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IT’S NOT ABOUT MARKETIt’s about what you do!INSPIRED PROSPECTING SCRIPTS AND OTHER ntMoreLeads.comEducation and Tools for Real Estate Agents, Loan Officers, Title, Financial, Direct Marketing
TABLE OF CONTENTSCH AP TE R1 - INTR O DUC TI ONAffirmationsCH AP TE R4-53 - LI S TI N GPRES E N T ATI ON SPre-qualifying the Listing Presentation Script38Other Affirmations6The One Minute Presentation39Key Chart for Script Reading7Five Minute Presentation40How to Role Play Effectively8Twenty Minute Presentation #141Keys to Successful Prospecting9Going For Your Price Script42Developing a Sphere of Influence10Alternate One Minute Presentation43Keys to S.O.I. Success11The C.M.A. Presentation44-46The Price Objection ScriptCHAP TERPowerful Closes for the Listing Presentation 48-492 - SCRIPTSTen Main Handling Objections ScriptsThe Sphere of Influence – Or – Past ClientScrips for Agents With Business Plans13Prospecting – Sphere of Influence (If YouHave to Leave a Message)14Just Listed Script / Door Knocking or ColdCall Script4715-16Just Sold/Door Knocking or Cold Call Script 17-18Hot Lead Script19Lead Follow-Up Script20Expired Script21Powerful Closes for Expireds22FSBO Script 123-24FSBO Script 225FSBO Script 326Powerful Closes for FSBOS27-30Powerful Closes for Prospecting31-32Closes33Tie Downs / Assumptions34Pattern Interrupts / Level Shifts35Internal Dialogue, Statements and Questions36CH AP TE R4 - OTHER50-53SCRIP TSPrice Reduction Script - #155Price Reduction Script - #256-57Powerful Closes for Pricing Presentation58-59Setting the Buyer Appointment ScriptRenter / Buyer ScriptCPA, Attorney ScriptsTelephone – Ad – Sign Call Responses6061-626364-66
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oooooToday is great because I choose to make it great!My success is guaranteed because I follow my plan and I follow my scheduleI love real estate because it is simple, fun and profitableI take great care of my clients and sphere. They love to refer business to meReferrals come to me easily and oftenI am financially independentI am a millionaireMy mind is always focusedI am kind, generous and thoughtfulI expect to win and I doI live my dreamsI empower everyone around meI create win/win situations with everyone I meetI achieve my goalsOpportunities always present themselves to meI magnetize success to me dailyMy energy is centered and focusedI surround myself with positive, successful peopleI am committed daily to improving my health, my mindset, my skills and mybusiness.I am disciplined, therefore I achieve my goalsI am accountable, therefore my business growsMoney & abundance flow freely to meMy listings sell quickly because I price them rightI tell the truthSellers trust me to price their homes rightI am an expertI get price reductions with easeI am a pricing expertI am always focused on my client’s best interestI provide excellent serviceI am empowered by serving my family and friends in their real estate needsI contact my past clients and sphere of influence on a daily basisI add people daily to my sphere of influenceI keep my mind constantly in tune with the positive during my prospectingsessionI visualize setting appointments and I set themI ask questionsI am a good listenerI sense the proper time to ask closing questionsI ask them to buyI always ask for referralsThe telephone is my greatest toolI set appointments dailyI set appointments with easeMFO AS WELL AS ALL HIS MENTORS & AGBSperry 4Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
oooooooooooooooooooooooooBecause I prospect.I set appointmentsI am braveI am courageousI am in chargeI am a leaderI keep my emotions in checkI live in the momentI control my scheduleI stay on scheduleMy schedule gives me peace of mindI am organizedI am disciplinedI have integrityI always tell the truthI am enthusiasticI have unlimited energyI eat foods that give me energyI drink water to create energyI take care of my bodyI only put positive, healthy substances into my bodyI exercise daily to create energyPeople are attracted to my positive energyI am gratefulI am a winnerI keep positive, exciting, fun, productive thoughts in my mind at all times.Yes!MFO AS WELL AS ALL HIS MENTORS & AGBSperry 5Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
OTHER AFFIRMATIONS I love lifeI do whatever is necessary to develop my health every day in every wayI eat nutritiouslyMy mind acts on healthy informationI am healthyI eat properlyI exercise regularlyI am free of stress and depressionI always have positive thoughtsMy positive thinking brings me successI am a happy personI thrive on challengesI feel greatHealth and happiness are my goalsMy attitude is totally positiveI know my numbers and I use them effectivelyI notice changes in my life and I like themI like myselfI feel greatI deserve to excelI am decisiveMy energy is centered and focusedPeople like meI know my strengthsI use my strengthsI manage my timeI am the master of easeI am in controlI am well preparedI am organizedI am creativeI set prioritiesI get things doneI do it nowWhen something needs to be done, I do itI keep positive, exciting, fun, productive thoughts in my mind at all times.YesMFO AS WELL AS ALL HIS MENTORS & AGBSperry 6Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
KEY CHART FOR SCRIPT PRACTICEA double underlined statement An Imbedded Command. Karate Chop" Hard Downswing1 Open Hands Remember to Smile Show DisapprovalP. Point at YourselfN. Shake Head “No”Y. Nod “Yes”MFO AS WELL AS ALL HIS MENTORS & AGBSperry 7Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
HOW TO ROLE PLAY EFFECTIVELY#1Stand up while role-playing!#2Always smile, smile, smile!#3Be Enthusiastic!#4Arms in ready position!#5Positive role-play manner!#6Follow scripts verbatim!“You play at the level you practice. How much and how welldo you practice?”Don ShulMFO AS WELL AS ALL HIS MENTORS & AGBSperry 8Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
KEYS TO SUCCESSFUL PROSPECTING1. ENERGY, EXCITEMENT, INTENSITY AND FOCUS! STAND UP & SMILE!2. MINDSET! YOU MUST BELIEVE THAT YOU WILL SET AN APPOINTMENT!3. FOLLOW THE SCRIPTS!4. RAPPORTCOMFORTBEGIN TO LEADSET AN APPOINTMENTOR SIGN THECONTRACT!5. KEYS TO BUILDING RAPPORT: MIRROR AND MATCH!a.ASK QUESTIONS!b.MATCH THE PROSPECT’S RATE OF SPEECH!c.MATCH THEIR TONE OF VOICE!d.REPEAT AND AFFIRM WHAT THEY SAY TO YOU!e.DOWNSWINGS """!f.PATTERN INTERRUPTS!g.LEVEL SHIFTS!h.INTERNAL AND EXTERNAL DIALOGUE!6. CLOSE!a.b.7.CLOSE A MINIMUM OF 5 TIMES.c.ASK 2-3 QUESTIONS TO BUILD RAPPORT AGAIN AND THEN CLOSEAGAIN AND AGAIN AND AGAIN.“ABC” ALWAYS BE CLOSING!d.GIVE THEM A CHOICE –“MONDAY OR TUESDAY AT 4 PM?END WITH A BANG! SHOW GREAT ENTHUSIASM AND THAT YOU ARE EXCITED TOMEET WITH THEM!8. SHOW UP! PAY ATTENTION! TELL THE TRUTH! DON’T BE ATTACHED TO THEOUTCOMEMFO AS WELL AS ALL HIS MENTORS & AGBSperry 9Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
DEVELOPING A SPHERE OF INFLUENCEUse the following list to “jog” your memory for additional names of people to contact. Askyourself if you know anyone who is at all involved in any of the following. Write the namenext to each, if none come to mind, skip and move on to the next category.AccountantAdvertisingAerobicsAirlineAlarm erBartenderBaseballBeauty SalonBeeperBible ildersCable TVCampingCarpet CleaningCellular untry ClubsCredit UnionsDay CareDeliveryDentistsDermatologistsDoctorsDry urnitureGardensGolfingGroceriesGymnasticsHair CareHandicappedHandymanHardwareHealth ClubHealth stmentsJewelryLaundriesLawn gMechanicsMedicalMortgagesMotelsMuseumsMusicMutual FundsNewspaperNursesNutritionOffice MachinesOffice curesPensionsPest ristPoolsPreschoolsPrintingPrintingRental ecretariesShoe allSoftwareSpasSporting isTheatersTitle dingsWineMFO AS WELL AS ALL HIS MENTORS & AGBSperry 10Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
KEYS TO S.O.I. SUCCESS1.2.3.Call them every 30 – 90 daysMail to them every quarterEmail them 18 times a year300 people in your S.O.I. gives you a 10 – 15 % return on investment or, inother words, 30 – 45 extra deals a year!CREATE VALUE FOR YOUR S.O.I.s: (THE LAW OF RECIPROCITY)TELL THEM ABOUT:1.2.3.4.5.6.7.8.Market conditions;Interest rates;Newly listed investment properties;Anniversary of their home closing;An updated C.M.A.;Ask them if they have a property to research;Talk about refinancing;Talk with them about published or newly reported real estate news.MFO AS WELL AS ALL HIS MENTORS & AGBSperry 11Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
MFO AS WELL AS ALL HIS MENTORS & AGBSperry 12Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
THE SPHERE OF INFLUENCE – ORPAST CLIENT SCRIPTS FOR AGENTS WITHBUSINESS PLANS Hi, I’m looking for (Name). Hi, (Name), this is withReal Estate how are you today? ( X ) Terrific! / Really!(P.) (Y.) Today’s call is about business" do you have a quick moment for me?(P.) (Y.) (P.) (Y.)(Name) I need your help " as a professional real estate agent I havea goal to help ( # ) clients buy a home, sell their existing home, orbuy a second home or an investment and I was wondering (P.) (Y.)"Who do you know who needs my help in the next 30 days? ( No One )I appreciate you taking the time to think about it!Can you think of anyone in your (church group, family, neighborhood, office,or clubs) who may need my services at this time? (Yes ) Great!Would you mind if I gave them a call? (No) Great!What are their names? What is their phone number? Can I tell them youreferred them?By the way when do you plan on moving? (Never) Interesting.(Name) What advantage can you see in buying an investment property inthe(P.) (Y.) near future? (None) Really If I could show you a plan that would build yourfinancial future with the possibility of positive cash flow & long termappreciation You’d be interested Right! (Yes)(Go to Buyer Qualification and make appointment)Optional: (Establish this relationship, say this only on the first or second call) (Name), I’ve set a real high goal for myself this year and I would loveany help you can offer me in achieving it so would you mind if I check inwith you periodically to see if you have thought of anyone who is interested inbuying or selling real estate?(P.) (Y.)(If they say yes, get their various phone numbers, fax number, email address and mailing addresses)MFO AS WELL AS ALL HIS MENTORS & AGBSperry 13Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
PROSPECTING – SPHERE OF INFLUENCE(IF YOU HAVE TO LEAVE A MESSAGE)Good Morning!This is (Name) with Real Estate.I just wanted to take a moment again and update you on the real estatemarket. If you or anyone you know is thinking of buying or selling real estatein the next 30 days, please give me a call.My number is .Thank You!MFO AS WELL AS ALL HIS MENTORS & AGBSperry 14Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
JUST LISTED SCRIPT/DOOR KNOCKING OR COLDCALL SCRIPT (P.) (Y.) Hello, my name is with Real Estate. I just listed ahome for sale11(Use fingers to show #s)over on . it has bedrooms and baths. and it’s listed at ( ) (P.) And I was wondering "Who do you know that would like to move into our area?(No one) Fantastic!(P.) (Y.)I appreciate you taking the time to think about it, tell me:#1 — When do you plan on moving? (Never) Terrific!#2 — How long have you lived at this address? (10 yrs.) Great!#3 — Where did you move from? (LA) Good For You!#4 — How did you happen to pick this area? (Job transfer) Excellent!#5 — If you were to move where would you go next? (Back to LA) That’sExciting!#6 — And when would that be? (3 months) Fantastic!(If they are in rapport with you at this point but are not moving, continue the following questions)#A **What advantages can you see in buying an investment property in thenear future?#B **Who do you know that is currently renting that should be in their ownhome?(Add to S.O.I.)(P.) (Y.) (P.) (Y.) #C **(Name). Thank you for speaking with me today. would you mind if Icheck in with you periodically to update you on market conditions and tosee if there’s anyone you know who is interested in buying or selling realestate in the near future? (No) Great!( Only go forward if they say 3 months or less!)MFO AS WELL AS ALL HIS MENTORS & AGBSperry 15Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
#7 — Obviously you realize it could take 1 to 3 months in this market to get ahome sold. did you know that? (No) Terrific!(P.).(Y.) #8 — So. my question is. do you have to be sold in 1 month. or do you wantto start selling at that time? (Sold) Wonderful!#9 — Fortunately. to get you one step closer to LA. all we need to do now. is(P.) simply set an appointment so I can help you get what you want in thetime you want won’t that be great! Fantastic!#10— Which would be better for you. or at ?(If the time between the making of the appointment and the actual appointment is short, immediately go into theQUALIFYING THE LISTING APPOINTMENT SCRIPT)MFO AS WELL AS ALL HIS MENTORS & AGBSperry 16Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
JUST SOLD/DOOR KNOCKINGOR COLD CALL SCRIPT (P.) (Y.) Hi, my name is (Name) with Real Estate. I recently sold a home inyour area .11(Use fingers to show #s)over on . it has bedrooms and baths. and it sold for (P.) (Y.) (P.) (Y.) We know when someone sells a home. usually two more sell right away. So Iwas wondering.(P.) (Y.)#1 — "When do you plan on moving? (Never) Terrific!#2 — "How long have you lived at this address? (10 yrs.) Great!#3 — " Where did you move from? (LA) Good For You!#4 — "How did you happen to pick this area? (Job transfer) Excellent!#5 — "If you were to move where would you go next? (Back to LA) That’sExciting!#6 — "And when would that be? (3 months) Fantastic!(If they are in rapport with you at this point but not moving, you might ask the following questions.)#A **What advantages can you see in buying an investment property in thenear future?#B **Who do you know that is currently renting that should be in their ownhome?#C **(Name). It’s been really great speaking with you today. so. wouldyou mind if I check in with you periodically to see if there’s anyone youknow who is interested in buying or selling real estate ?Only go forward if they say 3 months or less!#7 — Obviously you realize. it could take 1 to 3 months in this market to get ahome sold. did you know that? (No) Terrific!MFO AS WELL AS ALL HIS MENTORS & AGBSperry 17Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
#8 — So. my question is. do you have to be sold in 1 month. or do you wantto start selling at that time? (Sold) Wonderful!(P.) (Y.) #9 — Fortunately. to get you one step closer to LA. all we need to do now. is.(P.) (Y.) simply set an appointment so I can help you get what you want. in the timeyou want.won’t that be great? Fantastic!(P.) (Y.)#10— Which would be better for you. or at ?(If the time between the making of the appointment and the actual appointment is short, immediately go into theQUALIFYING THE LISTING APPOINTMENT SCRIPT)MFO AS WELL AS ALL HIS MENTORS & AGBSperry 18Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
Hot Lead ScriptHi, (Name), this is (Name) with Real Estate . . . how are youdoing today?Great! / Really?(P.) (Y.) (Use fingers to show # of questions)(Name), I’m calling with 2 questions . . .#1a – " When do you want to put your home on the market? (Today) Excellent!OR ( for Buyers)#1b - " How soon do you want to invest in your new home?#2 – Can we start the process today? (Yes) Great!“Remember the “3-3-3 Concept” – For Leads1. Only let the phone ring three times.2. Only call a lead 3 times.3. Only talk to a lead 3 times.(If the time between the making of the appointment and the actual appointment is short,immediately go into the QUALIFYING THE LISTING APPOINTMENT SCRIPT)MFO AS WELL AS ALL HIS MENTORS & AGBSperry 19Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
THE LEAD FOLLOW-UP SCRIPT Hi I’m looking for (Name).(P.) (Y.) Hi, (Name) . This is (Name) with Real Estate (Name), at onetime you(P.) (Y.) had told me you were interested in selling your property and (P.) (Y.) I try to do the best service possible for my future clients like you so tell me again . If you were to move where would you go next?. And when would that be?. Obviously you realize it could take 1 to 3 months in this market to get ahome sold. did you know that? (No) Fantastic!(P.) (Y.) So. my question is. do you have to be sold in 1 month. or do you want to startselling at that time? (SOLD!) Wonderful!(P.) (Y.) You know I’m curious What’s important about moving? (New home in Sandy,kids growing up, kids gone, downsizing) (New Home, etc) Great!(1) How is that important to you? (Better Schools, nearer the mountains, closer towork) Good For You!(2) So Ultimately (Your home in Sandy) (Better schools) what will all of thisdo for you? Isn’t that a great feeling?(P.) (Y.)Fortunately. to get you one step closer to (Your son in college) (Better(P.) (Y.) Schools).(Your home in Sandy) all we need to do now . is simply set an(P.) (Y.) appointment . so I can help you get what you want. in the time you want.Won’t that be great? Great!(P.) (Y.) So I can show you how to make this a reality which would be better for you.or at ?If the time between the making of the appointment and the actual appointment is short,immediately go into the QUALIFYING THE LISTING APPOINTMENT SCRIPT)MFO AS WELL AS ALL HIS MENTORS & AGBSperry 20Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
EXPIRED SCRIPT (P.) (Y.)Hi, I’m looking for (Name). . Hi, (Name). my name is withReal Estate.(Angry) "I’m sure you’ve figured out that your home came up on our computer as an(Angry) (P.) (Y.)(P.) (Y.)expired listing. and I was calling to see.(Angry) "(P.) (Y.) #1 When do you plan on interviewing the right agent for the job of selling yourhome? (Never) Terrific! / Really!(Mad)#2 If you sold this home. where would you go next? (L.A.) That’s exciting!(Annoyed)#3 How soon do you have to be there? (Already) Ouch!(Empathetic)#4 (Name), . what do you think stopped your home from selling? (The Agent)Really!(Relaxed)#5 How did you happen to pick the last agent you listed with? (Referral) Great!(Relaxed)(P.) (N.)#6 What did that agent do. that you liked best? (Nothing) Ouch!(Whisper)#7 What do you feel they should have done? (Sold my house) Really!(Get Excited!)(P.) (Y.) #8 What will you expect from the next agent you choose? (Sell my house)Terrific!(More Excited!)(P.) (N.) #9 Have you already chosen an agent to work with? (No) Wonderful!(Very Excited!)(P.) (Y.) #10 I would like to apply for the job of selling your home. are you familiar(P.) (Y.) with the techniques I use to sell homes? (No) You’re kidding!(Very, Very Excited!)#11 Which would be the best time to show you. Monday or Tuesday at ?If the time between the making of the appointment and the actual appointment is short, immediately go into theQUALIFYING THE LISTING APPOINTMENT SCRIPT.MFO AS WELL AS ALL HIS MENTORS & AGBSperry 21Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
POWERFUL CLOSES FOR EXPIREDS1. Before you get yourself tied up in a multi month contract for thousands ofdollars don’t you think you owe it to yourself to get just one more(P.) (P.) (Y.) .opinion? All I need is 30 minutes to show you how I do it Let’s setan appointment today. Which would be better for you, orat ?2. Why did your last agent say your home didn’t sell? (Bad Market, HighInterest) That’s funny while your agent was making excuses I sold ( # ) homes.(P.) (Y.) (P.) (Y.) (Name), all I need is 15 minutes of your time to show you how I do itWhich would be better for you, or at ?(P.) (Y.)(P.) (Y.)Why do you think some agents sell a lot of homes while others don’t? .(P.) (Y.) .(P.) (Y.) That’s the very reason we need to get together! Let’s set an appointmenttoday. Which would be better for you, or at ?3. Are you familiar with the definition of insanity?.Doing the same thing, over and over, but each time expecting a differentresult Your home didn’t sell the first time, did it? . That’s(Y.) (P.) (Y.) (P.) (Y.) (P.)exactly why we need to get together! I’ll show you exactly why I sold ( # ).(P.) (Y.) homes while yours was on the market. Let’s set an appointment today.Would or at be best?(P.) (Y.) 4. (Name), I sold homes while yours was on the market Do you(Y.) Want me to sell your home? Then you need a different approach Let’sset an appointment today. Which would be better for you, oratMFO AS WELL AS ALL HIS MENTORS & AGBSperry 22Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
FSBO SCRIPT 1(P.) (Y.) Hi, I’m calling about the home for sale. is this the owner? (yes) Great!(P.) (Y.) (P.) (Y.) This is (Name) with . I work with a lot of Buyers and Sellers(P.) (Y.) (P.) (Y.) in the area. and I was wondering how can I help you? (Bring me a buyer)Excellent!.(P.) (Y.) Thanks for thinking about that. let me ask you. how much time will you(P.) (Y.) take. before you will consider. interviewing the right agent for the job of sellingyour home? (2-3 Weeks) Excellent!"(P.) (Y.) What has to happen. before you will consider. hiring a powerful agent.like myself. . for the job of selling your home? (More Time) Perfect!#1- " Why did you decide to sell this home? (Job transfer) Terrific! / Ouch!#2- " Where will you be moving to? (L.A.) Good for you!#3- " How soon do you have to be there? (30 days) Excellent!#4- " How long have you owned this home? (10 years) Super!#5- " How did you determine your sales price? (Other agents) Fantastic!#6- " What methods are you using for marketing your home? (Sign andads) Excellent!#7- " Are you prepared to adjust your price down " when working with abuyer? (Within reason) Terrific!(P.) (Y.) #8- " Why did you decide to sell yourself. rather than list with a real estateagent? (Save the commission) Great!(P.) (Y.) #9- . If you were to list which agent would you list with? (None in mind)Fantastic!Optional - How did you happen to pick that agent? (Yellow Pages)Really? / Interesting?MFO AS WELL AS ALL HIS MENTORS & AGBSperry 23Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
#10-" If you were to list what would you expect an agent to do. to sell yourhome? " (Sell my house) That’s Great!(P.) (Y.) #11- " Are you familiar with the techniques I use to sell homes? (No) You’rekidding!(P.) (Y.) That’s exactly why we need to get together! Let’s make an appointmenttoday. Which would be the best time to show you. or at?(P.) (Y.)(If the time between the making of the appointment and the actual appointment is short, immediately go into theQUALIFYING THE LISTING APPOINTMENT SCRIPT.)MFO AS WELL AS ALL HIS MENTORS & AGBSperry 24Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
FSBO SCRIPT 2 (P.) (Y.) Hi, I’m calling about the home for sale is this the owner? Great! I’m (Name)(P.) (Y.) with Real Estate. I’m doing a survey of all the FSBO’s in the area(P.) (Y.) and I was wondering 11. If you sold this home where would you go next? ( LA) That’s exciting!(P.) (Y.)2. How soon do you have to be there? ( 3 months) Fantastic!3.4.5.6.7.8.How would you rate your motivation to move on a scale of 1 to 10?Good for you!1What methods are you using for marketing your home? " (Sign and ads)That’s great!How did you determine your sales price?" ( Other agents) Fantastic!(P.) (Y.) "(Y.)Are you prepared to adjust your price down when working with abuyer? (Within reason) Terrific!(P.) (Y.) Why did you decide to sell yourself rather than list with a real estate agent.(Save the commission) Great! (P.) (Y.) If you were to list which agent would you list with? (None in mind)Fantastic!Or (Optional)(N.)9. How did you happen to pick that agent? (Ad) Good for you!(P.) (Y.) 10. If you were to list what would you expect the agent to do to sell yourHome sell your home? Great!(Timing)(P.) (Y.) 11. How much time will you take before you will consider interviewing theright agent for the job of selling your home?" ( 2 weeks ) Excellent!(Conditions for agent)(P.) (Y.) 12. What has to happen before you will consider hiring an agent? (NoBuyers) Perfect!(P.) (Y.) 13. Are you familiar with the techniques I use to sell homes?. (No)You’rekidding!14.Let’s set an appointment today. Which would be the best time to show youor at ?MFO AS WELL AS ALL HIS MENTORS & AGBSperry 25Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
FSBO Script 3(P.) (Y.) (Alternative introduction)Hi, I’m calling about the home for sale is this the owner? (yes)(P.) (Y.) (P.) (Y.) Great! This Is (Name) with RE and I was callingto . set up an appointment to preview your home and spend 30 min(P.) (Y.) utes with you sharing my marketing plan. .Which would be betterfor you or at ? (Yes) Great! (No)MFO AS WELL AS ALL HIS MENTORS & AGBSperry 26Double Underline Embedded Command; . Karate Chop; " Hard Downswing; 11 Open Hands; Smile;(P.) Point to Yourself; (N.) Shake Head “No”; (Y.) Nod “Yes”; Not Good, Shake Head “No”
POWERFUL CLOSES FOR FSBOS1. Did you choose that agent because you were 100% convinced thatthey could sell your home or were you just a little frustrated withthe process? To make sure that you are 100% convinced you are doing theright thing I can come by tonight at or .2. If you have a buyer, I will pay you a 3% commission.You’re willing to pay a 3% commission. Great!Obviously, you already know that exposure is the thing that will help you(P.) (Y.) get top dollar for your home right? So I want to come by and preview(P.) (Y.) your home and spend 30 minutes with you
CHAPTER 2-SCRIPTS The Sphere of Influence – Or – Past Client Scrips for Agents With Business Plans 13 Prospecting – Sphere of Influence (If You Have to Leave a Message) 14 Just Listed Script / Door Knocking or Cold Call Script 15-16 Just Sold/Door Knocking or Cold Call
