Buyer Scripts

Convert & Commit The Buyer. . . Every Time!
Real Estate Champions mission is to teach and inspire people to use their God given talents to achieve excellence in life.
Real Estate Champions 132 Crowell Way, Suite 200, Bend, OR 97702 Phone: (541) 383-8833 * 1-877-732-4676 * Fax (541) 383-8832 www.RealEstateChampions.com * Info@RealEstateChampions.com
Table of Contents
The 3 Cs Of A Buyer ................................................................................... The Stepladder Of Need .............................................................................. Champions Sales Success Ladder ............................................................. Scripts For Conversion To An Appointment ................................................. How To Get Appointments Over The Phone ................................................ Desire, Need, Ability And Authority .............................................................. How To End A Follow-Up Call With Power................................................... Handling Objections To Getting The Appointment ....................................... Lead Follow-Up Buyer Script (long).............................................................. Qualifying Buyer Prospects .......................................................................... Preparation For Buyer Prospects - Potential Misconceptions ...................... How to Communicate Your Professional Service And Value ....................... Home Buyers Professional Services Provided to (Handout) ........................ Buyer Counseling Interview (Scripts) ........................................................... Exchange of Commitments .......................................................................... After the Buyer Commits (Questions Forms)................................................ Counseling Buyer Prospects (Interview Form) ............................................. Dealing With Non-Qualified Prospects ......................................................... Weekly/Monthly Inventory Tracking Record (Prospects Form) .................... Accurately Assessing Prospect Conversion Probability (Form).................... Lead Assessment/Capture Evaluation (Worsheet)....................................... Real Estate Champions Buyer Counseling Interview (Forms)...................... Powerful Conversion Scripts Before You Start On The Questions ....................................................... Handling Objections To Getting The Appointment .................................. If The Buyer Wants Representation ........................................................ Explaining The Exclusive Retainer Agreement ....................................... Explaining Agency To A Buyer ............................................................... Handling Objections To Signing A Contract............................................ Preparation For Buyer Prospects Potential Misconceptions ................... Buyer Counseling Interview .................................................................... Exchange Of Commitments .................................................................... Qualified Lead......................................................................................... Unqualified Lead ..................................................................................... Opening Statements ............................................................................... Phone Appointments............................................................................... Lead Follow-Up Call................................................................................ 2 2 4 6 7 8 15 18 19 22 24 28 29 30 32 34 37 38 39 40 41 42 45 46 47 48 49 50 53 55 57 58 58 59 60 61
2006 Real Estate Champions, Inc.
Convert and Commit the Buyer Every Time!

Quality prospects possess the 3 Cs of a Buyer 1. Commitment 2. Compromise 3. Competitiveness
Desperate Agent Model Talk with them and try to build rapport. Offer to send them stuff. Hope that your stuff is better than the 5 other agents sending them stuff. Pray that you eventually get an appointment.
The primary objective of any sales call is an appointment!
Champion agents have more appointments than other agents.
They are too in need of The Deal
The stepladder of need 1. We dont have enough: a) Closings because we dont have enough contracts b) Contracts because we dont have enough clients c) Clients because we dont have enough appointments
d) Appointments because we dont have enough leads e) Leads because we dont do enough prospecting
2. We dont do enough prospecting because: a) b) c) We are not confident in our presentation We do not schedule and prepare for it We dont know what to say
What I am going to coach you through will be uncomfortable at first Guaranteed!
The more you do it, the easier it becomes.
Persistence will create the payoff.
People perceive a true professional to be someone they meet with by appointment only.
Dont sell over the phone
Increase value so the prospect has the desire to meet with you.
How to approach the appointment on the first call
Ask, Ask, Ask!
Sales Success Ladder
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Form a Commission Client
Create Raving Fans or Satisfied Clients
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Fulfill Services Agreed Upon
Counsel Client
Get Commitment (ask to be hired)
Service Explanation
Qualify or Disqualify Prospect
Face-to-Face Meeting
Uncover Interest
Personal Contact (lead following)
Initial Contact (mail, open house, ad/sign call)
When Sales People Quit 44% 22% 14% 12% 92% 1st time the prospect says no 2nd time the prospect says no 3rd time the prospect says no 4th time the prospect says no of sales people quit after 4 tries or less for acquiring the order from the customer.
Only 8% of the salespeople ask for the order more than 4 times.
60% of all sales are made after the prospect has said no 4 times, before they say yes.
8% of the salespeople control 60% of the business . . . just for asking!
Once you have secured the appointment, then you have been granted permission by the client to ask the questions.
SCRIPTS FOR CONVERSION TO AN APPOINTMENT
1. In order for me to provide you with the highest level of service and representation, we simply need to meet. Would _____ or _____ be better for you?
2. Having helped _____ number of families in my career and over _____ just in the last year, my clients have found that by meeting they have a greater knowledge of the current marketplace and greater opportunity to live in the right property for them and their family.
3. In order for you to maximize your initial equity position and minimize your up front investment in a new property, we need to meet. Would ____ or _____ be better for you?
4. I have been able to acquire properties for my clients at _____ of the asking price when the market average is _____. This saves my clients, like yourself, thousands of dollars. You end up buying a home for less money with less money out of your pocket. For me to be able to save you thousands like my other clients, we need to spend a few moments together. Would _____ or _____ be better for you?
Key to Success:
We must ask for an appointment 4 times before you move to a lead follow-up relationship.
How to Get Phone Appointments

Usual method or style: I will call you next week. This can easily be disregarded by your prospect.
Sample Scripts: Avoid

Well okay, Im just calling back to see if you got my brochure and what you think about it?
Recommend
Great, lets schedule our next conversation. You said you needed to discuss the move with your wife. How does next Monday or Tuesday sound for us to speak again?
Okay, Ill mail you out some literature and give you a call in a couple of weeks.
Good, do you have your calendar handy? Which works best for you, a morning or afternoon appointment for next Monday?
I will call you next week.
I have an opening at 1:00pm or 3:00pm, which would you like? Alright then, please schedule me in your calendar for 1:00pm Monday and I will call you then. Does that work? Ive got you in my book and unless I hear from you otherwise, I will talk with you next Monday, at 1:00pm. If you think of any questions before our appointment please jot them down and we can discuss them on Monday at 1:00pm.
In lead follow-up the prospects: Desire, need, ability, and authority is essential to success
Desire, Need, Ability and Authority

Desire relates to wanting to do it. Desire also relates to a time framedo it now! There is a difference between desire and interest. Anyone can have interest. Need: You have identified a void that your service can help them overcome. Ability: This relates to financial capacity. Ability: Do they have the ability financially to move forward? Ability: Do they have enough equity in the home to sell at this time? Ability: If they dont can they personally make up the loss out of their other assets? If not is the bank willing to take a short sale?
If they are a buyer: Ability: Do they have the down payment necessary? Ability: Do they have the necessary credit score to secure financing? Ability: Can they make the projected monthly payment based on the income to debit ratio? Authority: Are they the ultimate decision maker with regard to this decision or is there someone else involved in the decision? Authority: Is there anyone elses guidance that you will be seeking to make this decision?
Some prospects will do this: 1) They dont say no because its difficult for them to tell you.
2) Some are nice and realize you have invested a lot of time and dont want to hurt your feelings.
3) Some just havent gotten around to reviewing your material. They want to, but it isnt a high priority.
The reason we dont gain clarity is the fear of being pushy. We often feel that the prospect is right there at the decision point and we dont want to be too pushy or aggressive.
We have to be straightforward if we have made multiple calls:
Scripts: 1. Mr. Smith, I need your help. We have talked _____ number of times in the last few weeks. I have sent you information on the marketplace and our services. I really have begun to understand your needs for your family, but I need a little more clarity to1 do the best job for you. We can easily accomplish this in a short appointment. Would _______ or _______ be better for you?
2. Mr. Smith, I could use a little assistance from you. We have been working together for ______ weeks. I have invested time because I know I can really help you and your family and I felt a connection with you. I really would like the opportunity to serve you, but I am now sensing something is not quire right. Do you mind me asking what that is?
3. Mr. Smith, I need your assistance. Over the last few weeks you have given me every indication that you wanted to make a change in your home for your family. I would like to know if there is an opportunity to do some business or is the timing not quite right at this point?
The initial lead follow-up call opening statements have to be scripted, word for word.
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The rules for powerful opening statements: 1. State your name.
2. State your company name. a) Add on a tag line:
We specialize in Eastside properties.
We specialize in selling homes that failed to sell previously.
We specialize in helping families net a higher amount from their home than the market average.
3. State why you are calling.
Begin each call with: The reason for my call is The purpose of this technique will:
Force you to focus on your call objectively.
Get you quickly to your pre-planned offer.
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Scripts:
The reason for my call is we met at the open house on Chestnut last week
The reason for my call is you had called us about the property on Chestnut a week ago
The reason for my call is you had called us about our new home listed in Fairway Meadows.
4. Hook in the benefit statement.
Hello Mr. Smith. Im Dirk Zeller with Real Estate Champions. The reason for my call is we met at an open house on Chestnut last Sunday and there have been some changes in the marketplace. I was wondering if I could take a few minutes of your time to update you on the new developments? Hello Mr. Smith. Im Dirk Zeller with Real Estate Champions. The reason for my call is you contacted us a week ago about the home on Chestnut. We have had considerable amounts of success in helping families like yours achieve the home of their desires with a low financial investment. I was wondering if I could take a few minutes of your time to see if there is a possible fit?
Hello Mr. Smith. Im Dirk Zeller with Real Estate Champions. We specialize in helping homeowners that have failed to sell previously, achieve a sale. The reason for my call is that we have had considerable amounts of success in
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getting homes sold that were previously on the market with another company. I was wondering if I could take a few minutes of your time to see if there is possible fit?
Tape or record the reason for your call.
The Worst Opening Statement: Usual style or approach: And, how are you today? Four Reasons not to use And, how are you today? 1. Its not sincere.
2. No imagination.
People are going to make a decision to listen within the first few seconds. They are on autopilot given we are on autopilot. Autopilot for a prospect is not good. Autopilot is a no.
a) It doesnt create good rapport. b) Their guard immediately goes up!
3. It sets you up for a response you dont want. a) Easily get the reflex no b) They could tell you how they really are.
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Sample Scripts: Avoid

Im following up on our last call. You said you werent quite ready to buy your new home but to check back with you to see if things had changed.
Recommend
Mr. Smith, this is Dirk Zeller with Real Estate Champions. We spoke about 60 days ago about your interest in the marketplace. You felt that now would be a great time to talk about moving. Your timing couldnt be better, based on the trends in the marketplace. We should get together to discuss your wonderful options in todays marketplace? Would _____ or _____ be better for you?
Check back with me in a couple of months.
Mr. Smith, this is Dirk Zeller with Real Estate Champions. We spoke about 60 days ago and you expressed an interest in moving. You asked me to contact you at this time to talk about moving. The market is brisk and we have a couple of new approaches in exposing your home that will reap you even more on the sale of your property. It would be in our mutual interest to meet soon. Would _____ or _____ be better for you?
Ill be happy to follow-up. Do you feel at that time you will be ready to move forward?
Im curious, how will that make it a better time for you?
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How to End a Follow-Up Call with Power
The method you use to end a call can make or break your follow-up.
Do you ever have problems with follow-up calls even after you felt the previous call went okay?
Usual style or approach: Well okay, Im just calling you back to see if you got my brochure and what you think about it?
End each call with: 1. Clear summarization of the call.
2. What is going to happen next?
a) Before the next call.
b) During the next call.
The guaranteed way to lose: Usual style or approach Okay, Ill mail some literature and give you a call in a couple of weeks.
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You have not set up the next contact well Post call review improves skill and success We dont learn as much preparing the actual activity as we do reviewing and analyzing how we did. You can take a quantum leap in effectiveness by: 1. Assessing your call.
2. Committing to take action to improve.
3. Start the preparation for the next follow-up call with this prospect.
Lead follow-up call review: 1. What did I like about the call?
2. What would I have done differently?
3. What information do I need on the next call?
a) What questions should I ask?
4. What is my objective for the next lead follow-up call?
5. Do I need to change my opening statement?
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When we get a stall, our objective is to find out if there is a chance of conducting any type of business in the future.
Sample Script:
Would you ever see yourself using a service like mine? If yes, then ask:
Under what circumstance? If no, then ask:
Why?
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Handling Objections to Getting the Appointment

They say: I really cant come into the office (its too far, Im too busy, I work long hours, I dont drive, etc) cant you just pick me up and show me houses (or fax me printouts, drop off copies of listings, etc) Ill tell you what Im looking for over the phone.
You say: You know, if it was all about the number of bedrooms, baths, and price, youd buy the first home you looked at, right? Ive really found that it will save you much time and frustration if we spend a little time together upfront. It really is a shame that you cant come into the office, because Ive found that by showing you how I search on the MLS, it helps you know the marketplace and your options with greater clarity. It gives you knowledge to make the best decision for you. I understand your dilemma, would there be a time either late this week or early next week where we might meet at my office?
They say: There is just no way, with my schedule that I will be able to meet with you!
You say: I understand your busy schedule. To really do the best job for you and your family we really need to meet for a short time. When would be the earliest you could do that? Or I understand your busy schedule since looking at property takes time as well. Will you have enough time to devote to that to insure we select the right home for you and your family? Or I understand your busy schedule. What, again, is your time frame to be moved into your next home?
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Lead Follow-Up Buyer Script (long)

Hi, this is ____________________ with ____________________. My desire for each of my clients is to provide them with outstanding service and counsel. For me to achieve that I need a few minutes of your time to understand your goals and objectives for your family. 1. Where are you hoping to move to?
2.
How soon are you hoping to be there?
3.
So, if you could design the ideal moving situation for your family what would it look like?
4.
Timeframe?
5.
Why are you moving at this time?
6.
____________ please tell me what is wrong with your present home?
7.
What is right about your present home?
8.
Let me ask, how long have you been looking?
9.
Describe to me the home you are looking for?
_______ Bedrooms _______ Bathrooms
_________ Square feet _________ Style of home
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Type/Style: Why? How Important? Specific Features: Why? How Important? Location/Area Why? How Important? Price Range Expected? Why? How Important? Yard Landscape Condition of property Neighborhood
10. Have you sat down with a lender yet?
11. Have you seen anything you really like?
12. Do you own or are you renting?
13. Do you need to sell before you purchase?
14. Is your home currently on the market?

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15. Are you currently committed to another agent?
16. What are the best days for us to meet and see the property?
17. Would this _______________ or next _______________ be better for you?
18. What can I do to make it easier for you to get the kind of real estate information you are looking for?
19. Tell me the process you typically use to make decisions like this?
20. What price range are you considering? 21. What is the most important service you want from a REALTOR like myself?
22. Besides that, whats next? (Go 3 deep)
23. So if I provide ____________ and ___________ and ___________, we would have a basis for doing business together?
_______________ I really believe we can help you achieve your list of goals. To really do the job for you we need to meet. Would __________________ or __________________ be better for you?
I look forward to our meeting at ___________________. Our office address is _______________________.
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Qualifying Buyer Prospects
Drive everyone to a face to face meeting
Qualified buyer prospects meet your requirements to work with you. They are worthy of your investment of your professional resources!
Professional Resources: 1. Time
2. Knowledge
3. Energy
4. $$$
5. Emotion
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Qualifying Objectives: 1. Separate qualified and non-qualified prospects.
2. Eliminate or refer non-qualified prospects
3. Trade commitments with qualified prospects.
4. Provide counsel to qualified-committed prospects
Qualifying Prospect Determining Factors Determining Factors: 1. Strong motivation
2. Financial capacity
3. Authority to take action
4. Realistic expectations, willingness to compromise
5. Willingness to understand the market place and market competition
6. Commitment to work with you exclusively 64% of agent-assisted buyers used exclusive buyer representation 47% used them in 2001
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Preparation for Buyer Prospects Potential Misconceptions
I dont need an agent.
I dont need to be exclusive to an agent
I dont need to be financially pre-qualified
Write your purchase agreement to correctly and clearly express your intentions and represent your interests.
Submit your purchase agreement in a manner that will represent you in the most favorable position.
If I look long enough Ill find the perfect home. 1. On a scale of one to ten, with 10 being you absolutely cant buy a home if it does have it. Where does ________________ fall in as a needed feature of the home?
2. Is that something you absolutely need in the home or something you are hoping to have in the home?
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Bob and Mary, I have discovered after helping _________ families like yours, there is no perfect home. I have had clients build from the ground out what they thought would be perfect only to discover when they moved in there are quite a few things they would change. Do you see how that would happen? Because of this truth, I am going to have a conversation about the requirements you have for a home in terms of absolute needs and features in the home you would like to have in the home. Doesnt that make sense?
Sales is an odds based business
Wants and needs dont change the odds.
I will never offer full price. 3% of a $200,000 home is: $6,000
True cost:
$35 per month $1.13 per day
Is it worth the risk?
Are you willing to lose the right home over $1.13 a day?
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My experience with ________ number of clients is they dont miss the money, but they do miss the house if they dont end up buying it
We can always start low and come up later.
Sellers always counter-offer.
The buyer must understand the seller can: 1. Insulted and fail to respond.
2. Other agents ego could get involved and convince the seller not to respond.
3. The seller could get defensive or hostile.
4. Be harder to negotiate with because of the initial offer.
5. Not care if they sell it to your buyer at all.
The key questions to ask when a buyer is expecting a counter or coming in too low on their offer: 1. What will it take to be the sellers best buyer?
2. What will it take to avoid offending the seller?
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A good property will wait for me to act.
We must get the buyer to understand the rules.
1. Good properties sell fast
2. If you wait, you may lose it.
3. If you sleep on it . . . you may not sleep in it.
How will you feel if we lose it? Whats your disappointment value?
The most disappointed buyers are the buyers who lose the home they want by not taking action and being competitive when they do. ~ Dirk Zeller
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How to Communicate Your Professional Service and Value

Identify specific services Identify points of difference Illustrate specific client benefits Identify value of services/benefits List in chronological order Illustrate with actual examples Share performance record/testimonials Pledge your performance Guarantee your activities
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Real Estate Champions Personal Professional Services Provided to Home Buyers

To save your time, minimize your stress, provide maximum security and help assure you get the best home for your money; I will perform the following services for you, the home buyer: 1. Provide a complete explanation of the home buying process. 2. Provide thorough knowledge of the current and emerging real estate market conditions. 3. Assist you in Selecting the best home for you, for your money. 4. Write your purchase agreement to correctly and clearly express your intentions and represent your interests 5. Submit your purchase agreement in a manner that will present you in the most favorable position. 6. Review all offers in detail and provide negotiation representation of your interests. 7. Provide assistance in obtaining the best possible financing of your next home. 8. Coordinate the closing of your purchase with other REALTORS, lenders, inspectors, appraisers, attorneys, escrow officers, and title insurance companies. 9. Provide on-going personal communication to keep you informed on the stepby-step progress of the purchase of your home. 10. Provide post-sale follow-up to assure your total satisfaction. It may matter more who personally represents your interests when buying a home than which home you may attempt to purchase. If you try to buy the right home through the wrong agent, you may not get the home you want to you may have an unsatisfactory home buying experience. You cant get these personal services from me unless I am the agent you select to represent your interest in the purchase of your home.
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Buyer Counseling Interview

My Role: 1. To help you select and acquire your next home. My Services: 1. All real estate agents are not the same.
2. It really matters who represents your interests. a. The home you select. b. The long term appreciation you generate through your home c. Your financial position years down the road d. Help you avoid legal pitfalls. e. How your offer is presented f. The financing that you receive g. The stress you experience through the transaction h. The timeliness of the closing. i. The communication during and after the transaction.
j. The price you pay for a home.
3. Market Knowledge a. How much time they study the marketplace b. Process knowledge
4. Type of financing.
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Financial Options and Qualifications 1. Type of financing 2. Where to obtain the financing. a. No surprises with your mortgage origination. b. If the lender is not your lender you will work harder. c. The threat of on hire third party lenders.
3. What is pre-qualifying vs. pre-approval? 4. Earnest money deposit. 5. Access to earnest money. 6. Selection Assistance. 7. Proper contract preparation. 8. Presenting your favorably to the seller. 9. Professional negotiation as your agent. 10. Selecting the right financing vehicle and source. 11. Closing coordination and communication. 12. Follow-up after the sale.
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Exchange of Commitments
1. I dont work with everybody.
2. I work on a contingency fee basis.
3. I carefully select my clients.
4. It takes work and my commitment to succeed.
5. I believe I can help you.
6. It matters who represents your interests.
7. Exchange of commitments.
Ill commit to you if you commit to me.
Good presentation: a) Benefits based b) Trial closes c) Enthusiasm, conviction, confidence, and assertiveness
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8. Recap exclusive relationship a) My role
b) You will use me if I find you what you want.
c) You will use me if you find what you want.
d) You will use me if another agent finds you what you want.
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After the Buyer Commits

1. Review wants and needs, and why a) Preferred Style b) Preferred Features c) Preferred Location d) Preferred price range / payments 2. Review / expand financial qualifications a) Preferred type of financing b) Where obtaining financing c) Pre-qualified / pre-approved d) Earnest money deposit amount e) Location and access to earnest money 3. Competition a) Your process: Select your best home b) Sellers compete for your business c) Sellers compete with their asking price d) Buyers dont care what sellers want to need e) Sellers process: Select their best buyer f) Buyers compete for their houses g) Buyers compete with their offers h) Sellers dont care what buyers want or need i) You must be some sellers best buyer j) Sellers do not sell for less than perceived market value
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k) Making an offer: Critical issues / process 1) Do you want to own it? 2) What will it sell for? - - - (Market Value) 3) What is it worth to you? - - - (Disappointment Value) 4) How much do you want to offer? - - - (Negotiation?) l) Some Listings sell for more than the full listing price m) To avoid being disappointed, be competitive n) Buyers and sellers opinions of value must coincide 4. Decision Making / Selection Process a) We will pre-screen available homes b) I will try to show the best, first c) We will use a process of elimination d) Remember compromise e) You may have to raise your price or lower your expectations f) If you sleep on it, you may not sleep in it g) Pray for wisdom to make a good decision 5. Good Homes Sell Fast a) You want a high-demand home b) Other buyers want high-demand homes c) High-demand homes sell fast d) Dont wait to see e) Dont wait to decide if you want to buy
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6. Establish Networking Relationship a) How I will network b) Will you network with me? c) Do you know of any other potential networkers 7. Ask for Referrals a) Most of my business comes from referrals b) Do you know any possible prospects? Who? c) How can I contact them? d) May I use you as a reference? e) Will you contact them regarding me?
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Counseling Buyer Prospects
Making an offer to Purchase?

Critical Issues: 1. Do you want to own it? a) Will it meet your basic neees? b) What will it sell for?
2. What will it sell for? a) We know the present asking price. b) We dont know the future selling price
3. What is it worth to you? a) What is your disappointment value? b) How will you feel if you lose it?
4. What do you want to offer? a) How much will it take to be the sellers best buyers? b) How much will it take to avoid offending the seller?
The most disappointed potential buyers are the people who lose the home they want by not taking action and not being competitive
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Dealing With Non-Qualified Prospects

Concepts: 1. Make good business decisions 2. You work on a contingency fee basis 3. You have limited resources 4. You have personal responsibilities 5. You have current and future client responsibilities 6. You cant help everyone 7. Rate prospects: a) Qualified now b) Future qualified prospects c) Marginally qualified prospects d) Non-qualified prospects
Future Qualified Prospects: 1. Put on hold 2. Give access to available listing information 3. Invite to drive-by 4. Do not show until qualified
Marginally Qualified Prospects: 1. Tell prospect you are not available now 2. You know a good agent who is available 3. Refer them to a less efficient agent
Non-Qualified Prospects: 1. Be candid 2. I cant help you because (situation) 3. If (your situation) changes I would like to help you
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Weekly/Monthly Inventory Tracking Record
A Clients Under Employment Contract Buyers (signed agent contract) _______________
A Qualified Prospects Currently Working A1 A2 A3 Buyers within 30 days with you Buyers probably within 30 days with you Buyers possible within 30 days with you _______________ _______________ _______________
B Qualified Prospects B1-3 Buyers within 30 120 days? B1-3 Buyers within 120 360 days? B1-3 Buyers sometime? _______________ _______________ _______________
WHEN YOU ARE OUT OF INVENTORY, YOU ARE OUT OF FUTURE BUSINESS!
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Accurately Assessing Prospect Conversion Probability

Urgency to take action (A, B, C, D) Commitment to you (1, 2, 3)
A Will take action within 30 days 1 Committed to you 2 Probably with you 3 Possible with you
B Will probably take action within 30 120 days 1 Committed to you 2 Probably with you 3 Possibly with you
C Will probably take action within 120 360 days 1 Committed to you 2 Probably with you 3 Possibly with you
D Will possibly take action sometime 1 Committed to you 2 Probably with you 3 Possibly with you
Committed Means you would bet big money on it Probably - Means better than 50% chance of it Possibly Means 1 to 50% chance of it
Follow-up activity should be based on accurate assessment of conversion probability
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Lead Assessment/Capture Evaluation

Lead: ____________________________ Phone: _____________________________ Address: __________________________ E-Mail: ____________________________ Source: ___________________________ Date: ______________________________ Comments: __________________________________________________________________ ____________________________________________________________________________ Contacts (dates& purpose): _____________________________________________________ ____________________________________________________________________________ Motivation: Why buying/selling? ________________________________________________ ____________________________________________________________________________ What is wrong with present situation? _____________________________________________ ____________________________________________________________________________ How strongly motivated (1-10)? _______ Days until lists/buy: 0 - 7 _____ 8 - 30 _____ 60 - 90 _____ 90+ _____ Financial capacity to perform: Equity __________________ Cash: ____________________ Other: __________________ Pre-Qualified: ________ ____ Pre-Approved: _____________ Where: _________________ Authority to make decision: Self-only: ________________ Anyone else: ______________ Who?: __________________ Process of deciding which one to buy or acceptance of offers: Describe: ___________________________________________________________________ ____________________________________________________________________________ Willingness to compromise: (1-10): ______ Realistic Expectations (1-10): ______ Willingness to be Competitive (buy/sell at market value) (1-10): ______ Realistic Expectations (1-10): ______ Commitment to use my services (1-10): ______ Me if I find what they want (Y-N): ______ Me if they find what they want (Y-N): ______ Me if anyone finds what they want (Y-N): ______ Verbal agreement: ______ Written agreement: ______ Overall Rating: A 1 ______ B 1 ______ C 1 ______ D 1 ______
2 ______ 2 ______ 2 ______ 2 ______
3 ______ 3 ______ 3 ______ 3 ______
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Real Estate Champions Buyer Counseling Interview

Buyer Name: _____________________________________ Date: _______________ Address: ______________________________________________________________
Street City State Zip
Phone:____________________________
Work
________________________________
Home
Cell: ______________________________
E-Mail: _________________________
How do you prefer to be contacted? ________________________________________ Are you currently committed with REALTOR under a Buyer Brokerage Agreement? _____ Have you used the services of a REALTOR before? What did you like best about what your REALTOR did? What didnt you like? _____________________________________ ______________________________________________________________________ ______________________________________________________________________ Have you seen any homes you liked? __________ What prevented you from buying? _______________________________________ ___________________________________________________________________ What specific things do you have to have in your new home? What things do you want? (Be sure to go 3 deep, what is important to you about that?) _____________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ In what area do you want to live? __________________________________________ What style of home do you prefer? _________________________________________ What would be your ideal move in date? _____________________________________
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How many bedrooms do you want? ________________________________________ Any preference on which level? ____________________________________________ Are there any other things that are important to you in your home purchase? ________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ If you couldnt have it all . . .. Recap all needs and prioritize: _____________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ What is the best time for you to look at homes? _______________________________ Does anyone else have to approve of your purchase? __________________________ If I found the right home for you this week, is there anything that would prevent you from buying it? _________ If yes, what would that be? _____________________________ ______________________________________________________________________ On a scale of 1 to 10, with 1 being that you are just curious and 10 being that you need to buy a home today where would you rate yourself? _________________________ What would it take for you to become an 8, 9, or 10? ___________________________ ______________________________________________________________________ May I ask you some financial questions? ____________________________________ Will you be paying cash or financing your purchase? ___________________________ Have you met with a lender yet? _________ If so, who? _______________________ ______________________________________________________________________ Including taxes and insurance, what monthly payment are you comfortable with? ______________________________________________________________________ What approximate price range to you want to look in? __________________________ ______________________________________________________________________ How much in available funds do you have for a home purchase? _________________
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______________________________________________________________________ Where will those funds be coming from? _____________________________________ ______________________________________________________________________ Does this include closing costs? ________________________________________ If not renting, do you need to sell you home in order to buy now? _________________ What is your current mortgage balance? _________________________________ What do you think the estimated sales price will be? ________________________ Where do you work? ___________________ How Long? ________________________ Income? __________________________ Co-Buyer? ____________________ How Long? ____________________ Income? _____________________
What are your monthly financial obligations? Car? Revolving credit? Loans? ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ I find that conflicts arise when expectations differ. With that in mind, lets switch- gears for a minute. What would you be expecting from me as your Real Estate Consultant? ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ What do you feel I have the right to expect from you as my Partner? ______________________________________________________________________ ______________________________________________________________________ Is there anything else that I didnt ask, but should have, that would help me understand your situation better? ____________________________________________________ _____________________________________________________________________ If I give you 100% of my time and effort, will you buy a home from me? _____________
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Scripts
Before You Start In On The Questions
My experience has been that if I spend more time on the front end by clearly understanding your needs, it will take less of your time in a car, I surely dont want to waste your time by showing you homes that you wont like.
My job is to uncover and understand your needs, educate you on the market, what is currently available, what you can get for your money, negotiate in your interests, and help arrange financing if necessary. Your job is to buy the house! Do you have any questions? At this point, pull the interview questions out of the file. Now, may I ask you some questions? Do you mind if I take some notes?
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Handling Objections to Getting the Appointment

I really cant come into the office (its too far, Im too busy, I work long hours, I dont drive, etc) cant you just pick me up and show me houses (or fax me printouts, drop off copies of listings, etc) Ill tell you what Im looking for over the phone. You know, if it was all about the number of bedrooms, baths, and price, youd buy the first home you looked at, right? Ive really found that it will save you much time and frustration if we spend a little time together upfront. It really is a shame that you cant come into the office, because Ive found that by showing you how I search on the MLS, it helps you know the marketplace and your options with greater clarity. It gives you knowledge to make the best decision for you. I understand your dilemma, would there be a time either late this week or early next week where we might meet at my office?
There is just no way, with my schedule that I will be able to meet with you! I understand your busy schedule. To really do the best job for you and your family we really need to meet for a short time. When would be the earliest you could do that?
I understand your busy schedule since looking at property takes time as well. Will you have enough time to devote to that to insure we select the right home for you and your family?
I understand your busy schedule. What, again, is your time frame to be moved into your next home?
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If The Buyer Wants Representation

If they call and want to see it NOW and they promise you that they are not working with another agent . . . (Always get the Agency Disclosure signed before you walk into a house with a prospect! Keep a supply in the car! ALWAYS ask Who is representing you in your home purchase. This will save you time, frustration, and ultimately a battle with another agent! Typically, I meet people in the office first. If I make a special exception to that rule, I need to ask a few questions. Are you committed to another agent? Well, if I show you the house, I will be representing the seller, and I will need you to sign a disclosure to that effect when I meet you there. What that means is, if you buy this house, I will be the one who writes the offer and get paid. Are you going to be okay with that?
If it is your listing and you show them the house and they want representation . . . (Bottom line, YOU DO GET PAID for providing real estate services. Dont ever be embarrassed to let people know how you work. It pays to educate the consumer up front. It always saves you time and disappointment later to do it right the first time.) There is no one who is more motivated to get this home sold than I am. I will do whatever it takes to get your contract through. You are welcome to bring someone else in. But at this point, it would just stir the pot. I can assure you that Ill explain everything thoroughly, I will be honest with you and disclose any material facts that I know as well as pull the comparables so that you are completely comfortable with your purchase.
I will be happy to have my broker assign you to an agent in my office to represent your interests under dual agency, what that means is . . . I will represent the seller and the agent assigned to you will represent your interests.
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Explaining the Exclusive Retainer Agreement

And this form is our contract (agreement of loyalty) that spells out the details of our working together. It is dated today and ends 90 days from today. If needed, we can always put an extension here I have some specific duties to you that are spelled out in this agreement; they are specifically to use my professional knowledge and tools to find you a house that meets your needs. Secondly, I will guide you through the offer process. Lastly, I will be representing your interests throughout this process and negotiating in your behalf. This also has some specific duties that you must do; you will be working exclusively (circle and emphasize this) with me through the term of this agreement. It also states that you will supply me with necessary financial information I will need to get your offer accepted; thank you, by the way, for supplying me with the preliminary information in advance. It also outlines here that if you see Ads, Signs, Open Houses, For Sale by Owners, and New construction, you will need to contact me first. Let me just say that I get so many calls from people who are already working with other REALTORS . . . they say they dont want to waste their REALTORS time, they just need the price or location. I want you to know that you are hiring me to do a job, and you will never be wasting my time to give me a call to ask questions, that is what Im ultimately paid to do. Now, I do receive compensation and this part outlines how I am paid. I will be collecting a fee of _________ upfront when I write the offer and then Im paid 3% of the sales price when you have secured a house to buy. This also has a broker protection clause for 2 months after the expiration of this agreement for any house Ive shown you. Although my fee is earned when youve found a property, that fee is deferred until settlement. Now, in most cases, the 3% fee is by the seller through the multiple listing service. This paragraph authorizes that. Please acknowledge here. If we run into a situation where that would net be the case, Ill let you know before I even show you the property. This entire agreement may be terminated by either of us with mutual consent in writing. Most of the rest of this I have already explained to you with the other form. However, I do want to point out that I may have another Buyer Clients that Im working with that may be looking for similar things in a house that you are. So that is basically it . . . please acknowledge here.
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Explaining Agency to a Buyer

First, there are agents that represent the seller . . . this is typically the listing agent or an agent from the listing agents firm. These agents owe their loyalty to the seller. There are also agents that are cooperating agents, these agents work for a different firm that the listing agent, but they also have loyalty to the seller. Now, we have agents that represent the buyer. We represent you exclusively in the transaction. This is an agent that will assist the buyer by showing properties that are not listed by the agents firm. The buyer can choose Buyers Agency or Sellers Agency before entering a contract to purchase. Next, is the way that I work, as a Buyers Agent. What this really means is, we ill enter into a contract whereby you hire me as your agent to represent your interests. My loyalty will be to you. Really, I see the difference between a Sellers Agent and a buyers Agent as the difference between working with a customer versus working with a client. Its the difference between working together and working against each other. A Sellers Agent is obligated to share all your details with the Seller. The next way that we sometimes work is called dual agency. What this means if, if you find a property that is listed by another agent affiliated with my firm, I would represent your interests, and the listing agent would work in the sellers interest. The reason it is called dual agency is because we both work at the same firm. I dont choose properties for you to see based on who has it listed, but if this happens, and you choose to make an offer you would be required to sign an additional disclosure. No matter how I work, there are some rules that always apply . . . We are obligated by law to treat all parties honestly & fairly. We must disclose material facts that we know or should know relating to a property. All agreements with real estate agents must be in writing and explain our responsibilities as well as disclose how we are paid. Finally, you have the responsibility to protect your own interests. Although Im not an attorney, home inspector, or accountant, I have many professionals that I may refer you to if the need arises during our transaction.
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Handling Objections to Signing a Contract

Im not signing anything today. Okay, I understand that weve just met, how about if I just fill this out and well take it with us. If you feel, after our day together, that I will not add value to your real estate transaction, rip it up! Otherwise, just sign and date and Ill get busy working for you!
Im not signing a 90 day contract with you! I understand how you feel, it does seem like a long time, how about a test drive, we will work together for a week, and just see how it goes. At the end of the week, well put an extension on the agreement. Or simply point out that the contract can be terminated by either party in writing.
You seem really great, but Im just uncomfortable signing anything. Cant you still work for me without me signing this? Listen, Ill be happy to contact you if I see something that suits your needs and, you need to understand that Ill contact clients first, and then my customers . . . like yourself. Sometimes, if I get busy, my customers may not hear about the house until its too late. If you want to be the FIRST person to hear about new listings, Ill need you to hire me as your agent.
I like working with many agents. I can understand you feeling that way. The challenge is you will not obtain the best service. Reality is that the best agents expect a commitment or guarantee that you are working exclusively with them. Since we are paid on a contingency fee basis, we need to insure a commitment. I owe it to my family to work that way. Ultimately, we all expect to be compensated for our time. Our agency law requires that you make a decision to accept or reject buyer agency before entering into a contract. You commit to me and Ill commit to you!
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Handling Objections to Signing a Contract (Cont.)

Im concentrating on new homes, Ive done this before, and I can negotiate on my own behalf. {What they mean is . . . without a REALTOR, they think they will save 3%! ALWAYS address this issue upfront.} Ive worked with just about all the builders in the area, and most of the reputable Builders will not reduce their price if youre not with a REALTOR. They market heavily to use, and they want our business. The builders reps job is to dig deep into your pockets and get as much of your money as they can. Most builder contracts are weighted heavily in their interests, not yours. My job is to help you choose a good lot for resale, review and advise you on their contract, and generally be the intermediary between you and the builder throughout the process.
What if I want to buy a For Sale by Owner? In my travels, I generally will know about the FSBOs in the area you are looking in. My experience has been that most of them are willing to pay a fee to a buyers agent to sell their house. And a lot of them also pay to get their home into the MLS. Either way, if you decide to look at a FSBO, Ill contact the seller, accompany you through the house and construct the offer in such a way that it will work for all of us.
If they are more than a 7, go for the close . . . We work a little differently than most other REALTORS, we take a counseling approach. Have you ever worked with a REALTOR like that? What well do is meet at the office and at that time well go over three things. Well talk about your specific wants and needs, well discuss financing, and well go over the necessary disclosures required when you purchase a home in Vail/Beaver Creek. There is no obligation, we can schedule this appointment early evening or weekend if necessary, and itll take about 1 hour depending on how many questions you have. At the very least, youll leave with an education, a nice package of information, and some homes for you to drive by that meet your needs . . . which would be better for you, ____________ or ____________?
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Handling Objections to Signing a Contract (Cont.)

Ad/Sign Call Dialog when the house is sold: Would it be of benefit to you to know about properties that meet your needs within hours of it coming on the market? This is a service that I offer my clients. Do I have to sign anything? No, you dont. The choice is yours. You see I work with two kinds of people, customers and clients. And I call them all, but I call my clients first, then, if they have rejected the house, Ill call my customers. How do I become a client???? Well meet at the office and talk, and decide if we might want to work together. Would _________ or __________ be better for you?
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Preparation for Buyer Prospects Potential Misconceptions

I Dont Need To Be Exclusive To An Agent. The best agents work exclusively. Attorneys only represent one party in a particular case at a time. To achieve that level of counsel one has to be exclusive. By working with many agents you will be receiving duplicates of the information wasting your time, energy, effort, and raising your frustration. While you are looking at the home on Primrose Lane for the 3rd time the home that is really right for you on Marigold has just sold. The very best skilled agents who offer the greatest benefits to you, work exclusively only. They work with fewer people that are more committed so they can invest more time in them. This raises the service level the clients receive, reducing the risk in the transaction, raising security for their clients. In the end this can easily mean the difference between you securing the right home for you and your family away from the other buyers who want it. It could also increase your negotiating power because by being exclusive, I have more information and am better able to position you on the house to your benefit. The best agents only work exclusively and I am one of the best, and only work that way.
I dont need to be financially pre-qualified To write a purchase agreement correctly, express your intentions and needs clearly on the financial components. What type of loan you need, does the seller need to contribute closing costs, are we trying to achieve 80% LTV (loan to value) so you avoid MIP (mortgage insurance premiums). Are you stretching your monthly payments so you need a 2/1 buy down to lower the payments initially? Is this a long-term home so you secure long-term financing, or do we need to look at a shorter term fixed at a lower rate since you will be moving in 5 years, so you can save point on the interest.
My objective is to convince the other agent and the seller that you are the best buyer available in the marketplace. To position you so favorably, that they dont
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want to take the risk of losing you to purchasing another home. This will help us exert a little control in the transaction, giving you a better position and more potential options.
Preparation for Buyer Prospects Potential Misconceptions (Cont.)

If I look long enough Ill find the perfect home Bob and Mary, I have discovered after helping _________ families like yours, there is no perfect home. I have had clients build from the ground out what they thought would be perfect only to discover when they moved in there are quite a few things they would change. Do you see how that would happen? Because of this truth, I am going to have a conversation about the requirements you have for a home in terms of absolute needs and features in the home you would like to have in the home. Doesnt that make sense?
I will never offer full price. Is it worth the risk?
Are you willing to lose the right home over $1.13 a day?
My experience with ________ number of clients is they dont miss the money, but they do miss the house if they dont end up buying it
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Buyer Counseling Interview

My Role: To help you select and acquire your next home. My job is to help you evaluate the marketplace, evaluate the opportunities and values in the marketplace, and make the best selection for you and your family. Then to help you acquire the home that meets your family and financial needs in a manner that reduces the stress and anxiety that is associated with a new home.
My Services: All real estate agents are not the same. There is a tremendous difference in agents you can work with. Each agent operates independently and approaches their business in a different way. There are differences in knowledge, skills, strategy, attitude, experience, communication, negotiating style, and ultimately, results. I spend time with you up front to clearly understand your objectives and needs to insure a successful relationship. Does that make sense?
Market knowledge Process knowledge Our clients experience a well timed and structured process that leads to our end objective of a smooth closing. Having helped __________ in my career and over __________ in the last year, you can rest easy that with each step of the process we will complete it timely with excellence and communicate the activities all throughout the transaction.
You will receive easily 7% to 9% of the sales price in valuable service from me. The best part is you receive all this and it costs you really nothing. Isnt that great? The seller actually pays the fee through the transaction costs. All this service that you receive from me is covered through the transaction. So you get someone with knowledge, assessment skill, selection assistance, proper contract preparation, presenting and negotiating, financial counsel, management and orchestration, as after sale service for free!! The only thing I ask is for an exchange of your commitment, which we will talk about in a few minutes. Okay?
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Does this sound like the services you are looking for? Does this make sense, what we have gone over this far? Do you have any questions?
Buyer Counseling Interview (Cont.)

Access to earnest money. You will receive easily 7% to 9% of the sales price in valuable service from me. The best part is you receive all this and it costs you really nothing. Isnt that great? The seller actually pays the fee through the transaction costs. All this service that you receive from me is covered through the transaction. So you get someone with knowledge, assessment skill, selection assistance, proper contract preparation, presenting and negotiating, financial counsel, management and orchestration, as after sale service for free!! The only thing I ask is for an exchange of your commitment, which we will take about in a few minutes. Okay? Does this sound like the services you are looking for? Does this make sense, what we have gone over this far? Do you have any questions?
Selection Assistance One of my primary jobs is helping you to select the home that best suits your needs and budgetary considerations. I will counsel you on different options and features with each home. We will also discuss school districts, resale value, potential features that are functionally obsolete that could effect the future value of the home, area and neighborhood value trends and anything else that would effect your short term or long term enjoyment and equity in the home you are considering.
Closing coordination and communication There are many steps to closing a transaction. We have to deal with many people in the transaction. The other agents, their broker, the seller, the lender, the underwriter, the inspector, the appraiser, construction repairmen, the title insurance administrator, the escrow agent, or attorney. There are many people who need orchestration and communication. There are also the pounds of paper that follow every transaction that we manage. We provide a comprehensive approach to managing and directing all these
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people and activities on your behalf. All the while communicating our efforts and the stage we are currently working on and what is coming next. J That way, you will know at all times how the transaction is progressing. We communicate with our clients at least weekly about the progress. Is that frequent enough or do you want to be contacted more frequently that that?
I dont work with everybody Bob and Susan, I want you to know that I dont work with everyone who call or even with everyone I meet with. To be able to provide the services I provide, and that you indicated you want, I have to choose my clients. The big benefit for my clients is this approach allows me a greater amount of time to invest in my clients total satisfaction. My clients end up securing the best homes in the marketplace at the best values in the marketplace. In the end, by working this way, the client saves time, frustration, even money and especially stress because I am able to give them the attention they deserve. Based on our discussion this far, do you see the benefit in that?
I work on a contingency fee basis. Bob and Susan, I want you to understand that I work on a contingency bee basis. That means that this meeting and all the services I will provide to you will be in the hope and expectation that I will be paid at closing in the future. Its a risk as an agent I am willing to take with the right clients. I have had situations where I did a tremendous amount of work and the transaction didnt close so all that work, time, effort, energy, counsel and advise went out the window as unpaid. I, just like you, have a mortgage payment and other bills. I owe it to my family and 2 children to insure I work in a manner that serves my clients well in addition to insuring my compensation. The benefit is I want to do an outstanding job for you so I do receive payment at the conclusion of your home purchase.
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Bob and Susan, I will commit to providing you every single service we talked about that you agreed you wanted. All I ask and require is that you commit to working exclusively. Can you do that?
Qualified Lead
Mr. Smith, this is Dirk Zeller calling on behalf of Real Estate Champions. The reason for my call is to follow-up on the property information we sent you concerning the property at _______________. I have no idea whether this is the right home for you but if I could take a couple of minutes and ask you some general questions I can then determine what a suitable property might look like. How does that sound?
Mr. Smith, if we can provide you with a better probability of you achieving your goals with regard to the sale of your home, is there any reason why we cannot do business together?
Mr. Smith, if we can provide you with the highest probability of you achieving your goals with regard to the sale of your home, more than any other real estate firm, what will you do?
Mr. Smith, if we can provide you with a better probability of finding the right house for you and your family at a competitive price with competitive financing, is there any reason why we cannot do business together?
Mr. Smith, if we can provide you with the highest probability of you achieving your goals with regard to purchasing a new home, more than any other real estate firm, what will you do?
Mr. Smith, it sounds like we might be able to help you achieve your objectives. To be able to finalize that decision we need to simply meet. Would _________________ or _______________ be better for you?
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Unqualified Lead
Mr. Smith, based on what you have told me, I dont think I will be able to provide you the service you deserve or expect. I do know of a couple of other agents that might be able to assist you. I will have _____________give you a call. I want to thank you for your time and the opportunity to speak with you.
Opening Statements
The reason for my call is we met at the open house on Chestnut last week
The reason for my call is you had called us about the property on Chestnut a week ago
The reason for my call is you had called us about our new home listed in Fairway Meadows.
Hello Mr. Smith. Im Dirk Zeller with Real Estate Champions. The reason for my call is we met at an open house on Chestnut last Sunday and there have been some changes in the marketplace. I was wondering if I could take a few minutes of your time to update you on the new developments?
Hello Mr. Smith. Im Dirk Zeller with Real Estate Champions. The reason for my call is you contacted us a week ago about the home on Chestnut. We have had considerable amounts of success in helping families like yours achieve the home of their desires with a low financial investment. I was wondering if I could take a few minutes of your time to see if there is a possible fit?
Hello Mr. Smith. Im Dirk Zeller with Real Estate Champions. We specialize in helping homeowners that have failed to sell previously, achieve a sale. The reason for my call is that we have had considerable amounts of success in getting homes sold that were previously on the market with another company. I was wondering if I could take a few minutes of your time to see if there is a possible fit?
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Phone Appointments
Great, lets schedule our next conversation. You said you needed to discuss the move with your wife. How does next Monday or Tuesday sound for us to speak again?
Good, do you have your calendar handy? Which works best for you, a morning or afternoon appointment for next Monday?
I have an opening at 1:00pm or 3:00pm, which would you like?
Alright then, please schedule me in your calendar for 1:00pm Monday and I will call you then. Does that work?
Ive got you in my book and unless I hear from you otherwise, I will talk with you next Monday, at 1:00pm. If you think of any questions before our appointment please jot them down and we can discuss them on Monday at 1:00pm.
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Lead Follow-Up Call

Mr. Smith, I need your assistance. Over the last few weeks you have given me every indication that you wanted to get your home on the market soon. I would like to know if there is an opportunity to do some business or is the timing not quite right at this point?
Mr. Smith, I need your assistance. Over the last few weeks you have given me every indication that you wanted to make a change in your home for your family. I would like to know if there is an opportunity to some business or is the timing not quite right at this point?
Mr. Smith, this is Dirk Zeller with Real Estate Champions. We spoke about 60 days ago about your interest to sell your home. You felt that now would be a great time to talk about moving. Your timing couldnt be better, based on the trends in the marketplace. When should we get together to discuss your wonderful options in todays marketplace?
Mr. Smith, this is Dirk Zeller with Real Estate Champions. We spoke about 60 days ago and you expressed interest to sell your home. You asked me to contact you at this time to talk about moving. The market is brisk and we have a couple of new approaches in exposing your home that will reap you even more on the sale of your property.
Mr. Smith, that is great. We have both put some time and effort into achieving your goals. When do you think we can get started?
Ill be happy to follow-up. Do you feel at that time you will be ready to move forward?
Im curious, how will that make it a better time for you?
I certainly respect you and the value of your time as I do my time. I will be happy to send you information if you truly need the information and there is a strong likelihood that upon receiving it you will review it. If what I have to offer in experience and service are what you are looking for what will you do?
I dont send out a information unless the prospect sincerely desires and needs the information on the service I provide. If I send the information and you review it is there a strong likelihood we will do
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business? Is that what you want?
John, generally when people say that, it is the polite way of saying, get lost. Most people receive the information hoping that the salesperson never calls back again. If you want me to get lost just say so, its okay.
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Buyer Scripts

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Buyer Scripts

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Convert & Commit The Buyer. . . Every Time!

2006 Real Estate Champions, Inc.

Convert and Commit the Buyer Every Time!

The primary objective of any sales call is an appointment!

Champion agents have more appointments than other agents.

They are too in need of The Deal

What I am going to coach you through will be uncomfortable at first Guaranteed!

The more you do it, the easier it becomes.

Persistence will create the payoff.

Dont sell over the phone

How to approach the appointment on the first call

Ask, Ask, Ask!

2006 Real Estate Champions, Inc.

Sales Success Ladder

Form a Commission Client

Create Raving Fans or Satisfied Clients

Fulfill Services Agreed Upon

Get Commitment (ask to be hired)

Qualify or Disqualify Prospect

Personal Contact (lead following)

Initial Contact (mail, open house, ad/sign call)

2006 Real Estate Champions, Inc.

8% of the salespeople control 60% of the business . . . just for asking!

2006 Real Estate Champions, Inc.

SCRIPTS FOR CONVERSION TO AN APPOINTMENT

2006 Real Estate Champions, Inc.

How to Get Phone Appointments

Sample Scripts: Avoid

I will call you next week.

2006 Real Estate Champions, Inc.

Desire, Need, Ability and Authority

2006 Real Estate Champions, Inc.

We have to be straightforward if we have made multiple calls:

2006 Real Estate Champions, Inc.

2006 Real Estate Champions, Inc.

The rules for powerful opening statements: 1. State your name.

2. State your company name. a) Add on a tag line:

We specialize in Eastside properties.

We specialize in selling homes that failed to sell previously.

3. State why you are calling.

Force you to focus on your call objectively.

Get you quickly to your pre-planned offer.

2006 Real Estate Champions, Inc.

4. Hook in the benefit statement.

2006 Real Estate Champions, Inc.

Tape or record the reason for your call.

a) It doesnt create good rapport. b) Their guard immediately goes up!

2006 Real Estate Champions, Inc.

Sample Scripts: Avoid

Check back with me in a couple of months.

Im curious, how will that make it a better time for you?

2006 Real Estate Champions, Inc.

How to End a Follow-Up Call with Power

End each call with: 1. Clear summarization of the call.

2. What is going to happen next?

a) Before the next call.

b) During the next call.

2006 Real Estate Champions, Inc.

2. Committing to take action to improve.

2. What would I have done differently?

3. What information do I need on the next call?

a) What questions should I ask?

4. What is my objective for the next lead follow-up call?

_ Bedrooms _ Bathrooms

_ Square feet _ Style of home

17. Would this _ or next _ be better for you?

I look forward to our meeting at _. Our office address is _____.