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.

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.

Showing Transparency Around Buyer Agency Compensation YOU CAN SAY Whether to offer compensation to a buyer’s broker, and the amount of compensation you may decide to offer, is purely your choice. You are not required by law to offer such compensation, and all compensation is fully negotiable. However, so that you can make an informed decision, and to help you understand why I recommend that you make such an offer, I want to share why I believe there are significant benefits to doing so. WWB While it may not have always been considered a best practice to bring up compensation in early conversations with potential clients, discussing the benefits upfront can help you build trust and demonstrate your value. It used to be that bringing up fees before demonstrating your value would come across as only caring about your payment – now, that conversation is in the interest of transparency. 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.

Online Lead Follow-Up EMAIL TIPS Speed to lead- respond within 5 minutes to an inquiry Keep your emails short- a few sentences at most Make your emails sound conversational- read your email out loud before sending! Use the subject line to peak interest – give them something to wonder about/question Send emails on Monday mornings Long-term follow-up: online leads take an average of 18 months to convert YOU CAN WRITE SUBJECT LINE: Will This House Work for You? MESSAGE: This listing hit the market today, and I wanted to get it right over to you. As of today, there are four homes listed in your search area and price range. On average, they're selling within 11 days. If you’re interested, I'm scheduling showings for this afternoon and can easily add this to my list. It’s frustrating when you respond to a buyer inquiry on a specific listing, and then you never hear from them. Many agents give up after their first or second attempt at following up with an online lead. You can increase your chances of converting an online lead to an actual conversation with an efficient, informative email script. 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.

Another Agent Will Take Lower Commission Show sellers how you will net them more Can’t We Drop The Price If We Don’t Get An Offer Objection Handling- Dropping the Price Close The Deal Navigate contingencies with the seller Communicate, Communicate, Communicate Service the listing Educating The Seller Provide market position insight How Many Homes Have You Sold? Your response when you are new I Can’t Sell—I Have Nowhere To Go Provide options to sellers I Don’t Want A CMA Educate sellers on the value of a CMA I Don’t Want A Consultation Educate sellers on the listing process I Want To List At A Higher Price Educate sellers on your pricing strategy I Want To Wait To Sell Educate hesitant sellers with market data My Friend/Family Member Is An Agent Feel, Felt Found and Benefit Statement Offer Over List Price Provide market data to appraiser Prequalify Potential Sellers Set up for a successful listing appointment Seller Listing Presentation Build momentum to get the business Seller-Centric Social Media Posts Expand your sphere Selling In An Aggressive Market Educate sellers on proper positioning Strategizing With The Seller Setting an “impact” price The Listing Presentation Naturally progress to a signed listing agreement Sellers

Gain New Clients Set appointment with prospective buyers Lead With Buyer Appointments Prequalify visitors motivated to buy Lead With Seller Appointments Offer market report to potential sellers Open House Referrals Make connections with neighbors Promote Your Open House Generate interest and drive traffic Open Houses

A Signed Buyer Agreement Your opportunity to ask for referrals Ask For A Referral Leverage the law of reciprocity Just Listed Your opportunity to ask for referrals Open House Referrals Make connections with neighbors Preferred Vendor Get real estate referrals Recently Sold Home Your opportunity to ask for referrals Starting A Conversation Calling a New Referral Referrals

Buyer Expectations Prioritizing home tours Buyer Home Search Narrowing the list Buyer Pre-Approval Offer lender services Buyer Pre-Consultation Set up for a successful buyer consultation I Don’t Want To Meet In-Person Save buyers time and stress I Don’t Want To Sign The value of the Buyer Representation Agreement I Just Want To See This Listing Differentiate yourself by learning buyer goals I Want Everything Repaired! Set realistic expectations I Want To Offer A Lower Price Educate buyers on market conditions I Want To Wait To Buy A Home Educate buyers on market conditions I Want To Wait To Find A Home Update buyers on the market Introducing Buyer Representation Start the conversation about Buyer Representation Low Appraisal Educate the seller on options Market Trends Demonstrate your knowledge with buyers The Buyer Consultation--Goal 1 Build Trust The Buyer Consultation--Goal 2 Articulate Your Value The Buyer Consultation--Goal 3 Explain the Value of Representation The Buyer Consultation--Goal 4 Be Transparent The Buyer Consultation--Goal 5 Earn the Business Buyers

Leverage Just Sold Listings Circle prospect for leads Leverage Just Sold Listings Educate neighboring homeowners Market Updates Find prospective sellers Non-Occupant Homeowners Showcase your knowledge with market updates Provide A Comparative Market Analysis Educate homeowners on market trends Circle Prospecting

Another Agent Will Take Lower Commission Show sellers how you will net them more Can’t We Drop The Price If We Don’t Get An Offer Objection Handling- Dropping the Price Communicate, Communicate, Communicate Service the listing How Many Homes Have You Sold? Your response when you are new I Can’t Sell—I Have Nowhere To Go Provide options to sellers I Don’t Want A CMA Educate sellers on the value of a CMA I Don’t Want To Meet In-Person Save buyers time and stress I Don’t Want To Sign The value of the Buyer Representation Agreement I Want Everything Repaired! Set realistic expectations I Want To List At A Higher Price Educate sellers on your pricing strategy I Want To Offer A Lower Price Educate buyers on market conditions I Want To Wait To Buy A Home Educate buyers on market conditions I Want To Wait To Find A Home Update buyers on the market I Want To Wait To Sell Educate hesitant sellers with market data My Friend/Family Member Is An Agent Feel, Felt Found and Benefit Statement Objection Handling

Sphere of Influence Adapting Scripts to a Text Texting F.O.R.D Model Mastering small talk Online Lead Follow-Up Email buyers a market update RDA Conversation Model Create genuine, effective conversations Seller-Centric Social Media Posts Expand your sphere The Power of Storytelling Connect with your sphere Who Do You Know? Expand your sphere through friends/family