Was there anything in particular that drew you to this neighborhood? I was just calling to let you know we have listed a new home for sale in your neighborhood. Correct? If anything, I can help you find what you should be charging to help make your rental more competitive. You: Okay. 7. If you want the full 411 on how to outsell the competition, Larry's book is a must-read. You: Wow, thats amazing! (Never) Terrific! I don't know which point is going to cause your home to sell but working them all together will make your home sell. The first thing I would do is tear up the scripts they were using and then I tailored each script around their personality and strengths while hitting all the major points I wanted to hit during the call.. I still have interest from buyers, and Im in search of new listings for them. And how soon would you like to do that? The tricky part about circle prospecting is that you wont know what direction the conversation might take. Deliver your mission to providing the highest possible level of service at the end of the buyers consult. Got it. A good review, after all, can oftentimes persuade leads to work with you. How soon do you have to be there? When you get that down, you can easily more from an emotional to business. You need to show them you understand what they went through and are ready to rebuild the trust. I keep this card my good friend Rose Pagonis sent to me on my desk all the time to remind me. Real Estate Scripts for Voicemail Messages, #8. If you leave an engaging voice message your next call will come off as if its from someone already familiar to the prospect, rather than a complete stranger. I think theyd be interested in your listing, but I need some more information. If you knew you could get the best possible price for your home, would you ever consider selling? You: Perfect! Im not saying you should hire me now, or something. I would love to make you happy and find you a home that suits your needs! Would you mind telling me the price youre asking for this house? You: The markets changed a lot in the last few years. All Im going to. Are you currently working with any real estate agents? If you are going to make a statement, our favorite is Tell me more about that. Following up on internet leads is different from other cold calling tactics because you usually have additional information about the person youre contacting. Ive been renting the place for a decade without any problems until now. According to the U.S. Census Bureau, the average rental vacancy rate in the first quarter of 2021 was 6.8 percent. The market is really active right now. Sometimes its easier to start by learning what not to do when talking to a client: Pressing someone to make a decision before they feel ready, Inflating information, such as inventory or last sales price. Whatever FSBO script youre using, your goal is to unveil the real reason why the seller doesnt want an agent and build off of that. A listing will expire when something went wrong during the sale process. Although this information was found from sources believed to be reliable, FortuneBuilders Inc. makes no representations, warranties, or guarantees, either express or implied, as to whether the information presented is accurate, reliable, or current. Instead of looking for a SALE in our script, we need to be looking for an OK to talk to them again. I dont want to be ripped off. Lead: Maybe. That's what I do. You: Ive helped many property owners in my career, and sometimes it makes more sense to sell your investment property. If you are able to make it, please feel free to enjoy the provided refreshments while networking with others in the community. 1. I have some great strategies to make sure you get the most money for your house if thats something youre interested in. Sunday from 1 to 4)* You know where that is? Click to register for our FREE online real estate class! I thought you might be interested in taking a look at this great opportunity before it is gone. Instead, focus on creating an opportunity for your client to take advantage of. This delicious script answers a couple tough objections: When you've narrowed down your answers to those questions, your ready to bite right into the Chocolate Chip Cookie Script. You: Fantastic, thank you! Lots of agents are calling the owner after the expired listing, Finding potential buyers for other houses, Speed up the closure process by hosting a house that was already bid for. If you noticed anything about these real estate scripts, it should be that there really shouldnt be a script at all. You: Okay, so what Im understanding is that you havent been able to fill it for about 8 weeks, and youre looking at an income loss of $5,000. Because not every script works for every agent. [Propose date and time]. Wont that be exciting? Through this behavior, you can strategize your best approach before picking up the phone. ( ) Terrific!! I was dropping by (calling) to give you a quick update on the real estate market in, _______. However, its quite the opposite. Id like to propose that we schedule a meeting [or video call if appropriate] to share my ideas with you. You: Hi there, my name is [your name], and Im with [agency/business name]. You: On a scale of 1 to 10, how motivated are you to sell? If you proceed with the follow-up meeting with a potential seller in the neighbourhood, consider using this Chocolate Chip Cookie Script that helped Michael Stott, the Co-Owner and Head Coach at YCM. Would you like an up-to-date report on the homes near you? However, the challenge is that often you dont know what the person on the other end is up to: whether they are buying, selling, moving out, or none of the above. Below is a script that Mike Ferry, the founder of one of the leading real estate coaching companies in North America and Europe recommends for cold-calling expired listings: Hi, Im looking for _______ Hi _______ my name is _______ with _______ , Im sure youve figured out that your home came up on our computer as an expired listing and I was calling to see . Where did you plan on moving next, and how soon do you need to be there? Agents should understand WHY they are asking questions and which questions are the best to ask.. Chances are, you wouldnt. That way you can tailor your message accordingly, and thats exactly the way Christina Griffin, one of the top 100 U.S. (No) Youre Kidding! The way youll stand out from the crowd is by practicing genuine empathy. Our inspiration comes in changing lives.. Through the process of circle prospecting, youll likely end up with new leads, referrals, and valuable information about the neighborhood that you didnt already know. Years ago, in a past life, I opened call centers for companies. When talking to the owner, ask them questions designed to get to their why of listing without an agent. I create delicious real estate transactions. Its no wonder that the majority of agents leave it within the first 5 years of their careers. The following real estate cold calling scripts are intended to serve as the foundation of investors existing real estate scripts. ( ) Thats Exciting! (mention any special treats or refreshments, etc) .and also I wanted to find out. Trust me, I wouldn't want you to relive that. Could you please tell me your asking price? Why would a property owner want to sell on their own? Why not? Bad news because the owner's stance is usually pretty firm. You: Hi there! What do you feel they should have done? The beauty of a circle prospecting script is that it can be applied to anything: a recently sold property, an open house, or even an expired listing. Lets be honest: there is no such thing as a perfect real estate script. For example, you may know what listings attracted their attention, or how much time they spend on the website. (Sold my house) Really! (No) Wonderful! You: Those are some great qualities. Kevin Ward's The Book of Yes is another awesome source of real estate scripts for every situation. Real Estate Scripts to Score Leads from Open Houses, #7. If their time frame is 60 days or less 8. Common malpractices that can cost you a client include: Instead you can focus on creating a sense of urgency, exclusivity, or an opportunity that your client can use to their advantage. And because, contrary to what Hollywood would have you believe, not all real estate agents are the same. Do you know them? It depends on how much more. Real Estate Script for Recently Expired Listings, #6. Having a listing fall through probably means theyre feeling disappointed or frustrated. Your job is solving not selling. Would you ever consider selling the property if the numbers made sense? Its my passion. You: Hi, [leads name. -If you were to move again, where would you go next? You can read the full article in you want to learn about the process in detail, and here are some excerpts from it: You dont have to learn the scripts that were featured in this article by heart and then use them for the rest of your life. When a client feels truly heard by you, theyre more likely to entrust you with their house. Last but not least, remember to maintain your confidence. Sure, I understand. You: Hello. I just wanted to give you a phone call and give you a brief update about the real estate market in [neighborhood]. And remember, after you nail that first call and capture your lead, the work has just begun. As Donna Stott, a co-owner and head coach at Your Coaching Matters with over 35 years of real estate sales experience puts it: Scripts SHOULD be nothing but Conversation Starters and Enders. I have some listings that immediately come to mind, including a couple that are off-market and arent even listed yet. You: Its been so great working with you guys! The best real estate scripts will help you build trust with the FSBO seller. That number will keep going up until you find a tenant. I would love to meet with you to share the unique techniques Ive used to sell homes in your neighborhood. Investing in real estate is a complex process with highly liquid scenarios that can play out in countless ways, and no two deals are created equal. However, if you go too aggressive chasing a sale, clients will push back twice as hard and youll lose business. For some, its hard to believe that an agent isnt just in it for the moneysellers with this mindset tend to be dead-set on protecting their "piece of the pie". *The information contained herein was pulled from third party sites. Only 2% of sales are made on the 1st contact, yet most agents feel failure if they dont convert on the 1st contact. You have to find ways to use this information. This is what Larry Kendall, the author of the 2018 Axiom Business Book Award Winner, Ninja Selling and a successful realtor with over 40 years experience in the real estate industry, has to say about it: The best scripts are questions that determine the clients pain or pleasure. Because you now have the latest information specific to the area, you have a legitimate reason to use real estate cold calling scripts. Something went wrong while submitting the form. The good news is, this is the most common stance among all FSBO listings, so if you master your approach to those objections, every FSBO call will feel like an opportunity, rather than a hurdle. No script will live for that long. 2. I was calling to extend an exclusive invite to an open house event I am hosting for the [sellers last name]. I would like to apply for the job of selling your home are you familiar with the techniques I use to sell homes? You: Great! Thats bad news and good news. 2. Owner: I havent since I bought the place 10 years ago. Circle prospecting often bears lots of fruit, including referrals, lead generation, and valuable information that can help you make other sales in the neighborhood. Consider voicemail as a warm-up that is especially effective when its your first contact with the homeowner. ( ) Fantastic! ]. And how soon would you like to do that? For example, if a user looked at the same listing multiple times over a few days, it might be a clue that theyre interested in buying that listing. Register for our FREE real estate webinar, where you can learn how to replicate successful business systems from expert real estate investors. They can help you formulate how you want to approach a lead or client, as well as how youd like to open and end the conversation. I saw that the listing for your home unfortunately expired. Does that sound like Im confident I can sell your home? You: Great! Owner: Maybe, I havent really given it a lot of thought. So when would be the best time for you to get together with me, and then Ill share my ideas with you [propose date]. Want to learn more about how to start a real estate business? Im calling because Im interested in the rental you have listed at [street address]. Clients are looking for someone they can trust. The last thing you want is to make your client feel unsure about your actions or intent. Through analytics, you can track the behavior of your lead on your site, such as how much time they spent on which pages and what they clicked on. Im sorry to hear that, I can only imagine. So for now youre planning to just do it yourself. I recently found this listing at [street address] and have a few questions about it. Have you already found an agent to work with? To build trust try giving out free information in the form of marketing advice. Owner: I just feel like I can sell the house by myself without paying for an agent. ( ) Excellent! Did you have a bad experience in the past? But what you really want is a delicious chocolate chip cookie not an education into the science of cooking. When you contact them, explain how you can help them with their investment to quell their income loss. For top dollar, in the right time and with the least stress (Use the Active Marketing Plan or your own plan but something in writing is very helpful) and sell them on one point: I can explain each point and why I do it so well. If the tables are turned and a potential buyer calls you inquiring about a certain property they saw online, your goal is to regain control over the conversation as soon as possible. If you or anyone you know is looking for a great opportunity to move, please give me a call back. More and more real estate agencies generate their leads exclusively via the Internet. You: Thank you for sharing that with me. Register for our FREE 1-Day Real Estate Webinar and get started learning how to start a successful investment business today! And the Internet has its own rulebook. I know of [number] homes that have sold in your neighborhood in the past [number] days. -If the time is less than one month, set up a follow-up meeting and propose time. As soon as you say something along the lines of Im not sure, the conversation pretty much ends. If you were tomove again where do you think you would go next? ( ). Okay, what are some qualities that you didnt like so I know what to avoid? Investors who know exactly what to say to potential leads in any given scenario will increase their chances of landing a deal. [Propose date and time]. I work with buyers and investors in your neighborhood. Thanks so much for meeting with me and showing me your home. You: Would you consider moving if you knew that you could sell well above market price? Or, if a user looks at several listings in one neighborhood, it could be a clue that they want to buy a home, but havent found the perfect listing yet. However, the meat of the conversation will depend on how the client responds. Not all real estate scripts are designed to bring in leads. Okay, so to me, it sounds like youre looking for a house that features [summarize what they like], but what you dont want is [summarize what they dont like]. How long have you been living here? You can reach me at [your contact information]. ', For clients our goal is to solve not sell and never put them in the position where they feel pressure. I am calling you today as Ive just sold a house in your area., Thing is,we have some interested buyers left, and need new listings to sell them; have you, by chance, talked to any of your neighbors who may be interested in selling?, Would you be interested in selling if you knew you could get the best price for your home?. Agents by the Wall Street Journal in 2009-2015, was able to generate almost 200 returned calls from a simple message to 1200 recipients located within a 2 mile circle around her listing: Thank you for calling _____ with the griffin group at _____, weve just listed a home in your community ___ if you know anyone looking to move, give us a call.. Also, I met a couple other homeowners in the neighborhood today who are considering listing their home on the market soon. (Referral) Great! Dont give out too much information in your message. Its important to empathize with the fact that they had a bad experience with an agent in the past. 9. 6. You then propose a solution. After organizing an open house, your main responsibility is to capture as many leads as possible during the process. 11. Of course, youll have to improvise the rest based on how the conversation unfolds, but thats usually where the magic happens. 6. Clients are usually emotional at this stage for two reasons: The goal here is to understand what went wrong with the listing, and especially the clients stance on it. I am [your name] with [agency / business name]. Seek to understand what went wrong and how the client feels about it. Where did you move from? My name is and Im working with ____. Buyers, in particular, appreciate the ability to physically walk through a property and find out for themselves whether or not it suits their needs. Mitch Ribak, the founder of Inside Sales Agents and a true master of lead conversion, recommends building the script around the way that person would naturally talk. Obviously, you do want as much money in your pocket as possible. You: Hi. With so much information out there, starting a real estate business or LLC can be a complicated process. Let's pretend Im a great baker and I go into detail as to why my flour is awesome, why my butter is the highest quality, why my sugar is the best, why the vanilla is so important, how the chocolate is delectable, how my oven is truly a marvel and how my baking stone is the perfect tool to cook the cookies correctly. Owner: Its been about two months, and I have it listed at $2,500 per month. Sometimes it means being a bit more aggressive in your approach. Purpose: Build rapport with the visitor first before asking them to share their contact to stay in touch before they leave. Thats why circle prospecting scripts are so variable. FSBO real estate script |FRBO real estate script | Circle Prospecting | Sellers script | Expired listings script | Internet leads script | Open house leads script | Voicemail message leads script/a> | Real estate scripts to generate reviews | text message leads script. Here are just a few actions that highly-productive agents perform during open house hostings: The list could go on and on. 4. Create a sense of urgency and exclusivity without being too aggressive. (The agent) Really! The beginning of any script needs to create curiosity, and in some cases doubt, that what they believed just MIGHT be a bit off (read: wrong) and that YOU might have something they want to know more about.. What did that agent do that you liked best? You: Thanks so much for sharing. The Catch-all Real Estate Script for Circle Prospecting, #4. At the very least, a good real estate script sent via text can break down barriers and lead to a constructive phone call. If you sold this home where would you go next? I just bought a new home in Arizona to be closer to my grandchildren, and I want to move as soon as possible. Have you already chosen an agent to work with? Indirectly, a good review can generate a great deal of leads. Take it from Barry Jenkins, an award-winning Realtor and CMO at Better Homes and Gardens Real Estate Native American Group': "We receive 30-40 alerts a day that indicate a person has done something significant while on our website. However, understanding the underlying principles behind these tactics and why they work is a crucial part of any successful real estate business. It sounds like you want to sell quickly and get more money into your pocket if you can. Do you have a few minutes this week to meet [or propose a video call if appropriate] so I can tell you what I find and go over some options with you? The most successful real estate professionals are empathetic, active listeners. Following up on leads from internet marketing offers an advantage over cold-calling. Expired listings indicate that there was some kind of a problem during the sale process. How did you happen to pick the last agent you listed with? Are you interested in buying in the market? That translates to roughly 3 million rental owners who are losing money from vacancies. My name is [your name], and Im with [agency / business name]. But, on the other hand, you could miss out on an opportunity if youre not assertive with your real estate scripts. Heres an example of a killer real estate script for FSBOs: Hi, Ive just found this home for sale, and have a few questions about it. Thank you for your time and I look forward to hearing from you. And thats exactly what happens with the companies that dont work on their reviewsno one remembers them. The real estate industry is tough. / Really! Heres what Dale Archedkin, the founder of Smart Inside Sales, and a former director of lead generation for a top-5 Keller Williams Realty, has to add: The best scripts are mostly composed of questions, with very little telling on the agents part. Using the following script, Barry and his team noticed an average 15% conversation to appointment ratio: In your best I dont make commission Im just a customer service person voice: I was going through my files and didnt see if you ever bought that home you were looking for? The answer is simple: Find stellar scripts and adapt them to your unique process. Could you share with me how long your house has been listed for sale? Some people just aren't willing to cover an agent's commission. Our new online real estate class, hosted by expert investor Than Merrill, covers the basics you need to know to get started with real estate investing. Again, investing in real estate is incredibly liquid and constantly changing. What Im hearing from you is that youre interested in saving as much as possible. Therefore, investors arent advised to follow these scripts for real estate agents verbatim, but rather iterate on them. Are you still looking for someone to fill the vacancy? Im going to be selecting one winner from everyone in attendance today to receive a [prize youre giving away] and contacting the lucky winner via email, so be sure to sign in so you dont miss out!. You: Have you seen any listings that piqued your interest? Instead, focus on how you can save them money by getting them a better deal through your expertise. Well, Id only ask you to consider moving if you felt like it was the right decision for you. You: Hi [leads name], homes keep selling in your neighborhood. If you are trying to get people to show up for an open house, try this real estate script. Could you tell me what your budget is? With this exact script Michael was able to sell over 3000 homes throughout his 35+ years career in real estate. Any reliance on this information is at your own risk. How are you feeling? What would be the best time to show you Monday or Tuesday at ____? Heres how to choose the right real estate CRM for you. You: Id like to propose that we schedule a meeting [or video call if appropriate] to share my ideas with you. You: If you dont mind me asking [proceed to ask the following questions]: Are you aware of anyone looking to buy a home in this area? You: Thank you for sharing that with me! Id love to stay in touch and make sure youre the first to know about any new properties before they come onto the market.. Keep in mind that its human nature to want to trust someone who is kind and caring, rather than someone who is clearly just trying to make a sale. ( ) Fantastic! Awesome. In our webinar Conquer The First Phone Call Like A Boss, Lyndon shares the script hes using to regain control over the conversation and turn an inquiring person into a customer: Use these three open-ended questions right away: That way you will always have control over the conversation and can switch the focus from a property to a customer and their needs. You: Great! The goal is to intrigue the prospect without taking too much of their time. Would you be open to scheduling a meeting so that I can share my ideas with you? What will you expect from the next agent you choose? Thankfully, Justin Landis and his Atlanta real estate group shared his valuable tips for getting as many reviews as possible along the entire buying process. Who can anyone ask for more? My favorite technique is asking really GREAT questions, and keeping the prospect doing the talking. 7. In other words, FSBOs are off-market deals. Lead: I liked some of the houses I saw, but none of them stood out as the one.. Whats the rental price? Owner: Well, right now Im just trying to rent it out. Yeah, now try and remember where. Without even having had a conversation with the lead, you can use their behavior to inform you which real estate scripts to use. (Sell my house) Terrific! Check out our Guide to the Top 30+ Real Estate Coaching Programs. do is give you some valuable information to help you get more money for your house. 5. The math simply works against you if that is your mindset. Would you mind sharing what you think stopped your home from selling? What brought you to this area? How long have you lived in this neighborhood? Im calling you today because I just sold a house in your area. Thats where you build rapport and connect. Oh, got it. [Propose date and time]. My name is [your name] with [agency / business name]. I already have some strategies in mind to get your house off the market as soon as possible. (10 yrs) Great! You: Hello! 8. The real estate industry is tough. Purpose: Run a contest to encourage people to leave their contact details, make it fun for them to register, and use it as an easy ice breaker. What do you feel that could have been done better? And to let you know there have been ____ homes that have sold in the last ______ days Ive just recently sold a house for your neighbours ___ for _____. Below is the FOMO, or Fear Of Missing Out script based on the urgency and opportunity that hot-market prospects can be presented with: Hi, my name is ___________________ with _________________! If done correctly, creating a new buyer lead script with these examples will help generate more leads. Just out of curiositywhen do you think you might be ready tomake a move? Heres an example of a cold calling script after a sale was made in the area of interest. Circle prospecting describes the process of cold-calling residents who live within the radius of your last deal. I would be happy to keep you informed on any updates about this property. 1. Who do you know that would like to move into our area? Great! Theyre also likely fielding calls from lots of agents, only adding to their frustration.
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