Adapting Scripts to a Text YOU CAN TEXT These are suggestions to follow with a text message. You will want to determine your purpose for reaching out and change the messages accordingly. Hey! My name is (name) and I am a part of (company name). I’d love to chat about (your recent listing, CMA of your home, finding the right home for you). OR Hi, this is (name, if necessary). I wanted to send some exciting news. I am thrilled to be working in real estate now! There is so much going on in the market and would love to share. If you or anyone you know has an real estate needs I’d be happy to help! Give me a call when you get a chance. ASK OPEN-ENDED QUESTIONS If you ask targeted open -ended questions, you can better connect and gather more personal information to best service their needs. INCLUDE AN ITEM OF VALUE OR CALL TO ACTION A link to your website Offer them an updated Comparative Market Analysis. If they're a homeowner, offer them information of value, something in exchange for that conversation IF THEY RESPOND, "NO THANKS!" So nice to connect with you. Please do let me know if you or anyone you know has any real estate needs or questions about the current market, I’d be happy to help! IF THEY RESPOND, "I'D LIKE TO TALK TO YOU ABOUT ________.” That’s great! So nice to hear from you. I can certainly help with ________.” Most people prefer texts over phone calls. You can adapt your scripts to text messages and still be impactful. If you are concise, speak conversationally and make the message personal, you can expand your SOI and make a connection that could lead you to find a new buyer or seller. 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.

More Than Just the Compensation YOU CAN SAY If I’m hearing you correctly, you are concerned that I may only be working solely for the paycheck. I understand how hard it can be choosing a professional that you trust to represent you in a purchase as big as buying a home. I felt that way too! By signing a Buyer Agreement with me, it states that I only get paid if I help you find a home you want to purchase and the transaction closes. I will be committed to professionally representing you and providing the service, time, and attention it takes to find and close on the home of your dreams. . I will be committed to protecting your best interests while minimizing conflicts, negotiating favorable terms, and ultimately providing the superior service that will make you a client for life. [give prior examples, show testimonials] I hope that clears up any concerns about my commitment to you during this transaction! WWB Buyers may be concerned that you are only in this “for the paycheck” and will not keep their best interests in mind. Having a Buyers Agreement in place that states that you will only get paid if you help the buyers find their home – and close on it – should clarify this concern. 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 Buy A Home YOU CAN SAY (Make sure to check market watch statistics to reflect the current buyer market) If becoming a homeowner is the right move for you right now, waiting will cost you. Properties are quickly appreciating, and interest rates are rising. What you have your eye on now could easily cost 10% or more in just a few months. Last month we saw a (percent) increase compared to the previous month. Normally we don't see quite that much in an entire year. We've just experienced the (number) month of year –over- year increases with no end in sight. Let's do the right thing and get you into the home you're excited about before you get priced out of it. Incredibly low interest rates are helping to keep payments low, so you may still be able to have significant monthly savings due to low rates. Let's get you preapproved and ready to go! Many buyers want to pause their home search until more homes are available. Your role as a real estate agent is to educate buyers on current market trends and show them how your expertise can guide them to find the home of their dreams. 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.

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.

Seller Listing Presentation YOU CAN SAY (Seller’s name), it sounds like we agree on the price and that I have answered all your questions. Is there anything we need to do before we get started? Are you ready to choose me to represent you in the sale of your home? (Always have a listing agreement and pen ready to go when you arrive at this point. Express your enthusiasm to be working on their behalf to sell their home). I’m so excited to work with you and (re-state their motivation) get you to your new job/in the new home in time for school/get you the money you want from the sale. (Confirm that they have made a great decision in trusting you to represent them.) Based on everything we have discussed; I think we will make a great team! Are you ready to get started? Knowing the flow of your Listing Presentation allows you to move directly to securing the listing from any point of your presentation if the seller expresses a desire to act immediately. You can build momentum toward this commitment by starting with open-ended questions, listening to the seller’s response, and then gradually moving to questions that repeatedly result in a “yes” to confirm the seller’s decision. 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.

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.

Showing Transparency Around Buyer Agency Compensation YOU CAN SAY Whether to offer compensation to a buyer’s broker, and the amount of compensation you may decide to offer, is purely your choice. You are not required by law to offer such compensation, and all compensation is fully negotiable. However, so that you can make an informed decision, and to help you understand why I recommend that you make such an offer, I want to share why I believe there are significant benefits to doing so. WWB While it may not have always been considered a best practice to bring up compensation in early conversations with potential clients, discussing the benefits upfront can help you build trust and demonstrate your value. It used to be that bringing up fees before demonstrating your value would come across as only caring about your payment – now, that conversation is in the interest of transparency. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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 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.

Buyer Home Search YOU CAN SAY When you see a property that interests you online, it’s a process of elimination to determine if it’s something we should invest your time in. First, take the virtual tour—If you like it, great! Go on to Google Street Tour and do a 360 on the street. Does it reveal any issues, such as power lines or freeways across the street? No? Awesome! Next, if you can, do a drive-by on your lunch break or on your way to and from work to confirm it’s a great looking house on a street you like. If it is, great! Call me and we’ll go see it. Our goal is to only see the right homes together so that when we find ‘the ONE’ we can act quickly. Today’s buyer wants to be more involved in the home search than ever. Give your buyers the tools and freedom to narrow down the list of available homes. This ensures that you only tour homes that best match 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.