Introducing Buyer Representation YOU CAN SAY Committing to me as your partner in this home buying experience is not you committing to purchasing a home. By signing a Buyer Representation Agreement, I am committed to professionally representing you and providing the service, time, and attention it takes to find and close on the home of your dreams. I am committed to protecting your best interests while minimizing conflicts, negotiating favorable terms, and ultimately providing the superior service that will make you a client for life. What I’m asking for is that same commitment for you to work with me. Depending on your relationship with the buyer, any substantive conversation within these steps is an opportunity to educate them on the benefits of being your client and the value you bring to the table by signing a 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.

Explain Buyer Compensation YOU CAN SAY 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. This agreement* states 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. *Buyer Representation Agreements and rules vary from state to state. Check your local agreement to determine which elements apply to you. WWB 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.

I Want To Wait To Sell YOU CAN SAY (Make sure to update the script to reflect latest market statistics) The latest statistics show signs of potential shifts in the market. Existing sales decreased month over month for the first time since (date) and mortgage interest rates rose above (percent) for the first time since last summer. This data is important for you to know because it may impact the net amount you could receive for the sale of your home. My job is to provide you with the most updated information to help you make this decision. I'm going to provide you with everything you need to know. The benefit to you is having a complete understanding so you can make the smartest and most profitable decision. Can you see why this would be important? Sometimes sellers want to capitalize on the conditions of the market and wait to sell in order to net the most amount for the sale of their home. Your role as the real estate agent is to educate the seller on market data statistics to show them that waiting to sell may not be in their best interest if they want to maximize profit. 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.

Working with Another Agent YOU CAN SAY If I understand correctly, you are already working with someone who did not require you to sign something because the new rules had not gone into effect. You may feel that the agent you’re currently working with is giving you a deal and that signing an agreement with me is a cost you will not have with that other agent. It’s normal to be cautious of extra costs or contracts during a major purchase. However, that agent doesn’t have your best interests in mind if they are working without a representation agreement. Based on recent industry changes, MLSs in most jurisdictions require a signed agreement before I can show you any homes. This signed agreement doesn’t necessarily require you to pay “extra”– we can review the different ways I can be paid and find the right fit for your needs. Also, that other agent will expect to get paid for their services if they help you close on a transaction – with me, our agreement will spell out exactly what you can expect with no surprises. Can you see why signing an agreement with me could benefit you during this transaction? WWB If buyers were working with an agent before the new rules had gone into effect, they may not have signed a Buyer Agreement with them. Address the need to sign an exclusive Buyer Agreement with your 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.

The Buyer Consultation--Goal 1 YOU CAN SAY CONFIRM AND CLARIFY-- Use the information gathered during the Pre-Consultation as the foundation to go in-depth to understand the buyer’s wants, needs, and financial ability. (Buyer Name) thank you for trusting me to help you through this process. My goal is to provide you with superior service. To do that, I’d like to truly understand what you need in your dream home. I’ve prepared a few questions to gain some clarity around your goals. By working through them, we’ll save time by eliminating homes that don’t meet your needs. Let’s jump in! You said the location you are interested in is _______, yes? And your time frame is _____, right? Have you been prequalified or preapproved by your lender yet? And your price range is ______? You are looking for a three bed/two bath with a study, right? Why is that important to you? Your preference is a _______. Why is that important to you? Any existing home to sell or any other contingencies we need to be mindful of? DEMONSTRATE YOUR MASTERY OF THE MARKET-- Share your value proposition and demonstrate your mastery of the market as proof of why the buyer should commit to a partnership with you. In this price range, homes priced right are only taking about (number) days to sell and sellers are getting about (percentage) of asking price on average. The demand at (their price point) is high, so it’s typically the overpriced homes that are sitting on the market for long periods of time. In the price ranges (insert a range), the home you are looking at are selling (slower or faster), so don’t be surprised if it takes (less time or more time) to find the one. 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.

Promote Your Open House YOU CAN SAY PEAK NEIGHBORS INTEREST Hello, my name is (your name), a real estate agent affiliated with (company name). I will be hosting a special Open House at (address) on (day) from (time frame) Did you know this home was for sale? I promised the seller I would get the word out in the neighborhood and was curious: who do you know that might want to live in this area? What real estate needs can I help you with? I regularly provide valuable information to my current and past clients, such as (items you send). If you give me your email or phone number, I would be happy to include you. Wonderful! Again, the Open House is (day, time). Please stop by. I’ll have snacks and treats. I’d love to show you the home! (hand them a flyer / invite) PROMOTE ON SOCIAL MEDIA BEFORE— Come see me at 4587 Walnut Cove today at 4 p.m. This lovely home is a 4-bedroom 3-bath with a great open floor plan and a bonus room over the garage DURING— Take a look at this (pan around)! See you at 1450 Maple Street in about ninety minutes when we open this home for home buyers like you! AFTER —We had 25 visitors today at 4587 Walnut Cove. The favorite attraction was the open floor plan connecting the family room, kitchen, and dining room, great for entertaining. Don’t miss out... contact me if interested! You have picked a house that is attractive, desirable, and accessible to our ideal client. Choose the promotional strategies that work best to target the property’s ideal buyers as well as your ideal 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.

I Want To List At A Higher Price YOU CAN SAY From what I'm hearing you say, your concern is that if your house sells fast, you'll wonder if you should have priced higher. I understand your concern. You're hearing that houses are selling fast and above asking price and there's a lack of supply of listings to choose from right now. Many sellers right now are feeling the same way and were uncertain of where to set the right price. In my experience, when other agents see that a home is priced high in the beginning, that will tell them that the sellers may be unrealistic and not motivated. The agents may interpret this as troublesome when it comes to getting the deal closed. If we need to lower the price later, all the ready, willing and able buyers will have bought another home, and we may lose out on some highly qualified buyers. If we can decide on a list price based on what the market is telling us, we have the best chance of getting a lot of competition and potentially multiple offers, right? OR In my experience, marketing your home at the right price is critical in achieving your goals of selling. Let's see what the market is saying about your property. (Insert data on the seller’s property within the market. This is important to you because the pricing decision is the most critical decision you will make. My job is to provide you with the best information to make this decision. I'll lay out everything you need to know. The benefit to you is having a complete understanding so you can make the most informed and profitable decision. Can you see why this would be important? Sellers may feel inclined to want to price their homes over the CMA, either due to their concern for underselling or from what they have heard in the media about the current real estate market. Demonstrate to the seller how pricing their home appropriately in relation to the CMA creates a sense of urgency for informed buyers and can motivate other agents to encourage buyers to look at 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.

Gain New Clients YOU CAN SAY I know of a few additional homes that are (coming to market/on the market) that would meet your criteria. Would you like to see one of them? When is the best time for you to see one of them? I’m free as soon I am done here—at 4:00 p.m. If not, let’s get together on (day) at (time). What’s the best phone number and email for you? You have a captive audience with potential buyers looking at your open house. 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.

Just Listed YOU CAN SAY Hi, (name). This is (your name). Are you ready for your weekly update? (share) Now that you have listed, you’re going to find that many of your conversations are about real estate. It’s like when you buy a new car and suddenly you see that car everywhere! When you are talking to people who are thinking of moving, could you refer those people to me? I would love to help your friends and family, and I’ll keep you updated on anything that happens. When you do hear of someone, if you could forward me their number, I’ll reach out. OR Question for you, has anyone started asking you about your home? For example, why you are selling, or how you picked your agent? I have found that when people start quizzing someone who is selling their home it is because they are thinking about selling theirs. You become the expert for anyone thinking about selling! When you get those questions, could you refer them to me? I’m excited to sell your listing, and I want to provide the same service to your friends and family as well. When you do hear of someone, if you could forward me their number, I’ll reach out. (If yes) Great! 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 friend of yours. When you have listed a home for a client, you will be communicating regularly with them. You can use this as an opportunity to ask your client if they know of other people who are thinking of moving as well. The more referrals you have, the greater chance you have to gain more 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.

Get Ahead of Misconceptions YOU CAN SAY Signing a Buyer Representation Agreement doesn't obligate you to purchase a home; it's just choosing me as your representative to help you find and negotiate the purchase of a home. With this commitment, I can dedicate time and energy to working with lenders, inspectors, and everyone in between! Also, MLSs in most jurisdictions require a signed agreement before I can show you any homes. WWB It’s important to get ahead of your buyers’ concerns about what a signed buyer representation does and doesn’t do. 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 Power of Storytelling YOU CAN SAY Hi! I just wanted to reach out to see how you are doing. (Send them well wishes if it is the start of a new year or season). IF THE CONVERSATION LEADS TO REAL ESTATE Focus on the benefit for sellers in today’s marketplace OR Tell a story of a recent seller who benefited from the current market conditions. It can be someone who worked with you directly or a success story of another agent in your office. This shows the benefits of selling in the current market. FOR EXAMPLE The market conditions right now are really benefiting sellers to an amazing degree. I just sold a house and the sellers got $10,000 over asking. Sharing real stories of success with your sphere in the current market conditions can be a particularly compelling way to find new clients. Maintaining connections allows you to discover new people who are interested in purchasing or selling 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.

Putting Your Sellers in a Buyers’ Shoes YOU CAN SAY Some buyers may not have the cash to pay their own real estate agent out of pocket. Often buyers need their cash for the down payment and other expenses. Generally, buyers cannot finance a brokerage commission through a mortgage. Buyers without the necessary cash may not have the option of borrowing to pay for their own agent. WWB Buyers face significant hurdles when purchasing a home, and easing the financial burden of separately finding funding for their buyer agent can make the listed property more attractive. 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.