Market Updates YOU CAN SAY Hi, I'm calling about (insert house address here). We talked a few months back. I'm following up to let you know that we're seen signs that now may be the time to act if you don't want to miss this historic time for you to sell your home. We’ve seen (amount) of (normal) appreciation in the last (number) months. At the same time, inventory is gradually increasing, and sellers are seeing few offers on average. In your neighborhood, we are seeing (number of offers in potential seller’s neighborhood). but we're not expecting a sudden market shift. It may be more like the air deflating from a balloon, meaning you have time to act and take advantage of multiple offers and record- setting (number) days on market across the country. For a home like yours, we’d expect to have a offers in (insert amount here). I would love to walk you through what the market data says right now and how we can use that to your advantage. Do you have some time now to talk, or should we set up a time to talk tomorrow, around (insert specific time here)? Knowing the latest local and national market data statistics sets you apart from other agents. You can share how this data benefits potential sellers who are considering selling in the current climate while also establishing yourself as a trustworthy, resourceful real estate advisor. 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.

My Friend/Family Member Is An Agent FOR THE FEEL, FELT, FOUND TECHNIQUE YOU CAN SAY I understand exactly how you feel. If I were in your shoes, I would feel the exact same way. I've worked with many clients in the past that initially felt obligated to work with a friend or family member that was a licensed real estate salesperson. What I found is that meeting with more than one agent allows you to make the most informed decision about working with the right agent who knows the market, has good working relationships with other agents in the marketplace, and can maximize buyer interest in your listing, which will net you the most amount of money at the end of the day. Can you see how this might benefit you? FOR THE BENEFITS STATEMENT YOU CAN SAY In my experience, it's always wise to interview more than one agent before listing your house. This is important because choosing the right agent to represent you and the sale of your property is one of the most important decisions you can make. My job is to provide you with the best information based on analyzing up-to-the-minute market conditions, leveraging my extensive knowledge of the area, as well as my relationships with other agents in the area. The benefit to you is the ability to make the most informed decision to maximize buyer demand for your property so you get the most amount of money from the sale of your home. Can you see why this would benefit you? The Feel, Felt, Found Technique and the Benefits Statement are two approaches to owning objections. The Feel, Felt, Found Technique may resonate more with an emotions-based client, while the Benefits Statement may resonate better with a client who is more practical in their thinking. Both techniques highlight how your expertise sets you apart from other real estate agents and why they should choose to work 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.

Offer Over List Price YOU CAN SAY Some of the recent sales prices in this neighborhood are not reflecting market value. The property at (recently sold home in neighborhood here) was in a pre-foreclosure phase and had fallen into disrepair. Similarly, the property at (recently sold home in neighborhood) has been a rental for ten years. Here are three comps of sales that are of a similar size and condition as this one (research comparable homes to show the seller and the appraiser why the home deserves to be sold at the increased price). The home most vulnerable to appraisals is one that received an offer over list price. As the agent, you can help the appraiser understand why the home is worth the increased price and educate the seller about the value of their home before the appraisal. 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.

Adapting Scripts to a Text YOU CAN TEXT These are suggestions to follow with a text message. You will want to determine your purpose for reaching out and change the messages accordingly. Hey! My name is (name) and I am a part of (company name). I’d love to chat about (your recent listing, CMA of your home, finding the right home for you). OR Hi, this is (name, if necessary). I wanted to send some exciting news. I am thrilled to be working in real estate now! There is so much going on in the market and would love to share. If you or anyone you know has an real estate needs I’d be happy to help! Give me a call when you get a chance. ASK OPEN-ENDED QUESTIONS If you ask targeted open -ended questions, you can better connect and gather more personal information to best service their needs. INCLUDE AN ITEM OF VALUE OR CALL TO ACTION A link to your website Offer them an updated Comparative Market Analysis. If they're a homeowner, offer them information of value, something in exchange for that conversation IF THEY RESPOND, "NO THANKS!" So nice to connect with you. Please do let me know if you or anyone you know has any real estate needs or questions about the current market, I’d be happy to help! IF THEY RESPOND, "I'D LIKE TO TALK TO YOU ABOUT ________.” That’s great! So nice to hear from you. I can certainly help with ________.” Most people prefer texts over phone calls. You can adapt your scripts to text messages and still be impactful. If you are concise, speak conversationally and make the message personal, you can expand your SOI and make a connection that could lead you to find a new buyer or seller. 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.

Compensation Structure YOU CAN SAY Great question! Let's dig into how I can be compensated. With such a big purchase, it’s normal to be concerned about where every dollar comes from and goes. This is a common question due to recent industry changes. New MLS rules eliminate historic practices making a seller's unilateral offer a legal obligation. Commissions are not set by law and are fully negotiable for both the buyer and the seller agent. That said, 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 agent as part of the listing. The seller has offered a modest commission towards the buyer’s agent 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 agent, 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 agent commission, in which case you would be responsible for my compensation. Based on the properties on the market, we can determine what works best for you. WWB Buyers may wonder why the seller is not paying a commission split. Be transparent about the many options buyers have under new compensation rules. 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.

Buyer Home Search YOU CAN SAY When you see a property that interests you online, it’s a process of elimination to determine if it’s something we should invest your time in. First, take the virtual tour—If you like it, great! Go on to Google Street Tour and do a 360 on the street. Does it reveal any issues, such as power lines or freeways across the street? No? Awesome! Next, if you can, do a drive-by on your lunch break or on your way to and from work to confirm it’s a great looking house on a street you like. If it is, great! Call me and we’ll go see it. Our goal is to only see the right homes together so that when we find ‘the ONE’ we can act quickly. Today’s buyer wants to be more involved in the home search than ever. Give your buyers the tools and freedom to narrow down the list of available homes. This ensures that you only tour homes that best match their needs. 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.

Market Trends YOU CAN SAY If you love this house and you can picture yourselves living here, it might make sense for you to make an offer while interest rates are (check market rates and insert here). They're the (lowest / relatively lowest) rates on record (check updated market statistics and update the potential buyer here). You'll get more house for your money and the data that I follow shows no signs that housing prices will go any lower. In fact, the forecast is that prices may even go up a bit between now and the end of the year. Right now, you may also be competing against fewer buyers because there's still a lot of uncertainty with people's jobs. There are a lot of buyers that are holding off or delaying their home search process right now. Buyers look to you as an expert in understanding market trends. Educate your clients on local market statistics and support them in making informed decisions. Sharing your expertise builds a strong sense of trust with buyers, enabling a successful sale and potential networking opportunities for 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 Listing Presentation YOU CAN SAY STEP 1: ASK FOR THE TOUR Can you take me on a tour of your home and share what you love about it? Let’s start with the outside and work our way to the end with the kitchen. You said you’re moving to (name of destination), yes? And you want to be there by (time frame), correct? And you said you wanted to get (amount)? STEP 2: ALLOW THE SELLER TO DICTATE THE STARTING POINT Some of the great things about working with me is I am very knowledgeable about this neighborhood and market, I understand how properties need to be marketed to find buyers, and I create strategies on pricing based on your needs and timeframe with the sale. We will talk about all three—price, marketing, and my track record and experience. Based on these three things, what’s most important to you? Yesterday, when we spoke you mentioned marketing was most important to you, would you like to start there? STEP 3: CONVEY MARKETING STRATEGY Before I list some of the unique things I will do to market your property, let me share the basic marketing I and most other agents do to market properties. Just like other agents, I will list in the MLS which automatically syndicates to thousands of real estate websites, put it on social media, and create a flyer to send to my database. Your property will be one of the 30,000 properties in the MLS where there are 7,000 agents. With those numbers, it takes a bit of luck that the right agent sees your property at the right time in the MLS. I don’t want to leave the sale of your property up to chance. I will proactively work the MLS by identifying the top 20 agents that have sold properties in the last year in your community, in this section of town, and in your price range to call and personally check in to see if they have any buyers and will keep the property in mind. Reaching out to the agents who specialize in this market will create more demand and more showings than the MLS will create. The more showings I can get for your property, the faster it will sell. Not only will I reach out to the top agents working in your section of town to tap into their buyers, I will also proactively reach out to my buyers. I did some research for our meeting and identified 76 buyers actively searching for properties on our website. Once I have the listing in the MLS, I will text or email a link to them. Then I will personally call them to tell them about your property. STEP 4: DISCUSS PRICING (Share Comparative Market Analysis) Based on this information, I think we would agree that your property could sell anywhere from $460K to $500K and the difference between getting $460K and $500K is time. The data tells us the properties that sold at the lower end of this range sold faster. If you are more motivated by time, then we will want to go to the lower range. If you are more motivated by money, then we will want to go with the higher range. If you prefer a blend, we will want to go with the middle price. Which strategy do you feel would work best for us? Based on the few conversations we’ve had about your goals; I would have picked that option too. STEP 5: CLOSE FOR A SIGNED AGREEMENT Are you ready to get started? Together we chose a strategy, and I will execute that strategy immediately. I want you to feel comfortable and confident I will stay in communication with you. And at any point, when something should change in the market, be assured that I will call you and we will revisit our conversation. Does that sound good? The Listing Presentation is your opportunity to win business. Guide the conversation during the walk through, marketing plan, and market position conversation to remove objections and assumptively close for the listing 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.