Adapting Scripts to a Text YOU CAN TEXT These are suggestions to follow with a text message. You will want to determine your purpose for reaching out and change the messages accordingly. Hey! My name is (name) and I am a part of (company name). I’d love to chat about (your recent listing, CMA of your home, finding the right home for you). OR Hi, this is (name, if necessary). I wanted to send some exciting news. I am thrilled to be working in real estate now! There is so much going on in the market and would love to share. If you or anyone you know has an real estate needs I’d be happy to help! Give me a call when you get a chance. ASK OPEN-ENDED QUESTIONS If you ask targeted open -ended questions, you can better connect and gather more personal information to best service their needs. INCLUDE AN ITEM OF VALUE OR CALL TO ACTION A link to your website Offer them an updated Comparative Market Analysis. If they're a homeowner, offer them information of value, something in exchange for that conversation IF THEY RESPOND, "NO THANKS!" So nice to connect with you. Please do let me know if you or anyone you know has any real estate needs or questions about the current market, I’d be happy to help! IF THEY RESPOND, "I'D LIKE TO TALK TO YOU ABOUT ________.” That’s great! So nice to hear from you. I can certainly help with ________.” Most people prefer texts over phone calls. You can adapt your scripts to text messages and still be impactful. If you are concise, speak conversationally and make the message personal, you can expand your SOI and make a connection that could lead you to find a new buyer or seller. 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.

Recently Sold Home YOU CAN SAY It has been such a pleasure working with you and I am so excited for how much you are going to love your new home. Don’t worry—I’ll still be here to offer any help I can, and I’ll check in to make sure the process is continuing as planned. As we finish this transaction, who can you think of right now who is thinking about buying or selling a home? You have my guarantee that they will receive the same five-star attention and service that you did! Checking in with your seller during the contract to close process is your opportunity to ask about friends or family who may be buying or selling a home. This strategy showcases your commitment to service while also prospecting for future clients. 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.

A Signed Buyer Agreement YOU CAN SAY My business is based on the word-of-mouth of my clients. As you talk about the sale of your home, I’m betting friends, family, and coworkers will share with you that they are considering buying or selling, too. I have been able to find your new home, helped you navigate the process, and have followed through on the things I’ve said I would do. Could I ask that at some point before we leave the closing table, would you share with me the information of at least one person you know who is considering selling or buying? With the close of a home comes an opening for new clients. A buyer has firsthand experience of your dedication and success in finding them their perfect home. After demonstrating your ability to conduct a successful sale, you can ask your buyer for a referral. Your client may be able to connect you with others who are looking to buy or sell a 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.

I Want To Offer A Lower Price YOU CAN SAY If I'm hearing you correctly, you want to submit an offer below the current list price or underneath the most recent comparative market analysis. Is that correct? I understand. You want to feel like you're making a smart purchase when buying a house and a lot of buyers want to test the market and see what happens. What we have found is that there are risks to this strategy. We're experiencing the hottest seller’s market that we have seen in a long time. Every property sold is getting four offers on average, many times even more. Home values keep increasing month over month, making conditions ultra-competitive for buyers. Can you see why submitting a competitive offer would be the best use of your time? Even in a competitive market with high buyer demand and low inventory, buyers may want to test the market by making an offer under the list price. Use the Feel, Felt, Found technique to redirect buyers to be more realistic, ensuring a successful sale for them and for 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.

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.

I Want To Wait To Buy A Home YOU CAN SAY (Make sure to check market watch statistics to reflect the current buyer market) If becoming a homeowner is the right move for you right now, waiting will cost you. Properties are quickly appreciating, and interest rates are rising. What you have your eye on now could easily cost 10% or more in just a few months. Last month we saw a (percent) increase compared to the previous month. Normally we don't see quite that much in an entire year. We've just experienced the (number) month of year –over- year increases with no end in sight. Let's do the right thing and get you into the home you're excited about before you get priced out of it. Incredibly low interest rates are helping to keep payments low, so you may still be able to have significant monthly savings due to low rates. Let's get you preapproved and ready to go! Many buyers want to pause their home search until more homes are available. Your role as a real estate agent is to educate buyers on current market trends and show them how your expertise can guide them to find the home of their dreams. 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.

Compensation Structure YOU CAN SAY Great question! Let's dig into how I can be compensated. With such a big purchase, it’s normal to be concerned about where every dollar comes from and goes. This is a common question due to recent industry changes. New MLS rules eliminate historic practices making a seller's unilateral offer a legal obligation. Commissions are not set by law and are fully negotiable for both the buyer and the seller agent. That said, there are several ways in which I can be paid for my services. These include: The seller of the property you are interested in has offered to pay a commission to the buyer’s agent as part of the listing. The seller has offered a modest commission towards the buyer’s agent as reflected in the listing, which would require either contribution by you as the buyer or we would include that as part of an offer you make on the property. The seller has not offered to pay a commission to the buyer’s agent, but we include that requirement as part of the offer you make on the property. The seller will not agree to pay a buyer’s agent commission, in which case you would be responsible for my compensation. Based on the properties on the market, we can determine what works best for you. WWB Buyers may wonder why the seller is not paying a commission split. Be transparent about the many options buyers have under new compensation rules. 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.

Ask For A Referral YOU CAN SAY Hi, (name). This is (your name). I’m reaching out to share with you that I am in real estate and have joined (company name), a great firm in (location). I work with some of the top experts in the business and have access to a ton of helpful resources. REMINDER Don’t forget about your potential for outgoing referrals. You can help anyone in your Sphere no matter where they live by providing a referral to a great local agent). One of the reasons I joined (company name) is that we are part of a national and international network that allows me to help people I care about connect with a great agent. Regardless of where you are moving to or from, I have great connections who can help. Do you currently have any real estate needs? Are you interested in learning about market activity in your area? IF THEY HAVE NEEDS Great. I can help you with that. I’ll get back to you. IF THEY DO NOT HAVE NEEDS Okay, I look forward to keeping you updated on your local market. Please reach out anytime. Do you know anyone who might be looking to move or invest in real estate? IF YES Great! What’s their contact info? 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 Okay, I appreciate you giving it some thought! And if you think of anyone, 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). Use the Law of Reciprocity to ask your sphere if they know of anyone who might benefit from your real estate services. Even if you conclude the conversation without a new referral, you can still use the conversation as a way to keep your line of communication open and re-share online platforms to contact you in the future. 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 Listing Presentation YOU CAN SAY STEP 1: ASK FOR THE TOUR Can you take me on a tour of your home and share what you love about it? Let’s start with the outside and work our way to the end with the kitchen. You said you’re moving to (name of destination), yes? And you want to be there by (time frame), correct? And you said you wanted to get (amount)? STEP 2: ALLOW THE SELLER TO DICTATE THE STARTING POINT Some of the great things about working with me is I am very knowledgeable about this neighborhood and market, I understand how properties need to be marketed to find buyers, and I create strategies on pricing based on your needs and timeframe with the sale. We will talk about all three—price, marketing, and my track record and experience. Based on these three things, what’s most important to you? Yesterday, when we spoke you mentioned marketing was most important to you, would you like to start there? STEP 3: CONVEY MARKETING STRATEGY Before I list some of the unique things I will do to market your property, let me share the basic marketing I and most other agents do to market properties. Just like other agents, I will list in the MLS which automatically syndicates to thousands of real estate websites, put it on social media, and create a flyer to send to my database. Your property will be one of the 30,000 properties in the MLS where there are 7,000 agents. With those numbers, it takes a bit of luck that the right agent sees your property at the right time in the MLS. I don’t want to leave the sale of your property up to chance. I will proactively work the MLS by identifying the top 20 agents that have sold properties in the last year in your community, in this section of town, and in your price range to call and personally check in to see if they have any buyers and will keep the property in mind. Reaching out to the agents who specialize in this market will create more demand and more showings than the MLS will create. The more showings I can get for your property, the faster it will sell. Not only will I reach out to the top agents working in your section of town to tap into their buyers, I will also proactively reach out to my buyers. I did some research for our meeting and identified 76 buyers actively searching for properties on our website. Once I have the listing in the MLS, I will text or email a link to them. Then I will personally call them to tell them about your property. STEP 4: DISCUSS PRICING (Share Comparative Market Analysis) Based on this information, I think we would agree that your property could sell anywhere from $460K to $500K and the difference between getting $460K and $500K is time. The data tells us the properties that sold at the lower end of this range sold faster. If you are more motivated by time, then we will want to go to the lower range. If you are more motivated by money, then we will want to go with the higher range. If you prefer a blend, we will want to go with the middle price. Which strategy do you feel would work best for us? Based on the few conversations we’ve had about your goals; I would have picked that option too. STEP 5: CLOSE FOR A SIGNED AGREEMENT Are you ready to get started? Together we chose a strategy, and I will execute that strategy immediately. I want you to feel comfortable and confident I will stay in communication with you. And at any point, when something should change in the market, be assured that I will call you and we will revisit our conversation. Does that sound good? The Listing Presentation is your opportunity to win business. Guide the conversation during the walk through, marketing plan, and market position conversation to remove objections and assumptively close for the listing 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.