prospecting scripts and dialogues · 2020. 11. 12. · keys to successful prospecting 7 tie downs,...

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SALES SYSTEM

PROSPECTING SCRIPTS AND DIALOGUES

©Everest Sales System 2020. All Rights Reserved.

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Napoleon Hill’s Self Confidence Formula 312 Steps To The Summit Of Success 4Daily Affirmations 5Foundation 6Keys to Successful Prospecting 7Tie Downs, Pattern Interruptions 8Level Shifts & Transitional Statements 9Steps To Building Rapport 10Soundbites & Earn The Right Statements 11S.O.I. Script 12Cold Calling Script 14Just Listed Script 15Just Sold Script 16Questions for Just Listed/Sold 17Expired Script 18FSBO Script 19Powerful Closes For FSBO’s 20Absentee Owner Script 23Renter Script 1 24Renter Script 2 26Call Capture Script 1 27Call Capture Script 2 28Notice of Default Script 29Business to Business 1 30Business to Business 2 31Vendor Script 32Relocation Script 32Lead Follow Up Script 33Pre-Qualifying Script 34The ESS Listing Presentation 3521 Questions for the Listing Presentation 38The Master Close 40Powerful Closes for the Listing Presentation 41Pricing Strategy 42Weekly Call to Sellers 43Buyer Appointment Script 44Buyer Presentation 45Appointment Sheet 47Listing Appointment Sheet 48Buyer Appointment Sheet 50Accountability Contract 52

SALES SYSTEM©Everest Sales System 2020. All Rights Reserved.

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First, I know that I have the ability to achieve the object of my Definite Purpose in life; therefore, I DEMAND of myself persistent, continuous action toward its attainment, and I here and now promise to render such action.

Second. I realize the dominating thoughts of my mind will eventually reproduce themselves in outward, physical action, and gradually transform themselves into physical reality; therefore, I will concentrate my thoughts for thirty minutes daily, upon the task of thinking of the person I intend to become; thereby creating in my mind a clear mental picture of that person.

Third. I know through the principle of auto-suggestion, any desire that I persistently hold in my mind will eventually seek expression through some practical means of attaining the object back of it; therefore, I will devote ten minutes daily to demanding of myself the development of SELF-CONFIDENCE.

Fourth. I have clearly written down a description of my DEFINITE CHIEF AIM in life, and I will never stop trying, until I shall have developed sufficient self-confidence for its attainment.

Fifth. I fully realize that no wealth or position can long endure, unless built upon truth and justice; therefore, I will engage in no transaction which does not benefit all whom it affects. I will succeed by attracting to myself the forces I wish to use, and the cooperation of other people. I will induce others to serve me, because of my willingness to serve others. I will eliminate hatred, envy, jealousy, selfishness, and cynicism, by developing love for all humanity, because I know that a negative attitude toward others can never bring me success. I will cause others to believe in me, because I will believe in them, and in myself.

I will sign my name to this formula, commit it to memory, and repeat it aloud once a day, with full FAITH that it will gradually influence my THOUGHTS and ACTIONS so that I will become a self-reliant, and successful person.

Self-Confidence FormulaNapolean Hill - Think & Grow Rich

SALES SYSTEM ©Everest Sales System 2020. All Rights Reserved.

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This is a twelve-step formula with minimum standards which, when followed with exactness in a positive environment, ensures 24-plus transactions annually and unprecedented personal growth and achievement.

1. I dedicate one hour daily towards building and protecting my self-confidence.2. I practice and internalize my sales skills for a minimum of one hour each day.3. I contact my “sphere of influence” (SOI) by mail, by phone and/or in person and by email quarterly.4. I make 150-plus contacts per week (30-plus per day) by phone or in person.5. I follow up with all of my qualified leads daily.6. I set 5-plus new appointments per week with buyers or sellers.7. I completely pre-qualify 100% of my appointments.8. I have an appointments-attended-to-listings-taken ratio of at least 75% or greater.9. I call all of my sellers weekly and reduce all listings every three weeks a minimum of 5%.10. I sell 75% or more of my listing inventory.11. I will return every sign call and contact every buyer lead within two hours of inquiry.12. I only work with highly qualified buyers who have been pre-qualified by a mortgage lender and have signed a Buyer Broker Agreement.

Earn more commissions in less time with less energy spent!I recognize success comes from consistent action resulting in predictable outcomes; therefore, I commit to following every step of the Twelve Steps to the Summit of Success.

12 Steps to the Summit of Success


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I am a professional salesperson who gets homes sold!I use information to help my clients achieve their goalsI price my listings rightI focus on small wins everydayReal estate transactions are abundant in any marketMy abilities make me succeedI get stronger with every stepI am the master of every situationMy confidence is unshakeable because I live with integrityI always have productive thoughtsI take excellent care of my bodyI start each day with an abundance of energyI am task orientedI set clear priorities dailyI know what I want and I get itI attract and enjoy greater financial abundance each dayMy gratitude gives me unlimited financial successI think prosperous thoughtsI am prosperousI handle my money wisely and I profit everydayTaking action is easy for meI am eager to start each dayI enjoy being debt freeI exercise dailyI enjoy helping my clients succeedI eat healthy foodsI am a real estate expertMy SOI expects me to be their real estate expertI am a professionalI am financially independentI earn commissions with ease helping othersI have solutionsProspecting is good for my businessI call Expireds and For Sale by OwnersProspecting is easy for meI enjoy following up with my SOIPeople are attracted to my enthusiasmI use technology to succeedI get mentally stronger with every call I makeI am an outstanding sales personI am a powerful agentI know how to succeedI keep positive, exciting, fun, productive thoughts in my mindat all times. YES!

I succeed because I act on my goalsI am an optimistI like talking to new peopleI know what is important to meI remember people’s namesI have a daily plan and I follow itI am passionate about real estateI know consistency is my greatest toolI like asking questions and listeningI enjoy reading to improve my sales skillsMy thoughts lead my emotions, actions and resultsI focus on my dreams dailyMy presentation is powerful and persuasiveI improve my skills dailyI am happyI love to prospect because it feeds my businessI see my future and it is awesomeI love my lifeI am grateful and thankfulI control my thinkingI believe in meI feel outstandingI use my beliefs and optimism to succeed dailyI get things doneI provide excellent customer serviceI drink water dailyI connect with peoplePeople love meI love othersI am disciplined and accountable to my daily scheduleI prospect dailyI set appointments dailyI am a master persuaderI achieve my goalsI am a real estate rockstarI am passionate about my lifeI live every day with purposeI am confident in my sales skillsI know my destinyI am healthy and strongI am powerfulI am unstoppableI keep positive, exciting, fun, productive thoughts in my mind at alltimes. YES!

Opening Affirmations Closing Affirmations


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Foundation

Foundation For a Successful Real Estate Business:

1. Purpose/Desire2. Goals/Plan/Schedule3. Discipline4. Mindset5. Skillset6. Systems, Tools & Strategies

12 Essential Skills Every Real Estate Agent MUST Master:

1. Lead Generation2. Setting Appointments3. Lead Follow-Up4. Pre-Qualifying5. Presenting6. Handling Objections7. Closing8. Pricing9. Negotiating10. Price Reductions11. Customer Service12. Working with Buyers


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Keys To Successful Prospecting

1. Focus2. Energy & enthusiasm3. Stand up & smile4. Follow the scripts5. Build rapport A. Ask questions B. Repeat & affirm C. Match rate of speech D. Match tone & volume of voice6. Show empathy (“If I were you, I’d feel the same way too!”)7. Sound-bites (10-30 second commercial) A. Personal record B. Company record C. Success story8. Downswing9. Pattern interruptions10. Level shifts11. Transitional Statements12. Close A. Ask 2-3 questions to build rapport, then close B. Give the prospect a choice. “Monday or Tuesday at 4pm?” C. Close at least 5 times


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Tie Downs & Pattern Interruptions

Tie DownsQuestions asked of your audience (prospect) to get their commitment or acknowledgement of a fact. For example, “Do

you see value in me using a virtual tour to maximize exposure of your home to the marketplace?”

1. Doesn’t that make sense?2. Isn’t that what you want?3. Wouldn’t you agree?4. That’s what you want…right?5. That’s your goal…correct?6. Wouldn’t you say?7. Obviously…

Pattern InterruptionsStatements, questions, or events that interrupt the flow or direction of the conversation.

1. How long have you lived at this address?2. When your home sells, where will you go next?3. Why are you selling?4. When do you need to be in your new home?5. What are you doing to market your home?6. What do you expect an agent to do to sell your home?7. Why didn’t your home sell?8. What plans do you have now?9. How did you choose this area?


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Level Shifts & Transitions

Level ShiftsA statement used to interpret and summarize what someone has said. For example, your prospect says, “We don’t want to list with a real estate agent,” and you reply, “What I really hear you saying is that you want to net as much money as

possible on the sale of your home...correct?”

1. What I hear you saying is…2. In other words, you…3. It sounds like what is most important is…(give one example)

Transitional StatementsA statement used to make a smooth transition from one topic of discussion to another. For example, “Having said that...”

1. As important as that is…2. With that being said…3. Having said that…4. Knowing that…5. Let me ask you this…6. Let’s switch gears…

Statements & Questions

1. I’m so glad you brought that up!2. Thanks for thinking about that!3. I really want to know!4. That’s the very reason we need to get together!5. Can I tell you why that concerns me?6. May I share with you?7. Tell me a little bit more about that.8. Help me understand…(what, how, where, when)9. Share with me…how is that important to you?


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rap·port n. Relationship, especially one of mutual trust or emotional affinity

Four Elements of Building Rapport1. Tone of Voice: A. Mimic tonality (mad/sad/glad) B. Inflection (change in pitch or tone of voice) C. Volume (loud/medium/soft) D. Upswing/downswing2. Rate of Speech: A. Match rate exactly (fast, moderate, slow)3. Repeat & Affirm: A. Repeat what they say back to them (It proves you are listening) B. Give a positive affirmation (Great, excellent, fantastic) C. Consistent with our natural conversational patterns D. Makes for a normal conversation instead of an interrogation4. Mirror & Match: A. Match the body language of your client B. Crossed/uncrossed arms C. Crossed/uncrossed legs D. Sitting forward or leaning back E. General posture F. Handshake

Steps To Building Rapport


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Soundbites:1. 10 − 30 second statement2. Personal record3. Company record4. Success Story

Sound-bite examples:

“May I share some great news with you? Just this last year, our company sold homes! That’s over homes a day for an entire year! Those are the kinds of results that you want….right? “

“Name, we at sell more of our listed homes every month than any other company in the state; And that’s what you’re really looking for… isn’t it?”

Earn The Right (ETR) Statements:An “Earn the right” statement should answer the question WHY a prospect should work with you. This is a concise statement and should not take more than 2 minutes to answer. As an example you could discuss your responsibilities in the four following areas:

1. Consult & advise2. Market & expose their property3. Negotiate the highest offer4. Manage the transaction

Soundbites & Earn The Right Statements


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Hello (name) this is with … I am calling you about Real Estate, but before I jump into that, how are you?

(Name)…I need your help…as a professional real estate agent … I have a goal to helpfamilies … buy a home … sell their existing home … or buy a second home or an investment and I was wondering …

Who do you know who would like to buy or sell real estate in the near future?

Can you think of anyone in your (church group, family, neighborhood, and office) … who may need my services at this time? (Yes) Great!

- Or -

Out of all of the people that you know, who do you think would be the next to move?(married/divorced, birth/death, growing family/empty nester…)

Would you mind if I gave them a call? (Yes) Thank you! What are their names? What is their phone number? Can I tell them you referred them?

By the way … when do you plan on moving? (Never) Super! (Name)…what advantages can you see in buying an investment property in the near future? (None).

Really…If I could show you a plan that would build your financial future with the possibility of positive cash flow….would you be interested? Great!

What’s the best time to get together…afternoons or evenings?

(Afternoons/Evenings) Great! Would Monday or Tuesday at 4:00 be better for you?

* * *

When calling your sphere of influence, consider the following topics for building rapport:Family, Occupation, Recreation and Dreams. (Remember F.O.R.D.)

S.O.I. Script


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As a professional agent, you should be calling your sphere and past clients on a regular basis. To create value for your sphere, here are additional topics to discuss during your calls:

1. Market conditions2. Interest rates3. Just listed4. Newly listed investment properties5. Anniversary of their home closing6. An updated C.M.A.7. Ask them if they have a property to research8. Talk with them about recent real estate news9. Offer assistance with property tax assessments

Keys to S.O.I. Success

1. Call them at least one time per quarter2. Mail them something of value every quarter3. Email them 12 times per year4. Social media weekly/monthly5. Visit them in person 1 time per year


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Hello, my name is with . I’m a real estate agent in the area and I was calling to see if you own your home or rent? Great!

(Rent… Go to Renter Script.) (Own…Continue with this Script)1. Do you have any plans on moving soon or in the near future? Great!2. How long have you lived in the area? Good for you!3. What do you like or dislike about the area? Perfect! 4. What do you like or dislike about your house?5. If you were to find a new home where would you want it to be? Great!6. So … when do you feel you would want to move? Fantastic7. Have you considered upsizing or downsizing? Good for you!8. Do you own any investment properties now or own a second home? Great!9. What benefits do you feel there could be in owning an investment property? Great!10. Who do you know that is currently renting that should be in their own home? (The Smith’s)

Wonderful!11. Do you know anyone who is thinking of buying or selling a property in the near future? (None)

Terrific!

(Name), thank you for speaking with me today. Would you mind if I checked in with you periodically to update you on market conditions and to see if there is anyone you know who is interested in buying or selling real estate in the near future? (Sure) Outstanding!

Cold Calling Script


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Hello, my name is with . I’m a real estate agent in the area and I was calling for a couple of reasons, do you have a few minutes?

1. I was calling to let you know I/we/our company just listed a home in your neighborhood. Who do you know that is looking to buy here?

2. I was calling to see if you own your home or rent?



Terrific!


Just Listed Script


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Hello, my name is with . I’m a real estate agent in the area and I was calling for a couple of reasons, do you have a few minutes?

1. I was calling to let you know I/we/our company just sold a home in your neighborhood. (Give details - Sold quickly/had multiple offers/sold over asking/market condition soundbite)

2. I was calling to see if you own your home or rent?



Terrific!


Just Sold Script


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1. What questions may I answer for you about values in the neighborhood?

2. When was the last time you had a market update on your home?

3. Market updates are one of the free services I provide for my clients. When would be the best time to visit with you for a few minutes to review values in your neighborhood?

4. Let me ask you…how are you using real estate to build your financial future?

5. Were you aware that more millionaires are made in real estate than with any other financial vehicle?

6. If it were possible to safely and profitably invest in real estate you would be interested in hearing about that…right?

7. That’s the very reason we need together…because I will help you map out a plan. Now…what works better for you…afternoons or evenings?

Questions For Just Listed/Just Sold


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Hello, I am calling about the home you had for sale, is this the owner? (yes)Grea, this is with .

I was calling to set an appointment to preview your home and spend 15-30 minutes with you to discuss what needs to be done to get you moved

Which is better for you, afternoons or evenings?

1. When you were on the market, had your house sold, where were you planning to move?2. Tell me a little bit about your house.3. It sounds like you have a great house. Why are you selling?4. Why do you believe it didn’t sell?5. If you did list your home with me, what would be your expectations?6. Share with me, what’s the most improtant to you about getting your home sold?7. Hypothetically, if we had an acceptable offer, and you could move in the next 30/60 days, you

would still want to sell, correct?

This is the very reason we need to get together, which is better for you, afternoon or evenings?

Expired Script


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Hello, I’m calling about the home for sale … is this the owner? (Yes) Great!

This is with …and I am calling to set up an appointment to preview your home… and spend a few minutes with you sharing my marketing plan and showing you how I can get your home sold in 30 days or less.

Which would be better for you... afternoons or evenings? (Afternoons/Evenings) Great!1. Help me understand … what made you decide to sell your home?2. Share with me … what is most important to you about getting your home sold?3. Where will you be moving to next?4. Let me ask you this … how soon do want your home sold?5. Tell me … how long have you had your home on the market?6. Share with me the reasons why you have decided to sell your home on your own?7. What …specifically … would have to happen for you to consider listing your home with an

agent?8. Tell me a little bit more about your home?9. What are the best features of your home?10. How long have you owned your home?11. Tell me … how did you determine your price?12. How firm are you on your price and is it negotiable?13. Share with me … what are you doing to market your home?14. What has been your best marketing tool as a For Sale by Owner?15. Do you know what is so exciting? We do those things and so much more…16. That’s the very reason we need to get together. Now, which is better for you… afternoons or

evenings?17. (Afternoons/Evenings) Great! Would Monday or Tuesday at 4:00 be better for you?

FSBO Script


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1. Protect your equity…

(Name) wouldn’t you agree that it is critical to protect your equity in a down market?That’s why we have built a plan to help you sell your home for the most money possible…and that’s what you really want isn’t it?Let’s get together and I’ll show you that plan. Which is better for you… afternoon or evenings?

2. Declining market…

(Name) In a declining market, is time on your side? That’s why we have created a strategy that will help you sell faster, and as a result…make you more money….and that’s what you’re really looking for isn’t it?Let’s get together for a few minutes and I’ll share our strategy with you. What’s better for you…afternoons or evenings?

3. Need to move on deadline…

You said you had to move to (Place) by (Time)…right? Did you know that in today’s market it’s taking an average of 120 days to get a home sold?Based on the time it takes to get a home on the market…get it properly exposed to the public…and sell it…we need to get together as soon as possible.Let’s set an appointment today. Now, which works better for you…afternoons or evenings?

4. You be the judge…

It only takes about 15 minutes for me to show you how I/my team has been selling homes in this market.Then you can judge for yourself if it makes more sense to list with me …or to continue selling on your own. The good news is, no matter what you decide, you’ll have exposed your home to a powerful team that sells a lot of property.Doesn’t that make sense? What works better for you… afternoons or evenings?

Powerful Closes For FSBOs


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5. Make more money on your own…

I understand you feel you can make more money selling on your own…Most of my clients felt the same way at first…and what they found, is that we were able to sell their homes faster and for more money by working together…and that’s what you want…right?

6. That’s the very reason…

That’s the very reason we need to get together…because, I will share with you how we can help you sell your home for more money in less time. Now, what works better foryou…afternoons or evenings?

7. Were you 100% convinced…

Did you choose that agent because you were 100% convinced that they could sell your home…or…were you just a little frustrated with the process?To make sure that you are 100% convinced you are doing the right thing, I can come out for a few minutes. What would be better…afternoons or evenings?

8. Net you % more (get from NAR)…

If we looked at some stats, that shows listing with an agent may/could get you % more money than you can … selling it on your own…it would obviously make sense to meet…right?All I need is 15 minutes to show you how I do that … Which is better for you… afternoons or evenings?

9. Money lost in time spent…

Our company sold properties this weekend! Obviously, you know that the market is no longer appreciating. With each week you are gambling thousands of dollars as the market shifts.(Name)…let me ask you…if I could get you the price you wanted in the next thirty days … would you list with me now? Let’s set an appointment today… Which is better for you… afternoons or evenings?


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10. If you have a buyer, I will pay you a 3% commission. You’re willing to pay a 3% commission. That’s great! Obviously, you already know that exposure is the thing that will help you get top dollar for your home…right?

So, let’s do this…I’ll come by and preview your home…and while I’m there I will spend 30 minutes sharing my plan to get your home sold for top dollar. If you feel comfortable with what I have to share…then we can discuss working together.

And…If you don’t like what I have to offer…that’s OK too! Then the worst thing you have done is expose your home to a top agent & company that sells a lot of homes in your area.

All we need to do now is set an appointment. Now, what’s better for you… afternoons or evenings?

11. (Afternoons/Evenings) Great! Would Monday or Tuesday at 4:00 be better for you?


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Hello, my name is with . I am calling about your property on (address).

And, I was wondering … when do you plan on selling this property? 1. How long have you been investing in real estate?2. How has this property been performing for you? Is it generating positive cash flow?3. (Yes) That’s great! How soon would you like to purchase your next investment?4. (No) Ouch! How long are you willing to continue subsidizing the rents?5. If you were to sell this property…when would that be? ( ) Great6. What other properties do you have that you’re thinking of selling, investment and/or personal?7. Before I let you go, who else do you know that I can help buy or sell Real Estate?

* If client wants to consult financial advisor before committing to an appointment:- Smart, consulting with your Financial Advisor is what you should do. If our research shows a sale price that you would be agreeable to and your financial advisor was also in agreement, all I would need is 15-20 minutes – what works better for you afternoons or evenings?


* If the client lives out-of-town, schedule a listing appointment to be done over-the-phone.

Absentee Owner Script


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Hello, this is with . I am a real estate agent in the area and I am calling to find out if you currently rent or own your own home? (Rent) Excellent! (If they own…go to the cold call script)

I specialize in helping people go from renting, to owning their own home.

1. Tell me, when do you plan on owning your own home?

2. What do you feel is stopping you from owning your own home?

3. Aside from ? What else is holding you back?

4. How much do you pay in rent?

5. What advantages do you see in owning your own home?

6. What don’t you like about renting?

7. Do you like where you are living now?

A. (“Yes”) But you would rather own … wouldn’t you?

B. (“No”) What would you like to have in a new home?

8. If you were to own your own home, what area would you like to live in?

9. What specific things would you like in your own home?

10. Have you ever looked into owning your own home?

A. (“Yes”) What happened last time? ACTUALLY LISTEN, then close

B. (“No”) Continue to the next question.

11. That is the very reason that we need to get together … so I can help you get a great home with a payment you can handle. Now, which is better for you, afternoons or evenings?


Renter Script 1


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13. (Name), let me explain the process we will use to assist you in buying a home:

A. My lender is going to call you

B. They will determine how much of a home you qualify for.

C. I will then show you the very best properties that meet your needs

D. I will answer any questions or concerns that you may have.

14. The exciting thing is that we are going to help you find your own home! This is going to be a

great experience!


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Hello, this is with . I’m a real estate agent in the area and I specialize in helping people go from renting to buying their own home…and I was calling to find out…when do you plan on buying your own home? (Now/Soon) Great!

Let’s set up an appointment so we can have you come in and meet with us. Would or at be better for you?

No…I’m not interested…

1. Really? What do you feel/think is stopping you from buying your own home? (The payment)

2. Great! If we could get you into your own home with a payment you feel comfortable with and with little to no down payment…it would make sense to meet…right!

3. Let’s set an appointment so I can walk you through the process and answer any questions you may have. What works better for you…afternoons or evenings?

No, (I don’t have a down payment, not sure I can get a loan)

4. I can appreciate that, and I have great news for you! There are now government programs that allow people like you to get their own home with zero down and rates that are right now as low as %!

Let’s set an appointment so I can help you get into a home of your own. What works better for you…afternoons or evenings?

5. How much do you pay in rent? ($ ) You’re kidding? Do you realize that you could probably lower your monthly payment and your income taxes by owning your own home? The programs and rates are amazing right now! We need to meet ASAP and see what you can qualify for! Now, what’s better for you… afternoons or evenings?


Renter Script 2


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Hello, this is with . I am returning your call about the home on .

1. What questions can I answer for you regarding the home? (“Yes”) Discuss the home. LEAVE THE PRICE FOR LAST (“No”) Go to Question #2.

2. I specialize in knowing the inventory in the area maybe I could point you in the right direction…tell me…what are you looking for in your next home?

3. How long have you been looking for a home?

4. Tell me … what areas are you looking in?

5. Have you seen any homes you are interested in?

6. Share with me … what price range are you trying to stay in?

7. We have listings in that price range and others that I can show you.

8. What specific features are you looking for in your next home?

9. What do you feel is most important about the next home you purchase?

10. Will you need to sell a home to buy your next one?

11. What challenges have you had in looking for a home?

12. What methods are you using to find a home?

13. Let me share with you why it is important to work with a great agent! (Contract knowledge, avoid mistakes, service at no cost)

14. That is the very reason we need to get together. Now, what’s better for you, afternoons or evenings?


Call Capture Script 1


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Hello, this is with . (Terrific.) I noticed that you or someone from this number just called on a home we have for sale on .

1. I was wondering … are you looking to buy a home in the area … or do you own a home in the area?

2. (Own a home in the area) Great, it appears you may be considering selling your home, is that correct?

3. (Looking to buy) Great, what other questions do you have about the home on (address of home)?

4. Again, my name is (Name), tell me your name?

5. (Name) help me understand what you’re looking for … perhaps I can point you in the right direction.

6. How long have you been looking for a home?

7. How soon would you like to be moved in to your new home?

8. How are you currently going about finding the best homes on the market?

9. (Name) were you aware that my company and I have access to the best homes on the market?

10. I would like to invite you to come and see the best homes on the market … and understand more about the home-buying process by coming to our office. Now, which would be better for you… afternoons or evenings?


Call Capture Script 2


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Hello, I’m calling about “123 Main Street” … is this the owner? (Yes) Great!

This is with and I am calling because a Notice of Default has been filed with the county against your home. Have you received a written notice yet? (Yes) I’m sorry to hear that!

1. What steps do you plan to take to avoid a foreclosure on your home? Great!

2. So it sounds like you are . If I were you I’d do the same thing too. My team specializes in helping homeowners, like you, avoid foreclosure and… because you are facing financial challenges with your mortgage, obviously you need help preserving your equity and good credit…Is that fair to say? (Yes) Great!

3. The exciting news is that my team specializes in helping folks like you work successfully through these situations. I would like to set a time to meet with you today or tomorrow. What is better for you…afternoons or evenings?


5. (STOP HERE, UNLESS THEY OBJECT)

6. Do you have plans to sell your home to avoid foreclosure? (Yes) Great!

7. That is the very reason we need to get together. Now, which is better for you…afternoons or evenings?


Notice of Default Script


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Hello, is (Name) in?

This is with .

I was calling to see if I might be able to help your clients. I’ve had (# of CPAs, Attorneys/Financial Advisors) call in the past for my help in assisting their clients moving up, down, investing, or in doing 1031 Exchanges or divorces.

Do you ever have a need for such service?

YES: Do you have an agent of record that you refer clients to, …or could I apply for that job?

SURE: Great! I’ll drop you a note with a few business cards and call periodically. Thanks so much for your time!

NO: (I have an agent.) ok…Are you happy with their service? (No) Great! I’ll drop you a note with a few business cards and call periodically. Thanks so much for your time. OR: No problem, I’m not looking for 100% of your referrals, I’ll drop you a note with a few business cards and call periodically. Thanks so much for your time.

NO: Well, how about you? When do you plan on moving, or buying an investment?

Business to Business Script 1


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Hello, is (Name) in?

This is with .

I am a local real estate agent and I was calling a select few businesses to expand my Business Alliance Program/Client Referral Program.

This program is designed to cross-sell your services to our customers who are in need of assistance thereby generating business for you and adding value for us. I’d like to come by, show you how the system works, ask you a few questions, and see if you might be interested in using this profitable tool in your business. When would be a good time to stop by?

YES: Do you have an agent of record that you refer clients to, …or could I apply for that job?

SURE: Great! I’ll drop you a note with a few business cards and call periodically. Thanks so much for your time!

NO: (I have an agent.) Ok…Are you happy with their service? (No) Great! I’ll drop you a note with a few business cards and call periodically. Thanks so much for your time. OR: No problem, I’m not looking for 100% of your referrals, I’ll drop you a note with a few business cards and call periodically. Thanks so much for your time.

NO: Well, how about you? When do you plan on moving, or buying an investment?

Business to Business Script 2


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Hello, this is from . I know we have been working together for some time now. And I have referred several customers to you… I would like to propose that we work together to refer customers to each other, would you be willing to do this?Great. Who do you know right now whom I might be able to help?

What I would like to do is check in with you monthly just to remind us to refer business to each other, would that be OK?(yes) Great, in the meantime, if you hear of anyone who needs my help please give me a call and I will do that same for you.

How, about yourself, what are your real estate needs?

By the way… offers a world-class relocation service. We can assist people who need to move to another city, state or even out-of-the country.We can help relieve the stress of finding a qualified real estate professional for your family & friends to work with. Isn’t that great? Now, who do you know that may need our help?

Vendor Script

Relocation Script


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Hello this is with , how are you today? I’m calling to follow up with you.

When we talked last, you said , and I would like to meet with you to discuss that further.

Which would be better for you, afternoons or evenings?


Lead Follow Up Script


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1. Tell me … how long have you been trying to sell your home? (Expired / FSBO)

2. Help me understand … what made you decide to sell this home?

3. Share with me … what is most important to you about getting your home sold?

4. What would you do if your home did not sell?

5. Where will you be moving to next?

6. How much do you want to list your home for, realistically? $

7. When I come out I am going to provide you with a net sheet so you will know what you will walk away with. So, how much do you currently owe on the property? $

8. Who is on title? (Fill out the Appointment Worksheet)

9. Will all of the decision makers be there when I arrive? Yes No

10. Let me ask you this … If what I say makes sense and you feel I can sell your home, will you be prepared to list your home with me? (Yes!) Great!

11. When I come out we are going to accomplish three things: a. First, I am going to share with you my unique marketing plan. b. Second, I am going to discuss market conditions and pricing. c. Third, If you feel comfortable at that point, I am going to ask you to sign the paperwork so we can begin the process of getting your home sold. 12. So, based on that … is there anything that would prevent you from listing your home with me on at ?

13. Let me give you my name and number … Do you have a pen? (No) I can wait. I am excited to come out and meet with you, see your home and help you get it sold!

14. (Name), I really appreciate your time. I will see you on at .

Pre-Qualifying Script


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1. T.A.P. (Thank you, Acknowledgement, Promise) A. (Name,) thank you again for meeting with me. B. I’d just like to acknowledge the time you are taking to have me over, and let you know that I appreciate it. C. I promise that regardless of your decision tonight…I will leave you with information that will empower you in getting your home sold.

Do you mind if we take a quick look at your home? Great! Three versions of trial close for the walk-thru: A. This is going to be a great selling point when you put your home on the market. B. This will be a great selling point when we put your home on the market. C. This will be a great selling point when we put your home on the market tonight.

***NOW THAT WE HAVE WALKED THRU YOUR HOUSE AND YOU HAVE REVIEWED THE PACKAGE I SENT, ARE YOU READY TO SIGN A LISTING AGREEMENT AND PUT ME TO WORK?IF YES – SIGNIF NO – GO TO #2.

2. M.A.P. (Motivation, Availability, Price)(Name,) before we get started I just wanted to give you a quick overview of what I will be covering with you tonight. A. First, we will spend a few minutes discussing what is important to you about getting your home sold. We will also address what you expect from me as your agent…and my expectations of you as sellers. B. Second, I’ll share some information about myself and what I do to get homes sold. C. The third area we will cover will be local market conditions and how they affect your price. D. And to wrap up…if you are comfortable with everything we cover together…and confident that I can sell your home…we will complete some paperwork. Sound good? Terrific! Let’s get started…

The ESS Listing Presentation


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3. DISCOVER THEIR MOTIVATION - “Let’s Review what we discussed: A. Share with me … what is most important to you about selling this property? B. Tell me … where you will be moving to next? C. What is the time frame in which you would like your home sold and why is that important to you? D. Share with me what you like most about your property? E. Are there any improvements or updates you have completed or plan on doing? Yes… What are they? F. Help me understand … what ultimately made you decide to sell? G. What would you do if your property did not sell or you didn’t get the right price?

4. SEPARATE YOURSELF FROM THE COMPETITION A. What is most important to you regarding the agent and the company you choose? B. What will you expect from the agent you hire to sell your property? C. Share with me some of the better marketing strategies you have used or would like to see used? D. What don’t you want me to do in regards to marketing? (i.e. Open Houses) E. Help me understand … what is most concerning or scary to you about selling? F. How often would you expect me as your agent to communicate with you? G. How would you know you are having a positive experience selling this property, even if it took longer than expected to sell? H. May I share what my responsibilities are as your agent? i.Advise & consult ii.Market & expose your home to the public iii.Negotiate the highest offer iv.Oversee the details of the transaction from start to close I. SHARE ACTION PLAN HERE. USE THE “VALUE CLOSE”

5. BEFORE MOVING TO PRICE, GET THEIR COMMITMENT TO WORK WITH YOU. A. Mr. & Mrs. Seller…how do you feel about what I’ve shared with you so far? B. How do you feel about working together? C. Put me to work for you now…and we will decide together…as a team the best price for your home.


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6. PRICE A. Share with me how you settled on your list price. B. Are you willing to negotiate below that price? (Expired/FSBO) C. What have other agents, and their Comparative Market Analyses, been telling you about your price? D. What “pricing strategies” have you been using to combat the market? (FSBO & Expired) E. May I share some market statistics with you? (Share Stats) F. What price do you feel we should use…to get a buyer to deicide buy your home…versus of the competition?

7. CLOSE A. Mr. and Mrs. Seller…is there anything else you would expect from me as your agent? (No) Great! B. Is there anything else you would expect from ABC REALTY? (No) Excellent! C. Is there any reason why we can’t get started tonight? (No) D. Fantastic! All we need to do now is take care of some paperwork.


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1. Share with me … what is most important to you about selling this property?

2. Tell me where you will be moving to next and what are you looking for in your next home?

3. What is the time frame in which you would like your home sold and why is that important to you?

4. Share with me… what do you like most about your property?

5. Are there any improvements or updates you have completed or plan on doing? (yes) What are they? When were they done?

6. Help me understand … what ultimately made you decide to sell?

7. What would you do if your property did not sell or you didn’t get the right price?

8. What is most important to you regarding the agent and the company you choose?

9. What would you expect your agent or company to do to sell your property?

10. Share with me some of the better marketing strategies (fsbo) you have used or would like to see used?

11. What don’t you want me to do in regards to marketing? (i.e. Open Houses)

12. Help me understand … what is most concerning or scary to you about selling? 13. How often would you expect me as your agent to communicate with you?

14. What would you want me to discuss with you?

15. How would you know you are having a positive experience selling this property… even if it took longer than expected to sell?

16. Share with me how you settled on your list price? Are you willing to negotiate below that price? (Expired/FSBO)

21 Questions for the Listing Presentation


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17. What have other agents and their Comparative Market Analyses been telling you about your price?18. What “pricing strategies” have you been using to combat the market?

19. Which agents have you been considering to list your property with … if any?

20. What have you liked about them and what concerns do have about them?

21. Ultimately, what are you trying to accomplish by getting your home sold?

REMEMBER: They have to be sold on you! What are you really selling? You are selling confidence and certainty! They must like you, trust you and respect you before they will agree to follow your leadership.


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1. Repeat & Affirm the Objection: (We want to think about it.) You want to think about it. That’s great.

2. Show Empathy: This is a big decision. If I were you, I’d feel the same way.

3. Ask three+ Yes Questions: I. Getting this home sold is a priority…correct? (Yes) Great! II. It is important that you make the most money possible on the sale….right? (Yes) Excellent! III. Do you find value in having the largest company in the world/area promoting & marketing your home? (Yes) Super!

4. (Name) I’m Confused: Help me understand…what is preventing us from getting your home on the market tonight? 5. Repeat & Affirm: “You would like to think about it”…that’s great!”

6. Isolate the Objections (Name)…we’re just exploring possibilities. Setting those issues aside for a moment…is there anything else that’s preventing us from working together? What other concerns do you have? What else? (Continue this process until they are out of objections).

7. Solutions: Ask the client for their solution to each objection. Then offer your solution. Repeat this process for each objection.

8. Concessions: Offer a concession if needed.

9. Close: Once all objections are resolved, close for the signature.

10. Congratulate: Congratulate the client on there decision to move forward. Tell them, “You have made a great decision!”

The Master Close


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“How Do You Feel” Close

1. How do you feel about what I have shared with you? ( ) Great! 2. How do you feel about us working together? ( ) Excellent! 3. How do you feel about us putting together some paperwork right now? ( ) Outstanding? 4. Let’s get started by concluding on a final list price and filling out some paperwork! How do you spell your last name

“Three No” Close 1. Is there anything else you would expect from me as your agent to get your home sold? (No) Great! 2. Is there anything else you would expect from Century 21 Everest in order to get your home sold? (No) Excellent! 3. Is there any reason why we can’t get started tonight?

“The Value Close” 1. Are you aware of ? 2. May I share . (Describe the feature & the benefit to them). 3. Do you feel/see/think there is value in that? 4. What value do you see? 5. That’s something you would want me to use/do…right? 6. Repeat steps 1-5 with each benefit you are presenting. 7. Great! Is it safe to assume that we can work together, as long as we can agree upon a price and commission, that we both feel comfortable with?

Powerful Closes for the Listing Presentation


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If over a three week period, the property has not sold, it is in almost all cases overpriced!

Scenario 1: 1. No showings 2. No offers 3. Home is 7-10% overpriced

Scenario 2: 1. Some showings (1-3 per week) 2. No offers 3. Home is 5-7% overpriced

When working with a seller who is reluctant to correct their price, you must help them remember WHY they are selling. As their listing agent, it is your responsibility to lead them through this process. Remember…every home can be sold…if the agent and the seller do the following:

Agent’s Job:1. Future pace (set expectations)2. Re-cast a clear vision3. Re-visit the seller’s motivation4. Share statistics

Seller’s Job:1. Home is available to be shown2. Home is in show-able condition3. Home is priced right

SCRIPT: Two Standards In Pricing When a House Doesn’t Sell: 1. If a house is on the market for thirty days or more, with very few or no showings, it needs a > 10% adjustment. 2. If a house is on the market for thirty days or more, with a lot of showings, but no offers or low offers, it needs a 5% > adjustment.

Pricing Strategy


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All ESS Listing Agents should be communicating with their Sellers on a weekly basis. Each of your weekly calls should include the following:

1. Feedback from Buyers/Agents who viewed the property A. Do not edit or soften the feedback B. Repeat honestly what the buyer/agent conveyed. C. If no feedback is received from the buyer’s agent then you may say, “We did not hear back…and we know that if no offer is made…your home is over priced.”

2. Market Update A. New actives, solds & under contracts in the last seven days B. Any relevant market news. (Quote third party sources)

3. Specific activities you’ve done this week to market the house.

4. Internet Traffic Update A. Realtor.com B. Company provided information C. Any other internet sources you have

5. Motivation A. Re-visit the seller’s motivation B. Connect motivation to price

Weekly Call to Sellers


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1. How long have you been looking for a home? (30 days) Wonderful!

2. How soon do you have to be moved into your new home? (90 days) Good for you!

3. Name, will you need to sell an existing home…to buy the next one? (No) Terrific!

4. Have you seen any homes you’re interested in? Great!

5. Are you working with any other agents? (No) Perfect! (Yes) Interesting.

6. What price range are you looking in? ($300,000) Perfect!

7. Who are you working with for your financing? Excellent!

(Name,) I’d like to help you buy a home…Let’s get started

Fortunately…to get you one step closer to your new home…all we need to do now is set an appointment, which is better for you… afternoons or evenings?


Buyer Appointment Script


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Step 1:Determine your criteria for working with a buyer

1. Pre-qualified with a lender 2. Highly motivated 3. Willing to meet you in the office 4. Accepts your leadership 5. Willing to sign a Buyer-Broker Agreement

Step 2:Set the appointment to meet the prospective buyer in the office.

Step 3:Have the buyer agree to speak to your approved lender prior to your appointment or arrange to have your lender meet with them at your appointment.

Step 4:Give your Buyer Presentation:

1. (Name) thank you again for coming into the office. 2. I would like to acknowledge you for taking time out of your busy to meet with me. 3. I promise that you will leave today with your questions about buying a home answered…and hopefully…feeling more confident and excited about the whole process! 4. Before we get started…I’d just like to briefly go over what we will be covering today. 5. First, I’d like to spend some time finding out what you’re looking for in a home…and what’s most important to you during the experience. 6. Second, I’ll share what I do as an agent…not only to help you find a home you love… but to negotiate the best price…and protect you through the process. 7. Last, if you feel comfortable with everything I share with you…and confident that I can help you…We will take care of some paperwork and get started! Sound good? Great!

Buyer Presentation


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8. So…share a little bit about yourselves with me. Family? Kids? 9. What are your plans? 10. What is important to you about your next home? 11. Have you ever owned a home before…or will this be your first? 12. How soon would you like to be in your new home? 13. Tell me…what are you looking for in your next home? A. Neighborhood B. Price range C. Bedrooms D. Baths E. Square feet F. Garage G. Style 14. What questions do you have about the buying process? 15. What questions do you have about down payment, closing costs and earnest money? 16. May I walk you through what the buying process looks like, so you know what to expect? 17. EXPLAIN STEPS IN THE HOME-BUYNG PROCESS: A. Looking stage (set expectations for how many homes they will view) B. Writing the offer (Have a blank REPC to show the Buyers) C. How earnest money works D. Review all the different deadlines in the REPC and how they work E. Discuss due diligence (i.e., inspections, etc.) F. Time to move in! 18. Do you have any questions that I didn’t cover? 19. Are you ready to get started? 20. Great! Let’s take care of some paperwork.


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Appointment Date: Day: M T W R F S Su Time: Who Set the Appointment: Asking Price (FSBO/Exp): $ Date Appointment was Set: What price do you want to list for: $ Old MLS Number: Spoke with: Husband Wife Both Names on Title: Address: Home Phone: Email: Cell: Cell: Rank: Motivation 1 2 3 Notes: Rank: Will you list? 1 2 3 Notes: Source: SOI Referral Marketing FSBO Expired Other

Tell me a little bit about your home …Upper Level: Bed Bath Square ftMain Level: Bed Bath Square ftBasement: Bed Bath Square ft Basement Finished % Total Sq. Ft: Year Built: Roof: Flat Pitched Exterior: Style: Garage(s): Carport(s):

Lot Size: RV Pad: Yes NoLandscaping: Full Partial Sprinkler System: Auto Partial None

Is it located on a busy street? Yes No Is it located on a corner lot? Yes NoIs it located in a cul-de-sac? Yes NoWhat updates, if any, have you done to your home?

When were the updates done?Rate your home on a scale of 1 to 10? What would make it a 10? Are there any features/conditions that make it more valuable?Are there any features/conditions that make it less valuable?

Appointment Sheet


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1. Thanks, Acknowledge, Promise/Commitment

2. Asking Questions – 20 Powerful Factual and Emotional Questions

3. Earn the Right – 5 Things about Yourself and 5 Things about Your Company

4. Sound Bites1. 2. 3.

5. Marketing and Exposure1. 2. 3.

1.2.3.4.5.6.7.8.9.10.

11.12.13.14.15.16.17.18.19.20.

Listing Appointment Sheet

1.2.3.4.5.

1.2.3.4.5.


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6. The CloseAssumptive Closes:

1. 2. 3.

Trial Closes:1. 2. 3.

Formal Closes:1. 2. 3.

7. Objection Handlers – Have the 5 Most Common ready.1. 2. 3. 4.5.

8. Expectations

9. Pricing and Strategies

10. Why should they hire you?


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Date Scheduled: Team Member: Source: Sign Call Prospecting SOI AD InternetName: Name: Home: Work: Mobile: Property Address: City: Zip: 1. Are you currently working with an agent? (No) Great! (Yes) Great! 2. Have you signed a contract with them? (No) Great! (Yes) End the call3. Do you own your own home or do you currently rent? (Rent/Own) 4. How soon do you want to be in the new home? 5. What would you rate your motivation to buy a home? HIGH MEDIUM LOW 6. Have you been pre-qualified with a lender? (Yes) Which one?7. Have you had your credit checked? Yes / No8. How much did you qualify for? $ 9. How much of a payment could you handle? 10. How much of a down payment will you be working with? 11. Is the loan FHA or Conventional? 12. Credit: EXCELLENT GOOD BAD13. Have you ever filed bankruptcy: NO YES Discharge Date: 14. What type of bankruptcy? Chapter 7 Chapter 1315. How long have you been on time with your payments? 16. Current rent payments: 17. Lease End Date: Can you break the lease? YES NO18. Employment: How long? 19. Employment (Spouse): How long? 20. Income: $ Hours Per Week?21. Income (Spouse): Hours Per Week?22. What are your current monthly expenses? 23. Are you or your spouse a Veteran?

Buyer Appointment Sheet


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What do you absolutely need in the property? What do you absolutely want in the property? Bedrooms: Basement: Sq footage: Lot size: Bathrooms: Garage Age: Style: Location / Area: Describe the type of home you would want: Are there any special needs or requirements? Expectations:

• Pre-qualified (Pull credit)• Show them all the homes• Buyers Agent Agreement• Date for the next appointment


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I, , will do the following:

This contract will be in force until .

If I do not do all of the above mentioned points strictly and exactly, I will allow:

Agent Date

Accountability Partner Date

Accountability Contract

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