Lead With Buyer Appointments YOU CAN SAY Welcome! My name is (your name). I’m a real estate agent with (brokerage) and work with many buyers and sellers in this area. What is your name? (Introduces self) It’s a pleasure to meet you. For safety and security, the sellers want contact information on every visitor who comes through, so please sign in on the iPad. What brought you to this home today? (we’re looking to buy) I hope this property is perfect for you! Even if it’s not, please check back in with me and let me know what you liked and disliked. Your feedback will be helpful for the sellers. (visitor tours home alone) What do you think... is this a home you can picture yourself living in? (it’s not for us) Tell me about the right home for you—what are your must have features? How many bedrooms/bathrooms? What is your price range? Do you currently own a home? What do you love about it? What do you wish was different? Do you need to sell your current home before you can buy? I would be happy to help you in your search. I often know about new listings before they go online and can show you any property listed. Let’s get together and talk about the specifics of what you need so I can get to work for you!” I’m free as soon as I am done here. Does 4 p.m. today work for you? Or 3 p.m. tomorrow? What’s the best phone number and email for you? You have a captive audience with potential buyers looking at your open house. Strick while the iron is hot! If the prospective buyers are not interested in that property, use your knowledge of the local market homes for sale to discuss other properties and set up an appointment with them. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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.

I Want To Wait To Sell YOU CAN SAY (Make sure to update the script to reflect latest market statistics) The latest statistics are showing signs of potential shifts in the market. Existing sales decreased month over month for the first time since (date) and mortgage interest rates rose above (percent) for the first time since last summer. This data is important for you to know because it may impact the net amount you could receive for the sale of your home. My job is to provide you with the most updated information to help you make this decision. I'm going to provide you with everything you need to know. The benefit to you is having a complete understanding so you can make the smartest and most profitable decision. Can you see why this would be important? Sometimes sellers want to capitalize on the conditions of the market and wait to sell in order to net the most amount for the sale of their home. Your role as the real estate agent is to educate the seller on market data statistics to show them that waiting to sell may not be in their best interest if they want to maximize profit. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

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.

I Don’t Want To Sign YOU CAN SAY If you are unsure about signing this agreement, it usually means I haven’t answered all of your questions or there is something we haven’t touched on. I am committed to representing my buyers exclusively in order to provide the service, time, and attention it takes to find and close on the home of their dreams. What I’m asking for is that same commitment for you to work with me. I can show you any home on the market, no matter who has the listing. Doesn’t it make more sense to work with a professional who is committed to giving you the time and attention to find you the best deal? Buyers may object to signing the Buyer Representation Agreement (where applicable) when they do not understand the value and protections it offers. You can explain the benefits of the buyer’s commitment to one real estate agent and the value of working specifically with you. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Working with Another Agent YOU CAN SAY If I understand correctly, you are already working with someone who did not require you to sign something because the new rules had not gone into effect. You may feel that the agent you’re currently working with is giving you a deal and that signing an agreement with me is a cost you will not have with that other agent. It’s normal to be cautious of extra costs or contracts during a major purchase. However, that agent doesn’t have your best interests in mind if they are working without a representation agreement. Based on recent industry changes, MLSs in most jurisdictions require a signed agreement before I can show you any homes. This signed agreement doesn’t necessarily require you to pay “extra”– we can review the different ways I can be paid and find the right fit for your needs. Also, that other agent will expect to get paid for their services if they help you close on a transaction – with me, our agreement will spell out exactly what you can expect with no surprises. Can you see why signing an agreement with me could benefit you during this transaction? WWB If buyers were working with an agent before the new rules had gone into effect, they may not have signed a Buyer Agreement with them. Address the need to sign an exclusive Buyer Agreement with your client. 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-Centric Social Media Posts YOU CAN SAY If you knew what was happening in the real estate market right now, you would want to know what your house was worth. Sales were up almost (check the recent statistics of the market and insert here). The supply of listed homes is getting tighter and higher buyer demand is driving up sales prices. The National Association of REALTORS® reported that there were nearly three offers per property in (insert last month’s market statistics here). Whether you're just curious to see what your home would sell for today, or you're trying to decide if selling now is the right decision for you and your family, I have the data to help you make an informed decision. Text or call me today to set up a quick 15-minute call on Facetime or Zoom call so I can gather. We can discuss the details necessary to provide you with the most updated, accurate market analysis. Don't wait until the market changes. Social media enables you to reconnect with previous clients and those who follow you, giving you the opportunity to expand your Sphere of Influence. Create a social media post to showcase how you apply specific market information to support potential sellers. 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.

Signing a Buyer Broker Service Agreement YOU CAN SAY I’m glad you asked about the importance of Buyer Broker Service Agreements. I understand that this is a different process than in your previous experience. This actually a new requirement in the real estate industry! Based on recent industry changes, MLSs in most jurisdictions require a signed agreement before I can show you any homes. Signing an 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. Based on your needs, we can determine which type of agreement will work best for our needs. Can you see how signing this agreement is a helpful but necessary part of the process? WWB Buyers are asking for a commitment of your professional time and effort. Asking for a commitment from them should be the natural conclusion of sharing with them the value of working 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.

Low Appraisal If the appraisal comes in at less than the contracted sales price: The sellers may be open to negotiation options that include a reduced sales price. OR The buyers might need to cover the difference between the loan amount and the appraisal amount to keep the loan value ratio within acceptable limits. YOU CAN SAY The selling price and actual market value of a home do not always align. On one hand, of course, we know that the value of a home is whatever a buyer is willing to pay for it, but we need to keep in mind that the buyers’ lender has a considerable amount of skin in the game. Until the mortgage is paid off, the lender actually “owns” a portion of the home and cannot approve a mortgage for more than the appraiser says it’s worth. Appraisals lower than the agreed-upon contract price are a reality in real estate. When you educate the seller about their options, you can help negotiate a solution. This ensures the seller is satisfied and the sale is successful. 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.

Offer Over List Price YOU CAN SAY Some of the recent sales prices in this neighborhood are not actually a reflection of market value. The property at (recently sold home in neighborhood here) was in a pre-foreclosure phase and had fallen into disrepair. Similarly, the property at (recently sold home in neighborhood) has been a rental for ten years. Here are three comps of sales that are of a similar size and condition as this one (research comparable homes to show the seller and the appraiser why the home deserves to be sold at the increased price). The home most vulnerable to appraisals is one that received an offer over list price. As the agent, you can help the appraiser understand why the home is worth the increased price and educate the seller about the value of their home before the appraisal. 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 Just Want To See This Listing YOU CAN SAY I do my business a little differently than most agents. My job is 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 showing houses, without learning anything about you or your goals. As an agent with expertise in the market, especially during this hypercompetitive time, I want you to have all the information you need to make the best decision for you and your family. I'd like to ask you some important questions about you and what you're looking for in this brief conversation so I can represent you in the best way possible. Buyers have a strong sense of urgency to see listings as soon as they are available—some within the hour. Your commitment to educating the buyer about the market and learning about their needs makes you unique from other agents. Prioritizing a Needs Analysis over seeing a new listing shows your dedication to finding the buyer’s dream home in a hypercompetitive 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.