The Buyer Consultation--Goal 3 YOU CAN SAY EXPLAIN BUYER AGENCY REPRESENTATION-- Provide a clear and concise overview of the legal contract you are asking your buyers to sign . Right now, you do not have any representation. If you sign a Buyer Representation Agreement with me as your agent, my responsibility would be to protect your best interests. Buying a house is one of the most significant purchases of your life –I tell my buyers that I am the pilot of their home-buying experience. Like on most flights, there might be some turbulence, but wouldn’t you want the best professionals representing you during that time of uncertainty? 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 so you don’t have to! ASK BUYERS TO KEEP YOU INFORMED-- Share what the buyer can do to work together, always emphasizing the importance of a partnership. You will likely continue to search for homes online and will find more driving around. As you do, I ask that you keep me in the loop. I can immediately look up the information to provide you with the details you’re looking for. And I will do the same – if I learn of anything new that may be coming soon that fits your criteria I will keep you informed. I can ensure you have proper representation throughout the process so that you are safe and your best interests are protected. If your situation changes, let me know as soon as possible so we can adjust our plan accordingly. Also, if you ever feel dissatisfied with my service, please let me know immediately so that I can resolve any concerns. FSBOs If you see a FSBO, call me and I will request a showing to protect your time and potential safety by allowing me to assess the home and credibility of the owner. Moreover, if the seller has no agent on their side, it is even more critical that your agent help guide the transaction. OPEN HOUSES If you go to an Open House without me, present my card to the Open House agent so they know you are represented. You don’t want to deal with all the follow-up calls—I’ll protect you from the hassle. NEW HOME DEVELOPMENT If you visit a new home development—present my card so they know you are represented. Don’t sign anything unless I am present. Those agents represent the developer and cannot protect your interest like I can or negotiate on your behalf. ASK THE BUYER TO MOVE FORWARD TOGETHER If you believe I’m giving you the best professional help and working in your best interest, we will work together until I find the right home for you. I’m excited to get started! 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 Buyer Consultation--Goal 4 YOU CAN SAY EXPLAIN BUYER COMPENSATION-- Be transparent and confident about the options on how you will be compensated. 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. That means 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. 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 broker The seller has offered a modest commission towards the buyer’s broker 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 broker, 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 broker commission, in which case you would be responsible for my compensation. Please note that my payment amount is not set by law and is fully negotiable. Buyers are not always aware of how compensation is determined in a real estate transaction. 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.

Can’t We Drop The Price If We Don’t Get An Offer YOU CAN SAY That’s a great question, and if I were you, I would be asking the same thing. However, the best chance we have to net you the most money is to price it right today because unfortunately, as the number of days on the market increases, interest and showings decrease, and the likelihood of offers below asking price increases as well. Now that you know that, I am certain you will want to price it correctly so that we can maximize our impact on the market. Sellers may wish to sell their home above market value thinking that they can drop the price if they do not receive an offer. You can educate the seller about the importance of listing the home at market value to ensure it spends the least amount of days on the market. 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.

Open House Referrals YOU CAN SAY How long have you lived in the neighborhood? Tell me what you like most about this neighborhood. Just think…you could have family members or friends living close by if you know anyone who would like to live in a great neighborhood like this one. Are you thinking of moving? Most people like to know their home’s value. Have you ever been curious about your home’s value? I can stop by and do a CMA—Comparative Market Analysis—to show you the value your home has. When would you like me to stop by? (Give a choice of one or two specific dates/times ) Everyone you meet may be a prospective client. An open house is a prime opportunity to make connections with neighbors who may also be thinking of moving. Making these connections can also lead you to gaining new referrals, as neighbors may have friends or family who are interested in moving to the neighborhood. 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.

Market Trends YOU CAN SAY If you love this house and you can picture yourselves living here, it might make sense for you to make an offer while interest rates are (check market rates and insert here). They're the (lowest / relatively lowest) rates on record (check updated market statistics and update the potential buyer here). You'll get more house for your money and the data that I follow shows no signs that housing prices will go any lower. In fact, the forecast is that prices may even go up a bit between now and the end of the year. Right now, you may also be competing against fewer buyers because there's still a lot of uncertainty with people's jobs. There are a lot of buyers that are holding off or delaying their home search process right now. Buyers look to you as an expert in understanding market trends. Educate your clients on local market statistics and support them in making informed decisions. Sharing your expertise builds a strong sense of trust with buyers, enabling a successful sale and potential networking opportunities for the future. 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 really 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 in order 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.

The Listing Presentation YOU CAN SAY STEP 1: ASK FOR THE TOUR Can you take me on a tour of your home and share what you love about it? Let’s start with the outside and work our way to end with the kitchen. You said you’re moving to (name of destination), yes? And you want to be there by (time frame), correct? And you said you wanted to get (amount)? STEP 2: ALLOW THE SELLER TO DICTATE THE STARTING POINT Some of the great things about working with me is I am very knowledgeable about this neighborhood and market, I understand how properties need to be marketed to find buyers, and I create strategies on pricing based on your needs and timeframe with the sale. We will talk about all three—price, marketing, and my track record and experience. Based on these three things, what’s most important to you? Yesterday, we when spoke you mentioned marketing was most important to you, would you like to start there? STEP 3: CONVEY MARKETING STRATEGY Before I list some of the unique things I will do to market your property, let me share the basic marketing I and most other agents do to market properties. Just like other agents, I will list in the MLS which automatically syndicates to thousands of real estate websites, put it on social media, and create a flyer to send to my database. Your property will be one of the 30,000 properties in the MLS where there are 7,000 agents. With those numbers, it takes a bit of luck that the right agent sees your property at the right time in the MLS. I don’t want to leave the sale of your property up to chance. I will proactively work the MLS by identifying the top 20 agents that have sold properties in the last year in your community, in this section of town, and in your price range to call and personally check in to see if they have any buyers and will keep the property in mind. Reaching out to the agents who specialize in this market will create more demand and more showings than the MLS will create. The more showings I can get for your property, the faster it will sell. Not only will I reach out to the top agents working your section of town to tap into their buyers, I will also proactively reach out to my buyers. I did some research for our meeting and identified 76 buyers actively searching properties on our website. Once I have the listing in the MLS, I will text or email a link to them. Then I will personally call them to tell them about your property. STEP 4: DISCUSS PRICING (Share Comparative Market Analysis) Based on this information, I think we would agree that your property could sell anywhere from $460K to $500K and the difference between getting $460K and $500K is time. The data tells us the properties that sold at the lower end of this range sold faster. If you are more motivated by time, then we will want to go to the lower range. If you are more motivated by money, then we will want to go with the higher range. If you prefer a blend, we will want to go with the middle price. Which strategy do you feel would work best for us? Based on the few conversation we’ve had about your goals; I would have picked that option too. STEP 5: CLOSE FOR A SIGNED AGREEMENT Are you ready to get started? Together we chose a strategy and I will execute that strategy immediately. I want you to feel comfortable and confident I will stay in communication with you. And at any point, when something should change in the market, be assured that I will call you and we will revisit our conversation. Does that sound good? The Listing Presentation is your opportunity to win business. Guide the conversation during the walk through, marketing plan, and market position conversation to remove objections and assumptively close for the listing 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.

Educating The Seller YOU CAN SAY I’d like to begin by discussing what we can expect from buyers under differing market conditions. We can always tell whether the market is going up or down, and how buyers will react, by measuring the amount of homes coming on and going off the market. If homes are coming on the market faster than going off – prices go DOWN. This is called a buyers’ market. In a buyers’ market, there is an abundance of housing inventory and low energy or buyer demand. Buyers have their pick of inventory knowing more is coming on, and there is no sense of urgency. To net top dollar in this type of market, sellers need to create energy and urgency by making their home look good compared to the competition and through aggressive pricing. This is what we are currently seeing in our market today. When you educate the seller about the market, you can better prepare them for what to expect when listing their home. You can also show how your extensive knowledge of the market can support them in taking the steps necessary to find the right buyer. 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.

A Signed Buyer Agreement YOU CAN SAY My business is based on the word-of-mouth of my clients. As you talk about the sale of your home, I’m betting friends, family, and coworkers will share with you that they are considering buying or selling, too. I have been able to find your new home, helped you navigate the process, and have followed through on the things I’ve said I would do. Could I ask that at some point before we leave the closing table, would you share with me the information of at least one person you know who is considering selling or buying? With the close of a home comes an opening for new clients. A buyer has firsthand experience of your dedication and success in finding them their perfect home. After demonstrating your ability to conduct a successful sale, you can ask your buyer for a referral. Your client may be able to connect you with others who are looking to buy or sell 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.

F.O.R.D. Model YOU CAN ASK FAMILY How did you meet? (if you are meeting a couple for the first time) How old is your son/daughter? Do you have any siblings? Did you grow up in this area? What brought you to (name of town)? (If they didn’t grow up there) OCCUPATION What do you do for a living? How do you like working at _____? What’s your favorite part of your job? What made you interested in becoming a _____? Do you work remotely? RECREATION What do you like to do for fun? Do you have a favorite sports team? Have you watched (or read) ______(popular show/book)? What are you up to this weekend? Have you and your family gone on any recent vacations together? DREAMS Keep in mind that these questions often lead to deeper answers, so you may want to wait until you’ve established more rapport before asking too many questions related to this topic. Where would you like to travel? What’s something you’d like to try in the future? Would you ever consider trying _____ (particular hobby or activity)? Where do you see yourself in five years? What brings you joy? As a real estate agent, you want to master small talk, make connections, meet new people, be outgoing, and talk about real estate—without seeming pushy. The F.O.R.D model is a tool to be able to connect with people and naturally lead the conversations to real estate. 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.

Demonstrate Your Professionalism YOU CAN SAY 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 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? WWB Depending on your relationship with the buyer, there will be opportunities throughout the process for a substantive conversation about Buyer Representation. Refer to your state rules for specific timelines. 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.