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.

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.

Buyer Pre-Approval YOU CAN SAY As part of my service I can provide a list of (number, at least 3) lenders who can help you. I would hate for you to start looking at homes, fall in love with “the one,” and then lose it because you did not get preapproved for that amount, or the sellers accept an offer from a buyer who is already preapproved. In this market we can’t even consider submitting an offer without a preapproval letter unless heartbreak is what we’re after! It is important that your buyers are pre-approved for a mortgage prior to putting in an offer on a home. You can offer lender services to help support your buyer and ensure they are ready to make an offer when the time comes. 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.

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.

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.

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.

Lead With Seller 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 are your names? (visitors introduce themselves) It’s a pleasure to meet you. For safety and security, the sellers have asked me to get contact information on every visitor who comes through, so please sign in on the iPad. What brought you to this home today? (We are just looking—we live in the neighborhood) Due to the marketing of this property, more buyers have an interest in this neighborhood. I’m curious, are you thinking of moving? (yes, we’ve been thinking about it) If you were to sell, where would you move? What is important to you about getting to (where they want to move)? What is most important to you about the next home you purchase? Most people like to know their home’s value. Would you like to know your home’s value? (yes) I do a free no-obligation Comparative Market Analysis and share it with you. When would you like me to stop by—Wednesday at 3 p.m. or Thursday at 4 p.m.? Open Houses are a bigger opportunity for lead generation than waiting for your sign, flyer, or virtual promotion to bring people to the door. Open Houses allow you to proactively meet people, drive traffic through your sphere and circle prospecting—connecting with the people around your Open House and asking for business. 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.

Close The Deal YOU CAN SAY The fact that we have an offer on the property is a great beginning! Let’s discuss some of the factors that will still need to play out (address local practices: title search, financial contingencies, etc.) Until all contingencies have been cleared, the home will appear on the market with a disclosure that the contract is pending. Do you still want to continue to show your home and take back-up offers? It’s exciting for the seller when they first receive an offer. Your job as their agent is to ensure they’re well-informed about contingencies and have a back-up plan in the event the offer does not go through. 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.

Valuing Representation for Both Buyers and Sellers YOU CAN SAY Your buyer having an agent means that both parties are represented by professionals and ensures a smoother process than when one side is unrepresented. You can incentivize buyers to retain representation by easing some of the financial burden of the buyers’ agency compensation. WWB No matter how the buyer is funding their home purchase, it is beneficial for each side of the transaction to be represented by agents so that buyers and sellers both walk away from the offer with their needs met. 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.