The Buyer Consultation--Goal 2 YOU CAN SAY CREATE A PARTNERSHIP-- Set the expectation of a partnership and share the services you provide and how they will help the buyer. You can align your value with the top four things buyers generally want from an agent from the 2023 NAR® Profile of Home Buyers and Sellers to help solidify your partnership. My job is to partner with you to fulfill your real estate goals, this starts with understanding your needs and what is important to you. Let’s confirm we are the right fit for each other – we will focus on what we can do for each other to make sure this process runs as smoothly as possible. HELP FINDING THE RIGHT HOME TO PURCHASE The first thing I will do is to give you all my expertise and service as a real estate professional. This will create a smooth and less stressful search. I will continue to search until we have located a property that’s just right for you. Does that sound helpful? HELP NEGOTIATE THE PRICE AND TERMS OF SALE Great! The second thing I will do is use our technology to prepare a comparable market analysis on your prospective home. That way we will be negotiating with all the latest information. Finding the home is only the first step and is something we will do together. The offer and negotiation are where the right agent makes the biggest difference. Would you agree? HELP WITH PAPERWORK The third thing I will do is orchestrate all the entities necessary, like lenders, title, appraisals and inspections to bring us to a timely close. Is that of value to you? 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.

Sotheby's Agent Script Library Home / SOI / Open Houses / Circle Prospecting / Objection Handling / Sellers / Buyers / Referrals While your goal in any conversation is to sound like you, your goal in using scripts is to sound like you while getting powerful results. These scripts are suggestions, to get you started. IMPORTANT REMINDERS Copyright – ©2025 Sotheby’s International Realty. All Rights Reserved. Sotheby’s International Realty and the Sotheby’s International Realty logo are trademarks licensed to Sotheby’s International Realty Affiliates LLC and used with permission. The Sotheby’s International Realty® affiliate network is operated by Sotheby’s International Realty Affiliates LLC, and the company–owned brokerages are operated by Sotheby’s International Realty, Inc. Both entities are subsidiaries of Anywhere Real Estate Inc. Both Sotheby’s International Realty Affiliates LLC and Sotheby’s International Realty, Inc. fully support the principles of the Fair Housing Act and the Equal Opportunity Act. All Learning is Optional – As an independent contractor sales associate or independently owned and operated franchisee, you have a variety of resources and tools available to you. The educational materials, programs, or meetings are optional. This document may contain suggestions and best practices regarding specific issues you may encounter for you to use at your discretion. Affiliation/Recruiting – Nothing in this document is intended to create an employment relationship with you and Sotheby’s International Realty. Any affiliation by you with a Sotheby's International Realty franchisee or company owned brokerage is intended to be that of an independent contractor sales associate. 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Sotheby’s International Realty does not require the facilitator or presenter to follow the materials verbatim. Any presentation attended by you may contain information, anecdotes or other material that has not been preapproved and is not endorsed by Sotheby’s International Realty. Each office is independently owned and operated. License – Subject to the Terms of Use, Anywhere Real Estate Services Group LLC hereby grants the user of these materials a non–exclusive, non–sublicenseable, non–transferable right to access and use these materials solely for purposes of educational advancement in connection with real estate brokerage and related activities of Sotheby’s International Realty The participant is permitted to access and use the learning materials only for so long as the participant is affiliated with Sotheby’s International Realty. The participant shall not reproduce, alter, adapt, modify, display, perform, distribute, or make derivative works of the learning materials, in any medium now known or hereafter developed, without written permission from Anywhere Real Estate Services Group LLC. The participant agrees that Anywhere Real Estate Services Group LLC solely and exclusively owns the learning materials and will continue to own all right, title, and interest in and to the learning materials. The participant will not challenge said ownership, and agrees that no title or ownership in the learning materials or any associated intellectual property rights embodied therein is transferred to the participant under the Terms of Use. Scripts – Any sample dialogue or script contains suggestions and is not intended to be used verbatim. The sample dialogue is designed to offer you suggestions for what you might say in some of the most common situations you may encounter as a real estate agent. These words are only a guide, however. The most effective dialogue will be the one that is authentically your own. GENERAL GUIDELINES AND REMINDERS Each affiliated sales representative and broker is responsible for complying with any consumer disclosure laws or regulations. Wire Fraud – Wire fraud scams continue to affect the real estate industry. Given the ongoing risks of wire fraud previously shared by the Federal Trade Commission and the National Association of REALTORS®, it is imperative that brokers and agents continue to be vigilant to this very real threat. Advertising Guidelines – Claims in advertisements should be truthful, should not be deceptive or unfair, and should be fact–based. Website Considerations – If you have a website, you may consider Privacy Policies about how you intend to use any data you might collect over the Internet and incorporating terms of use. Copyright and Trademark Issues – Be mindful of using materials including but not limited to photos, videos, and music that may be copyrighted or trademarked. You must obtain permission to use any copyrighted or trademarked materials before using them. General Guidance – The information herein is intended for informational purposes only and is not intended, nor shall it be deemed, to provide or offer legal or financial advice or guidance. We recommend you consult with your own advisor when dealing with any of the issues visited herein. Do Not Call Registry – The FTC’s Telemarketing Sales Rule helps protect US–based consumers from fraudulent telemarketing calls and gives them certain protections under the National Do Not Call Registry. Companies also need to be familiar with rules banning most forms of robocalling. If you or someone working on your behalf is telemarketing, know the do’s and don’ts before you plan your strategy, including but not limited to the following: 1. Before making a sales call, you or a third–party vendor you hire should determine whether the consumer’s phone number has been included on the National Do Not Call Registry and your company specific Do Not Contact list. We recommend that you speak to your broker about compliance with these rules. 2. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any state DNC list and your company DNC list (ii) do NOT use automated platforms and (iii) do NOT use artificial voice or pre–recorded messages. We recommend that you review your local MLS rules and regulations regarding the proper use of listing data for other commercial purposes such as soliciting new clients, contacting expired listings, or recruiting. Similar laws may apply outside of the United States, including, but not limited to the CAN–SPAM Act, by way of example. Top producers rely on scripts as a powerful way to streamline their conversations with sellers and buyers and overcome objections through proven dialogues. We’ve built this library not as a one-size-fits-all-needs, but in a way that you can take ideas from different sources to craft your own scripts that highlight your Value Proposition. We’ve also thrown in a few objection handling scripts to help guide you through some of those more difficult conversations. Go, explore, and learn. TCPA Certain state laws may be more restrictive. Consult with a local lawyer for more information.

Prequalify Potential Sellers YOU CAN SAY MOTIVATION Why are you selling? Where are you moving? How soon do you need to move/be there? What’s most important to you—price, timing, easy transaction? Something else? ABILITY How much do you owe on the property? How much of the proceeds from this home do you plan to use in the purchase of your next home? EXPERIENCE Have you ever sold a home before? (if yes) In this area? What did you like least and most about that experience and about the other real estate agents you have worked with? PROPERTY CONDITION I’m really looking forward to seeing your home—can you tell be a little about it? Have you made any upgrades or improvements? A remodeled kitchen, for example? What’s your favorite feature? PRICE How much are you hoping to get for the property? How did you come up with that number? Your listing presentation starts with your first conversation with the seller—asking questions to understand their motivation, ability, experience, property condition, and price expectation in order to create solutions to help them get what their emotional draw is to sell 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.

The Need for Representation YOU CAN SAY 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. Wouldn’t you want the best professionals representing you during that time of uncertainty? WWB Illustrate the need for professional representation. 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.

Explain Buyer Compensation YOU CAN SAY As your representative, I want to be transparent about how Buyer’s Agents are paid for our services. Both the brokerage and I are paid on a commission basis. This agreement* states that I only get paid if I help you find a home you want to purchase and the transaction closes. Unless and until that happens, no payment is due. *Buyer Representation Agreements and rules vary from state to state. Check your local agreement to determine which elements apply to you. WWB Demonstrate transparency as one of the benefits of working with you by educating and preparing buyers for the various options in which your commission may be paid. 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.

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 Close The Deal Navigate contingencies with the seller Communicate, Communicate, Communicate Service the listing Educating The Seller Provide market position insight 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 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 Strategizing With The Seller Setting an “impact” price The Listing Presentation Naturally progress to a signed listing agreement Sellers

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

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 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 My Friend/Family Member Is An Agent Feel, Felt Found and Benefit Statement Objection Handling

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 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 Low Appraisal Educate the seller on options Market Trends Demonstrate your knowledge with buyers 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 Buyers

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

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