I Want To Offer A Lower Price YOU CAN SAY If I'm hearing you correctly, you want to submit an offer below the current list price or underneath the most recent comparative market analysis. Is that correct? I understand. You want to feel like you're making a smart purchase when buying a house and a lot of buyers want to test the market and see what happens. What we have found is that there are risks to this strategy. We're experiencing the hottest seller’s market that we have seen in a long time. Every property sold is getting four offers on average, many times even more. Home values keep increasing month over month, making conditions ultra-competitive for buyers. Can you see why submitting a competitive offer would be the best use of your time? Even in a competitive market with high buyer demand and low inventory, buyers may want to test the market by making an offer under the list price. Use the Feel, Felt, Found technique to redirect buyers to be more realistic, ensuring a successful sale for them and for 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.

The Buyer Consultation--Goal 4 YOU CAN SAY EXPLAIN BUYER COMPENSATION-- Be transparent and confident about the options on how you will be compensated. 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. That means 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. There are several ways in which I can be paid for my services. These include: The seller of the property you are interested in has offered to pay a commission to the buyer’s broker The seller has offered a modest commission towards the buyer’s broker as reflected in the listing, which would require either contribution by you as the buyer or we would include that as part of an offer you make on the property The seller has not offered to pay a commission to the buyer’s broker, but we include that requirement as part of the offer you make on the property The seller will not agree to pay a buyer’s broker commission, in which case you would be responsible for my compensation. Please note that my payment amount is not set by law and is fully negotiable. Buyers are not always aware of how compensation is determined in a real estate transaction. 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.

Close for a Signed Agreement YOU CAN SAY Can you see how it would benefit you to have a professional working for you to find the best home and negotiate on your behalf to get the best possible terms? Your signature makes this official! Now let’s work together to find your dream home. WWB It’s time to get the buyer’s commitment! Hand over the Buyer Representation Agreement and a pen for the buyer to sign. 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.

Starting A Conversation YOU CAN SAY Hi, my name is (your name). I’m a real estate agent with (brokerage name.) (Insert name of person that gave you referral) asked me to speak with you about your upcoming real estate needs. (Name of person who gave you referral) told me you are looking to sell/buy/rent/invest—can you tell me a little bit more about that? How can I help you? MAKE AN APPOINTMENT TO MEET Great, I’d love to help you with that. I can see you today at (time) or tomorrow at (time). Which is better for you? IF THEY DO NOT HAVE AN IMMEDIATE NEED Do you know anyone who is interested in selling or buying real estate? IF YES Great! Thanks! Anyone else? Anyone who is changing jobs/graduating/getting married, etc.? Great. Can I use your name? It would be a privilege to take care of anyone who is a friend or acquaintance of yours. I’ll let you know if they decide to use me as an agent. If anyone else comes to mind, please let me know! Thanks! IF NO Thank you for taking a moment to think about that. I’d like to repay the favor. You know, I share updates to our friends, family, and past clients to keep them informed on the market. I would be happy to do the same for you. Can I verify your email address? Once you have established a sphere of influence who gives you referrals, you can begin to reach out to those referrals. The key to turning a referral into a new client is making a connection with them. You may even gain an opportunity to gain more referrals just from establishing that one strong connection. 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 1 YOU CAN SAY CONFIRM AND CLARIFY-- Use the information gathered during the Pre-Consultation as the foundation to go in-depth to understand the buyer’s wants, needs, and financial ability. (Buyer Name) thank you for trusting me to help you through this process. My goal is to provide you with superior service. To do that, I’d like to truly understand what you need in your dream home. I’ve prepared a few questions to gain some clarity around your goals. By working through them, we’ll save time by eliminating homes that don’t meet your needs. Let’s jump in! You said the location you are interested in is _______, yes? And your time frame is _____, right? Have you been prequalified or preapproved by your lender yet? And your price range is ______? You are looking for a three bed/two bath with a study, right? Why is that important to you? Your preference is a _______. Why is that important to you? Any existing home to sell or any other contingencies we need to be mindful of? DEMONSTRATE YOUR MASTERY OF THE MARKET-- Share your value proposition and demonstrate your mastery of the market as proof of why the buyer should commit to a partnership with you. In this price range, homes priced right are only taking about (number) days to sell and sellers are getting about (percentage) of asking price on average. The demand at (their price point) is high, so it’s typically the overpriced homes that are sitting on the market for long periods of time. In the price ranges (insert a range), the home you are looking at are selling (slower or faster), so don’t be surprised if it takes (less time or more time) to find the one. 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.

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