Intertec™ Prospecting Flashcards
Fact Finding Survey
I’m doing a 45 second neighborhood survey. Can you give me 45 seconds?
Criss-Cross Canvassing
CC1
We have a family very interested in finding a home in this neighborhood right now. Are you thinking of moving in the near future?
(If answer is: ‘Maybe next year.’) If I could find the home you want, to fit your budget, would you make the move sooner?
Criss-Cross Canvassing
CC2
We have been doing a lot of advertising lately, and, as a result, I have a family that is most anxious to find a home in this area. Are you thinking of moving in the near future?
Criss-Cross Canvassing
CC3
We have recently sold a home near here on . We showed that home to several families who really like this neighborhood. They are very anxious to find a home. Are you thinking of moving in the near future?
Corporate
I understand that you periodically/frequently transfer employees to or from other company locations, is that correct?
If Yes: Terrific! I have experience with relocations. I’d like the chance to handle (some of) your relocations, May I?
Are you under contract or obligation to continue giving all your relocation business to your present source?
Are you open to a competitive quotation?
Voice Mail Message
Fisbos, Expireds, Cold Calling
If you are serious about selling your home, there is a new and better way to get more money and a faster sale. Most agents don’t know this method. If you would like to know it works, call me.
(Call response: Four Important Decisions)
E-Mail Message
To leads found on Craigs / Kijiji Lists
I saw your posting on Craigs / Kijiji. If I could find a qualified buyer would you pay a commission? If so, please contact me. I am a licensed real estate agent. Name Phone Email
Neighbors To A Listing
My name is __________ with ____________. We/The XYZ Company have/has just listed the home at ____________________. I’m calling to let you know it is for sale and also to let you know that I will be very pleased if I can find new owners who will become real fine neighbors for you. Would you mind if I asked a few questions to help me do that?
May I ask … what do you like about the neighborhood?
What would you say to recommend this neighborhood to a prospective buyer?
Have any of your friends or relatives ever showed interest in locating in this neighborhood?
Do you know of anyone who has outgrown their home, condo or apartment?
Have you considered buying a home or property in this area as an investment?
Open House
I am holding open house at __________________ this afternoon between (time) and (time). Even if you don’t plan to move soon, I’d like to invite you over. Also, if you know of anyone who might be interested in this home, perhaps you’d like to call them and let them know it’s open for inspection.
Investor
Do you currently invest in real estate?
Are you looking for more investment properties?
If you felt that a real estate investment would give you a better return on invested capital, would you consider transferring some of your investments?
Landlord
I saw your rental ad in the paper. Have you rented the property yet?
Have you considered selling the property?
Have you considered exchanging or upgrading to something else?
Are you looking for more property to rent?
Grapevine 1
I understand you are moving … is that correct?
Terrific! I’d like to represent you to sell your home. May I?
Grapevine 2
I understand you are moving. Is that correct?
May I ask … do you have a commitment to list with a particular firm or person?
No Name Referral
The person who gave me your name asked me not to mention theirs. I don’t know why, but if you gave me a referral and asked me not to mention your name, I’d honor your request. The important thing is that if you need to, or want to, sell your home, I can help you get the most money, the quickest sale, and the fewest problems, which I know you want, isn’t that right?
Referral 1
Who do you know who wants to buy or sell a house next?
Referral 2
Like any good business, I depend on word-of-mouth advertising. Can I count on you for two good referrals before we go to closing?
Change of Status
Baby (Address a letter to a newborn)
Welcome to our town. This is a great place to grow up, go to school and make friends. If your arrival has made your house a little small, have your mom or dad call me. That’s my business: finding great homes for growing families.
Change of Status
Send a letter. Include newspaper clipping or source when possible.
Congratulations! If your big event means you need a new place to live, call me. That’s my business: finding great homes for newly weds.
Change of Status
Promotion
(Send a letter. Include newspaper clipping or source when possible.)
Congratulations! You are in a great company. If your promotion means it’s time for a new home, call me. That’s my business: finding great homes for upward bound executives.
For Sale By Owner
FISBO 1
I saw your sign (ad). May I ask … are you cooperating with Realtors?
For Sale By Owner
FISBO 2
I saw your sign (ad). May I ask … if … if I could find a qualified buyer … willing to pay a price (including my commission) acceptable to you … would you accept an offer through my company?
For Sale By Owner
FISBO 3
I saw your sign and I saw the part that said ‘No Agents’. May I ask … if … if I could find a qualified buyer … willing to pay a price acceptable to you … would you accept an offer through my company?
For Sale By Owner
FISBO 4
If you felt that you had a good chance … and I mean a really, really, really good chance … to net the most money … get the quickest sale … and have the fewest problems … by listing and selling your home through a real estate agent such as myself … would you consider that as an option?
For Sale By Owner
FISBO 5
If you came to the conclusion the the odds were stacked very,very, high against you… That there was a very, very slim chance that you could actually net more by selling privately….Kind of like going to Vegas and coming home with a profit….And… you came to the conclusion…that your very best chance to net the most money…was to list with a skilled agent…. such as myself…Is there any reason you could not list today …. if you decided to do that?
For Sale By Owner
FISBO 6
If you felt … that you had a good chance … and I mean a really, really, really good chance … to net $5,000 extra … by having me represent you to sell your home … would you at least consider it?
For Sale By Owner
I Respect
I know that you prefer to sell privately, and I respect that. I really do … but may I ask … which is more important … selling privately or netting the most money?
For Sale By Owner
Fine
Fine, it will take just a few minutes to see enough of your home so I can tell potential buyers about it. May I do that now? I’m here! (Or, if on phone: May I do that at 7:00 or would 8:00 be better?)
For Sale By Owner
Occupied or Rental/Resort
Do you live in the home/condo or is it a rental? Is this your primary residence or second home? How do you market a home/condo/property from _____ miles / hours away?
For Sale By Owner
Who Else
In addition to yourself, who else will help you make the final decision? Will they be there tonight as well? (Yes – Great see you at 7:00) (No – It took me a long time to learn everything to get you the most money and the fastest sale. It will be better if your spouse/other party is there.)
For Sale By Owner
No Such Thing
There is no such thing as a ‘qualified’ buyer until we know what the buyer wants … and … what the seller has.
For Sale By Owner
Just One Day
Tomorrow or a week from now, a qualified and motivated buyer for your home could walk into our office and buy a different home in just one day … because we didn’t know that you had exactly what the buyer wanted. It will take just a few minutes to see enough of your home so I can tell potential buyers about it. May I do that now?
For Sale By Owner
Voice Mail Message
I am calling about the home you have for sale. I’m not a telemarketer. I am a Realtor licensed by the State/Province of __________. May I ask … if I could find a qualified buyer willing to pay a price, including my commission, acceptable to you, would you accept such an offer? If you would consider accepting a good offer, please call me. It will take just a few minutes to see enough of your home so I can tell potential buyers about it. Thanks. My name is ______. My phone number is ______.
For Sale By Owner
15 minute Fisbo Call (Part 1)
(Use Fisbo 2 and Fine to get invited in, then …)
I only have fifteen minutes. I have a commitment nearby. Show me your house quickly and treat me like a buyer. Tell me what you like about your home and why I should buy it.
(Take notes. In 10 minutes ask …)
When a buyer comes to see you home, how do you know they are qualified … that they can afford to buy it? (Usual answer is they don’t.)
Would you like a way to pre-qualify them? (Yes.)
Statistics show that 90% of all direct buyers are not qualified to buy the homes they look at. Let’s see how accurate that statistic is.
Here’s a test question for all potential buyers who call or come to your door next week: (Give seller Direct Buyer Test Card)
For Sale By Owner
15 minute Fisbo Call (Part 2)
When they call or come to the door, you say: “The price of this home is $________, which is a fair price for this area. May I ask … is that in the ball park of what you can afford?”
Why don’t you ask every potential buyer who calls you this question? If they say ‘No’ or even hesitate, don’t invite them in. You have no obligation to show your home to people who cannot afford it, or have no intention of buying it.
If they say ‘Yes’, invite them in, show the house and say ‘It’s a nice home isn’t it?’ If they say yes, ask them to buy it. Just say, ‘Why don’t you buy it?’
I’ll stop back next week and see how many said “yes” and how many said “no.”
By the way, you can expect that some people might fib and say “yes,” when the truth is “no.”
(Look at your watch) Gotta go!
Expired Listings
Expired 1
US: According to our Multi Listing Service, your home is off the market. Is this good news? Did you sell your home? (No) Do you still want to sell?
Canada: I see your sign is gone. Is this good news? Did you sell your home? (No) Do you still want to sell?
Expired Listings
Expired 2
Do you plan to re-list with your previous agent or are you open to a competitive … and perhaps … a superior marketing plan?
Expired Listings
Fine
Fine … It will take just a few minutes to see enough of your home to sit down and discuss how to get your home sold quickly this time … maybe make up some lost time. Can I do that now? I’m here! (Or, if on phone: May I do that at 7:00 or would 8:00 be better? What’s the earliest I can see your home?)
(Motivated sellers whose listings expire can be angry, embarrassed, frustrated, under great stress, even panicky. Marginally motivated expireds are annoyed but not stressed. Both generally blame someone other than themselves. In either event, we must interrupt the normal patterns involved in our initial contacts.)
Expired Listings
Wrong Question (When prospect asks how many homes you have sold in the area.)
With all due respect, that is the wrong question. The right question is “Where can I find an agent who knows how to get more of the active agents in our area bringing prospective buyers to see my home?” (Auction) (Buyers’ Agents v. Listing/Sellers’ Agents)
Expired Listings
Two Kinds of Agents
When prospect asks why you didn’t show their home.
There are two kinds of real estate agents: Buyers’ Agents represent the buyer. They help people find suitable homes and focus on finding the best deals and negotiate in behalf of the buyer.
Sellers’ Agents represent the seller. They help sellers get their homes sold. The best sellers’ agents take advanced training and specialize in getting faster sales sales and above average prices. I have taken the advanced training.
Expired Listings
Absolute Serious
May I ask, are you absolutely … absolutely … and I mean absolutely serious … about selling your home?
Expired Listings
You’d Be Surprised
You would be surprised how many people put their homes on the market … six months later the listing expires … and we discover they are not really serious about selling. I need to know that you are absolutely serious about selling … and selling quickly.
Expired Listings
Since You Listed
Since you listed six months ago, 303 other homes in this area came on the market. 168 of those new listings sold. 80 are pending / in the closing process. 88 are sold and closed. 88 families listed their homes after you and are already sold, closed and have moved on to their next homes … and you are still here. Something went wrong. What went wrong? (ADM)
Expired Listings
99%
I sincerely believe that had you been advised correctly on these four important decisions, there is a 99% chance that your home would have sold in the first 30 to 60 days and you would be enjoying your next home now. It’s not too late, we can make that happen now.
Distressed Seller Techniques
Foreclosure 1
I see your house is up for foreclosure.
Distressed Seller Techniques
Foreclosure 2
I see your house is about to be foreclosed.
Distressed Seller Techniques
Options
Do you know that you have options besides letting your home go into foreclosure?
Distressed Seller Techniques
Invite Self 1
It will take just a few minutes to explain your options to you. Can I do that today at _____? Will that work for you?
(Try regular business hours. They may be unemployed and available immediately).
Distressed Seller Techniques
Invite Self 2
I have to see the home so I can speak intelligently about your options … and so I can tell potential buyers about it. Will _____ be good or would ______ be better?
