The Top Closing Scripts and Strategies from Mega-Producer Agents

Size: px

Start display at page:

Download "The Top Closing Scripts and Strategies from Mega-Producer Agents"

Mervyn Daniels
7 years ago
Views:

1 The Top Closing Scripts and Strategies from Mega-Producer Agents Copyright Bernice Ross, CEO I. In today s session you will learn: Key Learning Points A. The best closing scripts and closing strategies that will let you convert more leads into closed business. B. New technology resources that will help you close even more business now and throughout II. Prospecting Strategies: How to generate and close more leads for your business A. Strategy #1: Generate and Close More Leads with Call Capture 1. Ninety percent of all ad calls are lost because the agent answering the phone is unable to get the caller s number. 2. Have sellers listen to your message about their property and then see how call capture displays their phone number. 3. Helpful Script: Call Capture Agent: Mr. and Mrs. Seller, did you know that 90 percent of the calls that come into most real estate offices are lost because the person who answers the phone is unable to get the caller s phone number? Would you like to see how my system almost always obtains the caller s number? B. Strategy #2:Smart Snail Mail: 5 X 100 Program 1. Just listed (Dare to be different Guess what your neighbors did last night?) 2. Activity is great! 3. Under contract 4. Just sold 5. Meet your neighbors III. Strategy #3: Improve Your Negotiations A. Down strokes the key to powerful negotiation. B. Avoid using upstrokes because it makes you sound tentative and weak. C. Strategy #4: Key opening phrases for all negotiations: Good Morning, Good Afternoon, Good Evening. NEVER use Hello because it ends with an upstroke. D. Strategy #5: When possible, end each statement with a question. Copyright 2009, Bernice L. Ross RealEstateCoach.com Hwy 71 W. Suite

New technology resources that will help you close even more business now and throughout 2010. II. Prospecting Strategies: How to generate and close more leads for your business A.

2 1. Is having your property published forty different major real estate portals a service you want? 2. Is that a strategy that works for you? 3. It s your choice, what would you like to do? E. Strategy #6: The A- Closing Strategy: always give buyers a choice between an A+ and A- house. IV. Strategy #7: Get First Time Buyers off the Fence and Under Contract. (Use a rent calculator.) Assume the buyer s rent is $1,500, price is $300,000 with a down of $30,000, a 30 year loan of $270,000, at 6.25 percent. Buyer owns property for 8 years and is the in the 28 percent bracket. Rent and property appreciate at 2.54 percent per year (inflation rate) A. Cost of renting $142,016. B. Cost of buying with tax benefit $117,754. C. Buyer saves $24,262. D. Helpful Script: Renting vs. Buying: Agent: Mr. and Mrs. Renter, as you can see from this chart, people who rent lose net worth over a ten-year period. In contrast, people who purchase normally accumulate net worth. The reason is that even if prices don t, homeowners pay down their mortgage, which builds equity and net worth. Do you want to continue to lose wealth by renting or do you want to build wealth by purchasing? It s your choice, what would you like to do? E. Helpful Script: Are You Going to Pay Your Landlord s Mortgage? Agent: Mr. and Mrs. First Time Buyer, you have an important decision to make. You can pay down your mortgage or you can continue to rent and pay off your landlord s mortgage. It s your choice, whose mortgage do you want to pay yours or your landlord s? F. Strategy #8: But what if prices go down? Show them the cost of waiting. Interest Rates and the Cost of Waiting to Purchase $200,000 loan (numbers rounded to the nearest whole dollar) Interest Rate Monthly Payment Annual cost 1% 6% to 7% 1199 to % to 8% 1331 to % to 9% 1468 to 1609 Monthly cost 1% 30 year cost for 1 percent , year cost for 2 percent ,280 $96,620 (6% to 8%) ,760 $100,040 (7% to 9%) Copyright 2009, Bernice L. Ross RealEstateCoach.com Hwy 71 W. Suite

) Assume the buyer s rent is $1,500, price is $300,000 with a down of $30,000, a 30 year loan of $270,000, at 6.25 percent. Buyer owns property for 8 years and is the in the 28 percent bracket.

3 1. Helpful Script: Agent: Mr. and Mrs. Buyer, interest rates are at historical lows. If interest rates as little as one percent, you will pay an extra 25 percent of your loan amount over the life of your loan. On a $200,000 loan that s $50,000. If rates go up two percent, you will pay a whopping 50 percent or $100,000 more in interest on your $200,000. You now have an important decision to make. Will you purchase now before the rates or will you decide to wait and run the risk of paying tens of thousands more in extra interest. It s your choice, what would you like to do?. V. A Simple Guide to Converting More Listing Appointments into Signed Listings. A. Strategy #9: Jump on the SMS Bandwagon. Immediate response is critical: MIT study on Internet lead conversion times: 79 percent lead conversion ratio if you respond in 5 minutes vs. 34 percent if you respond in 30 minutes. B. Helpful Script: Maximum Exposure Equals Maximum Price: Agent: To obtain the highest possible net price, you must have maximum exposure to the market. May I show you how our premium marketing plan provides you with maximum exposure that results in maximum price? (Discuss primary points of differentiation). Then ask, Agent: Which of these services would you like to use in marketing your property? Most sellers will want all of them. If they ask you to discount say, Agent: Mr. and Mrs. Seller, this is our premium marketing package that will help you obtain the highest possible price for your property. If you would like to reduce the commission, I can give you a referral to an agent who does not provide this level of service. C. Strategy #10: Educate Your Sellers about: 1. What all brokers do What your company does AND what YOU do personally... to help the seller obtain the highest possible price. VI. How to Make Your Premium Marketing Plan Unique A. Strategy #11: Hottest seller and buyer lead conversion tool: Open3DHouse from United Lane ( 1. From 2-D to a 3-D floor plan, decorate and walkthrough the property online, convert rooms to 3-D photorealistic pictures, and receive qualified leads directly to your mailbox. B. Strategy #12: Increase your web exposure with at least our Web Exposure with 20 Pictures per Property. Why pictures matter. Copyright 2009, Bernice L. Ross RealEstateCoach.com Hwy 71 W. Suite

If rates go up two percent, you will pay a whopping 50 percent or $100,000 more in interest on your $200,000. You now have an important decision to make.

4 1. At least 20 photos vs. 1 photo = three times more detailed views and twice as many leads. 2. At least 20 photos vs. no photos = 55 times more detailed views and 898 times the number of leads. C. Strategy #13: Create a separate website for each of your listings. D. Strategy #14: Web Portal Syndication E. Strategy #15: The 99% Advantage Video 1. Flip Mino produces HDTV quality for under $ Improves SEO. 3. Eliminates 99 percent of competition. 4. Video Guidelines: a. Videos should not be more than 60 to 90 seconds. b. Can the music use a voice track for SEO. c. Avoid commenting on the obvious. d. Use an emotional hook to make your videos come alive. 5. Use TubeMogul.com to syndicate your listings to 15 different video sites free. VII. Use Your Premium Marketing Plan to Beat the Competition A. Helpful Script: Comparison of Agents Services: Agent: In order to obtain the highest price possible in the shortest time, you will need maximum exposure to the marketplace. This checklist outlines our premium marketing plan that will help you achieve the highest possible price in the shortest period of time for your property. Once you have explained the key points of differentiation, ask: Agent: Which of these services would you like to use in marketing your property? If you are asked to discount, respond by saying: Agent: Mr. and Mrs. Seller, you now have an important decision to make. Will you hire an agent who will help you NET the highest possible price for your property or will you accept a lower net price by listing with an agent who does not provide premium service? B. Helpful Script: Comparison of Agents Services Agent: Mr. and Mrs. Seller, which of these services would you like? (They will say, All of them! If asked to discount, say: Copyright 2009, Bernice L. Ross RealEstateCoach.com Hwy 71 W. Suite

2. Improves SEO. 3. Eliminates 99 percent of competition. 4. Video Guidelines: a. Videos should not be more than 60 to 90 seconds. b. Can the music use a voice track for SEO. c. Avoid commenting on the obvious.

5 Agent: This is the commission I charge for these services. Would you like me to search for a junior associate who will work for less? C. Strategy #16: Analyze Analytics: Price reductions made easy 1. Track with Point2, Google Analytics (free), or GetClicky.com. D. Helpful Script: Price Reductions Agent: As you can see from this printout, your property was viewed over 300 times in the last seven days. There have been no showings. The issue here is the price, not the marketing. Consequently, you have an important decision to make. Are you going to lower the price where the property will sell or are you going to leave it at the current price and let it sit on the market? It s your choice, what would you like to do? VIII. What s Your Action Plan for 2010 Based Upon Today s Session? New and Notable at itunes! RealEstateCoachRadio.com: Just Five Minutes a Day to Hear the Best Speakers, Trainers, and Strategies in the Real Estate Industry Today. Copyright 2009, Bernice L. Ross RealEstateCoach.com Hwy 71 W. Suite

Helpful Script: Price Reductions Agent: As you can see from this printout, your property was viewed over 300 times in the last seven days. There have been no showings.

Waging War on Real Estate s Discounters By Bernice L. Ross, CEO, RealEstateCoach.com

Waging War on Real Estate s Discounters By Bernice L. Ross, CEO, RealEstateCoach.com During today s session, you will learn: 1. Ten strategies to combat commission compression 2. How to create your personal