Offer Over List Price YOU CAN SAY Some of the recent sales prices in this neighborhood are not reflecting market value. The property at (recently sold home in neighborhood here) was in a pre-foreclosure phase and had fallen into disrepair. Similarly, the property at (recently sold home in neighborhood) has been a rental for ten years. Here are three comps of sales that are of a similar size and condition as this one (research comparable homes to show the seller and the appraiser why the home deserves to be sold at the increased price). The home most vulnerable to appraisals is one that received an offer over list price. As the agent, you can help the appraiser understand why the home is worth the increased price and educate the seller about the value of their home before the appraisal. 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 4 YOU CAN SAY EXPLAIN BUYER COMPENSATION-- Be transparent and confident about the options on how you will be compensated. As your representative, I want to be transparent about how Buyer’s Agents are paid for our services. Both the brokerage and I are paid on a commission basis. That means that I only get paid if I help you find a home you want to purchase and the transaction closes. Unless and until that happens, no payment is due. 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 broker The seller has offered a modest commission towards the buyer’s broker 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 broker, 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 broker commission, in which case you would be responsible for my compensation. Please note that my payment amount is not set by law and is fully negotiable. Buyers are not always aware of how compensation is determined in a real estate transaction. Demonstrate transparency as one of the benefits of working with you by educating and preparing buyers for the various options in which your commission may be paid. 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.

I Don’t Want A CMA YOU CAN SAY (Make sure to check the current market watch statistics about sales and inventory) Holding off on learning what your home is worth in today's market may impact you financially. Getting an updated CMA is important because market conditions are shifting rapidly and that could affect the value of your home. Last month’s statistics from the National Association of Realtors showed a decrease in existing sales and a slight increase in listings inventory. This could be an indication that buyers are getting tired of competing in multiple- offer situations and not finding listings that meet their search criteria. My job is to provide you with the most accurate data so you can know exactly how the value of your home has been impacted by the market. I just need a few details about your home, and then I can send you the updated CMA or drop it off to review it together. The benefit to you is having real- time data that will help you make informed decisions. Can we have a quick call tomorrow around (time)? It can feel frustrating when a seller states that they aren’t interested in a CMA, as home listings are historically low across the United States. Using a Benefits statement allows you to educate the seller on the value of a CMA and how it can help them to make an informed decision. 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.

Demonstrate Your Professionalism YOU CAN SAY 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 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? WWB Let buyers know you’ll send your Pre-Consultation packet that provides more information about you and the 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.

Low Appraisal If the appraisal comes in at less than the contracted sales price: The sellers may be open to negotiation options that include a reduced sales price. OR The buyers might need to cover the difference between the loan amount and the appraisal amount to keep the loan value ratio within acceptable limits. YOU CAN SAY The selling price and actual market value of a home do not always align. On one hand, of course, we know that the value of a home is whatever a buyer is willing to pay for it, but we need to keep in mind that the buyers’ lender has a considerable amount of skin in the game. Until the mortgage is paid off, the lender actually “owns” a portion of the home and cannot approve a mortgage for more than the appraiser says it’s worth. Appraisals lower than the agreed-upon contract price are a reality in real estate. When you educate the seller about their options, you can help negotiate a solution. This ensures the seller is satisfied and the sale is successful. 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.

Seller-Centric Social Media Posts YOU CAN SAY If you knew what was happening in the real estate market right now, you would want to know what your house was worth. Sales were up almost (check the recent statistics of the market and insert here). The supply of listed homes is getting tighter and higher buyer demand is driving up sales prices. The National Association of REALTORS® reported that there were nearly three offers per property in (insert last month’s market statistics here). Whether you're just curious to see what your home would sell for today, or you're trying to decide if selling now is the right decision for you and your family, I have the data to help you make an informed decision. Text or call me today to set up a quick 15-minute call on Facetime or Zoom call so I can gather. We can discuss the details necessary to provide you with the most updated, accurate market analysis. Don't wait until the market changes. Social media enables you to reconnect with previous clients and those who follow you, giving you the opportunity to expand your Sphere of Influence. Create a social media post to showcase how you apply specific market information to support potential sellers. 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 Just Want To See This Listing YOU CAN SAY I do my business a little differently than most agents. My job is 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 showing houses, without learning anything about you or your goals. As an agent with expertise in the market, especially during this hypercompetitive time, I want you to have all the information you need to make the best decision for you and your family. I'd like to ask you some important questions about you and what you're looking for in this brief conversation so I can represent you in the best way possible. Buyers have a strong sense of urgency to see listings as soon as they are available—some within the hour. Your commitment to educating the buyer about the market and learning about their needs makes you unique from other agents. Prioritizing a Needs Analysis over seeing a new listing shows your dedication to finding the buyer’s dream home in a hypercompetitive 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.

Strategizing With The Seller YOU CAN SAY Buyers today ultimately determine what a home will sell for by what they are willing to pay. I want to make sure that your initial market position will excite the buyers strongly enough, so we can generate multiple showings and hopefully produce multiple offers. I call this an “impact” price. This strategy is the best way to help you net the highest possible price with the fewest days on the market. Let’s first look at homes most similar to yours in the area currently on the market and that are not selling, and then homes that have recently sold, revealing what buyers have actually paid for homes that are most similar to yours. This will tell us which homes were perceived as a value and those that were not. Based on this data, where do you think we should position your home? The market is suggesting a position sale between $________ and $________. If this is the correct number, your home should be sold in ______ (range) of days. If your home is not sold in _____ (range) of days, I will update the market analysis and see if we need to discuss repositioning the price. Are you comfortable with this strategy? It’s been proven to help sellers get the maximum price, no matter what the market is doing. Let’s go ahead and list your home at the “impact” price of $__________. By doing so, you are making a wise business decision. It is important for sellers to know that buyers strongly determine the price of a home. Your job as the agent is to help the seller strategize to be able to sell their home at a profitable price while also enticing the buyers on the market to make an offer. 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.