Intertec™ Prospecting Flashcards

Question

For Sale By Owner | FISBO 6

Answer 1

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?

Answer 2

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?

Answer 3

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?)

Answer 4

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?

Answer 5

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.)

Answer 6

There is no such thing as a ‘qualified’ buyer until we know what the buyer wants … and … what the seller has.

Answer 7

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?

Answer 8

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 ______.

Answer 9

(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)

Answer 10

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!

Answer 11

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?

Answer 12

Do you plan to re-list with your previous agent or are you open to a competitive … and perhaps … a superior marketing plan?

Answer 13

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.)

Answer 14

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)

Answer 15

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.

Answer 16

May I ask, are you absolutely … absolutely … and I mean absolutely serious … about selling your home?

Answer 17

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.

Answer 18

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)

Answer 19

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.

Answer 20

I see your house is up for foreclosure.

Answer 21

I see your house is about to be foreclosed.

Answer 22

Do you know that you have options besides letting your home go into foreclosure?

Answer 23

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).

Answer 24

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?