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Why? Our studies show that agents who complete the scripts test have a 38% increase in conversions when compared to agents who do not complete the scripts test. 

Seller Script 

Hi is ______ there?

Hi ________! This is ______________, calling from (your brokerage name).

I’m calling because you requested a complimentary Home Evaluation and I wanted to send you the report to (lead email), is that the correct email address?

Okay, great. Now, to make sure I’m servicing you correctly, I just have a couple quick questions.

1. What’s the purpose for this evaluation? Just because depending on the purpose, I will have to adjust the way I value your home accordingly.

For example if you were thinking of refinancing, the bank values are calculated differently than the method us real estate agents use when listing a property for sale.

If you’re going through a divorce or bankruptcy, a simple Letter of Opinion would suffice which in this case, I charge $100.00, or were you considering putting your home up for sale in the near future?

2. Are you looking for a broad or a specific price that you could sell your home for in today’s market?
3. Why are you selling? Are you looking to upsize, downsize or relocate?
4. Have you chosen your REALTOR yet?
5. Are you ready to list your home immediately?
   1. If No, when do you think you’ll be ready?
   2. Would you sell sooner if I found a buyer willing to pay an acceptable price for your home?

 

Terrific, well I’m not sure you if you knew but it could take up to __ months in this market to get a home sold and then the new buyer will likely request for a 60-90 day closing which then can take us into 4-6 months in total…were you aware of that?

Okay, great! Well, based on everything you’ve just told me, we should definitely set up a time this week for me to come and see your home in person.

I’ll be able to give you a more detailed evaluation for what your home can sell for in today’s markets. I’ll also show you how you can increase the value of your home by 5%, set your home apart from the rest of the competition and how I’m going to get your home sold for the most amount of money while keeping a close eye on your timelines. Sound fair enough?

I’ll also advise you of the market trends in your neighborhood and go over all the figures and costs associated with selling so you know how much you’ll have after you’re sold.

 

[If buying after being sold say:] 

This way you’ll know exactly how much you’ll be putting down towards the down-payment on your next property. Does this make sense to you?

This is a free service and I can go over all this when I come to see the inside of your home. Believe me (lead name), if you do even half as well as my past clients you’re gonna be very impressed. Sounds fair enough?

 

If lead agrees say:

(CLOSE)

Okay great. We’ll just need to book a time that’s good for you and all the homeowners. Now I do have my planner open. How’s (Date) at (Time)?

Okay great. Just to verify, your address is _________________________

Okay great. With my evaluations, I like to be as precise as possible, can you confirm:

1. The number of bedrooms and bathrooms and is the basement finished?
2. Have you done any renovations to the home since you bought it?
3. If YES, What kind of updating? __________________________________________________

Perfect, I look forward to meeting with you (and______) this (Date) at (Time) at (Location)!

Have a great rest of the day (Name)

Seller Lead Objection Handlers:

 

1st Objection – If lead doesn’t agree to appointment 

Well, let me ask you a question: Do the benefits of showing you how to increase the sale of your home by 5% sound good to you. Do you like the idea?                                                                                      

Exactly! You see, the beauty is that there’s absolutely no work to be done on your end! We take care of everything from A to Z.  There’s huge upside with little downside. Even if you come out with a couple tips that’ll increase the value of your home, this alone would be worth your time! Believe me (name), you will not be sorry! Sound fair enough?

If lead agrees enthusiastically say:

Now, let me ask you this; if I was your agent for the last 3 to 4 years, advising you on great deals that I came across – I mean, let’s say I put you in a detached home 4 years ago and you doubled your money.  Then, I got you an investment property with virtually no out-of-pocket cash and made you a fortune on those too—Then you probably wouldn’t be saying, “[Insert objection here] [Your Name]” You’d be jumping through the phone right now to meet up! Am I right?             

 

If No, then you must confront him/her, in a give-me-a-break tone. Say:

Wait a second! You mean to tell me that, if 4 years ago, I put you in a detached home, turned a $50,000 investment into a hundred grand and got you an investment property with no out-of-pocket cash, then you wouldn’t be saying “When can we meet up [Your Name]?” I mean, come on. Honestly?!

Exactly! Now, I can understand. You don’t know me, and I don’t have the luxury of having a track record with you. So let me reintroduce myself: My name is ___________ and I’m a senior sales representative at (your brokerage). Now, I plan on being one of the top agents here this year and I’m not gonna get there by advising my clients poorly.

But what I do know is that if I sit down with you and show you how I can help you and you do even half as well as my past clients, you’re gonna send me a ton of referrals down the road. You know what I mean; it doesn’t make sense for me to advise my clients poorly.

So why don’t you do this: set up a time to meet up with me this week so I can go over all the details and believe me, if you do even half as well as my past clients who’ve gone through this with me, the only problem you’ll have is that I didn’t call you six months ago and get you started then. Sound fair enough?

If YES, go back to (CLOSE)

 

 

2nd Objection – Wants to think about it and call you back say

You know I’ve been doing this for quite some time now (Name), and if there’s one thing I’ve learned over the years is that you simply won’t call back. It has nothing to do with how fast I sell homes or how much money I’ll make you. You’ll simply get caught up in the daily grind and not take action. That’s just the way it is.

I mean, let me say this: one of the true beauties of our home selling program is that there’s absolutely no work needed to be done on your end. If you sit down with me and in 5 minutes you still don’t think you’re able to benefit, then you can shake my hand, and we can part as friends. So what’s the worst that can possibly happen here: Let’s say I’m wrong and you absolutely hate the evaluation I gave you.  Is that gonna put you in the poor house?

(Wait for response)

Exactly! Of course not! But on the upside, if you find my presentation even one-tenth as amazing as the rest of my clients, you’re going to be literally soaring to success. What my team of marketing professionals can do for you by offering services such as no-charge home staging, providing enormous online presence. And we’re gonna hold your hand every step of the way we take you from being a regular home seller to one of the top sold homes in your area.

So let’s do this: Let’s set up a time to meet in person this week and if after you still aren’t impressed with our home selling program, I’ll still send you the contacts to our marketing professionals who’ll give you access to the best photographers and home stagers but believe me, that’s not gonna happen because if you do even half as well as my past clients, you’re gonna be very impressed! Sounds fair enough?

Go to THE CLOSE

         

If you still can’t get the appointment say: (Also good for follow up calls)

OK! What I’m going to do is email you an approximate value of what your home is worth, this way we can discuss it in detail the next time we talk. Sound good?

 

Below are script fillers or follow up content depending on the direction of the call.

6. What I can do is send you a list of all the homes that have sold recently in your neighborhood.
7. Have you sold a home before? __Yes__ No
8. What sold you on your home in the first place?
9. Do you know how much homes similar to yours are being sold for?
10. Are there any circumstances that would prevent you from allowing us to put your home on the market sooner rather than later?
    1. If NO, would you still sell if we found a buyer for your home?__Yes__ No
11. Do you know how much homes like yours are being sold for?
12. What would be an acceptable selling price for you?  _______________
13. What are the three things you are looking for in a real estate team/agent?
14. ______________________ 2. _____________________ 3. ____________________