INSPIRED PROSPECTING SCRIPTS AND OTHER INFORMATION

Transcription

1 IT S NOT ABOUT MARKET It s about what you do! INSPIRED PROSPECTING SCRIPTS AND OTHER INFORMATION rob@wantmoreleads.com Education and Tools for Real Estate Agents, Loan Officers, Title, Financial, Direct Marketing

2 TABLE OF CONTENTS CHAPTER 1-INTRODUCTION Affirmations 4-5 Other Affirmations 6 Key Chart for Script Reading 7 How to Role Play Effectively 8 Keys to Successful Prospecting 9 Developing a Sphere of Influence 10 Keys to S.O.I. Success 11 CHAPTER 3-LISTING PRESENTATIONS Pre-qualifying the Listing Presentation Script 38 The One Minute Presentation 39 Five Minute Presentation 40 Twenty Minute Presentation #1 41 Going For Your Price Script 42 Alternate One Minute Presentation 43 The C.M.A. Presentation The Price Objection Script 47 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 Just Sold/Door Knocking or Cold Call Script Hot Lead Script 19 Lead Follow-Up Script 20 Expired Script 21 Powerful Closes for Expireds 22 FSBO Script Powerful Closes for the Listing Presentation Ten Main Handling Objections Scripts CHAPTER 4-OTHER SCRIPTS Price Reduction Script - #1 55 Price Reduction Script - # Powerful Closes for Pricing Presentation Setting the Buyer Appointment Script 60 Renter / Buyer Script CPA, Attorney Scripts 63 Telephone Ad Sign Call Responses FSBO Script 2 25 FSBO Script 3 26 Powerful Closes for FSBOS Powerful Closes for Prospecting Closes 33 Tie Downs / Assumptions 34 Pattern Interrupts / Level Shifts 35 Internal Dialogue, Statements and Questions 36

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4 AFFIRMATIONS o Today is great because I choose to make it great! o My success is guaranteed because I follow my plan and I follow my schedule o I love real estate because it is simple, fun and profitable o I take great care of my clients and sphere. They love to refer business to me o Referrals come to me easily and often o I am financially independent o I am a millionaire o My mind is always focused o I am kind, generous and thoughtful o I expect to win and I do o I live my dreams o I empower everyone around me o I create win/win situations with everyone I meet o I achieve my goals o Opportunities always present themselves to me o I magnetize success to me daily o My energy is centered and focused o I surround myself with positive, successful people o I am committed daily to improving my health, my mindset, my skills and my business. o I am disciplined, therefore I achieve my goals o I am accountable, therefore my business grows o Money & abundance flow freely to me o My listings sell quickly because I price them right o I tell the truth o Sellers trust me to price their homes right o I am an expert o I get price reductions with ease o I am a pricing expert o I am always focused on my client s best interest o I provide excellent service o I am empowered by serving my family and friends in their real estate needs o I contact my past clients and sphere of influence on a daily basis o I add people daily to my sphere of influence o I keep my mind constantly in tune with the positive during my prospecting session o I visualize setting appointments and I set them o I ask questions o I am a good listener o I sense the proper time to ask closing questions o I ask them to buy o I always ask for referrals o The telephone is my greatest tool o I set appointments daily o I set appointments with ease MFO AS WELL AS ALL HIS MENTORS & AGBSperry 4

5 o Because I prospect...i set appointments o I am brave o I am courageous o I am in charge o I am a leader o I keep my emotions in check o I live in the moment o I control my schedule o I stay on schedule o My schedule gives me peace of mind o I am organized o I am disciplined o I have integrity o I always tell the truth o I am enthusiastic o I have unlimited energy o I eat foods that give me energy o I drink water to create energy o I take care of my body o I only put positive, healthy substances into my body o I exercise daily to create energy o People are attracted to my positive energy o I am grateful o I am a winner o I keep positive, exciting, fun, productive thoughts in my mind at all times...yes! MFO AS WELL AS ALL HIS MENTORS & AGBSperry 5

6 OTHER AFFIRMATIONS I love life I do whatever is necessary to develop my health every day in every way I eat nutritiously My mind acts on healthy information I am healthy I eat properly I exercise regularly I am free of stress and depression I always have positive thoughts My positive thinking brings me success I am a happy person I thrive on challenges I feel great Health and happiness are my goals My attitude is totally positive I know my numbers and I use them effectively I notice changes in my life and I like them I like myself I feel great I deserve to excel I am decisive My energy is centered and focused People like me I know my strengths I use my strengths I manage my time I am the master of ease I am in control I am well prepared I am organized I am creative I set priorities I get things done I do it now When something needs to be done, I do it I keep positive, exciting, fun, productive thoughts in my mind at all times...yes MFO AS WELL AS ALL HIS MENTORS & AGBSperry 6

7 KEY CHART FOR SCRIPT PRACTICE A double underlined statement = An Imbedded Command = Karate Chop = Hard Downswing = Open Hands = Remember to Smile = Show Disapproval P. = Point at Yourself N. = Shake Head No Y. = Nod Yes MFO AS WELL AS ALL HIS MENTORS & AGBSperry 7

8 HOW TO ROLE PLAY EFFECTIVELY #1 Stand up while role-playing! #2 Always smile, smile, smile! #3 Be Enthusiastic! #4 Arms in ready position! #5 Positive role-play manner! #6 Follow scripts verbatim! You play at the level you practice. How much and how well do you practice? Don Shul MFO AS WELL AS ALL HIS MENTORS & AGBSperry 8

9 KEYS TO SUCCESSFUL PROSPECTING 1. ENERGY, EXCITEMENT, INTENSITY AND FOCUS! STAND UP & SMILE! 2. MINDSET! YOU MUST BELIEVE THAT YOU WILL SET AN APPOINTMENT! 3. FOLLOW THE SCRIPTS! 4. RAPPORT COMFORT BEGIN TO LEAD SET AN APPOINTMENT OR SIGN THE CONTRACT! 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. CLOSE A MINIMUM OF 5+ TIMES. b. ASK 2-3 QUESTIONS TO BUILD RAPPORT AGAIN AND THEN CLOSE AGAIN AND AGAIN AND AGAIN. c. ABC = ALWAYS BE CLOSING! d. GIVE THEM A CHOICE MONDAY OR TUESDAY AT 4 PM? 7. END WITH A BANG! SHOW GREAT ENTHUSIASM AND THAT YOU ARE EXCITED TO MEET WITH THEM! 8. SHOW UP! PAY ATTENTION! TELL THE TRUTH! DON T BE ATTACHED TO THE OUTCOME MFO AS WELL AS ALL HIS MENTORS & AGBSperry 9

10 DEVELOPING A SPHERE OF INFLUENCE Use the following list to jog your memory for additional names of people to contact. Ask yourself if you know anyone who is at all involved in any of the following. Write the name next to each, if none come to mind, skip and move on to the next category. Accountant Consulting Loans Shoe Repair Advertising Contractors Management Siding Aerobics Cosmetics Manufacturing Signs Airline Country Clubs Mechanics Skating Alarm Systems Credit Unions Medical Skiing Animal/Vet Day Care Mortgages Skydiving Apartments Delivery Motels Soccer Appraisers Dentists Museums Softball Architects Dermatologists Music Software Art Doctors Mutual Funds Spas Athletics Dry Wall Newspaper Sporting Goods Attorney Electrician Nurses Surgeons Automobile Engineering Nutrition Tailors Baby-Sitters Fireman Office Machines Teachers Banking Fisherman Office Furniture Telecommunications Barber Florist Optometrists Tennis Bartender Furniture Orthodontist Theaters Baseball Gardens Pediatricians Title Comps. Beauty Salon Golfing Pedicures Training Beeper Groceries Pensions Typesetting Bible School Gymnastics Pest Control Universities Boats Hair Care Pets Video Bonds/Stocks Handicapped Pharmacies Waste Bookkeeping Handyman Phones Weddings Bowling Hardware Physician Wine Brokers Health Club Plumbing Builders Health Insurance Podiatrist Cable TV Horses Pools Camping Hospitals Preschools Carpet Cleaning Hotels Printing Cellular Phones Hunting Printing CPA s Insurance Rental Agencies Chiropractors Investments Resorts Church Jewelry Restaurants Cleaners Laundries Roofing Colleges Lawn Care Satellites Computer Libraries School Construction Limousines Secretaries MFO AS WELL AS ALL HIS MENTORS & AGBSperry 10

11 KEYS TO S.O.I. SUCCESS 1. Call them every days 2. Mail to them every quarter 3. them 18 times a year 300 people in your S.O.I. gives you a % return on investment or, in other words, extra deals a year! CREATE VALUE FOR YOUR S.O.I.s: (THE LAW OF RECIPROCITY) TELL THEM ABOUT: 1. Market conditions; 2. Interest rates; 3. Newly listed investment properties; 4. Anniversary of their home closing; 5. An updated C.M.A.; 6. Ask them if they have a property to research; 7. Talk about refinancing; 8. Talk with them about published or newly reported real estate news. MFO AS WELL AS ALL HIS MENTORS & AGBSperry 11

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13 THE SPHERE OF INFLUENCE OR PAST CLIENT SCRIPTS FOR AGENTS WITH BUSINESS PLANS Hi, I m looking for (Name). Hi, (Name), this is with Real Estate how are you today? ( X ) Terrific! / Really! Today s call is about business do you have a quick moment for me? (P.) (Y.) (Name) I need your help as a professional real estate agent I have a goal to help ( # ) clients buy a home, sell their existing home, or buy a second home or an investment and I was wondering 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 you referred them? By the way when do you plan on moving? (Never) Interesting. (Name) What advantage can you see in buying an investment property in the near future? (None) Really If I could show you a plan that would build your financial future with the possibility of positive cash flow & long term appreciation 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 love any help you can offer me in achieving it so would you mind if I check in with you periodically to see if you have thought of anyone who is interested in buying or selling real estate? (If they say yes, get their various phone numbers, fax number, address and mailing addresses) MFO AS WELL AS ALL HIS MENTORS & AGBSperry 13

14 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 estate market. If you or anyone you know is thinking of buying or selling real estate in the next 30 days, please give me a call. My number is. Thank You! MFO AS WELL AS ALL HIS MENTORS & AGBSperry 14

15 JUST LISTED SCRIPT/DOOR KNOCKING OR COLD CALL SCRIPT Hello, my name is with Real Estate. I just listed a home for sale (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! 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 s Exciting! #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 the near future? #B **Who do you know that is currently renting that should be in their own home? (Add to S.O.I.) #C **(Name)... Thank you for speaking with me today... would you mind if I check in with you periodically to update you on market conditions and to see if there s anyone you know who is interested in buying or selling real estate in the near future? (No) Great! ( Only go forward if they say 3 months or less!) MFO AS WELL AS ALL HIS MENTORS & AGBSperry 15

16 #7 Obviously you realize it could take 1 to 3 months in this market to get a home 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 want to 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 the time 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 the QUALIFYING THE LISTING APPOINTMENT SCRIPT) MFO AS WELL AS ALL HIS MENTORS & AGBSperry 16

17 JUST SOLD/DOOR KNOCKING OR COLD CALL SCRIPT Hi, my name is (Name) with Real Estate. I recently sold a home in your area... (Use fingers to show #s) over on... it has bedrooms and baths... and it sold for $ We know when someone sells a home... usually two more sell right away... So I was wondering... #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 s Exciting! #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 the near future? #B **Who do you know that is currently renting that should be in their own home? #C **(Name)... It s been really great speaking with you today... so... would you mind if I check in with you periodically to see if there s anyone you know 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 a home sold... did you know that? (No) Terrific! MFO AS WELL AS ALL HIS MENTORS & AGBSperry 17

18 #8 So... my question is... do you have to be sold in 1 month... or do you want to start selling at that time? (Sold) Wonderful! #9 Fortunately... to get you one step closer to LA... all we need to do now... is simply set an appointment so I can help you get what you want... in the time 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 the QUALIFYING THE LISTING APPOINTMENT SCRIPT) MFO AS WELL AS ALL HIS MENTORS & AGBSperry 18

19 doing today? Great! / Really? Hot Lead Script Hi, (Name), this is (Name) with Real Estate... how are you (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 Concept For Leads 1. 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 19

20 THE LEAD FOLLOW-UP SCRIPT Hi I m looking for (Name). Hi, (Name)... This is (Name) with Real Estate (Name), at one time you had told me you were interested in selling your property and 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 a home sold... did you know that? (No) Fantastic! So... my question is... do you have to be sold in 1 month... or do you want to start selling at that time? (SOLD!) Wonderful! 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 to work) Good For You! (2) So Ultimately (Your home in Sandy) (Better schools) what will all of this do for you? Isn t that a great feeling? Fortunately... to get you one step closer to (Your son in college) (Better Schools)...(Your home in Sandy) all we need to do now is simply set an appointment... so I can help you get what you want... in the time you want... Won t that be great? Great! 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 20

21 (Angry) EXPIRED SCRIPT (P.) (Y.) Hi, I m looking for _(Name).... Hi, (Name)... my name is with Real Estate. (Angry) I m sure you ve figured out that your home came up on our computer as an (P.) (Y.) expired listing... and I was calling to see... (Angry) #1 When do you plan on interviewing the right agent for the job of selling your home? (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!) #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!) #10 I would like to apply for the job of selling your home... are you familiar 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 the QUALIFYING THE LISTING APPOINTMENT SCRIPT. MFO AS WELL AS ALL HIS MENTORS & AGBSperry 21

22 POWERFUL CLOSES FOR EXPIREDS 1. Before you get yourself tied up in a multi month contract for thousands of dollars don t you think you owe it to yourself to get just one more (P.) opinion? All I need is 30 minutes to show you how I do it Let s set an appointment today. Which would be better for you, or at? 2. Why did your last agent say your home didn t sell? (Bad Market, High Interest) That s funny while your agent was making excuses I sold ( # ) homes. (Name), all I need is 15 minutes of your time to show you how I do it Which would be better for you, or at? (P.) (Y.) Why do you think some agents sell a lot of homes while others don t?... That s the very reason we need to get together! Let s set an appointment today. 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 different result Your home didn t sell the first time, did it? That s (Y.) (P.) exactly why we need to get together! I ll show you exactly why I sold ( # ) homes while yours was on the market. Let s set an appointment today. Would or at be best? 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 s set an appointment today. Which would be better for you, or at MFO AS WELL AS ALL HIS MENTORS & AGBSperry 22

23 FSBO SCRIPT 1 Hi, I m calling about the home for sale... is this the owner? (yes) Great! This is (Name) with... I work with a lot of Buyers and Sellers in the area... and I was wondering how can I help you? (Bring me a buyer) Excellent! Thanks for thinking about that... let me ask you... how much time will you take... before you will consider... interviewing the right agent for the job of selling your home? (2-3 Weeks) Excellent! 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 and ads) Excellent! #7- Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific! #8- Why did you decide to sell yourself... rather than list with a real estate agent? (Save the commission) Great! #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 23

24 #10- If you were to list what would you expect an agent to do... to sell your home? (Sell my house) That s Great! #11- Are you familiar with the techniques I use to sell homes? (No) You re kidding! That s exactly why we need to get together! Let s make an appointment today. Which would be the best time to show 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 24

25 FSBO SCRIPT 2 Hi, I m calling about the home for sale is this the owner? Great! I m (Name) with Real Estate. I m doing a survey of all the FSBO s in the area and I was wondering 1. If you sold this home where would you go next? ( LA) That s exciting! 2. How soon do you have to be there? ( 3 months) Fantastic! 3. How would you rate your motivation to move on a scale of 1 to 10? Good for you! 4. What methods are you using for marketing your home? (Sign and ads) That s great! 5. How did you determine your sales price? ( Other agents) Fantastic! (Y.) 6. Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific! 7. Why did you decide to sell yourself rather than list with a real estate agent. (Save the commission) Great! 8. 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! 10. If you were to list what would you expect the agent to do to sell your Home sell your home? Great! (Timing) 11. How much time will you take before you will consider interviewing the right agent for the job of selling your home? ( 2 weeks ) Excellent! (Conditions for agent) 12. What has to happen before you will consider hiring an agent? (No Buyers) Perfect! 13. Are you familiar with the techniques I use to sell homes?... (No)You re kidding! 14.Let s set an appointment today. Which would be the best time to show you or at? MFO AS WELL AS ALL HIS MENTORS & AGBSperry 25

26 FSBO Script 3 (Alternative introduction) Hi, I m calling about the home for sale is this the owner? (yes) Great! This Is (Name) with RE and I was calling to set up an appointment to preview your home and spend 30 min- utes with you sharing my marketing plan. Which would be better for you or at? (Yes) Great! (No) MFO AS WELL AS ALL HIS MENTORS & AGBSperry 26

27 POWERFUL CLOSES FOR FSBOS 1. Did you choose that agent because you were 100% convinced that they could sell your home or were you just a little frustrated with the process? To make sure that you are 100% convinced you are doing the right 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 get top dollar for your home right? So I want to come by and preview your home and spend 30 minutes with you to share my plan to get your home sold for top dollar and when I come out you will see what I am capable of doing to sell your home and if you feel comfortable with what I have to say then we can work together to get your home sold If you (N.) don t like what I have to offer that s OK too then the worst that you have done is expose your home to a powerful agent / company who/ that sells a lot of homes Correct! Either way, all we need to do now is set an appointment.which would be better for you, or at? 3. Do you know how many homes the average agent sells in this area? (Four!) Do you know what the average commission is? ($3,000) If you made ($12,000) a year, would you say your mindset is one of prosperity or desperation? If you were desperate and someone offered you 3% to bring them a buyer, what would you say? Have you had any agents agree to your offer? Just imagine that you are that desperate agent and you have a buyer in your car (who represents ¼ of your total income for the year) Would you bring that buyer to an unsecured for sale by owner property like yours where the potential for lawsuits is 2-3 times higher and you ll have to do all the work or would you rather bring that buyer to a secured property where you and another agent can work together to guarantee MFO AS WELL AS ALL HIS MENTORS & AGBSperry 27

28 you get paid If you were that desperate agent you wouldn t show that For Sale By Owner Right?... That s the very reason we need to get together! Which would be better for you or at? 4. If I can show you how I will net you more money than you can selling it on your own Obviously you d want to get together with me right? All I need is 15 minutes to show you how I do that Let s set an appointment today.which is better for you or at? 5. Our company sold 100s of properties this last year. How much (N.) money have you already lost in time spent? Did you know that the market is no longer appreciating? With each week you are gambling thousands of dollars as the market slides backwards If I could get you the price you wanted in the next 30 days obviously you d want to list your home with me... That s the very reason we need to get together!... Let s set appointment today. Which would be better for you or at? 6. What kind of buyers look at For Sale By Owners? Why wouldn t a buyer just work with an agent? Don t agents have access to 99% of the homes listed for sale? Then why wouldn t a buyer work with an agent? Buyers that are looking at your home can t work with an agent can I explain? Agents do their best to work with buyers who are qualified and realistic Can I tell you who is looking at your home? (N.) First, buyers who don t qualify for a conventional loan and are looking for a special deal to help them get into a house. (Name), are you prepared to help finance the home for a buyer or make a special arrangement? MFO AS WELL AS ALL HIS MENTORS & AGBSperry 28

29 The second kind of buyer looking at your home is an investor preying on For Sale By Owners who are frustrated with the selling process whom they can take advantage of to get a deal Have you received any ridiculous verbal low-ball offers? (Yes) Ouch! Let s set an appointment today so I can show you how I will expose your property to buyers with the money and motivation to make a full price offer Which would be better for you or at? 7. You re right! The market is good and you may be able to sell your yourself, and yet have you considered what it could cost you? If you don t have a powerful agent, like me, representing you and your best interests, who is going to help you to wade through all the legalities, the disclosures, the inspections, just to name a few of the roadblocks along the way? With the extra complexities involved in selling a home these days, you can easily open yourself up to lawsuits that could wipe out your equity, just by mishandling one step along the way! (Name), as a professional REALTOR, I have the skills, knowledge, and experience to protect and negotiate for you with buyers, agents, mortgage companies, and others. Let s do the right thing and simply set an appointment so I can show you how I can save you money and protect your interests, OK? Which would be better for you or at? 8. You probably can sell your home yourself May I ask you what you do for a living? (P.) (N.) (Name), I don t have to tell you that your job is quite a bit more complex than it might look to an outsider? Right? Realistically, could I step in tomorrow and do your job for you? Of course not! It probably takes a lot of training and experience to be really good at it right? It s the same way in my profession. Getting the results that I get requires skills that I have developed over a long period of time These same MFO AS WELL AS ALL HIS MENTORS & AGBSperry 29

30 abilities and skills are the very reason we need to get together. I make it possible for you to go on with the rest of your life When I sell your house, you show up at closing and get a nice check! Let s set an appointment today Which would be better for you or at? 9. Yes, you probably can sell your home. The question is at what price can you sell it? You see, even if you are fortunate enough to get an offer, private offers tend to come in at 7 to 10 % below your price. (P.) (N.) Naturally, (Name), I don t have to tell you that buyers know you re selling without an agent and they are trying to save the same money that you are. My listings sell on an average for 98-99% of the list price, which means (P.) when you list with me, even though you list with me you actually end up with more money in your pocket, and that s what you want, right? Let s set an appointment today so I can get you what you want in the shortest possible time! Won t that be great! Which would be better for you or at? 10. You have some interested prospects that will probably bring you an offer. (P.) Let me ask you how would it affect your plans to sell this home if you accepted an offer and found out days later that the buyer (N.) wasn t fully qualified. You ve probably heard of sellers having their homes in escrow for a long time only to have the deal fall apart at the last minute right? (Yes) That can often be prevented if all the details are looked after correctly. That s exactly why we need to get together! I ll make sure the details are looked after, allowing you to be in by. (P.) (Y.) All we need to do now is simply make an appointment so I can help you get what you want in the time you want. Won t that be great! Which would be better for you, or at? MFO AS WELL AS ALL HIS MENTORS & AGBSperry 30

31 POWERFUL CLOSES FOR PROSPECTING 1. If you could get what you wanted for this home now obviously you would put your home on the market today. Then let s set an appointment today. Which would be better for you or at? 2. If I could get you top dollar for your property today, you d want to list your home tonight? Right. Let s set an appointment. Which would be better for you or at? 3. If you felt absolutely confident that you could sell your home now would you sell it? Let s meet so I can show you how confident I am that I can sell it for you now. Let s set an appointment today. Which would be better for you or at? 4. You said you had to move to (Place) by (Time) right? Based on the time it takes to get a home on the market get it properly exposed to the public and sell it we need to get together as soon as possible. So, Let s set an appointment today. Which would be better for you or at? (P.) (N.) 5. (Name), I wouldn t be doing my job if I didn t ask you one more time for (P.) an appointment. I ve learned over the years that if I don t you (N.) might end up with a mediocre agent and lose money You don t want to lose money on the sale of your home do you?... Let s set an appointment today. I can drop by on or at? MFO AS WELL AS ALL HIS MENTORS & AGBSperry 31

32 6. It will only take me 30 minutes to show you how I get top dollar for the (Y.) homes that I sell It would be worth 30 minutes of your time to be absolutely sure you were going to receive the most money possible (Y.) for your home you want to net the most money possible right? Let s set an appointment today. Which would be better for you or at? 7. If I had a proven plan for getting your home sold for top dollar you d use it? Right? Let s get together and I ll show you that plan Which is better for you or at? MFO AS WELL AS ALL HIS MENTORS & AGBSperry 32

33 CLOSES 1. That s the very reason we need to get together! Let s set an appointment today. Which would be better for you, or at? (Y.) (P.) 2. Let me ask you a question and please be honest OK? If I sold your home within the next 30 to 90 days and I got you what you need (P.) (Y.) would that pose a problem for you? Terrific! That s the very reason we need to get together! Let s make an appointment today. Which is better for you or at? (When they ask what you do) 3. My presentation takes only 30 minutes let me come by and show you exactly how I can get that done. Which would be better for you, or at? 4. I will be in the area all this week. Let s make an appointment today. Which would be better for you, or at? 5. When I come out on and we agree that my marketing plan is the best available to get your home sold obviously you ll be in a position to list with me that night/day? Right? 6. Great why don t we set a tentative appointment for next week which would be better for you, or at? 7. That s the reason we have to get together so I can help you expose your property Which is better for you, or at? (Y.) (P.) (Y.) 8. Obviously, you re interested in netting more money in less time right? Let s set an appointment today. Which would be better for you or at? MFO AS WELL AS ALL HIS MENTORS 33

34 TIE DOWNS/ ASSUMPTIONS Doesn t that make sense? Isn t that what you want? That s not too much to ask for, is it? Wouldn t you agree? You want to make the best decision for you and your family correct? You don t want to make the same mistake twice do you? That s what you want right? That s your goal correct? Wouldn t you say? Of course, you d agree that listing with me is your best option. Right? Obviously, Exposure is the thing that is going to get you top dollar for your property, Right? Which would be better for you, or at? Right! Of course! MFO AS WELL AS ALL HIS MENTORS & AGBSperry 34

35 PATTERN INTERRUPTS/ LEVEL SHIFTS PATTERN INTERRUPTS 1. How long have you lived at this address? 2. When your home sells, where will you go next? 3. Why are you selling? 4. When do you need to be in your new home? 5. Why did you pick this area? 6. What are you doing to market your home? 7. Is your home still for sale? 8. Are you interviewing agents? 9. Why didn t your house sell? 10. What plans do you have now? LEVEL SHIFTS * What I hear you saying is (Commission vs. Net) * In other words, you (Want OH, ads, TV spot, etc.) * In other words, you want your house SOLD! MFO AS WELL AS ALL HIS MENTORS & AGBSperry 35

36 INTERNAL DIALOGUE 1. I don t need to tell you you already know that (exposure will get your home Sold) 2. Obviously you already know that 3. Obviously you already know I don t need to tell you 4. Great, that s the very reason you and I need to get together so that I can show you how I can help you get to (better schools, larger/smaller house, horse property, closer to your husband s work, children s schools, skiing, etc) STATEMENTS & QUESTIONS I REALLY WANT TO KNOW! THANKS FOR THINKING ABOUT THAT! I M SO GLAD YOU BROUGHT THAT UP! THAT S THE VERY REASON YOU AND I NEED TO GET TOGETHER! CAN I TELL YOU WHY THAT CONCERNS ME? CAN I TELL YOU WHY? TELL ME A LITTLE BIT MORE ABOUT THAT? HELP ME UNDERSTAND WHAT YOU ARE SAYING? MFO AS WELL AS ALL HIS MENTORS & AGBSperry 36

37 MFO AS WELL AS ALL HIS MENTORS & AGBSperry 37

38 PRE-QUALIFYING THE LISTING PRESENTATION SCRIPT Before I come out there are a number of questions I need to ask you OK? 1. If what I say makes sense and you feel comfortable and confident that I can sell your home are you planning to list your home with me when I come out on at? (I don t know) (N.) 2. Do you plan to interview more than one agent for the job of selling your home? 3. Tell me again where are you moving to? 4. How soon do you have to be there? (3 months) Great! 5. When I see you how much do you want to list your home for? Realistically. 6. As a professional real estate agent, I study homes and prices every day, therefore I assume you ll list with me at a price that will cause your home to sell correct? So what price won t you go below? (Don t go on appt. if they won t tell you!) 7. How much do you owe on the property? ($100,000) Excellent! (Only ask the next question if they have not been FOR SALE BY OWNER) (N.) 8. Have you ever thought about selling it yourself? (No) Terrific! (Yes) Interesting. 9. Will you help finance the home for the buyer or do you want your cash out? (Cash out) That s Great! 10. Would you please describe your home for me? 11. I ll be sending over a package of information will you take a few moments and review it? Thank you. 12. Do you have any questions before I arrive? (No) Great! (Yes) (Find out what they are and promise to cover them as part of your presentation, if you do not want to address them now.) 13. So you know our meeting should only take between ten & thirty minutes OK? I look forward to seeing you on at. MFO AS WELL AS ALL HIS MENTORS & AGBSperry 38

39 THE ONE-MINUTE PRESENTATION Hi thanks again for having me over I m excited about getting your home on the market and getting it sold Do you mind if I take a quick look around your home? I wrote down three real important questions for you (Use your fingers to show #1. ) (Y.) 1. Do you absolutely have to sell your home? (Yes) Fantastic! (No) You didn t pre-qualify hard enough - why are you there? (Use your fingers to show #2.) (Y.) 2. Will you price your home to sell? (Yes) Great! ( (Keep nodding, point to the contract, shrug shoulders, be quiet!) 3. Do you want me to handle the sale for you? (Yes) Excellent! (P. to contract)(y.) (Nod) All we need to do now is simply sign the contract so I can help you get what you want in the time you want won t that be great? Only close for the signature at the end of the One-Minute Presentation when you have qualified and know the following: 1. They know you. 2. They want to hire you. 3. They will list at your price. (The Seller isn t qualified to know if you can sell their property all they can know is that they feel you can sell their property! Matt Ferry) MFO AS WELL AS ALL HIS MENTORS & AGBSperry 39

40 FIVE MINUTE PRESENTATION 1 #4 (Name) at the end of my presentation tonight (today) one of three Things will happen (Use your fingers to indicate the number) #1 You ll have the opportunity to list your home with me or #2 You ll decide not to list your home with me or (P.) (N.) #3 I ll decide not to take your listing any one is fine #5 Let s take a moment and review the questions I asked you over the phone a.) You said you were moving to (L.A.)... right? b.) You said you had to be there by (three months) correct? c.) You would like to price your home at ($200,000) right? d.) And you said you owe ($100,000) is that right? e.) f.) (N.) Now you weren t planning on selling it yourself, were you? Terrific! You did (did not) want your money out correct? Wonderful! (Use fingers to show #2) #6 Now there are only two issues we have to look at tonight ( today) (Use finger for # 1) (Use fingers for #2) Number one your motivation to sell this home Number two the price we set on your home It s important that you understand those are the only two issues in selling real estate today (Name), are we clear on that? Great! #7 I ve prepared what we call a Comparative Market Analysis There are two (Use finger to show #1) parts to this research Part One we call Fantasy Land what home (Use fingers to show #2) (Point to CMA & Contracts) owners list homes for Part Two we call Reality what real estate agents list and sell homes for... We re going to have to decide tonight where you re going to spend your time let s go through the two parts together (Go through the C.M.A.!) #8 Now that you ve seen these prices I m going to recommend a price of ($185,000) will you (Name), list your home with me for that price tonight? (Point to the contract) All we need to do now is simply sign the contract so I can help you get what you want in the time you want won t that be great! MFO AS WELL AS ALL HIS MENTORS & AGBSperry 40

41 TWENTY MINUTE PRESENTATION 1 #9 (Name), what price do you absolutely have to have? ($200,000) Ouch! #10 Based on that there are a couple of real important questions I need to ask you (N.) #11 Specifically why do you feel your home is worth ($15,000) more than your neighbor s? #12 (Name), in today s market place that means you ve simply brought your home up to selling standard right? #13 All homes need, right? #14 New homes have all of that and more don t they? #15 Let me ask you a question If a buyer wants to buy your home but they plan to get rid of the moment they buy your home how much is it worth then? Exactly! #16 Did you add that to your home for the next buyer or for your own enjoyment? #17 Did you enjoy it? (Yes) Great! (N.) #18 If you were purchasing a home and two similar homes were for sale CMA) (Y.) one for ($200,000) and one for ($185,000) which would you buy? #19 Be Honest! #20 Wouldn t you want to use the extra ($15,000) to do what you wanted to the home? #21 Don t you think most buyers would feel just like you? Of course they would! (Point to CMA) #22 That s why I m going to recommend again a price of ($185,000) based on what we know do you want to list your home for that price tonight? All we need to do now is simply sign the contract so I can help you get what you want in the time you want won t that be great? MFO AS WELL AS ALL HIS MENTORS & AGBSperry 41

42 GOING FOR YOUR PRICE SCRIPT (Y.) #23 (Name), do you understand the word overpriced? Great! #24 (Name), may I tell you what happens when a property is overpriced? #25 You have fewer showings than if it s priced right meaning fewer people will even look at your home just because of your price and at your price you ll be helping the competition to sell their home can I explain? #26 It s very common when agents show property that they show the (Hold hand up high) (Point to seller) one that is overpriced in this case yours then they say If you like this one at ($200,000), you ll love the one down the street at ($185,000)! (N.) #27 (Name), can you afford to have that happen? #28 Therefore I m going to recommend again a price of ($185,000), based on what we know do you want to list your home for that price tonight? All we need to do now is simply sign the contract so I can help you get what you want in the time you want. Won t that be great! Sign the contract! MFO AS WELL AS ALL HIS MENTORS & AGBSperry 42

43 ALTERNATIVE LISTING PRESENTATION 2 THE ONE MINUTE PRESENTATION Hi, (Name), thanks again for having me over! I m excited about getting your home on the market and getting it sold Do you mind if I take a quick look at your home?... I wrote down three real important questions for you (Use your Index finger to show #1. ) (Y.) ) 1. Do you absolutely have to sell your home? (Yes) Fantastic! (No) You didn t pre-qualify hard enough - why are you there? (Use your fingers to show #2.) (Y.) ) 2. Will you price your home to sell? (Yes) Great! (Keep nodding, point to the contract, shrug shoulders, be quiet!) 3. Do you want me to handle the sale for you? (Yes) Excellent! (P. to contract)(y.) (Nod) All we need to do now is simply sign the contract so I can help you get what you want in the time you want won t that be great! Only close for the signature at the end of the One-Minute Presentation when you have qualified and know the following: 1. They feel comfortable (Rapport). 2. They trust you. 3. They respect you. 4. They will list at your price. (Seller isn t qualified to know if you can sell their property all they can know is that they feel you can sell their property! Matt Ferry) MFO AS WELL AS ALL HIS MENTORS & AGBSperry 43

44 THE C.M.A. PRESENTATION (Use Index finger to show #) 4. (Name) at the end of my presentation tonight one of three things will happen (Use Index finger to show #) #1 You ll have the opportunity to list your home with me or (Use fingers to show # s) (N.) #2 You ll decide not to list your home with me or (Use fingers to show # s) #3 I ll decide not to take your listing any one is fine 5. Let s quickly take a moment and review the questions I asked you over the phone a. You said you were moving to (L.A.), Right? b. You said you were moving because of (job transfer)? Is that right? c. You said you had to be there in (90 days ) correct? d. You would like to price your home at ($200,000) right? e. And you said you owe ($100,000) is that right? f. Now you weren t planning on selling it yourself, were you? Terrific! g. You did (did not) want your money out correct? Wonderful! (Use fingers to show # s) 6. Now there are only two issues we have to look at tonight number one your motivation to sell this home and number two the price we set on your home (Point to the C.M.A.) (Use fingers to show # s) 7. I ve prepared what we call a Comparative Market Analysis There are two parts (Use fingers to show # s) to this research Part one we call Fantasy Land what homeowners (Use fingers to show # s)(p.)(y.) list homes for Part two we call Reality what real estate agents list and sell homes for We re going to have to decide tonight where you re going to spend your time (Point to sellers) 8. The purpose of the Comparative Market Analysis is to determine the value of your home in the eyes of a buyer Do you know how buyers determine value? (Point to C.M.A.) 9. Buyers determine value by comparison shopping. They look at the price of your home based on its features and benefits, and compare it with the MFO AS WELL AS ALL HIS MENTORS & AGBSperry 44

45 features and benefits of similar homes that have sold recently or are currently on the market. Does that make sense? 10. For example if you were going to purchase a new car and one dealership had a car for $20,000 and another dealership had the same car for $20,000 but it had a CD player and fancy rims Which car would be more valuable? (The car with more) Why? 11. What if the first dealership put the car with NO CD player or fancy rims on sale for $15,000 Which would be a better value then? (The $15,000 car) Why? Lower price. (Raise hands high) 12. So you can see that if you want to increase value: (Lower your arms) Lower the price or (Hold hands out) (Y.) Have more features and benefits for the same price Does that make sense? (Raise hands) 13. So unless you are planning to add more features and benefits to your home (Look at them (N.) Are you? (No ) Price is the only issue Can I show you what I mean? (This is where you show them the SOLD & U/C & Active properties. Remember Active Properties are Fantasy Land SOLD Properties are REALITY! Ask the following types of questions about each of you comps and let the Sellers answer the questions.) (Use your Index Finger to point to the Comps) a. This home is just like yours (Counters the seller s belief that their home is different) b. How many bedrooms? (Four) c. How many baths? (Two & one half) d. How many square feet? (2000 sq. ft.) e. Do you know this neighborhood? (Yes, it s our area), (No, ours is a better area.) f. Have you seen this house? (Yes, we drove by it, Yes, we know the owners, No) (Based on the features and benefits of their home, tell them) 1. Your home is better. 2. This house is a little better than yours. 3. This home is very similar to yours. (Justify why you say that by comparing their features and benefits to the comps. Ask them What are the buyers saying about this property? It s worth it It s not worth it.) g. What price are they asking? ( $205,000; $189,000; $185,000) h. Look how long it s been on the market (60 days; 30 days, 90 days) MFO AS WELL AS ALL HIS MENTORS & AGBSperry 45

46 i. You need to be in (L.A) in (90 days) Right? (Point to the C.M.A.) (Y.) 14. What price do you feel we should use to create value in the eyes of the buyer and get someone to decide to buy your home versus the competition? (If their price is unrealistic, proceed to #17 NOW, otherwise) (Point to C.M.A) 15.Now that you ve seen these prices I m going to recommend a price of ($185K) will you, (Name), list your home with me for that price tonight? (Point to the contract.) 16.All we need to do now is simply sign the contract so I can help you get what you want in the time you want won t that be great? MFO AS WELL AS ALL HIS MENTORS & AGBSperry 46

47 16. (Name), what price do you absolutely have to have? ($200,000) (Repeat the amount they say speak the entire price e.g. TWO HUNDRED THOUSAND DOLLARS!!) Ouch! 17. Based on that there are a couple of real important questions I need to ask you 18. Specifically why do you feel your home is worth ($15,000) (speak the entire price) (FIFTEEN THOUSAND DOLLARS!) more than your neighbor s? 19. (Name), in today s market place that means you ve simply brought your home up to selling standard right? 20. All homes need (carpet, new roof, landscaping, paint) right? 21. Let me ask you a question If a buyer wants to buy your home but they plan to get rid of (carpet, landscaping, paint color, Jacuzzi, etc.) the moment they buy your home how much is the (carpet, landscaping, paint color, Jacuzzi, etc.) worth then? Exactly! 22. Did you add that to your home for the next buyer or for your own enjoyment? Did you enjoy it?... Great! (Use your fingers to show numbers) 23. If you were purchasing a home and two similar homes were for sale one for (Two Hundred Thousand Dollars), and one for ($185K) which would you buy? 24. Wouldn t you want to use the extra ($15,000) to do what you wanted to the home? Don t you think most buyers would feel just like you? Of course they would! 26. That s why I m going to recommend a price of ($185K) based on what we know do you want to list your home for that price tonight? All we need to do now is simply sign the contract so I can help you get what you want in the time you want won t that be great! Sign the Contract MFO AS WELL AS ALL HIS MENTORS & AGBSperry 47