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.

Buyer Script

Hello, is ___________ there?

Hi _____ it’s [Your Name] from [Your Brokerage]! I’m just calling in response to your request for real estate information. To make sure you receive any updates, I have your email address as _____________ is that correct?

OK, excellent! Were you able to find all the information you were looking for?

How long have you been looking for a new place?

Wow, and how is that going?

Have you found any good places you would consider buying?

Ok, just so you know…. Not all the listings can be found on most websites out there for the general public, ours is great and updates on a regular basis but if you are serious about finding the best deals, you need to be able to look at the whole picture…we are happy to set that up for you.

Do you have a REALTOR helping out at this point or are you gathering info on your own?

…If Yes, ask: Okay, great, are you under contract or casually shopping?

…If No, proceed below:

In a perfect world, how soon would you like to be moved in?
(Wait for an answer)

If within 6 months: Well you are smart to be doing your homework now because you would need to find a home relatively soon, which can typically take 60-90 days more to close. You don’t want to be under pressure so it’s important to use the time you have now and begin the home buying process.

If 6 months or more ask: Is that for personal or business reasons?

Whatever the answer: Well you know prices in good neighborhoods have been going up 5% each year, faster than most people are able to save up. Currently mortgage rates are historically low so if you’re waiting to put down a larger down payment, it may be smart to investigate what you can get approved today and see if it makes sense to buy now, rather than waiting and paying more for basically the same home in the future.

Have you spoken with your bank or mortgage broker yet?

If Yes: That is smart. I work with a great mortgage broker and can, almost always, beat any mortgage rate you can get out there. I’ll have them give you a call. There is no cost and absolutely no obligation. Sounds good?

…Ask for the appointment.

If No: One of the most important steps is to do your budgeting. Find out how much the banks are willing to lend you, your interest rate and monthly payment. This alone can save you thousands of dollars. I work with a great mortgage broker and we can direct you to the best rates and the best fit for your situation. Again, there is no cost at all for this service and believe me, you really don’t want to go about this backwards.

…Ask for the appointment.

Are you renting right now or do you have a home to sell?

If Renting: When is your lease coming due or are you on month –to-month?

If Owns: Do you have to sell before buying or can you buy and then sell?

If Homeowner: We can provide you with a Competitive Market Analysis which will give you a basic idea of your home’s value in today’s market and provide you with tips and strategies to increase your bottom-line by 5%

Can I get your address so I can put something together for you?

If address already provided: Just to verify, your address is ___________________

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

Are you in a detached, semi, townhouse or apartment?
How many bedrooms do you have? and bathrooms? and is the basement finished?
After you bought this home, what kind of renovations or improvements have you done?

Buyer Proposition Close

Well [Name], you have already been searching for (time frame mentioned earlier) and you haven’t yet found the right home. A lot of great deals have come and gone in this same time, as you know the best deals sell fast, very often before they make it onto most websites out there, I’m sure you don’t want you to continue down that same road.

Let’s do this; let’s get together for a few minutes to review exactly what you are looking for and we can set up a comprehensive search so that you get ALL the listings that match your exact criteria; including power of sales, bank sales, exclusives, etc. You’ll get the most recent homes for sale, days before they’re released to the public, with all the stats like days on market and all photos, exactly like how I get as a REALTOR. You’ll also get them in real time, as they come up which can be 2-3 days before the general public so you won’t miss the next one.

We will have some financing options for you from our mortgage department and I’ll share some insider tips with you that can save you thousands of dollars on your purchase. All without any cost or obligation.

I have available evenings, or would you prefer the weekend?

Ask for the appointment. Handle at least 2 objections. If you’re still unable to close for an appointment then ask when you should follow up]

Great, I will see you on [date and time] at [set the location]. I will send you a calendar invite, please accept it so I know you have received it. I will also email you with a review of this call and what we will cover at our meeting.

I look forward to meeting you [Name]!

Common Buyer Objections

I don’t know when I’ll be available/I don’t have any time/I’m too busy to meet:

2 reasons for this objection: Either they actually ARE busy or they just don’t see the VALUE in giving you some of their time. This addresses both:

“Oh wow do I understand that! I sometimes feel a bit overwhelmed myself! So many of the people I work with tell me the same thing. Well if time is an issue than can I make a suggestion? (Client says yes) Perhaps I can do for you what I just did for my last client. I was able to get her set up so that she could get all the info in her email including room sizes and even property taxes, that way she could check it on her own schedule. (social proof)

It DOES take 15minutes to meet and set it up but she felt it saved her hours and hours afterwards.

Now to add value to that while my clients are checking their emails I am in the background looking for bank owned properties, investor deals and other types of listings you wouldn’t have access to you on your own. No promises but sometimes, if the stars align, we can actually find a property that is selling below market value! (value proposition)

I could do the same for you; we’d just have to meet for 15 minutes. What is better for you … days, evenings or weekends?”

I can’t book without talking to my spouse/ other:

Why don’t we do that and what we will do is set a time that usually works best for both of you and what I will do is call you the day before to confirm that time still works. This will give you the chance to speak to your spouse and this way you don’t have to call me back. What is better for you … days, evenings or weekends?

I can tell you right now (over the phone) what I want:

“You know when I first started in this business I used to do that with clients, you know just take notes over the phone and then I changed my ways. Do you know why?

Think of it as the difference between buying a suit off the rack and having one that is customer fitted to you. In a couple of minutes on the phone I can get a GENERAL idea of what you want and just flood you with every property that seems to match that. But then you will have to wade through quite a few non-matches and near misses.

In my (years of experience) doing this (social proof)

I have found that there are certain things that come out of a 15-20 min meeting that you just can’t get over the phone. In the same way that a tailor can measure you for a suit and make one that is just right for your body, if you give me 15-20 min I can tailor the results I send you.

Don’t worry I will make it easy. I can come to your home in the evening or meet you at your work during lunch. Even weekends are a possibility. What is better for you … days, evenings or weekends? … Ok shall we meet at your work or at your home? …. Great!”

I’m getting that info on the internet:

You know searching for homes on the internet is a great way to start your home search. The problem is that the internet can be up to two weeks behind, and you need the most up-to-date list available. What we do is update you daily what is new on the market and what has had a recent price change so you are among the first people to know about the great deals.

You see the Internet is great for people who are “just looking” or just want to get an idea of prices etc. But if you want to make sure you do not overpay and don’t miss out on the best deals, you need the most current listings. (scarcity)

You see if a property comes on the market that is priced to move (because for example the person is leaving the country and needs to sell asap) you likely won’t even see that listing because it won’t last long enough to show up on the internet. (scarcity)

It only takes 10-15 minutes and then we are on our way to finding you your next home. I will make it easy. I can come to your home in the evening or meet you at your work during lunch. Even weekends are a possibility. What is better for you … days, evenings or weekends?

You have set me up already for the emails: (if you offer this service)

What you have signed up for is a great preliminary search tool; it includes my listings and those that others have allowed me to send. What I am offering is to get you access to all the information just like I get as a Realtor. If you want to make sure you do not overpay and don’t miss out on the best deals, you need the most current listings. (scarcity and value)

You see if a property comes on the market that is priced to move (because for example the person is leaving the country and needs to sell asap) you likely won’t even see that listing because it won’t last long enough to show up on the Internet.

What we do is update you daily what is new on the market and what has had a recent price change so you are amongst the first people to know about the great deals. Don’t worry I will make it easy. I can come to your home in the evening or meet you at your work during lunch. Even weekends are a possibility. It only takes 10-15 minutes do you have time on Wednesday or Thursday at 8pm?

I only want to deal direct with listing agents:

You can’t imagine how often I hear that. But after some thought most people realize they need a buyer’s agent. Do you know why? Well let me ask you, are you aware that the listing agent is required to negotiate for the seller in order to get them TOP Dollar for their listing? Their whole job is to get you to pay the highest price possible!

This means that they will not be looking after your best interests when you are making one of the biggest investments of your life.

Now what if you could have your own interests protected and it will not cost you any money at all? Would that interest you?

I’m just browsing/I’m not really sure (Not ready yet):

This objection will usually come up before you have gotten to your Buyer Offer or right after making it before they have agreed to want what we have.

That is very common… What we can do is sit down and set up a search so that you will start to gain market knowledge. This way when you are ready to purchase, you will be a more educated buyer and you are more likely to find a great deal. I have set these emails up for many clients, some who decided afterwards not to buy. However everyone loves the emails and makes a quality decision based on all the facts. We can get the process started and before you know it you will be ready to make that decision. I can set you up in only 10 minutes and it is a free service. When can we meet for 10 minutes or so?

Ready? Complete the Buyer Script Test Now!