What are your dealbreakers in a home? SET EXPECTATIONS Our next steps are to get together to complete a consultation and sign a buyer representation agreement. I will send you a packet of information that goes into the details of the home buying process and gives you a preview of the home buying process and gives you a preview of the Buyer Representation Agreement that we can discuss to start the search for your dream home. I will send you a text with my contact information, so you have my number and name. Do you have any questions for me? CONFIRM APPOINTMENT Would this evening at 5:00 be a good time to get together, or is tomorrow morning at 10:00 better? Are there any other decision-makers who will be there, or should be there? What is your preferred method of contact?   Not all buyers are ready to buy—ask questions weed out the buyers who may already be working with another agent and the ones that are just casually looking. For serious buyers, determine their motivation, timeline, ability, and experience to help you tailor your consultation to their needs. 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.