Provide A Comparative Market Analysis YOU CAN SAY Hi, (homeowner name), this is (your name) affiliated with (company). I am contacting all the homeowners on (street name) to provide everyone with an updated comparative market analysis on their homes. This is really important because the value of your home has most likely gone up significantly over the last year due to the massive shortage of listings for sale right now, and a huge demand from buyers wanting to take advantage of low- mortgage interest rates. The median sales price and liquidity alone has increased over (percentage) since this time last year. And you can either take advantage of any equity you have built or profit from selling in the current market conditions. I'll research the most recently sold homes and what's on the market to determine the most current market value for your property. The benefit to you is that staying informed about the value of one of the largest assets you own is really smart. Can you see why this would be important information for you to know? If you give me a couple of details about your property, I can send out your updated CMA right away. You can prospect for potential listings by demonstrating the value of a homeowner’s home in relation to the current market trends. Utilizing a Benefits Statement in conversation demonstrates the value of a CMA to the homeowner and showcases your skillset as their potential 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.

Communicate, Communicate, Communicate YOU CAN SAY BE PERSONAL Thank you so much for placing your trust in me and my ability to sell your home for the highest price, with the least amount of hassle. I am excited to have the opportunity to service you can market your property. My goal is to provide you with a level of service that exceeds your expectations and earns me your referrals. BE PROACTIVE Once we are on the market, you will get immediate notification about showings from our showing service. Would you like to get showing notifications via phone calls, text, or emails? In addition to immediate showing notifications, on (day) you will receive a report of the number of showings and a recap of your showing feedback. On (day), you will receive a report on the web traffic your listing has received—hits, likes, and shares. BE PROFESSIONAL The market is a moving target! To make sure your property is positioned properly, we monitor activity on an ongoing basis. We’ll send a report on new listings, properties under contract, solds, and Expireds every week BE PREPARED FOR MARKET REPOSITIONINGS Do you remember after we listed, we had a conversation about pricing being a snapshot in time and if there was ever a time where we needed to revisit the conversation, I would be the first to tell you? I looked at the feedback and the market, and it looks like some things are shifting. I’d like to meet and show you what I am seeing and make a recommendation. Capitalize on your opportunity to close business—and leverage your service to generate additional leads. Let you sellers know you are working hard for them to build the relationship and provide opportunities for referrals. 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.

Preferred Vendor YOU CAN SAY Hi, (business owner). I’m (your name) with (brokerage name) and I’m creating a list of preferred business and service providers to give to my clients and include in my real estate marketing. Since my clients often ask me to refer a good (profession), and you do such great work in our community, I was calling to see if you are accepting new clients and if it would be okay if I include you on my preferred vendors list? Great! Thanks! Do you have any clients who are interested in buying or selling a home or perhaps investing in real estate? IF YES Great! What’s their contact information? Thanks! Anyone else? Anyone who is changing jobs/graduating/getting married, etc.? Great. Can I use your name? I promise I’ll let you know if they decide to use me as an agent, and I will take great care of anyone who is a client of yours. IF NO OK, I appreciate you giving it some thought! And if you think of anyone, maybe people who are changing jobs/graduating/getting married, etc., please let me know! I look forward to chatting soon. In the meantime, let’s connect. (Share the online platforms where they can find you.) Connecting with vendors in the community allows you to create a preferred vendor list of trusted professionals that will improve your overall service to your clients. Building a relationship with a vendor allows the opportunity to increase real estate referrals, as you and the vendor can send business each other’s way. 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.

Non-Occupant Homeowners YOU CAN SAY Mr./ Mrs. (owner name), I'm calling about (address). Do you still own that property? Great. I don't know if you've been keeping up with what's happening in the market here. It's an incredible time to sell if you wany to get more than asking or other incredibly favorable terms. Do you have any plans to do something different with the equity you've built over the next three to four years? I wanted to let you know that we've seen three years’ worth of appreciation in one year so it may be to your advantage to make those changes sooner. I'd love to walk you through what the market data says right now and how we can use that in your favor. Do you have some time now or would you like to talk tomorrow at (specific time)? Non- occupant homeowners may not be utilizing their vacation home or retirement investments. You can show homeowners how you can help them utilize current market statistics to maximize profit on the sale of their property. 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.

Having Sellers Providing Solutions to Buyers Upfront YOU CAN SAY Buyers are under a lot of stress trying to figure financing, mortgages, and fees – especially first-time homebuyers, who have not navigated the market before. Our goal is to keep the buyers’ focus on your property, not the payment. Experience has shown that this is the best way to create demand and has the potential for more competitive bidding on your home. WWB Identifying the challenges buyers are facing when applying for a mortgage and compensating their agent and addressing those challenges up front in listing a property, will cast a wider net of potential buyers. Buyers are facing significant hurdles when purchasing a home, and easing the financial burden of separately finding funding for their buyer agent makes the listed property more attractive for buyers to not only bid on the property, but to obtain representation for a smooth transaction. 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.

Ask For A Referral YOU CAN SAY Hi, (name). This is (your name). I’m reaching out to share with you that I am in real estate and have joined (company name), a great firm in (location). I work with some of the top experts in the business and have access to a ton of helpful resources. REMINDER Don’t forget about your potential for outgoing referrals. You can help anyone in your Sphere no matter where they live by providing a referral to a great local agent). One of the reasons I joined (company name) is that we are part of a national and international network that allows me to help people I care about connect with a great agent. Regardless of where you are moving to or from, I have great connections who can help. Do you currently have any real estate needs? Are you interested in learning about market activity in your area? IF THEY HAVE NEEDS Great. I can help you with that. I’ll get back to you. IF THEY DO NOT HAVE NEEDS Okay, I look forward to keeping you updated on your local market. Please reach out anytime. Do you know anyone who might be looking to move or invest in real estate? IF YES Great! What’s their contact info? 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 Okay, I appreciate you giving it some thought! And if you think of anyone, people who are changing jobs/graduating/getting married, etc., please let me know! I look forward to chatting soon. In the meantime, let’s connect. (Share the online platforms where they can find you). Use the Law of Reciprocity to ask your sphere if they know of anyone who might benefit from your real estate services. Even if you conclude the conversation without a new referral, you can still use the conversation as a way to keep your line of communication open and re-share online platforms to contact you in the future. 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 5 YOU CAN SAY CLOSE FOR A SIGNED AGREEMENT-- Ask the buyer to sign a Buyer Representation Agreement to work exclusively with you. 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. After demonstrating your value, explaining your services, and preparing them for the buying process, ask the buyer to sign a Buyer Representation Agreement to work exclusively 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.

Seller Listing Presentation YOU CAN SAY (Seller’s name), it sounds like we agree on the price and that I have answered all your questions. Is there anything we need to do before we get started? Are you ready to choose me to represent you in the sale of your home? (Always have a listing agreement and pen ready to go when you arrive at this point. Express your enthusiasm to be working on their behalf to sell their home). I’m so excited to work with you and (re-state their motivation) get you to your new job/in the new home in time for school/get you the money you want from the sale. (Confirm that they have made a great decision in trusting you to represent them.) Based on everything we have discussed; I think we will make a great team! Are you ready to get started? Knowing the flow of your Listing Presentation allows you to move directly to securing the listing from any point of your presentation if the seller expresses a desire to act immediately. You can build momentum toward this commitment by starting with open-ended questions, listening to the seller’s response, and then gradually moving to questions that repeatedly result in a “yes” to confirm the seller’s decision. 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 A Consultation YOU CAN SAY I do my presentation a little differently than most agents. Let me describe my process and let’s see if it aligns with your ultimate goal here. I have a two-step process that allows me to get to know you and your needs, and for you to get to know what you can expect of me. Most agents want to skip right to the listing presentation without really learning anything about you or your home. My company sells most of the listings in this neighborhood. You'll want all that information, and you need to get that information so you can make the most informed decision, especially during a really confusing time for sellers right now. I would like to ask you some important questions in a brief meeting so that I can provide a thorough comparative market analysis and an individually- tailored strategy to meet your specific needs. This will help you get the most amount of money for your property. Can you see how this process would ensure that you achieve your ultimate goal? It can be tempting to please the “fishing” seller, the seller who immediately wants to know the worth of their home without having a conversation about the listing process. You can differentiate yourself from other agents by explaining how the pre-qualification appointment, pre-listing package and the listing presentation are vital to a successful 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.

I Want To Wait To Sell YOU CAN SAY (Make sure to update the script to reflect latest market statistics) The latest statistics show signs of potential shifts in the market. Existing sales decreased month over month for the first time since (date) and mortgage interest rates rose above (percent) for the first time since last summer. This data is important for you to know because it may impact the net amount you could receive for the sale of your home. My job is to provide you with the most updated information to help you make this decision. I'm going to provide you with everything you need to know. The benefit to you is having a complete understanding so you can make the smartest and most profitable decision. Can you see why this would be important? Sometimes sellers want to capitalize on the conditions of the market and wait to sell in order to net the most amount for the sale of their home. Your role as the real estate agent is to educate the seller on market data statistics to show them that waiting to sell may not be in their best interest if they want to maximize profit. 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.