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      Tom Ferry Sales Edge Scripts

      Buyer Lead Script

      Buyers Unique Selling Proposition

      Buying the right home can be very challenging these days. How’s it working for you? [Their Response]

      What I have found is most agents don’t have a plan to help their buyers. Instead they just show them homes you could have seen online. By the way, I know you have been using my website, (WEBSITE), to look at properties online. How is that going for you? [Their Response]

      Well, that’s why we have developed a proven strategy to assist our clients in finding the right home, the right location or terms, at the right price. Is that something you would be interested in hearing about?

      Attracting Buyers Dialogue

      Based on what you have told me, I am certain I can assist you! Let’s schedule a time to sit down so I can show you exactly how we position you to win in this market. [Their Response]

      What’s your schedule like this week? [Their Response]

      Great, let’s meet at my office, how’s (day and time)? [Their Response]

      At this meeting we will outline the best process for you and your family to buy a home. Sound good? I can’t wait to meet with you!

      Buyers Questionnaire Dialogue

      1. So, tell me about yourselves…
      2. What are some of the reasons for making the move?
      3. How long have you been looking?
      4. I know you have been using my website, (WEBSITE), to look at properties? How is that going?
      5. Tell me… What hasn’t worked for you… In the home buying process?
      6. Have you seen anything you really like? Or written offers on?
      7. Have you narrowed your focus to a specific community?
      8. What’s important to you about the location or community you live in?
      9. Tell me about the… ideal… new home.
      10. How many bedrooms? Bathrooms?
      11. What additional rooms do you need?
      12. Tell me about your ideal location.
      13. What are the five things you can’t live without?
      14. What should we avoid with your new home?
      15. What’s most important to you in buying a new home?
      16. And how is that important to you?
      17. And what will having all of that do for you?
      18. So… Let’s recap… You want to buy a home with (FEATURES), and you also want a home with (CRITERIA). Did I miss anything? (This is where you feed their values back to them.)
      19. And how about the agent you choose to represent you, what’s important about that?
      20. What’s your timing… How soon would you like to be in the new home?
      21. What’s your plan “B”… In case this doesn’t work out?
      22. What price range are you looking in?
      23. Have you met with a lender? What have they told you? How much money are you planning to put down? If there was an advantage to a second opinion, would you be interested?
      24. Is there anyone else involved in the home buying process?
      25. I’ve asked you so many questions… Do you have any questions for me?
       

      Online Lead Script

      Online Lead Follow-Up Email/Text

      Sellers

      Thanks for requesting a report on your home! One quick question while I pull the data together - Have you made any upgrades that would affect your home’s value?

      Buyers

      Thanks for requesting a free home search account! One quick question while we get your account setup - Are there any “must haves” in your next home?

      Universal Reply

      Great questions, what’s a good time and number to chat?

      Online Follow-Up Dialogue (First Phone Call)

      1. Hi (NAME) … This is (AGENT) with (COMPANY). You were recently on our website, (WEBSITE), and we wanted to thank you for registering.
      2. We see that you showed an interest in (AREA)… Is that the area you’re looking to buy in?
      3. What types of property do you like best… Condos or a house?
      4. What price range are you looking to buy in?
      5. I’m curious… Are you currently renting or do you own your own home?
        1. Currently Own
          1. Do you need to sell before you buy, or do you plan to keep the property as an investment?
          2. Is your house currently on the market?
        2. Currently Renting
          1. Are you month to month, or are you in a lease? If you were to find the home of your dreams… Could you get out of that lease immediately?
      6. Besides online, how else have you been searching for homes?
      7. Obviously… Since you are looking online you aren’t working with an agent… Right?
      8. What will it take for you to… buy a home?
      9. Let’s meet for 15-20 minutes… So I can show you what it will take to buy a home in today’s competitive market and exactly what our team can do to assist you.
      10. What would work better for you… (DAY/TIME) or (DAY/TIME)?
      11. Great! My office is at (OFFICE LOCATION) and my office number is (OFFICE NUMBER).
      12. I’ll send you out a confirmation email to… Is your email address (EMAIL ADDRESS)?
      13. And is this the best number to reach you?
      14. Every seller is going to want to know… Are you going to be paying cash… Or have you been qualified by a lender?
        1. CASH
          1. Terrific… When we meet please bring proof of funds.
        2. LENDER
          1. Terrific… Our clients always ask us for a second opinion… Would you like one?
        3. NO LENDER
          1. With such a big decision… Who you work with matters… We have a great relationship with (LENDER)… They help all of our clients… Why don’t I have them give you a call?
      15. Great… Thank you again and we look forward to assisting you!
      16. (NAME) … Will you do me a favor and let me know if something comes up and you can’t make it at (DATE/TIME)?

      Online Follow-Up Dialogue (Follow-Up Engagements)

      1. Hello… Could I please speak with (NAME)?
      2. Hi (NAME) this is (AGENT) with (COMPANY)… and I am calling you back like I said I would. How are you today?
      3. When we last spoke on (DATE) your plans were to move to (PLACE) by (TIME) because of (REASON + MOTIVATION). Is that still your plan and time frame?
      4. The reason for my call is… (PICK ONE)
        1. New properties that have sold
        2. New homes on the market
        3. Interest rates have increased/decreased
        4. Client/family/friends that you have assisted that are similar to them
        5. Update on the overall market
      5. So… My question is…
        1. Buying and Selling
          1. Do you have to be sold and moved to (PLACE) by (DATE) or simply start the selling process at that time?
        2. Buying
          1. Do you have to be moved to (PLACE) by (DATE) or simply start the process at that time?
        3. Selling
          1. Do you have to be sold by (DATE) or simply start the selling process at that time?
      6. Fortunately… To assist you… All we need to do is simply… Set an appointment so that I can help you get what you want in the time you want… Won’t that be great?
      7. What would work better for you… (DATE/TIME) or (DATE/TIME)?
       

      Expired Lead Script

      These are leads whose houses didn’t sell by the date listed on the listing agreement. These leads are usually pretty angry and upset. The purpose of this script is to come from a place of understanding, and build a connection with the lead. Let them know that you’re here to do what their previous agent couldn’t.

      Hi…I am looking for (NAME). This is (AGENT) with (COMPANY). I noticed your home was no longer on the market. I was calling to see…do you still want to sell it?

      [If it is clear they are getting lots of calls, use these effective lines]

      • Are you just taking your home off the market?
      • Are you getting a lot of calls?
      • These agents are like rats coming out of the woodwork….aren’t they?
      • Can you imagine if you had to work with these people everyday like I do?
      Are you just taking your home off the market?Are you getting a lot of calls?These agents are like rats coming out of the woodwork….aren’t they?Can you imagine if you had to work with these people everyday like I do?
      1. If you…sold this home….where would you be going to next?
      2. What is your time frame to be moved?  [Ouch]
      3. Why do you think your home did not sell?  [Really]
      4. How did you pick the last agent? (That obviously didn’t qualify them to sell your home)
      5. Has anyone told you why your home did not sell?  [Great]
      6. The only reason a home does not sell in today’s market is because of exposure…did you know that?
      7. If I can show you how to upgrade your exposure to the market and get your home sold…would that be of interest to you?  [Their Response] Perfect!
      8. Let’s meet for 15 - 20 minutes so you can see exactly what it will take to…sell your home.
      9. What would be better for you (DATE/TIME) or (DATE/TIME)?
      [Ouch][Really][Great][Their Response]  

      Working Your Database Script

      The main purpose of this script is to let your database know, that they should come to you for all of their real estate needs and that you’ll be their main resource.

      Hi…this is (NAME) with (COMPANY). I hope you and your family are well. Do you have a quick minute for me? [Thank you]

      1. I was wondering if I could help you with any real estate questions you might have.  [Great]
        • Are you curious about the value of your home?
        • Do you want to know what is going on in your neighborhood?
        • Do you want to know general market conditions?
        • Is it time to sell your home?
        • Should you be refinancing now?
      2. As you know…I want to be your resource for everything real estate related. Please call me if you ever have questions…okay?  [Terrific]
      3. (NAME)…my business is based on referrals from great clients/friends/people like you. So…before I let you go…Who do you know that needs to buy or sell a home now or in the near future?  [Excellent]
      4. Can you think of anyone from your office, neighborhood, family or church?
      5. I appreciate your help and if anyone should come to mind please don’t hesitate to call me!  [Thank you]
      [Great]Are you curious about the value of your home?Do you want to know what is going on in your neighborhood?Do you want to know general market conditions?Is it time to sell your home?Should you be refinancing now?[Terrific][Excellent] [Thank you]