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.

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.

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.

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 Let buyers know you’ll send your Pre-Consultation packet that provides more information about you and the process. 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.

Leverage Just Sold Listings YOU CAN SAY Hi, I'm (your name) with (office). I just wanted to make you aware of a house that just sold in your neighborhood. (Hand them a flyer with the listing). (House address) sold for (price). It was on the market for (number) days. They received (number) offers and ended up selling for (percentage) of their list price. Now, the market's super-hot right now: high demand and low supply. Actually, the median sale price in (the neighborhood/town) went up (percentage) in the last year. And we generally see (percentage) appreciation each year. If you own this property, you benefited from three years’ worth of appreciation in just one year. Are you curious about what your house might sell for or do you know of anyone in this area who is thinking about moving? I’d like to share how I help sellers get the most amount of money for their property in this market. I'm sending out updated CMAs to many of your neighbors and I'm happy to drop one in the mail. Does that sound good? OR Hi, my name is (your name). I’m a real estate agent affiliated with (Brokerage name). I have some good news to share about the neighborhood. (Choose the best news) Homes in this neighborhood are selling for (%) more than at this time last year. A home just sold in only (number of days). A home just sold for (dollars above listing price) A home just sold with multiple offers, and now we have (number) buyers who still want to buy a home in this neighborhood. Do you know anyone in this area thinking about moving? I’d like to share how I help sellers get the most amount of money for their property in this market. Market statistics are a powerful tool to show homeowners the benefits of listing in accordance with market trends, even if they were not considering listing before. Your willingness to educate surrounding homeowners and provide a CMA shows your potential as their future 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.

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.

Provide A Comparative Market Analysis YOU CAN SAY Hi, (homeowner name), this is (your name) affiliated with (company). I am contacting all the homeowners on (street name) to provide everyone with an updated comparative market analysis on their homes. This is really important because the value of your home has most likely gone up significantly over the last year due to the massive shortage of listings for sale right now, and a huge demand from buyers wanting to take advantage of low- mortgage interest rates. The median sales price and liquidity alone has increased over (percentage) since this time last year. And you can either take advantage of any equity you have built or profit from selling in the current market conditions. I'll research the most recently sold homes and what's on the market to determine the most current market value for your property. The benefit to you is that staying informed about the value of one of the largest assets you own is really smart. Can you see why this would be important information for you to know? If you give me a couple of details about your property, I can send out your updated CMA right away. You can prospect for potential listings by demonstrating the value of a homeowner’s home in relation to the current market trends. Utilizing a Benefits Statement in conversation demonstrates the value of a CMA to the homeowner and showcases your skillset as their potential 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.

Strategizing With The Seller YOU CAN SAY Buyers today ultimately determine what a home will sell for by what they are willing to pay. I want to make sure that your initial market position will excite the buyers strongly enough, so we can generate multiple showings and hopefully produce multiple offers. I call this an “impact” price. This strategy is the best way to help you net the highest possible price with the fewest days on the market. Let’s first look at homes most similar to yours in the area currently on the market and that are not selling, and then homes that have recently sold, revealing what buyers have actually paid for homes that are most similar to yours. This will tell us which homes were perceived as a value and those that were not. Based on this data, where do you think we should position your home? The market is suggesting a position sale between $________ and $________. If this is the correct number, your home should be sold in ______ (range) of days. If your home is not sold in _____ (range) of days, I will update the market analysis and see if we need to discuss repositioning the price. Are you comfortable with this strategy? It’s been proven to help sellers get the maximum price, no matter what the market is doing. Let’s go ahead and list your home at the “impact” price of $__________. By doing so, you are making a wise business decision. It is important for sellers to know that buyers strongly determine the price of a home. Your job as the agent is to help the seller strategize to be able to sell their home at a profitable price while also enticing the buyers on the market to make an offer. 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.

Preventing Confusion in a Transaction YOU CAN SAY Think back to when you purchased this home. There were many factors involved in that transaction – negotiating the complexities of making an offer including the sales price and other terms, understanding how to address issues that may arise along the way, and of course obtaining financing. WWB The consequences of not having a buyer represented by an agent include, but are not limited to, a longer closing process with many bumps in the road. 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.