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.

Buyer Pre-Approval YOU CAN SAY As part of my service I can provide a list of (number, at least 3) lenders who can help you. I would hate for you to start looking at homes, fall in love with “the one,” and then lose it because you did not get preapproved for that amount, or the sellers accept an offer from a buyer who is already preapproved. In this market we can’t even consider submitting an offer without a preapproval letter unless heartbreak is what we’re after! It is important that your buyers are pre-approved for a mortgage prior to putting in an offer on a home. You can offer lender services to help support your buyer and ensure they are ready to make an offer when the time comes. 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.

Who Do You Know? YOU CAN SAY Hi, (name). This is (your name). I’m reaching out to share with you that I am in real estate and have joined (company name), a great firm in (location). I am affiliated with experts in the business and have access helpful resources. (Don’t forget about your potential for outgoing referrals. You can help anyone in your Sphere no matter where they live by providing a referral to a great local agent. Use this great script.) One of the reasons I joined (your office) is that we are part of a national and international network that allows me to help people I care about connect with a great agent. Regardless of where you are moving to or from, I have great connections who can help. Do you currently have any real estate needs? Are you interested in learning about market activity in your area? (Have needs) Great. I can help you with that. I’ll get back to you. (No needs) OK. I look forward to keeping you updated on your local market. Please reach out anytime. Do you know anyone who might be looking to move or invest in real estate? (If YES) Great! What’s their contact info? Thanks! Anyone else? Anyone who is changing jobs/graduating/getting married, etc. Great. Can I use your name? It would be a privilege to take care of anyone who is a friend or acquaintance of yours. I’ll let you know if they decide to use me as an agent. If anyone else comes to mind, please let me know! Thanks! (If NO) OK, I appreciate you giving it some thought! And if you think of anyone, people who are changing jobs/graduating/getting married, etc., please let me know! I look forward to chatting soon. In the meantime, let’s connect. (Share the online platforms where they can find you). Networking is an essential part of becoming a successful real estate agent. A great starting point is to reach out to friends and family to see if they can connect you with potential opportunities. Even if your network does not currently have real estate needs, they may be able to put you in contact with those who do. 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.

Gain New Clients YOU CAN SAY I know of a few additional homes that are (coming to market/on the market) that would meet your criteria. Would you like to see one of them? When is the best time for you to see one of them? I’m free as soon I am done here—at 4:00 p.m. If not, let’s get together on (day) at (time). What’s the best phone number and email for you? You have a captive audience with potential buyers looking at your open house. 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.

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.

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.

I Want Everything Repaired! YOU CAN SAY I understand how you feel and the list from the home inspection can seem intimidating. Many buyers I have worked with have felt the same way. Home Inspection reports always have items that might be perceived as major issues. What I have found is that many sellers would prefer to give buyers credit for the repairs. If the seller were to offer a credit, what number would you be willing to consider? Many buyers want the seller to complete all the repairs on a home inspection report prior to making a purchase. Manage realistic negotiation expectations between the buyer and the seller and maintain a positive relationship with your buyer through the utilization of the Feel Felt Found technique. 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.

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.

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.

I Want To Wait To Find A Home YOU CAN SAY It sounds like you could be frustrated by the competition for the few listings that are on the market right now and you want to hold off and start looking again in a couple of months. Do I have that right? I understand why you're feeling that way. Deciding on the right time to buy is one of the most important decisions that you're going to make. My job is to inform you on what the market is doing right now, stay up to date on what the National Association of Realtors REALTORS® is projecting for the future and help you make the most informed decision possible. The benefit is, we know that due to very low interest rates, the affordability of homes is very high right now, yet no one can truly predict whether the economy can stay at this level of affordability into the new year. Over the summer, we saw a slight decrease in affordability due to the increase in home prices month after month. Let's continue to monitor what hits the market and work together to find the right deal for you and your family. NOTE—Check market watch statistics and change transcript accordingly to provide updated information to the potential buyer. Buyers may state that they want to wait to look for a new home because they are frustrated over the level of competition for so few listings. Educate buyers on the current market realities to help them reconsider waiting. 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.