Practice Your Scripts - They Work! Practice Makes Perfect & Builds Confidence
FREE CMA REQUEST - SELLER FOLLOW-UP CALL
Is Mr. or Ms. Smith there?
(always ask for the person that requested the info ... sometimes the partner might not know they're moving yet, and that's not a good start.)
Hi Mr. X, this is ________ of Sutton Realty, and the reason I'm calling is I received your request for the information you wanted and we'll be sending it to you by email or would you prefer we mail you a hard copy?
NOW ESTABLISH MOTIVATION & TIMING:
1. Are you folks planning on making a move in the next 3-6 months?
(if longer than 6 months ask if they would like to receive your Home Marketwatch Newsletter to keep in touch with what is happening in the market place - then you can follow-up at a later time)
2. If you were to move, would you be staying in the area or moving out of the area?
3. And when do you think that might be?
4. Do you have a realtor to help you with that when the time is right?
5. Would you prefer to buy before listing your home, or do you want to sell first?
(If it's Sell First see below - if it's Buy First see bottom script)
6. (For Long term Prospects - over 6 months) Would it be ok if I followed up with you at a later time? (If Yes) And when do you think it would be a good time for me to call you back?
It's been a pleasure talking with you, have a great evening/day...
- follow-up Script from 5
Since I have not actually viewed your home, would you like a free personalized market evaluation to determine what your home would sell for?
Also, I can give you tips on what to do and what not to do to sell your home for the most amount of money, and we can go over all the various closing costs you will incur so you will know exactly what you'll be left with in your pocket after expenses.
It's FREE of charge and obligates you to nothing. Does that sound helpful? When is a good time to get together -- days or evenings?
(if the client asks what might be various closing costs remind them of lawyer fees, mortgage discharge, closing expenses on a purchase such as land transfer tax, property tax prepayments etc.)
- follow-up Script from 5
Would you like me to email you daily updates of homes that match your buying criteria from all Real Estate companies as they hit the market. Our list includes Bank Foreclosures, Estate Properties and other distress sales. Its a free service of course and you are never obligated to buy a home.
Would you be interested? (Prospect usually says yes)
When can we get together for about 20 minutes so I can take down exactly what you're looking for?
(If prospect says I can tell you over the phone... say the following)
Well, house inventory changes daily and the exceptional "value" properties get purchased quickly, so rather than email you hundreds of homes which may or may not match your criteria, or risk missing out on the perfect one, if we can get together for about 20 minutes, I have a form I fill out and I can write down exactly what you're looking for. I can also show you sample listings which you can quickly point out the exact style or styles of homes you like and eliminate the ones you feel are out of the question. It will save you a lot of time.
When would be a good time to get together - days or evenings?