Selling In An Aggressive Market YOU CAN SAY First of all, I am sure you are aware of the fact that you and I do not determine what your home will sell for. The market decides, depending on what a buyer is willing to pay. There are currently(number) homes for sale in your area. Each month approximately(number) homes in your area sell. That means if no other homes come on the market, we have a(number) month supply of inventory. Plus, (number) additional listings come on the market each month in your area. If I were to print a one-line printout from MLS/listing system with all the homes for sale, the list would be (number) feet long! Currently only (percent) of listings are going under contract. Most homes are priced 10 percent or more above market value, one-third are between 5 percent and 10 percent above market value, and the rest are between market value and 5 percent above. Which homes do you think all buyers want to see first? Of course, they want to see the best priced homes. They all do! If you were a buyer, which homes would you want to focus on? Of course, you would. Only (percent) of the inventory is sold each month. The ones that are moving are the ones that are priced properly. With (number) homes on the market, we want to be one of the (number) homes that sell! Because of this, the market is recommending that we list your home tonight at a price between $(amount) and $(amount). Based upon this information, what price are you comfortable positioning your home for sale? Let’s go ahead with the paperwork and take advantage of the fact that most of your current competition is overpriced! Sellers who have urgent motivation to move may not understand the importance of proper position in the market. You can educate the seller about the importance of proper positioning to ensure their home sells in a timely manner. 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.

Market Updates YOU CAN SAY Hi, I'm calling about (insert house address here). We talked a few months back. I'm following up to let you know that we're seen signs that now may be the time to act if you don't want to miss this historic time for you to sell your home. We’ve seen (amount) of (normal) appreciation in the last (number) months. At the same time, inventory is gradually increasing, and sellers are seeing few offers on average. In your neighborhood, we are seeing (number of offers in potential seller’s neighborhood). but we're not expecting a sudden market shift. It may be more like the air deflating from a balloon, meaning you have time to act and take advantage of multiple offers and record- setting (number) days on market across the country. For a home like yours, we’d expect to have a offers in (insert amount here). I would love to walk you through what the market data says right now and how we can use that to your advantage. Do you have some time now to talk, or should we set up a time to talk tomorrow, around (insert specific time here)? Knowing the latest local and national market data statistics sets you apart from other agents. You can share how this data benefits potential sellers who are considering selling in the current climate while also establishing yourself as a trustworthy, resourceful real estate advisor. 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.

My Friend/Family Member Is An Agent FOR THE FEEL, FELT, FOUND TECHNIQUE YOU CAN SAY I understand exactly how you feel. If I were in your shoes, I would feel the exact same way. I've worked with many clients in the past that initially felt obligated to work with a friend or family member that was a licensed real estate salesperson. What I found is that meeting with more than one agent allows you to make the most informed decision about working with the right agent who knows the market, has good working relationships with other agents in the marketplace, and can maximize buyer interest in your listing, which will net you the most amount of money at the end of the day. Can you see how this might benefit you? FOR THE BENEFITS STATEMENT YOU CAN SAY In my experience, it's always wise to interview more than one agent before listing your house. This is important because choosing the right agent to represent you and the sale of your property is one of the most important decisions you can make. My job is to provide you with the best information based on analyzing up-to-the-minute market conditions, leveraging my extensive knowledge of the area, as well as my relationships with other agents in the area. The benefit to you is the ability to make the most informed decision to maximize buyer demand for your property so you get the most amount of money from the sale of your home. Can you see why this would benefit you? The Feel, Felt, Found Technique and the Benefits Statement are two approaches to owning objections. The Feel, Felt, Found Technique may resonate more with an emotions-based client, while the Benefits Statement may resonate better with a client who is more practical in their thinking. Both techniques highlight how your expertise sets you apart from other real estate agents and why they should choose to work 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.

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.

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