Scripts Flashcards
Get leads phone number
I just wanted to thank you again for taking the time to talk to me today
And most of the people that have asked me to keep in touch with them have said that they would prefer to have any market updates or other information texted to them as opposed to mailed
So what would be the best number for me to use if i wanted to send you a link with a market update?
Buyer into script
“Mr. and Mrs. _______________, may I take you through the buying process I use when assisting a buyer in purchasing a home?” If yes, continue. If no, the interview is over.
“I’m going to ask my lender … (lender’s name) to call you as soon as possible and discuss with you all the nancing options available. This should answer all of your questions, as well as give you the con dence you’ll want in purchasing a home today. Can I have them call you in the next several hours?” If yes, continue. If no, move on.
“Once you and the lender have designed a nancing agreement for yourself, I’m going to ask you a lot of questions regarding the type of home you want to buy … have you outlined, in detail, the type of home you want to purchase?”
“Once we’ve determined the type of home you want to purchase, I will select the three to four absolutely best homes in that range for you to look at … I don’t want to confuse you by showing you a lot of homes … do you understand?” If yes, continue.
“Once we have looked at these properties, I will ask you to select one and write an offer to purchase that property. Are you prepared to write an offer if we nd the right property?”
“Once we’ve written an offer to the seller, I will negotiate that contract for you. If accepted, we’ll work together each day toward the closing.”
“Based on the process that I use in helping folks like you find a home, do you still want me to proceed by having a lender call you, or would you prefer to work with another agent?”
The CMA Presentation
- (Name) at the end of my presentation tonight … one of three things will happen… One … you’ll have the opportunity to list your home with me … or …
Two … you’ll decide not to list your home with me … or
Three … I’ll decide not to take your listing … Any one is ne. - Let’s quickly take a moment, and review the questions I asked you over the phone …
A) You said you were moving to _________, right?
B) You said you were moving because _________?
C) You said you had to be there by _________ … correct?
D) You would like to price your home at _________ … right?
E) And you said you owe _________ … Is that right?
F) Now … you weren’t planning on selling it yourself, were you? Terri c! G) You did (did not) want your money out … correct? Wonderful! - Now … there are only two issues we have to look at tonight … Number one … your motivation to … sell this home … and … number two … the price we set on our home.
- I’ve prepared what we call a Comparative Market Analysis … There are two parts to this research … Part one … we call fantasyland … what homeowners list homes for … part two … we call reality … what Real Estate Agents list and sell homes for… We’re going to have to decide tonight … where you’re going to spend your time on.
- The purpose of the Comparative Market Analysis … is to determine the value of your home in the eyes of a Buyer … Do you know how Buyers determine value?
- Buyers determine value by comparison shopping. They look at the price of your home based on its features and bene ts, and compare it with the features and bene ts of similar homes that have sold recently or are currently on the market. Does that make sense?
- For example … If you were going to purchase a new car … and one dealership had a car for $50,000 … and another dealership had the same car for $50,000 … but it had an entertainment system … which car would be more valuable? … Why?
- What if the rst dealership … put the car with NO entertainment system … on sale for $45,000 … Which would be a better value? … Why?
- So … as you can see … if you want to increase value: A) Lower the price … or …
B) Have more features and bene ts … for the same price … Does that make sense? Good! - So … unless you are planning to add more features and bene ts to your home … Are you? … (No.) Price is the only issue … Can I show you what I mean?
A) This home is just like yours … B) How many bedrooms are there? C) How many baths are there?
D) How many square feet is it?
E) Do you know this neighborhood?
F) Have you seen this house?
(Based on the features and bene ts of the home, tell them:)
a. Your house is better.
b. This house is a little better than yours.
c. This house is very similar to yours. (Justify why you said that by comparing their features and bene ts.)
G) What price are they asking for?
H) Look how long it’s been on the market.
I) You need to be in _______ by _______ … right? - What price do you feel we should use … to create value in the eyes of the Buyer … and get someone to decide to buy your home versus the competition’s?
- Now that you’ve seen these prices … I’m going to recommend a price of $_______… Will you, (name) … list your home with me … for that price tonight?
All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … Won’t that be great?
Mike Ferry Expired Script
Hi, I’m looking for _______ … Hi _______ … my name is _______ with _______ …
I’m sure you’ve gured out that your home came up on our computer as an expired listing … and I was calling to see …
1. When do you plan on interviewing the right agent for the job of selling your home? (Never) Terri c! / Really!
2. If you sold this home … where would you go next? (LA) That’s exciting!
3. How soon do you have to be there? (Already) Ouch!
4. ________ … what do you think stopped your home from selling? (The agent) Really!
5. How did you happen to pick the last agent you listed with? (Referral) Great!
6. What did that agent do … that you liked best? (Nothing) Ouch!
7. What do you feel they should have done? (Sold my house) Really!
8. What will you expect from the next agent you choose? (Sell my house) Terri c!
9. Have you already chosen an agent to work with? (No) Wonderful!
10. I would like to apply for the job of selling your home … are you familiar with the techniques I use to sell homes? (No) You’re Kidding!
11. What would be the best time to show you … Monday or Tuesday at ____?
Mike Ferry FSBO script
FSBO Script
Hi, this is ______ with ______, and I’m calling about the home for sale … is this the owner?
I’m doing a survey of all the FSBO’s in the area and I was wondering …
If you sold this home … where would you go next? (LA)
That’s exciting! How soon do you have to be there? (3 months) Fantastic!
How would you rate your motivation to move … on a scale of 1 to 10? (5) Good for you!
What methods are you using for marketing your home? (Sign and ads) That’s great! How did you determine your sales price? (Other agents) Fantastic!
Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific!
Why did you decide to sell yourself … rather than list with a real estate agent? (Save the commission) Great!
If you were to list … which agent would you list with? (None in mind) Fantastic!
How did you happen to pick that agent? ( ) Good for you!
If you were to list … what would you expect the agent to do … to get your home sold? ( ) That’s great!
How much time will you take … before you will consider … interviewing the right agent for the job of selling your home? ( ) Excellent!
What has to happen … before you will consider … hiring a powerful agent … like myself … for the job of selling your home? ( ) Perfect!
Mike Ferry Price objection script
- ________ what price do you absolutely have to have? ( ) Ouch!
- Based on that … there are a couple of real important questions I need to ask you …
- Speci cally … why do you feel your home is worth $________ more than your neighbor’s?
- (Name) in today’s market place … that means you’ve simply brought your home up to selling standard … right?
- All homes need ________ … right?
- Let me ask you a question … If a buyer wants to buy your home … but … they plan to get rid of ________ … the moment they buy your home … how much is it worth then? Exactly!
- Did you add that to your home for the next buyer … or … for your own enjoyment?
- If you were purchasing a home … and two similar homes were for sale … one for ________ … and one for ________ … which would you, buy?
- Wouldn’t you want to use the extra _______ … to do what you wanted to the home? …
- Don’t you think most buyers would feel just like you? Of course they would.
- That’s why … I’m going to recommend … a price of $ _______ … based on what we know … do you want to … list your home … for that price tonight?
All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Mike Ferry Prequel script
Before I come out … there are a number of questions I need to ask you … OK?
- If what I say makes sense … and you feel comfortable and con dent that I can … sell your home … are you planning to list your home with me when I come out on __________?
- Are you planning to interview more than one agent for the job of selling your home?
- Tell me again … where are you moving to?
- How soon do you have to be there?
- When I see you … how much do you want to list your home for? As a professional real estate agent, I study homes and prices every day, therefore I assume you’ll list with me … at a price that will cause your home to sell … correct? So … what price won’t you go below?
- How much do you owe on the property?
- Have you ever thought about selling it yourself?
- Will you help nance the home for the buyer … or do you want your cash out?
- Would you please describe your home for me?
- I’ll be sending over a package of information … will you take a few moments and review it?
- Do you have any questions before I arrive?
- So you know … our meeting should only take between ve and twenty- ve minutes … is that OK?
I’ll look forward to seeing you on _________ at ____________.
“If I list my home with you and buy my next home from you, will you cut your commission?”
“You know, I can appreciate that, and I want to be up front with you and say NO, I will not cut my commissions, and for one very simple reason.”
“As a professional my time has a certain value and I only work with people, like yourself, that realize the value of my service … and before you say anything, think about this … ”
“If an agent is willing to cut his or her commission, just like that, how well do you think they will hold up when it comes to negotiating the best possible price for your home?”
“I want to demonstrate, up front, how tough I am going to be for you … Therefore, cutting my commission is not an option … does that make sense?”
“I have to keep my promise to the agent from which I originally bought the home.”
“That’s great, I can appreciate your loyalty and that is a quality that I respect in people … so, I’m curious, let me ask you this …
“Has there ever been a time when you decided to buy something or do something and a friend said, “Hey, no problem when you need help, I can do it” and in the end, because you didn’t check around, you really didn’t get what you wanted … Have you ever been there before?” (YES)
“Well, I think you might nd that this time is just like that time, and with that in mind, I’m sure you can see the importance of having me over to give you a second
opinion … that wouldn’t hurt anything, would it?”
“I have seen this marketing plan from many different agents … what makes yours different?”
I’d level shift … “You know what? You’re right! There are only a certain number of things any agent can do to get a home sold and I think the nal decision is not based on what I do differently …
“I think the real issue is how you feel about the agent representing you … So tell me, what qualities are you looking for in an agent?
Did you see how I shifted from “What do you do different?”, to “What qualities are you looking for?”
“Why is your price so much lower than the other agents that we have talked to? … I mean, they have comps that show higher prices than yours?”
“It’s kind of confusing isn’t it? I mean, you interview four agents and you get four different prices … right”? (Yes, why is that?)
“You are probably thinking, why did this person come in with such a low price? Doesn’t he or she want to get our listing? Well, my answer is Yes and No.”
“You see there is a very big difference in the way that I operate and the way that most agents operate. Most agents manipulate the computer to show gures that they think you want to hear. Why?
“Well, most agents don’t do much or get much business. Getting your listing makes them feel like they are accomplishing something …
“Whereas, I, on the other hand, sell homes, non-stop, all day long. Do you want to know why?” (Sure)
“I tell nice people like you, the truth. Did you know that only ___% of the homes that are listed for sale actually sell?” (No, I didn’t know that.)
“There’s a very simple reason, do you want to hear it?” (Yes)
“Most agents do not have many listings. Therefore, convincing you to list your home with them becomes very important.”
“That’s why they’ll tell you whatever price they think you want to hear, even if they know six months from now, you will not be happy with them at all because no buyers will look at a house that is over priced … Does that make sense?”
“How much advertising will you do, because I want a lot of advertising?”
“I understand that advertising is a concern … Are you familiar with the difference between passive and active marketing?” (No?)
“Passive marketing is basically sitting around with your fingers crossed waiting for a buyer to shop up and buy your home …
“Passive marketing is holding open houses, sending out flyers and advertising in the newspaper …
“You see, these methods are passive and you can’t predict if they will work or not. Yet, agents that don’t want to work at getting your home sold will insist that they have sold many homes this way … And do you know what?
“I agree, you can get a home sold that way … But, you can’t guarantee it. Do you understand what I mean by passive, basically sitting around waiting to get your home sold?
“Active marketing on the other hand is much more aggressive and very predictable.”
“I will be on the phone every single day and call 10, 25, 50 even 100 people asking them if they would like to buy your home, if they know someone who would like to buy your home or if they would like to sell their house …
“Do you know why I ask them if they would like me to sell their house?” (Why?)
“You see, the more signs I have out in the community, the more buyers that will call on those signs. The more buyer calls I get, the more people I can show your house to …
“Now, which way, passive or active do you think gets more homes sold?
“Would you like me to spend all my time and effort doing what is proven to get your home sold or would you like me to sit around with my ngers crossed hoping a buyer happens to call?”
“I want to nd a house before I put mine on the market.”
“I agree, finding your new home is important and the unfortunate thing is … it may take as long as three months for your home to sell. Then it will take another two months to get all of the paper work done and, by that time, any home that you would have found, would already be sold.”
“Let’s get the listing agreement signed right now and get to work on getting your home sold tonight, so you don’t have to wait any longer than is necessary to get moved into your new home … sound good?”
“You don’t handle homes in our price range.”
“You’re right, I don’t sell a lot of homes in your price range and that’s exactly why I’m here tonight …
“I usually sell homes in lower price ranges and what I find is … after I sell my client’s homes, a great many of them move up to your price range, therefore, it only makes sense … that the next logical step for me is to start to sell your price range as well, considering I already have a relationship with many of the buyers that will be interested in your home … does that make sense?”
“I need to net this amount in order to move, I have to be at my new job in 90 days, but I can’t afford to buy a new home if I take a loss.”
“I can appreciate the position that you are in. Many people in our area are in the same position and you know … I’m curious. Has there ever been a time when you knew you were going to have to make a sacrifice?”
“I mean, you knew it was going to be tough and in the end, after analyzing all of your options, you realized that there was only one thing to do … Put our head down, grit your teeth and go for it …
“But you found that in the end, it all worked out. You made it through the tough times and life went on, maybe even better than before …
“Have you ever been there before?” (Well, yes)
“This time is just like that time … as you can see, the competitive market analysis shows that there is no way anyone is going to give you what you need to make this move …
“My question is this. Is it more important to get out from under this house, take the new job and work through the tough times or are you in a position to keep making mortgage payments on this house for a couple of years until property values go back up?” … Help your prospects to see that they have probably been in tough places before and made it through … and this time is no different.
