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.

Lead With Buyer 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 is your name? (Introduces self) It’s a pleasure to meet you. For safety and security, the sellers want contact information on every visitor who comes through, so please sign in on the iPad. What brought you to this home today? (we’re looking to buy) I hope this property is perfect for you! Even if it’s not, please check back in with me and let me know what you liked and disliked. Your feedback will be helpful for the sellers. (visitor tours home alone) What do you think... is this a home you can picture yourself living in? (it’s not for us) Tell me about the right home for you—what are your must have features? How many bedrooms/bathrooms? What is your price range? Do you currently own a home? What do you love about it? What do you wish was different? Do you need to sell your current home before you can buy? I would be happy to help you in your search. I often know about new listings before they go online and can show you any property listed. Let’s get together and talk about the specifics of what you need so I can get to work for you!” I’m free as soon as I am done here. Does 4 p.m. today work for you? Or 3 p.m. tomorrow? What’s the best phone number and email for you? You have a captive audience with potential buyers looking at your open house. Strick while the iron is hot! 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.

Preferred Vendor YOU CAN SAY Hi, (business owner). I’m (your name) with (brokerage name) and I’m creating a list of preferred business and service providers to give to my clients and include in my real estate marketing. Since my clients often ask me to refer a good (profession), and you do such great work in our community, I was calling to see if you are accepting new clients and if it would be okay if I include you on my preferred vendors list? Great! Thanks! Do you have any clients who are interested in buying or selling a home or perhaps investing in real estate? IF YES Great! What’s their contact information? 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 client of yours. IF NO OK, I appreciate you giving it some thought! And if you think of anyone, maybe people who are changing jobs/graduating/getting married, etc., please let me know! I look forward to chatting soon. In the meantime, let’s connect. (Share the online platforms where they can find you.) Connecting with vendors in the community allows you to create a preferred vendor list of trusted professionals that will improve your overall service to your clients. Building a relationship with a vendor allows the opportunity to increase real estate referrals, as you and the vendor can send business each other’s way. 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.

Prequalify Potential Sellers YOU CAN SAY MOTIVATION Why are you selling? Where are you moving? How soon do you need to move/be there? What’s most important to you—price, timing, easy transaction? Something else? ABILITY How much do you owe on the property? How much of the proceeds from this home do you plan to use in the purchase of your next home? EXPERIENCE Have you ever sold a home before? (if yes) In this area? What did you like least and most about that experience and about the other real estate agents you have worked with? PROPERTY CONDITION I’m really looking forward to seeing your home—can you tell be a little about it? Have you made any upgrades or improvements? A remodeled kitchen, for example? What’s your favorite feature? PRICE How much are you hoping to get for the property? How did you come up with that number? Your listing presentation starts with your first conversation with the seller—asking questions to understand their motivation, ability, experience, property condition, and price expectation in order to create solutions to help them get what their emotional draw is to sell 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.

I Want To Wait To Sell YOU CAN SAY (Make sure to update the script to reflect latest market statistics) The latest statistics are showing 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.

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 of 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.

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 Don’t Want To Sign YOU CAN SAY If you are unsure about signing this agreement, it usually means I haven’t answered all of your questions or there is something we haven’t touched on. I am committed to representing my buyers exclusively in order to provide the service, time, and attention it takes to find and close on the home of their dreams. What I’m asking for is that same commitment for you to work with me. I can show you any home on the market, no matter who has the listing. Doesn’t it make more sense to work with a professional who is committed to giving you the time and attention to find you the best deal? Buyers may object to signing the Buyer Representation Agreement (where applicable) when they do not understand the value and protections it offers. You can explain the benefits of the buyer’s commitment to one real estate agent and the value of working specifically 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.

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.

Starting A Conversation YOU CAN SAY Hi, my name is (your name). I’m a real estate agent with (brokerage name.) (Insert name of person that gave you referral) asked me to speak with you about your upcoming real estate needs. (Name of person who gave you referral) told me you are looking to sell/buy/rent/invest—can you tell me a little bit more about that? How can I help you? MAKE AN APPOINTMENT TO MEET Great, I’d love to help you with that. I can see you today at (time) or tomorrow at (time). Which is better for you? IF THEY DO NOT HAVE AN IMMEDIATE NEED Do you know anyone who is interested in selling or buying real estate? IF YES Great! Thanks! Anyone else? Anyone who is changing jobs/graduating/getting married, etc.? Great. Can I use your name? It would be a privilege to take care of anyone who is a friend or acquaintance of yours. I’ll let you know if they decide to use me as an agent. If anyone else comes to mind, please let me know! Thanks! IF NO Thank you for taking a moment to think about that. I’d like to repay the favor. You know, I share updates to our friends, family, and past clients to keep them informed on the market. I would be happy to do the same for you. Can I verify your email address? Once you have established a sphere of influence who gives you referrals, you can begin to reach out to those referrals. The key to turning a referral into a new client is making a connection with them. You may even gain an opportunity to gain more referrals just from establishing that one strong connection. 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 YOU CAN SAY Thank you for bringing that up. Let me ask you this: Is it more important to you to pay the least amount of money in commission or to net the most money from the sale of your home? (Wait for them to say, “net the most.”) Great! My List-to-Sale ratio is (number), while the average agent List-to-Sale ratio is (number). Did (Agent Name) talk about their List-to-Sale ratio? (Most likely, they will say “no.”) Why do you think that is? (Because it’s lower, or they don’t know their numbers.) I pride myself on my List-to-Sale ratio. My experience and expertise give me an edge, which in turn gives you an edge. Let’s do some quick math, if you don’t mind. (Have the seller net sheet calculations handy and do the math.) If I sell your home for 97 percent of list price, even with my commission, you are going to net (number). If (Agent Name) sells your home at 94 percent of list price with (percent) commission, you are going to net (number). OR Thanks for bringing that up! If (Agent Name) won’t even negotiate for their own commission, how do you expect them to negotiate for the value of your home?” Your job is to show how selecting an agent based on lowest commission isn’t setting them up for a successful selling experience. Explaining the value of your quality of service, your list-to-sale ratio and commitment to netting the greatest profit from the selling of a home provides strong rationale as to why the seller 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.

Communicate, Communicate, Communicate YOU CAN SAY BE PERSONAL Thank you so much for placing your trust in me and my ability to sell your home for the highest price, with the least amount of hassle. I am excited to have the opportunity to service you can market your property. My goal is to provide you with a level of service that exceeds your expectation and earns me your referrals. BE PROACTIVE Once we are on the market, you will get immediate notification about showings from our showing service. Would you like to get showing notifications via phone calls, text, or emails? In additional to immediate showing notifications, on (day) you will receive a report of the number of showings and a recap of your showing feedback. On (day), you will receive a report on the web traffic your listing has received—hits, likes, and shares. BE PROFESSIONAL The market is a moving target! To make sure your property is positioned properly, we monitor activity on an ongoing basis. We’ll send a report on new listings, properties under contract, solds, and Expireds every week. BE PREPARED FOR MARKET REPOSITIONINGS Do you remember after we listed, we had a conversation about pricing being a snapshot in time and if there was ever a time where we needed to revisit the conversation, I would be the first to tell you? I took a look at the feedback and the market, and it looks like some things are shifting. I’d like to meet and show you what I am seeing and make a recommendation. Capitalize on your opportunity to close business—and leverage your service to generate additional leads. Let you sellers know you are working hard for them to build the relationship and provide opportunities for referrals. 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.