Ok, we’ve always said that you don’t have to memorize scripts, you just have to understand and apply the concept but, I lied! The scripts listed below are so good that if you don’t memorize them, you’ll be doing yourself a great disservice. So turn off your phones, put your iPads down, ignore your emails, and your spouse and start studying.
1. Begin your relationship with every new client by using the following:
“If you don’t mind, I’d like to ask you a few questions. Then I can be specific about the information I share so we can be sure to meet your needs. Would that be OK?”
2. Help your clients manage their risk by using the following:
“My role as your trusted real estate advisor is to help you manage your risk by dealing with the “what ifs” and the “is it possibles”. Because, if I didn’t discuss them, and they were to happen, I would have done a disservice to you.”
3. Ask every buyer or seller the following:
“If you were to buy (or sell) today, what would that mean to you?”
4. To prospect for listings, use the following:
“Our company has recently sold a number of homes in the area and we still have a number or buyers were working with. Who do you know that’s thinking about moving?”
5. To get referrals from happy clients, use the following:
“If you happen to know of anybody that’s thinking about moving or has a real estate need, please don’t keep me a secret.”
6. To get email addresses, use the following:
“I’m in the process of conducting extensive research on the real estate market and there are some exciting trends developing. In the past, I’ve shared this information with my best clients. I’d be happy to include you if I see anything that you should know about. What’s your best email address?”
7. To Establish rapport in an open house, first ask:
“If you don’t mind, there are a couple of unique features about the home that I’d like to share with you. Would that be OK?”
8. When dealing with expired listings, use this script:
“I noticed you recently had your home listed for sale and took it off the market. Are you like a lot of the people I know who have decided to wait until the market improves before you sell?”