Reverse Selling Scripts (Updated)

Question 1

We decided to take it off the market and just find another realtor and go from there.

Answer 1

Oh yeah, totally makes sense, and I’m sure you’ve already picked out who you’re going to work with next right?

Question 2

No the house didn’t sell.

Answer 2

“Okay, so your home didn’t sell. Was that because you didn’t receive any offers, or were the offers you got just too low?”

Question 3

We received a few offers but they weren’t quite what we were looking for.

Answer 3

“Okay, and they were all too low, I assume?”

OR

“Got it. What do you mean by that? What was it about the offers that you were looking for that you didn’t get?”

Question 4

Understanding Their Position:

Answer 4

Okay so Jack I mean it sounds like even if there was an offer somewhere out there that made sense for you, it’s not something that you’re willing to look at, is that the case?

Question 5

If you have plenty of buyers looking in this area, then why didn’t you sell it when it was on the market?

Answer 5

“Yeah, I understand. You’re probably thinking, ‘Well I’m getting all these calls, Where were all of you realtors when my house was on the market? Everyone had ample opportunity to sell it, and now I’m getting all these calls.’ Right? Yeah so…”

Question 6

Our agent said that a lot of buyers in this area are actually looking for single family homes.

Answer 6

Got it. Okay. So, you know, I guess, Bob, let me ask you this. When your agent, after you guys got that feedback, when your agent called you to say, Hey, listen, we’re getting a lot of feedback that people are looking for single family homes versus condos at this price point. What did she say her strategy was going to be to focus on people that want condos?

Question 7

We’re just going to stay with the same agent

Answer 7

That makes sense. That’s kind of what I expected too. Before we end the call. Do you mind if I get something clarified real quick?

Even if, here’s what I hear you saying, Jack. I mean, even if we, we did meet and after you saw my plan, you were genuinely blown away. You actually believe that I was doing things that your agent wasn’t, that would cause the condo to actually sell. Even if that was all true, uh, there’s probably nothing I can do to earn your business, right?

Question 8

We’re not going to list with an agent.

Answer 8

So Brandon, it sounds like you’ve pretty much made up your mind. I get the feeling that, even if 2 months, 6 months, a year, two years, go by, listing with an agent is just not even an option correct? You’re never going to give an agent the opportunity to earn your business no matter what kind of strategy or plan they may present to you, am I hearing that right?

Question 9

I don’t want to meet.

Answer 9

“Even if I showed you a plan that you genuinely believed could get the property sold, there’d no chance I could ever earn your business, right?”

Question 10

If they pick up the phone and are upset that you’re calling

Answer 10

“Listen, the last thing I wanted to do was call and offend you. If I’ve done that, I apologize—that’s totally on me. But before we hang up and never speak again, could I ask just one quick question?”

Question 11

Anytime an Objection is Raised (Acknowledge, respond, pivot)

Answer 11

“I’m glad you brought that up.”

OR

“That’s actually exactly why I was calling.”

That makes sense.
I get it.
I hear you.
I’m glad that you brought that up.

Question 12

When they say they’re moving to get closer to family

Answer 12

“To move with family? Gotcha. And is family local to Milwaukee too?”

OR

“When you say, ‘get closer to family,’ what do you mean exactly?”

Question 13

Listing it was a mistake. Now isn’t the right time anymore.

Answer 13

“If the time comes to sell again this year, do you have an agent you know, like, and trust? Or would it be silly for me to stay in touch with you?”

Question 14

Testing Urgency:

Answer 14

“If you were to own this unit all the way up until December, would that pose a problem for you or not necessarily?”

Question 15

Reframing:

Answer 15

“Well, let’s just say, and this is a big ‘if,’ but let’s pretend for a second…”

Question 16

Maintaining Control & Keeping Them on the Line. Reminding the prospect of the time.

Answer 16

“Hey [Name], I know I said I’d be quick, and we’ve been on the phone for a few minutes now. Do you mind if I ask just one more question before I let you go?”

Question 17

Maintaining Control & Keeping Them on the Line. Reminding the prospect of the time.

Answer 17

Well [Name] I’ve only got a few minutes left here before I have to hop into my next meeting, do you mind if I ask just one more question before I let you go?

Question 18

Maintaining Control & Keeping Them on the Line. Reminding the prospect of the time.

Answer 18

“I’m conscious of your time, Oksana. I know you’ve already given me 30 seconds, which I appreciate. Do you mind if I ask two more questions before we end the call here?”

Question 19

Maintaining Control & Keeping Them on the Line. Reminding the prospect of the time.

Answer 19

Hey Joseph, I know you’ve already given me a few minutes which I appreciate, I know the last thing you want to do is be on the phone with me right now. Do you mind if I just ask a few more questions before I let you go?

Question 20

Wow the commission you charge is pretty expensive:

Answer 20

Which means?

OR

You’re telling me that because?

Question 21

Clarifying Follow-Up Expectations:

Answer 21

“If I can’t get a hold of you tomorrow morning after you’ve reviewed the email, what would you like me to do?”

Question 22

Clarifying Follow-Up Expectations:

Answer 22

“If I call on Thursday and don’t hear back, should I assume you’re not interested, or what would you like me to do?”

Question 23

Using Active Listening and Clarification. Probing further.

Answer 23

“I’m sorry, I think I missed that. Could you help me understand what you meant?”

Question 24

Using Active Listening and Clarification. Probing further.

Answer 24

“When you say [X], what do you mean exactly?”

Question 25

No don’t send the email over.

Answer 25

I’ve been doing this for a long time and sometimes, after I’ve set an appointment with someone and they tell me they don’t want me to send that email, sometimes it’s just because they want me off the phone and are just being nice. I’m curious, you’re not doing that to me now are you? The last thing I want to do is force an appointment with you.

Answer 26

Well hey listen what’s the downside in getting three different perspectives or three different opinions from three different agents. I mean obviously it doesn’t make sense to make a decision after the first or the second one, you want to hear everybody out right?

Answer 27

Well hey listen, what’s the downside in getting an additional opinion on top of the other agents your interviewing? I mean, I’m assuming that you’re interviewing multiple people because you’re searching for the best fit right?

Answer 28

“David, let’s pretend you decided to invite me over—not saying you should, but let’s just pretend. If after you saw my plan, you believed I could get your property sold and was the best agent for the job, would it be a terrible idea to explore this further? You’ve already interviewed other agents, what downside would there be in getting one more opinion?”

Answer 28

Yeah that’s fair, if I could ask you this, it sounds like you have a handful of options already. It sounds like even if we were to get together and I showed you my plan, and let’s say that it absolutely blew you away, you’re probably going to tell me that would just be a complete waste of time right? And let’s be honest, even if we did get together, you’re not going to make any decisions unless it made sense right?

Answer 29

“Look, I don’t want to waste your time, and I certainly don’t want to waste mine. Before we end this call, Do you mind if I ask you one quick question and then you’ll never hear from me again?”

Answer 30

Wow I’m assuming that was pretty frustrating for you.

Wow that had to have been pretty stressful for you.

Question 31

“I don’t have time. We just had a death in the family.”

Answer 31

“Oh my gosh, I’m sorry for your loss. I’m sure this is the last thing you want to talk about right now. Take care of your family, and we’ll talk later.”
Follow-Up: Send a thank-you card and call in 30 days.

Answer 32

“What do you think your previous agent should have done differently? What are you looking for in the next agent you hire?”

Answer 33

“John, before we end this call, I have two more quick questions I’d like to ask to make sure I’m serving you at the highest level when we meet. Would that be okay?”

“I’m going to be doing a financial projection, so when running through the numbers, what should I use for the mortgage payoff?”

Answer 34

“Richard, you said the price decreased to $424,900. Most people have a target number in mind before listing. Was there a specific number you needed to sell at? If you couldn’t get $424,900, would you be able to hold onto the property, or is that off the table? If we got an offer for $420,000, would you want me to present it to you, or should I disregard it?”

Question 35

What are you going to do to sell my house?

Answer 35

Here what I’ll get done: I’ll position your home is the market so that rather than us competing for buyers, I’ll have buyers compete with each other for your home resulting in your getting the price that works for you or more which is exactly what you want, am I right?” I’m going to put your property directly in front of all the buyers with the highest qualifications who are willing to pay the most for houses just like yours.

Question 36

Prospect: “How much do you charge?”

Answer 36

You: “If I told you I was most likely not the cheapest, would you want to keep talking, or are you just looking for the cheapest agent in town regardless of their skills to sell your home?”

Question 37

[FIRST_NAME], I’m Kollin, I’m a Realtor and listen before you hang up. I had a quick question about the home that came off the market. Would that be okay?

Answer 37

Pattern Interrupt

Answer 38

I’m assuming that I’m probably correct in thinking that holding onto the home is probably the best decision for you right now.

Answer 39

So listen, I didn’t mean to offend you by asking that and the reason why I’m calling is because I’m trying to figure out if you still want to sell this house or if you’ve just given up on this 100%. Because if you said to me, we were going to sell but now we’re going to do xy and z, we can probably end this call right now. But if you still wanted to sell then perhaps we could continue to talk. I’m assuming that even if a great offer came across the table, you’re not looking to sell anymore no matter what, am I right?

Answer 40

Listen I know you’ve probably got a lot of agents reaching out to you and that can be frustrating, I don’t mean to pry. The reason why I’m calling is because I’m trying to figure out if you still want to sell this house or if you’ve just given up on that 100%. Because if you said to me, well we were going to do xy and z, but now those plans are gone, we can probably end this call right now. But if you still wanted to sell then perhaps we could continue to talk.

Question 41

What are you going to do differently?

Answer 41

1. That’s a fair question, I’m glad you brought that up… (Agreeable acknowledgement - stroke)
2. Can I ask you something about that?
3. When you asked your previous agent or other agents what they were specifically going to do, to bring you the best offer with the most qualified buyer while reducing your stress, other than posting some pictures online, doing some social media and doing the occasional open house, what did they say?
   a. Couldn’t you do that? Why do you need an agent for that?
   b. Did they explain to you how they would use the other homes for sale to actually help your home sell?
   c. Did they explain how they would get buyers to agree to your terms, your price and your timeline?
   d. Did they explain how they would financially qualify the serious buyers from the rest so that your home was only being shown to those buyers who were willing and able to actually buy it?
4. And so, when you ask me what I’m going to do differently, I’m going to start with showing you all of that and afterwards, you’re going to make a determination based on the questions I’ve asked and the information I give how different I am and if you feel like I’m like everyone else, you’d have no problem telling me, right?

Question 42

What are you going to do differently?

Answer 42

That’s a fair question and before I answer that, do you mind if I share with you my biggest fear?

Yeah I get the feeling that, even if I were to take the next hour or so and outline everything that I do differently to get great results for my clients, I get the feeling that it wouldn’t make a difference at all. You’d still tell me you’re going to go with the other realtor no matter what I told you, correct?

Question 43

It’s going to sell that fast? Why am I paying you all that money?

Answer 43

Well, I could make it take a lot longer. I could make it a lot more painful. I could make it sell for a lot less money. AND I could charge you less for it.

Question 44

When we find out someone is interviewing other agents, we need to:

Answer 44

find out when those meetings are happening
Be the last agent in

Answer 45

Was it the other agent’s commission or their marketing plan that is making you lean towards working with them instead of me?When you’re following up with expired leads its a neighborhood update or a market update

Question 46

Use trigger words

Answer 46

Wow I’m assuming that’s pretty frustrating.
- That’s gotta be pretty stressful

Question 47

“A.R.P” - Acknowledge

Answer 47

That makes sense.
I get it.
I hear you.
I’m glad that you brought that up.
That’s a fair question.
Fair enough.

Question 48

I told you I was a Realtor, would you throw your phone out the window

Answer 48

Pattern Interrupt