Gain New Clients Set appointment with prospective buyers Lead With Buyer Appointments Prequalify visitors motivated to buy Lead With Seller Appointments Offer market report to potential sellers Open House Referrals Make connections with neighbors Promote Your Open House Generate interest and drive traffic Open Houses

Another Agent Will Take Lower Commission Show sellers how you will net them more Can’t We Drop The Price If We Don’t Get An Offer Objection Handling- Dropping the Price Communicate, Communicate, Communicate Service the listing Compensation Structure Explain the various payment structures buyers have in compensating their agent. Educate Your Buyers Educate buyers on the benefits of being your client How Many Homes Have You Sold? Your response when you are new I Can’t Sell—I Have Nowhere To Go Provide options to sellers I Don’t Want A CMA Educate sellers on the value of a CMA I Don’t Want To Meet In-Person Save buyers time and stress I Don’t Want To Sign The value of the Buyer Representation Agreement I Want Everything Repaired! Set realistic expectations I Want To List At A Higher Price Educate sellers on your pricing strategy I Want To Offer A Lower Price Educate buyers on market conditions I Want To Wait To Buy A Home Educate buyers on market conditions I Want To Wait To Find A Home Update buyers on the market I Want To Wait To Sell Educate hesitant sellers with market data Is There Any Way We Can Negotiate This Compensation? Address objections regarding your compensation More Than Just the Compensation Ensure buyers that you are working in their best interests My Friend/Family Member Is An Agent Feel, Felt Found and Benefit Statement Signing a Buyer Broker Service Agreement Ask for the signed Buyer Representation Agreement The Need for Representation New rules require buyer agency representation Why Should I Pay You When I Can Do a Lot of the Work Myself Online? Explain how you do more than just “find and show homes” Working with Another Agent Sign an exclusive agreement with your buyer Objection Handling

Another Agent Will Take Lower Commission Show sellers how you will net them more Can’t We Drop The Price If We Don’t Get An Offer Objection Handling- Dropping the Price Close The Deal Navigate contingencies with the seller Communicate, Communicate, Communicate Service the listing Educating The Seller Provide market position insight Having Sellers Providing Solutions to Buyers Upfront Highlight the benefits of attracting more buyers through buyer agency compensation How Many Homes Have You Sold? Your response when you are new I Can’t Sell—I Have Nowhere To Go Provide options to sellers I Don’t Want A CMA Educate sellers on the value of a CMA I Don’t Want A Consultation Educate sellers on the listing process I Want To List At A Higher Price Educate sellers on your pricing strategy I Want To Wait To Sell Educate hesitant sellers with market data My Friend/Family Member Is An Agent Feel, Felt Found and Benefit Statement Offer Over List Price Provide market data to appraiser Prequalify Potential Sellers Set up for a successful listing appointment Preventing Confusion in a Transaction Mitigate potential pitfalls by advocating for agency on both sides of the transaction Putting Your Sellers in a Buyers’ Shoes Put your sellers in a buyers’ shoes to give them clarity around offering buyer agency compensations Seller Listing Presentation Build momentum to get the business Seller-Centric Social Media Posts Expand your sphere Selling In An Aggressive Market Educate sellers on proper positioning Showing Transparency Around Buyer Agency Compensation Build a professional and transparent relationship with sellers by talking about compensation openly/often Strategizing With The Seller Setting an “impact” price The Listing Presentation Naturally progress to a signed listing agreement Valuing Representation for Both Buyers and Sellers Express the benefits of the buyer agent to sellers Sellers

Sphere of Influence Adapting Scripts to a Text Texting F.O.R.D. Model Mastering small talk Online Lead Follow-Up Email buyers a market update RDA Conversation Model Create genuine, effective conversations Seller-Centric Social Media Posts Expand your sphere The Power of Storytelling Connect with your sphere Who Do You Know? Expand your sphere through friends/family

Leverage Just Sold Listings Circle prospect for leads Leverage Just Sold Listings Educate neighboring homeowners Market Updates Find prospective sellers Non-Occupant Homeowners Showcase your knowledge with market updates Provide A Comparative Market Analysis Educate homeowners on market trends Circle Prospecting

Get Ahead of Misconceptions Address concerns and articulate your value Buyer Expectations Prioritizing home tours Buyer Home Search Narrowing the list Buyer Pre-Approval Offer lender services Buyer Pre-Consultation Set up for a successful buyer consultation Close for a Signed Agreement Ask the buyer to sign a Buyer Representation Agreement to work exclusively with you. Compensation Structure Explain the various payment structures buyers have in compensating their agent. Demonstrate Your Professionalism Set expectations for how you work, and exchange contact information to ensure easy follow-up communication. Educate Your Buyers Educate buyers on the benefits of being your client Explain Buyer Compensation Talking about how you get paid I Don’t Want To Meet In-Person Save buyers time and stress I Don’t Want To Sign The value of the Buyer Representation Agreement I Just Want To See This Listing Differentiate yourself by learning buyer goals I Want Everything Repaired! Set realistic expectations I Want To Offer A Lower Price Educate buyers on market conditions I Want To Wait To Buy A Home Educate buyers on market conditions I Want To Wait To Find A Home Update buyers on the market Introducing Buyer Representation Start the conversation about Buyer Representation Is There Any Way We Can Negotiate This Compensation? Address objections regarding your compensation Low Appraisal Educate the seller on options Market Trends Demonstrate your knowledge with buyers More Than Just the Compensation Ensure buyers that you are working in their best interests Signing a Buyer Broker Service Agreement Ask for the signed Buyer Representation Agreement The Buyer Consultation--Goal 1 Build Trust The Buyer Consultation--Goal 2 Articulate Your Value The Buyer Consultation--Goal 3 Explain the Value of Representation The Buyer Consultation--Goal 4 Be Transparent The Buyer Consultation--Goal 5 Earn the Business The Need for Representation New rules require buyer agency representation Why Should I Pay You When I Can Do a Lot of the Work Myself Online? Explain how you do more than just “find and show homes” Working with Another Agent Sign an exclusive agreement with your buyer Buyers

A Signed Buyer Agreement Your opportunity to ask for referrals Ask For A Referral Leverage the law of reciprocity Just Listed Your opportunity to ask for referrals Open House Referrals Make connections with neighbors Preferred Vendor Get real estate referrals Recently Sold Home Your opportunity to ask for referrals Starting A Conversation Calling a New Referral Referrals

I Don’t Want A CMA YOU CAN SAY (Make sure to check the current market watch statistics about sales and inventory) Holding off on learning what your home is worth in today's market may impact you financially. Getting an updated CMA is important because market conditions are shifting rapidly and that could affect the value of your home. Last month’s statistics from the National Association of Realtors showed a decrease in existing sales and a slight increase in listings inventory. This could be an indication that buyers are getting tired of competing in multiple- offer situations and not finding listings that meet their search criteria. My job is to provide you with the most accurate data so you can know exactly how the value of your home has been impacted by the market. I just need a few details about your home, and then I can send you the updated CMA or drop it off to review it together. The benefit to you is having real- time data that will help you make informed decisions. Can we have a quick call tomorrow around (time)? It can feel frustrating when a seller states that they aren’t interested in a CMA, as home listings are historically low across the United States. Using a Benefits statement allows you to educate the seller on the value of a CMA and how it can help them to make an informed decision. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Private Listings: Pricing SELLER QUESTION Can we try a private listing to validate our pricing strategy before opening the listing to the public? YOU CAN SAY Some homes, specifically those that have unique features that make it hard to find accurate comparables for, may benefit from a brief test as a private listing before being marketed publicly. But most do not need to do so. An actual offer is the most “honest feedback” you can get on the price of your home. And validating pricing strategy through a private listing may extend the time it takes to sell your home by weeks! I believe exposing a listing to a wide breadth of buyers is the best way to test pricing for most homes. My job as your agent is to craft a thoughtful pricing strategy, validated by data, aimed at selling your home as quickly as possible, for the best offer possible. Your pricing expertise allows you to craft a thoughtful pricing strategy that is validated by data. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Private Listings: Selling Quickly SELLER QUESTION I’m hoping to sell quickly. Can a private listing help me do that? YOU CAN SAY Starting with a public listing usually means a faster time-to-close because you are maximizing the exposure right from the start, rather than spending time marketing to a smaller group. It’s marketing 101: If you wanted to sell your car with a "for sale" sign and get top dollar, you wouldn’t park it in a cul-de-sac, you’d park it on a well travelled road. Your sellers can get a faster sale by casting a wider net and showing their listing to more buyers. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Private Listings: Buyer Anticipation SELLER QUESTION Won’t a private listing help us build buyer anticipation before marketing publicly on the MLS? YOU CAN SAY Listing on the MLS exposes your property to the highest number of agents and buyers. I believe broad exposure will help generate the demand you need to get the best offer. Why not do that right away, and publicly? Your sellers may believe that private listings help build buyer anticipation. Address this misconception by emphasizing the benefit of broad exposure. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Private Listings: Our Stance SELLER QUESTION Do you offer private listings? A listing agent with another brokerage was pushing the advantages of their private listing network. YOU CAN SAY We do offer private listings, but they are rare and mostly reserved for special seller circumstances and homes or sellers that may require discretion. Our stance is focused on transparency and what’s best for sellers and buyers: Sellers benefit from maximizing visibility around their listing, and buyers benefit by having access to every home offered on the MLS. Our company's stance on private listings is that sellers and buyers both benefit from listings that are offered on the MLS. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.