Why Should I Pay You When I Can Do a Lot of the Work Myself Online? YOU CAN SAY If I understand correctly, you are wondering what value I bring to the table as your real estate agent? I can see how you might feel that the only thing we do is find and show homes– tv shows often paint that picture! Many buyers in your shoes felt the same way before they actually jumped into the process. What they learned, however, is that finding and showing homes is the smallest part of the process! As your agent, I can help guide you through each aspect of submitting a strategically crafted offer. My support doesn’t stop once that offer is accepted. The contract to close process is arguably the most complex part of my job. Missing a deadline can cost you thousands of dollars, it can delay the closing, and even has the potential to make you lose the home altogether. If it looks like we are getting close to a deadline, I’ll negotiate to get us an extension. I’ll be negotiating on your behalf until you’ve got keys in your hand, and a smile on your face. It makes sense that I would be fairly compensated for that hard work, right? WWB With homes for sale being easily searchable online, buyers may be considering finding homes on their own. When asked “why should I pay you,” explain the support you give throughout the purchase 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.

Buyer Expectations YOU CAN SAY During our tour (day) from (time) to (time), we will visit (number) homes. I’ve found that trying to see more than that in any one time out on tour can make it hard to remember crucial details. Also, if we’re spending time in homes that don’t truly fit your criteria, it could mean that some other buyer is writing an offer on your dream home, and we don’t want to risk that! As you find homes, I’ll ask you to prioritize them in order of preference to see which (number) homes make the cut, and which ones we may want to potentially visit later. Once your buyers are clear about what they are looking for, you should set the expectation about how many homes you will tour and ask them to prioritize properties. This helps to ensure that you and your buyer can make the best use of your time together to find their ideal 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 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.

Market Updates YOU CAN SAY Hi, I'm calling about (insert house address here). We talked a few months back. I'm following up to let you know that we're seen signs that now may be the time to act if you don't want to miss this historic time for you to sell your home. We’ve seen (amount) of (normal) appreciation in the last (number) months. At the same time, inventory is gradually increasing, and sellers are seeing few offers on average. In your neighborhood, we are seeing (number of offers in potential seller’s neighborhood). but we're not expecting a sudden market shift. It may be more like the air deflating from a balloon, meaning you have time to act and take advantage of multiple offers and record- setting (number) days on market across the country. For a home like yours, we’d expect to have a offers in (insert amount here). I would love to walk you through what the market data says right now and how we can use that to your advantage. Do you have some time now to talk, or should we set up a time to talk tomorrow, around (insert specific time here)? Knowing the latest local and national market data statistics sets you apart from other agents. You can share how this data benefits potential sellers who are considering selling in the current climate while also establishing yourself as a trustworthy, resourceful real estate advisor. 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.

I Don’t Want A Consultation YOU CAN SAY I do my presentation a little differently than most agents. Let me describe my process and let’s see if it aligns with your ultimate goal here. I have a two-step process that allows me to get to know you and your needs, and for you to get to know what you can expect of me. Most agents want to skip right to the listing presentation without really learning anything about you or your home. My company sells the majority of the listings in this neighborhood. You'll want all that information and you need to get that information so you can make the most informed decision, especially during a really confusing time for sellers right now. I would like to ask you some important questions in a brief meeting so that I can provide a thorough comparative market analysis and an individually- tailored strategy to meet your specific needs. This will help you get the most amount of money for your property. Can you see how this process would ensure that you achieve your ultimate goal? It can be tempting to please the “fishing” seller, the seller who immediately wants to know the worth of their home without having a conversation about the listing process. You can differentiate yourself from other agents by explaining how the pre-qualification appointment, pre-listing package and the listing presentation are vital to a successful sale of 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.

The Buyer Consultation--Goal 5 YOU CAN SAY CLOSE FOR A SIGNED AGREEMENT-- Ask the buyer to sign a Buyer Representation Agreement to work exclusively with you. Can you see how it would benefit you to have a professional working for you to find the best home and negotiate on your behalf to get the best possible terms? Your signature makes this official! Now let’s work together to find your dream home. After demonstrating your value, explaining your services, and preparing them for the buying process, ask the buyer to sign a Buyer Representation Agreement to work exclusively 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.

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.

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.

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.

The Buyer Consultation--Goal 1 YOU CAN SAY CONFIRM AND CLARIFY-- Use the information gathered during the Pre-Consultation as the foundation to go in-depth to understand the buyer’s wants, needs, and financial ability. (Buyer Name) thank you for trusting me to help you through this process. My goal is to provide you with superior service. To do that, I’d like to truly understand what you need in your dream home. I’ve prepared a few questions to gain some clarity around your goals. By working through them, we’ll save time by eliminating homes that don’t meet your needs. Let’s jump in! You said the location you are interested in is _______, yes? And your time frame is _____, right? Have you been prequalified or preapproved by your lender yet? And your price range is ______? You are looking for a three bed/two bath with a study, right? Why is that important to you? Your preference is a _______. Why is that important to you? Any existing home to sell or any other contingencies we need to be mindful of? DEMONSTRATE YOUR MASTERY OF THE MARKET-- Share your value proposition and demonstrate your mastery of the market as proof of why the buyer should commit to a partnership with you. In this price range, homes priced right are only taking about (number) days to sell and sellers are getting about (percentage) of asking price on average. The demand at (their price point) is high, so it’s typically the overpriced homes that are sitting on the market for long periods of time. In the price ranges (insert a range), the home you are looking at are selling (slower or faster), so don’t be surprised if it takes (less time or more time) to find the one.  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.

Close for a Signed Agreement YOU CAN SAY Can you see how it would benefit you to have a professional working for you to find the best home and negotiate on your behalf to get the best possible terms? Your signature makes this official! Now let’s work together to find your dream home. WWB It’s time to get the buyer’s commitment! Hand over the Buyer Representation Agreement and a pen for the buyer to sign. 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.