Market Updates YOU CAN SAY Hi, I'm calling about (insert house address here). We talked a few months back. I'm following up to let you know that we're seen signs that now may be the time to act if you don't want to miss this historic time for you to sell your home. We’ve seen (amount) of (normal) appreciation in the last (number) months. At the same time, inventory is gradually increasing, and sellers are seeing few offers on average. In your neighborhood, we are seeing (number of offers in potential seller’s neighborhood). but we're not expecting a sudden market shift. It may be more like the air deflating from a balloon, meaning you have time to act and take advantage of multiple offers and record- setting (number) days on market across the country. For a home like yours, we’d expect to have a offers in (insert amount here). I would love to walk you through what the market data says right now and how we can use that to your advantage. Do you have some time now to talk, or should we set up a time to talk tomorrow, around (insert specific time here)? Knowing the latest local and national market data statistics sets you apart from other agents. You can share how this data benefits potential sellers who are considering selling in the current climate while also establishing yourself as a trustworthy, resourceful real estate advisor. 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.

Selling In An Aggressive Market YOU CAN SAY First of all, I am sure you are aware of the fact that you and I do not determine what your home will sell for. The market decides, depending on what a buyer is willing to pay. There are currently(number) homes for sale in your area. Each month approximately(number) homes in your area sell. That means if no other homes come on the market, we have a(number) month supply of inventory. Plus, (number) additional listings come on the market each month in your area. If I were to print a one-line printout from MLS/listing system with all the homes for sale, the list would be (number) feet long! Currently only (percent) of listings are going under contract. Most homes are priced 10 percent or more above market value, one-third are between 5 percent and 10 percent above market value, and the rest are between market value and 5 percent above. Which homes do you think all buyers want to see first? Of course, they want to see the best priced homes. They all do! If you were a buyer, which homes would you want to focus on? Of course, you would. Only (percent) of the inventory is sold each month. The ones that are moving are the ones that are priced properly. With (number) homes on the market, we want to be one of the (number) homes that sell! Because of this, the market is recommending that we list your home tonight at a price between $(amount) and $(amount). Based upon this information, what price are you comfortable positioning your home for sale? Let’s go ahead with the paperwork and take advantage of the fact that most of your current competition is overpriced! Sellers who have urgent motivation to move may not understand the importance of proper position in the market. You can educate the seller about the importance of proper positioning to ensure their home sells in a timely manner. 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.

Lead With Seller Appointments YOU CAN SAY Welcome! My name is (your name). I’m a real estate agent with (brokerage) and work with many buyers and sellers in this area. What are your names? (visitors introduce themselves) It’s a pleasure to meet you. For safety and security, the sellers have asked me to get contact information on every visitor who comes through, so please sign in on the iPad. What brought you to this home today? (We are just looking—we live in the neighborhood) Due to the marketing of this property, more buyers have an interest in this neighborhood. I’m curious, are you thinking of moving? (yes, we’ve been thinking about it) If you were to sell, where would you move? What is important to you about getting to (where they want to move)? What is most important to you about the next home you purchase? Most people like to know their home’s value. Would you like to know your home’s value? (yes) I do a free no-obligation Comparative Market Analysis and share it with you. When would you like me to stop by—Wednesday at 3 p.m. or Thursday at 4 p.m.? Open Houses are a bigger opportunity for lead generation than waiting for your sign, flyer, or virtual promotion to bring people to the door. Open Houses allow you to proactively meet people, drive traffic through your sphere and circle prospecting—connecting with the people around your Open House and asking for business. 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.

Demonstrate Your Professionalism YOU CAN SAY YOU CAN SAY Our next steps are to get together to complete a consultation and sign a Buyer Representation Agreement. I will send you a packet of information that goes into the details of the home-buying process and gives you a preview of the Buyer Representation Agreement that we can discuss to start the search for your dream home. I will send you a text with my contact information, so you have my number and name. Do you have any questions for me? WWB Set expectations for how you work, and exchange contact information to ensure easy follow-up communication. 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.

Recently Sold Home YOU CAN SAY It has been such a pleasure working with you and I am so excited for how much you are going to love your new home. Don’t worry—I’ll still be here to offer any help I can, and I’ll check in to make sure the process is continuing as planned. As we finish this transaction, who can you think of right now who is thinking about buying or selling a home? You have my guarantee that they will receive the same five-star attention and service that you did! Checking in with your seller during the contract to close process is your opportunity to ask about friends or family who may be buying or selling a home. This strategy showcases your commitment to service while also prospecting for future clients. 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.

Valuing Representation for Both Buyers and Sellers YOU CAN SAY Your buyer having an agent means that both parties are represented by professionals and ensures a smoother process than when one side is unrepresented. You can incentivize buyers to retain representation by easing some of the financial burden of the buyers’ agency compensation. WWB No matter how the buyer is funding their home purchase, it is beneficial for each side of the transaction to be represented by agents so that buyers and sellers both walk away from the offer with their needs met. 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.

Buyer Expectations YOU CAN SAY During our tour (day) from (time) to (time), we will visit (number) homes. I’ve found that trying to see more than that in any one time out on tour can make it hard to remember crucial details. Also, if we’re spending time in homes that don’t truly fit your criteria, it could mean that some other buyer is writing an offer on your dream home, and we don’t want to risk that! As you find homes, I’ll ask you to prioritize them in order of preference to see which (number) homes make the cut, and which ones we may want to potentially visit later. Once your buyers are clear about what they are looking for, you should set the expectation about how many homes you will tour and ask them to prioritize properties. This helps to ensure that you and your buyer can make the best use of your time together to find their ideal home. 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.

Strategizing With The Seller YOU CAN SAY Buyers today ultimately determine what a home will sell for by what they are willing to pay. I want to make sure that your initial market position will excite the buyers strongly enough, so we can generate multiple showings and hopefully produce multiple offers. I call this an “impact” price. This strategy is the best way to help you net the highest possible price with the fewest days on the market. Let’s first look at homes most similar to yours in the area currently on the market and that are not selling, and then homes that have recently sold, revealing what buyers have actually paid for homes that are most similar to yours. This will tell us which homes were perceived as a value and those that were not. Based on this data, where do you think we should position your home? The market is suggesting a position sale between $________ and $________. If this is the correct number, your home should be sold in ______ (range) of days. If your home is not sold in _____ (range) of days, I will update the market analysis and see if we need to discuss repositioning the price. Are you comfortable with this strategy? It’s been proven to help sellers get the maximum price, no matter what the market is doing. Let’s go ahead and list your home at the “impact” price of $__________. By doing so, you are making a wise business decision. It is important for sellers to know that buyers strongly determine the price of a home. Your job as the agent is to help the seller strategize to be able to sell their home at a profitable price while also enticing the buyers on the market to make an offer. 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.

Promote Your Open House YOU CAN SAY PEAK NEIGHBORS INTEREST Hello, my name is (your name), a real estate agent affiliated with (company name). I will be hosting a special Open House at (address) on (day) from (time frame) Did you know this home was for sale? I promised the seller I would get the word out in the neighborhood and was curious: who do you know that might want to live in this area? What real estate needs can I help you with? I regularly provide valuable information to my current and past clients, such as (items you send). If you give me your email or phone number, I would be happy to include you. Wonderful! Again, the Open House is (day, time). Please stop by. I’ll have snacks and treats. I’d love to show you the home! (hand them a flyer / invite) PROMOTE ON SOCIAL MEDIA BEFORE— Come see me at 4587 Walnut Cove today at 4 p.m. This lovely home is a 4-bedroom 3-bath with a great open floor plan and a bonus room over the garage DURING— Take a look at this (pan around)! See you at 1450 Maple Street in about ninety minutes when we open this home for home buyers like you! AFTER —We had 25 visitors today at 4587 Walnut Cove. The favorite attraction was the open floor plan connecting the family room, kitchen, and dining room, great for entertaining. Don’t miss out... contact me if interested! You have picked a house that is attractive, desirable, and accessible to our ideal client. Choose the promotional strategies that work best to target the property’s ideal buyers as well as your ideal client. 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.

Buyer Home Search YOU CAN SAY When you see a property that interests you online, it’s a process of elimination to determine if it’s something we should invest your time in. First, take the virtual tour—If you like it, great! Go on to Google Street Tour and do a 360 on the street. Does it reveal any issues, such as power lines or freeways across the street? No? Awesome! Next, if you can, do a drive-by on your lunch break or on your way to and from work to confirm it’s a great looking house on a street you like. If it is, great! Call me and we’ll go see it. Our goal is to only see the right homes together so that when we find ‘the ONE’ we can act quickly. Today’s buyer wants to be more involved in the home search than ever. Give your buyers the tools and freedom to narrow down the list of available homes. This ensures that you only tour homes that best match their needs. 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.

Preventing Confusion in a Transaction YOU CAN SAY Think back to when you purchased this home. There were many factors involved in that transaction – negotiating the complexities of making an offer including the sales price and other terms, understanding how to address issues that may arise along the way, and of course obtaining financing. WWB The consequences of not having a buyer represented by an agent include, but are not limited to, a longer closing process with many bumps in the road. 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.

A Signed Buyer Agreement YOU CAN SAY My business is based on the word-of-mouth of my clients. As you talk about the sale of your home, I’m betting friends, family, and coworkers will share with you that they are considering buying or selling, too. I have been able to find your new home, helped you navigate the process, and have followed through on the things I’ve said I would do. Could I ask that at some point before we leave the closing table, would you share with me the information of at least one person you know who is considering selling or buying? With the close of a home comes an opening for new clients. A buyer has firsthand experience of your dedication and success in finding them their perfect home. After demonstrating your ability to conduct a successful sale, you can ask your buyer for a referral. Your client may be able to connect you with others who are looking to buy or sell a home. 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.