Can’t We Drop The Price If We Don’t Get An Offer YOU CAN SAY That’s a great question, and if I were you, I would be asking the same thing. However, the best chance we have to net you the most money is to price it right today because unfortunately, as the number of days on the market increases, interest and showings decrease, and the likelihood of offers below asking price increases as well. Now that you know that, I am certain you will want to price it correctly so that we can maximize our impact on the market. Sellers may wish to sell their home above market value thinking that they can drop the price if they do not receive an offer. You can educate the seller about the importance of listing the home at market value to ensure it spends the least amount of days on the market. 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: The Principles of Supply and Demand SELLER QUESTION Why not make my home a private listing? YOU CAN SAY There are some rare instances when listing privately for a period of timemight genuinely be in a seller’s best interest. Often, it’s because the seller is a public figure or they have unique circumstances or sensitivities where discretion is preferred. And while we do offer private listings, from what you have said so far, it does not seem that marketing your home privately would be beneficial to you. Consider the simple principles of supply and demand—broad distribution of a listing maximizes visibility around a home and, in turn, the ability to generate your best offers. Even if you were to receive an offer on a private listing, you shouldn’t assume that you can’t receive a similar – and perhaps higher – offer from the open market. Educate your sellers on the simple principles of supply and demand and how broad distribution will benefit them in the sale of their 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.

Educate Your Buyers YOU CAN SAY Committing to me as your partner in this home-buying experience is not you committing to purchasing a home. By signing a Buyer Representation Agreement, I am committed to professionally representing you and providing the service, time, and attention it takes to find and close on the home of your dreams. I am committed to protecting your best interests while minimizing conflicts, negotiating favorable terms, and ultimately providing the superior service that will make you a client for life. What I’m asking for is that same commitment for you to work with me. WWB Depending on your relationship with the buyer, there will be opportunities throughout the process for a substantive conversation about Buyer Representation. Refer to your state rules for specific timelines. 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.

I Don’t Want To Meet In-Person YOU CAN SAY I understand that you're excited to start looking at houses. I'm looking forward to getting started with you. When are you looking to be in your new home? I find that meeting first to discuss your goals and create strategies to get you what you want makes for a more successful and less stressful process. We’ll only need about 45 minutes. My job is to share the tools we will use to identify all the available properties that best meet your needs and we’ll get started on the necessary process. The benefit to you is that it will save you so much time and stress and make sure you're ready to submit a winning offer when you walk into the home that you just know is the one. Can you see why it would be important to meet prior to us going out and looking at homes? I’m free this afternoon or tomorrow morning, which one works better for you? In a competitive market, buyers may be more focused on finding a listing that meets their needs than committing to one real estate agent. A great buyer consultation gives you the opportunity to educate them about the home-buying process, highlight your extensive knowledge of the market, and foster a connection showing you care about them and can be their trusted real-estate agent. 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.

Seller-Centric Social Media Posts YOU CAN SAY If you knew what was happening in the real estate market right now, you would want to know what your house was worth. Sales were up almost (check the recent statistics of the market and insert here). The supply of listed homes is getting tighter and higher buyer demand is driving up sales prices. The National Association of REALTORS® reported that there were nearly three offers per property in (insert last month’s market statistics here). Whether you're just curious to see what your home would sell for today, or you're trying to decide if selling now is the right decision for you and your family, I have the data to help you make an informed decision. Text or call me today to set up a quick 15-minute call on Facetime or Zoom call so I can gather. We can discuss the details necessary to provide you with the most updated, accurate market analysis. Don't wait until the market changes. Social media enables you to reconnect with previous clients and those who follow you, giving you the opportunity to expand your Sphere of Influence. Create a social media post to showcase how you apply specific market information to support potential sellers. 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.

Get Ahead of Misconceptions YOU CAN SAY Signing a Buyer Representation Agreement doesn't obligate you to purchase a home; it's just choosing me as your representative to help you find and negotiate the purchase of a home. With this commitment, I can dedicate time and energy to working with lenders, inspectors, and everyone in between! Also, MLSs in most jurisdictions require a signed agreement before I can show you any homes. WWB It’s important to get ahead of your buyers’ concerns about what a signed buyer representation does and doesn’t do. 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.

I Want To List At A Higher Price YOU CAN SAY From what I'm hearing you say, your concern is that if your house sells fast, you'll wonder if you should have priced higher. I understand your concern. You're hearing that houses are selling fast and above asking price and there's a lack of supply of listings to choose from right now. Many sellers right now are feeling the same way and were uncertain of where to set the right price. In my experience, when other agents see that a home is priced high in the beginning, that will tell them that the sellers may be unrealistic and not motivated. The agents may interpret this as troublesome when it comes to getting the deal closed. If we need to lower the price later, all of the ready, willing and able buyers will have bought another home, and we may lose out on some highly qualified buyers. If we can decide on a list price based on what the market is telling us, we have the best chance of getting a lot of competition and potentially multiple offers, right? OR In my experience, marketing your home at the right price is critical in achieving your goals of selling. Let's see what the market is saying about your property. (Insert data on the seller’s property within the market) This is important to you because the pricing decision is the most critical decision you will make. My job is to provide you with the best information to make this decision. I'll lay out everything you need to know. The benefit to you is having a complete understanding so you can make the most informed and profitable decision. Can you see why this would be important? Sellers may feel inclined to want to price their homes over the CMA, either due to their concern for underselling or from what they have heard in the media about the current real estate market. Demonstrate to the seller how pricing their home appropriately in relation to the CMA creates a sense of urgency for informed buyers and can motivate other agents to encourage buyers to look at their 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.

I Don’t Want To Sign YOU CAN SAY If you are unsure about signing this agreement, it usually means I haven’t answered all of your questions or there is something we haven’t touched on. I am committed to representing my buyers exclusively in order to provide the service, time, and attention it takes to find and close on the home of their dreams. What I’m asking for is that same commitment for you to work with me. I can show you any home on the market, no matter who has the listing. Doesn’t it make more sense to work with a professional who is committed to giving you the time and attention to find you the best deal? Buyers may object to signing the Buyer Representation Agreement (where applicable) when they do not understand the value and protections it offers. You can explain the benefits of the buyer’s commitment to one real estate agent and the value of working specifically with you. 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.

Online Lead Follow-Up EMAIL TIPS Speed to lead- respond within 5 minutes to an inquiry Keep your emails short- a few sentences at most Make your emails sound conversational- read your email out loud before sending! Use the subject line to peak interest – give them something to wonder about/question Send emails on Monday mornings Long-term follow-up: online leads take an average of 18 months to convert YOU CAN WRITE SUBJECT LINE: Will This House Work for You? MESSAGE: This listing hit the market today, and I wanted to get it right over to you. As of today, there are four homes listed in your search area and price range. On average, they're selling within 11 days. If you’re interested, I'm scheduling showings for this afternoon and can easily add this to my list. It’s frustrating when you respond to a buyer inquiry on a specific listing, and then you never hear from them. Many agents give up after their first or second attempt at following up with an online lead. You can increase your chances of converting an online lead to an actual conversation with an efficient, informative email script. 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.

The Buyer Consultation--Goal 3 YOU CAN SAY EXPLAIN BUYER AGENCY REPRESENTATION-- Provide a clear and concise overview of the legal contract you are asking your buyers to sign. Right now, you do not have any representation. If you sign a Buyer Representation Agreement with me as your agent, my responsibility would be to protect your best interests. Buying a house is one of the most significant purchases of your life –I tell my buyers that I am the pilot of their home-buying experience. Like on most flights, there might be some turbulence, but wouldn’t you want the best professionals representing you during that time of uncertainty? Signing a Buyer Representation Agreement doesn't obligate you to purchase a home, it's just choosing me as your representative to help you find and negotiate the purchase of a home. With this commitment, I can dedicate time and energy to working with lenders, inspectors, and everyone in between so you don’t have to! ASK BUYERS TO KEEP YOU INFORMED-- Share what the buyer can do to work together, always emphasizing the importance of a partnership. You will likely continue to search for homes online and will find more driving around. As you do, I ask that you keep me in the loop. I can immediately look up the information to provide you with the details you’re looking for. And I will do the same – if I learn of anything new that may be coming soon that fits your criteria I will keep you informed. I can ensure you have proper representation throughout the process so that you are safe and your best interests are protected. If your situation changes, let me know as soon as possible so we can adjust our plan accordingly. Also, if you ever feel dissatisfied with my service, please let me know immediately so that I can resolve any concerns. FSBOs If you see a FSBO, call me and I will request a showing to protect your time and potential safety by allowing me to assess the home and credibility of the owner. Moreover, if the seller has no agent on their side, it is even more critical that your agent help guide the transaction. OPEN HOUSES If you go to an Open House without me, present my card to the Open House agent so they know you are represented. You don’t want to deal with all the follow-up calls—I’ll protect you from the hassle. NEW HOME DEVELOPMENT If you visit a new home development—present my card so they know you are represented. Don’t sign anything unless I am present. Those agents represent the developer and cannot protect your interest like I can or negotiate on your behalf. ASK THE BUYER TO MOVE FORWARD TOGETHER If you believe I’m giving you the best professional help and working in your best interest, we will work together until I find the right home for you. I’m excited to get started! The Buyer Consultation is your opportunity to win the buyer’s commitment. Guide the conversation to build trust, present your value, remove objections, and assumptively close for Buyer Representation Agreement. 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.

F.O.R.D. Model YOU CAN ASK FAMILY How did you meet? (if you are meeting a couple for the first time) How old is your son/daughter? Do you have any siblings? Did you grow up in this area? What brought you to (name of town)? (If they didn’t grow up there) OCCUPATION What do you do for a living? How do you like working at _____? What’s your favorite part of your job? What made you interested in becoming a _____? Do you work remotely? RECREATION What do you like to do for fun? Do you have a favorite sports team? Have you watched (or read) ______(popular show/book)? What are you up to this weekend? Have you and your family gone on any recent vacations together? DREAMS Keep in mind that these questions often lead to deeper answers, so you may want to wait until you’ve established more rapport before asking too many questions related to this topic. Where would you like to travel? What’s something you’d like to try in the future? Would you ever consider trying _____ (particular hobby or activity)? Where do you see yourself in five years? What brings you joy? As a real estate agent, you want to master small talk, make connections, meet new people, be outgoing, and talk about real estate—without seeming pushy. The F.O.R.D model is a tool to be able to connect with people and naturally lead the conversations to real estate. 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.

Showing Transparency Around Buyer Agency Compensation YOU CAN SAY Whether to offer compensation to a buyer’s broker, and the amount of compensation you may decide to offer, is purely your choice. You are not required by law to offer such compensation, and all compensation is fully negotiable. However, so that you can make an informed decision, and to help you understand why I recommend that you make such an offer, I want to share why I believe there are significant benefits to doing so. WWB While it may not have always been considered a best practice to bring up compensation in early conversations with potential clients, discussing the benefits upfront can help you build trust and demonstrate your value. It used to be that bringing up fees before demonstrating your value would come across as only caring about your payment – now, that conversation is in the interest of transparency. 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.