BUSINESS-FOR-LIFE POWERFUL SCRIPTS & DIALOGUES

Real Estate Scripts and Objection Handlers

Each Title is a “Link” to that category index.
The category index ”Title” brings you back here.
Each Page “Title” brings you back to that category index.
(Newer versions of “Word” also have browser like “back” and “forward” arrows on the upper left – right click the upper task bar
and check the “Web” option .Use “View” + “Print Layout” or “Print Preview” to see page numbers on screen. “File” + “Print” +
“Current Page” will print just the page the cursor is on. )

Main Index
Category Page #

Expired Listings 2

FSBO’s (For Sale By Owner) 11

Past Clients & Sphere of Influence 28

Prospecting 28

Listing Property 39

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The Underlined Headings are a “Link” to that item.

Each Page ”Title” brings you back here.
The Expired Listings “Title” goes to the main index.
(Newer versions of “Word” also have browser like “back” and “forward” arrows on the upper left – right click the upper task bar
and check the “Web” option .Use “View” + “Print Layout” or “Print Preview” to see page numbers on screen. “File” + “Print” +
“Current Page” will print just the page the cursor is on. )

Expired Listings

Activity Item Script # Page #

Prospecting Normal 1……...……3

Prospecting Aggressive Sentences 2.……….… 5
Prospecting Answering Machine 3…….….… 6
Prospecting Old Expiry Call 4…….….… 7

Objection Handlers

Receiving Many Calls (Good News) Ob.1……… 8

Friend in the Business or (Second Opinion) or Ob.2……… 9
Re-listing same agent or ($ In Your Pocket) Ob.3……… 10
Already decided on agent

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Script # 1

PROSPECTING SCRIPT
EXPIRED LISTING
♦ Hello, this is ___________ with __________ and I will be brief. I
wonder though, if you could help me out.

♦ While doing our daily computer update for our buyers, your listing came
up as expired. I wanted to ask, do you still want to get your home sold?
(Great!)

(If they say yes close for an appointment.) Page 4

♦ I’m wondering, if you sold this home where would you go next? (That’s
exciting)

♦ When would you like to be moved by? (Terrific)

♦ On a scale of 1 to 10 (10 being the most) what would you say your
motivation is? (Terrific)

♦ What happens if your home does not sell? (Great)

♦ Did your last agent give you any idea why your home did not sell?
(Great)

♦ How many showings did you have? (Really)

♦ If you had a serious qualified offer on the table today, would there be any
flexibility in the price? (Terrific)

♦ I’m sure it would interest you to know that the ________ Real Estate
Board reports that less than ____ % of the homes for sale are actually
selling. Were you aware of this? (Terrific)

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♦ The exciting news is I have an aggressive marketing program that sells

_________ % of my listings. Let me ask you this, if we could get your
home sold and achieve a closing date suitable to you, would you be
interested in selling? (Great)

♦ As I said earlier, I work with a lot of buyers and sellers in your area.
Let’s do this, set a time to get together so that I can take a closer look at
your home. While I’m there I can share some ideas on how I can get
your home sold. (Wonderful) (Link back to script continue) Page 3

♦ I have an opening in my schedule at _____ or _______. Which would be

best for you?

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Script # 2

AGGRESSIVE EXPIRED SCRIPT

SENTENCES

♦ I’m calling to see if you plan on hiring an aggressive agent to get your house
sold.

♦ Are you just taking your home off the market?

♦ This was a tough go wasn’t it?

♦ These agents are coming out of the woodwork, aren’t they?

♦ Are you getting a lot of calls?

♦ Where were they when your home was listed for sale… that’s what I want to
know?

♦ If you had sold this home…where were you going?

♦ What is your time frame?

♦ You got ripped off…didn’t you?

♦ You know why most people end up hiring me?

♦ Cause I know how to deal with these people… Did you know I’ve already
helped ___ people move this year?

♦ If you were one of my customers…your house would be sold… So… Why do

you think your home didn’t sell?

♦ How did you happen to pick the last agent you listed with? (That obviously
didn’t qualify them to sell your home.)

♦ What will you expect from the next agent you choose?

♦ Have you already chosen an agent to work with?

♦ I would like to apply for the job of selling your home… Are you familiar with
the techniques I use to sell homes? What would be the best time to show you?

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Script # 3

PROSPECTING SCRIPT
EXPIRED LISTING – ANSWERING MACHINE

♦ Hello, this is ______ with _____.

♦ The reason I’m calling is I work with a lot of buyers and sellers in your
area and while doing our daily computer update for our buyers your
listing came up as expired.

♦ Please call me; I have a couple of important questions I need to ask.

♦ Again, this _______ with _____, and my number is _____.

♦ Please give me a call back.

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Script # 4

PROSPECTING SCRIPT
OLD EXPIRY - CALL

♦ Hello, my name is _________ with _______ and I will be brief.

♦ I am a full time professional realtor and I work with a lot of buyers and
sellers in your area. I was going through some old files and I noticed that
your home was previously for sale and didn’t sell. (Great)

♦ Have you re-listed it or sold it since then? (Terrific)

♦ One thing I’m sure you would be interested to know is you weren’t the
only one that didn’t sell. Over ____% of the homes that were up for sale
at that time didn’t sell. Did you know that? (Great)

♦ If we could get your home sold and achieve a closing date suitable to
you, would you be interested in selling?
1. I’m curious, if you were to sell where would you go next? (Perfect)
2. How soon would you like to be moved by? (Wonderful)
3. Did your last agent give you any ideas why your home didn’t sell?
(Ouch)
4. Did you have any offers? (Really)

♦ As I said, I work with a lot of buyers and sellers in your area and the
exciting news is I have an aggressive marketing program that sells over
___% of my listings. (Terrific)

♦ Let’s do this, let’s set a time to get together so that I can take a look at
your home, and while I’m there I can share ideas on how I can get your
home sold. (Great)

♦ I have an opening in my schedule at _____ or _____. Which would be

best for you?

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Objection # Ob.1

They say they have already received several calls.

♦ I know that you have been on the market all this time and it is frustrating
that all of a sudden realtors come out of the woodwork. I did not call to
add to your frustration. I’ll be brief – may I ask a few questions?

♦ How many calls have you received? (Great)

♦ I’ll bet you’re glad EVERYONE didn’t call, right? (Terrific)

♦ Well, the good news is that the agents that did call are the most
aggressive…

Go back to Prospecting Script # 1-

Expired Listing

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Objection # Ob.2

WE ALREADY HAVE AN AGENT IN MIND, OR FRIEND OR RELIST.

♦ Let me ask you a question…

♦ Is it fair to say that this home is one of your most valuable assets?

♦ So… based on that, how important is it you get your home sold?

♦ Obviously, if you’re going to sell one of your most valuable assets you’re
going to want to hire the best-qualified agent for the job, right?

♦ Do you feel I can sell your home?

♦ When buying a car, do you buy the first one or do you shop around a bit?

♦ Then what could it hurt to get another opinion? Compare my service and
success rate to that of the other agent, then you decide who is best
qualified to handle the sale of your home.

♦ Now, that couldn’t hurt anything could it?

♦ I have an opening in my schedule at ____ or _____. Which would be best

for you?

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Objection # Ob.3

WE ALREADY HAVE AN AGENT IN MIND, OR FRIEND OR RELIST.

♦ Oh, you already have an agent picked out…Oh, that’s great!

♦ And let me ask you…

♦ You’re selling on your own because you want to net top dollar…
right…?

♦ I mean you don’t care who sells your home… it’s what you put in your
pocket that’s important to you… don’t you agree?

♦ That’s exactly why we should… GET TOGETHER… so I can show you

how I can put more money in your pocket!

♦ What works better for you, Monday or Tuesday at 4?

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FSBO’s
(For Sale By Owners – Private Sellers)
The Underlined Headings are a “Link” to that item.
Each Page ”Title” brings you back here.
The FSBO’s “Titles” go to the main index.

“Every person who owns a home and tries to sell it is a For Sale By
Owner. It’s just that some of them hire a professional like me, to get
them more money and a quicker sale!” – Saul Serna

Activity Item Script # Page #

Prospecting For Sale By Owner 5…….….… 12

Prospecting Inspection 6………….. 13
Prospecting Answering Machine 7………….. 14
Prospecting Several Machine Mes. 8..….. …….. 15
Prospecting Powerful Closes 9..………… 16

Objection Handlers
Bring Me A Buyer (Save The Other 3%) Ob.4……….17
Bring Me A Buyer (How Agents Work) Ob.5……….18
We Can Sell It Ourselves (Does The Buyer Pay?) Ob.6……….19
We Can Sell It Ourselves (Yes You Can) Ob.7……….20
Discount Broker If We List (Discount?) Ob.8……….21
Discount Broker If We List (Work Against You?) Ob.9……….22
Discount Broker If We List (Agent Compensation) Ob.10 ……. 23
Try Another Few Weeks (Market Changes) Ob.11 …….. 24
Try Another Few Weeks (Moved To Florida) Ob.12 …….. 25
Have Interested Prospects (Look After Details) Ob.13 …….. 26
Have Interested Prospects (See If Serious) Ob.14 …….. 27

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Script # 5 PROSPECTING SCRIPT

FOR SALE BY OWNER (FSBO)
♦ Hello, this is ________ with ________ and I will be brief.

♦ I am a full time professional realtor, I work with a lot of buyers and sellers in
your area and I noticed your sign/ad.

♦ Is your home still available or have you sold it?

♦ Do you think you could help me out? I like to keep informed of what’s
happening in your neighborhood so would you mind if I asked you a few
questions?

1. When your home sells, where will you be moving to? (Great)

2. If a buyer was to come along today, what sort of closing date are you
looking for? (Perfect)

3. How much are you asking for your home? (Great)

4. How important is it to you to get your home sold? (Terrific)

5. What happens if it does not sell? (Ouch)

6. Why did you decide to sell on your own? (Great)

7. How long have you been trying to sell your home yourself? (Terrific)

8. If you were to list; who would you list with or would you interview agents
at the time? (Interesting)

9. If you’re like most private sellers, you probably have a time frame in mind
as to how long you will try selling your home on your own. When will you
consider taking to agents regarding the job of selling your home? (Great)

10. Are you familiar with the techniques I use to get homes sold? (Perfect)

♦ As I said earlier, I work with a lot of buyers and sellers in your area. Let’s do
this, let’s set a time to get together so I can take a look at your home. While
I’m there I can share some ideas on how I get homes sold. That way you can
compare what I do to what you’re doing. (That’s great)

♦ I have an opening in my schedule at _____or _____. Which would be better

for you?

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Script # 6

PROSPECTING SCRIPT
FOR SALE BY OWNER (FSBO)
- INSPECTION SCRIPT

♦ Would it be ok if I kept your home in mind for any buyers that I come
across?

♦ With _________homes on the market it helps if I know more about what

makes your home attractive to a buyer.

♦ To do this I would like to have a quick look at your home, no sales pitch,
just a quick inspection.

♦ I have an opening in my schedule at ______ or ______. Which would be

best for you?

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Script # 7

PROSPECTING SCRIPT
FOR SALE BY OWNER (FSBO)
- ANSWERING MACHINE

♦ Hello, my name is __________with __________.

♦ I am a full time professional realtor and I work with a lot of buyers and
sellers in your area, and I noticed your sign/ad in the paper.

♦ I have a couple of very important questions I need to ask you about your
home, so please give me a call back.

♦ Again it’s __________with __________ and my number is

____________.

♦ I look forward to hearing from you.

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SCRIPT # 8

PROSPECTING SCRIPT
FOR SALE BY OWNER (FSBO)
SERVERAL MACHINE MESSAGES

♦ Hello, my name is __________with __________.

♦ I have left a number of messages regarding your home and I have not
heard back from you yet.

♦ I realize that you are trying to sell your home on your own and I respect
that.

♦ I do however realize, from experience, that most folks eventually talk to a

real estate agent when the time is right, and I just want to be one of the
agents you talk to.

♦ As I said before I work with a lot of buyers and sellers in your area.

♦ Please call me at __________ so that we can discuss your time frames.

♦ Again, my name is __________ with __________ and my number is

__________.

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POWERFUL CLOSES FOR FSBO’s

♦ If I can show you how I will get you 8% more money than you can
…selling it on your own…Only a fool would pass that up…right?

♦ All I need is a few minutes to show you how I do that… Which is better
for you ____or ____?

♦ Our company sold 4 properties this weekend… Did you know that the
market is no longer appreciating? With each week you could be losing
thousands of dollars as the market slides backwards… 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.

♦ What kind of buyers look at For Sale By Owners?

♦ Why wouldn’t a buyer just work with an agent?

♦ Do agents have access to 98% of the homes listed for sale?

♦ That’s why buyers work with an agent.

♦ Buyers that are looking at your home…can’t work with an agent…can I

explain?

♦ Agents do their best work with buyers that are qualified and realistic…
Can I tell you who is looking at your home?

♦ Buyers that don’t qualify for a conventional loan and are looking for a
special deal to help them get into a house…are you prepared to help
finance the home for a buyer or make a special arrangement?

♦ The second kind of buyer looking at your home is an investor…preying

on For Sale By Owners…who are frustrated with the process…that they
can take advantage of…to get a deal…

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Objection # Ob.4

BRING ME A BUYER & I’LL PAY YOU 3%

♦ So what you are really talking about is that you want to save the other 3%
it would cost you to hire me…is that correct?

♦ There are two ways I can do that – may I share them with you?

♦ One is through the exposure I can give your property versus what you are
able to do on your own.

♦ The other is by using our expertise in selling and negotiating properties to

get you the highest price. In fact … on average …we sell our homes for
98.7% of the asking price. The normal agent sells homes for 95 or 96%
and the average FSBO sells for 91-93%.

♦ Are you beginning to become aware that listing with me will actually put
more money in your pocket?

♦ What time is best for you…?

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Objection # Ob.5

BRING ME A BUYER & I’LL PAY YOU 3%

♦ Thanks for thinking about that…let me ask you…do you know how
buyer’s agents work?

♦ The job of a buyer’s agent is to negotiate the most lucrative deal for the
buyer…not for you.

♦ So…why would you actually pay someone to work against you? It

would be like paying an attorney to represent the other party…doesn’t
really make sense, does it?

♦ I have some time this afternoon or this evening so I could come by and
show you how strong representation can work to your advantage.

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Objection # Ob.6

WE DON’T NEED AN AGENT…WE CAN SELL IT ON OUR OWN.

♦ I agree…you probably could sell it on your own.

♦ And I’m sure you know what you’re doing…I’m clear on that just based
on my conversation with you.

♦ However, the challenge that you run into is this…

♦ Does the buyer pay the commission? (No.)

♦ No, so for the buyer there are no real estate fees involved. All they have
to do is contact a realtor…and that agent will do all of the searching, all
of the driving, and when a buyer says “I like that one” the agent will give
them copies of all recent sales. They’ll do all the negotiation, handle the
whole escrow, and it doesn’t cost the buyer a penny for this service.

♦ So, what’s going to motivate a buyer to do all of that legwork on his

own? (Ans.) What you’ve probably already noticed is the number of
casual lookers, unqualified prospects, and bargain hunters your home has
been attracting. You do want to reach the most serious buyers, don’t you?
(Yes.)

♦ Great! Let’s go ahead and meet. I can come by today at 4:00 or

tomorrow at 6:00…which is better?

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Objection # Ob.7

WE DON’T NEED AN AGENT…WE CAN SELL IT ON OUR OWN.

♦ Yes, you probably can sell your home…

♦ The question is at what price can you sell your home?

♦ See, even if you are fortunate enough to get an offer, private offers tend
to come in at 7-10% below your price.

♦ Naturally, buyers know that you’re selling without an agent and they are
trying to save the same money that you are.

♦ Now, when you list with me…my listings sell on average for 98.7% of
the asking price which means that even though you…hire…me, you
actually end up with more money in your pocket, and that’s what you
want, right?

♦ Let’s get together, would Monday or Tuesday at 4 be best for you?

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Objection # Ob.8

WE’LL LIST WITH A DISCOUNT BROKER IF WE DO LIST.

♦ Mr. And Mrs. Seller, would you take Fido to a discount veterinarian?
Would you go to a discount doctor, or would you fly in an airplane that
was being flown by a discount salary pilot?

♦ Your home is your biggest financial investment…

♦ Can you really afford to use a discount broker?

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Objection # Ob.9

WE’LL LIST WITH A DISCOUNT BROKER IF WE DO LIST.

♦ Using a discount agent certainly sounds like a way to save money,

doesn’t it?

♦ I mean, you’re probably thinking, if they can do the same kind of work
and charge less, it would be great, wouldn’t it?

♦ And yet… can I tell you why that would work against you?

♦ (Ans.) This agent is going to be the person you are trusting, that you’re
hiring, to have every conversation with prospective buyers and all the
conversations with agents that represent buyers for your home, and
obviously, you won’t be present for these conversations.

♦ So…if an agent is willing to give away their own money just to get your
listing, what do you think their going to do with your money to try and
get a sale?

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Objection # Ob.10

WE’LL LIST WITH A DISCOUNT BROKER IF WE DO LIST.

♦ Yes! That is definitely an option!

♦ And may I explain how that might not be in your best interest?

♦ So, since you already know that the most motivated buyers are already
working with agents, how do you think an agent narrows down that list of
say, 30 available homes so that they can show their buyer the 10 best &
write up a contract & get a deal going? Right!

♦ One of the things they consider is the compensation they’ll get!

♦ Let me ask you, if you were that agent & had to narrow down a list from
30 to 10, would you put on that list a house where you were going to get
paid less than the other homes on there?

♦ Why not start out showing them homes that they’ll like where you’ll get
paid a full commission?

♦ Makes sense, doesn’t it?

♦ Let’s get this thing done right! Sign here.

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Objection # Ob.11

WE WANT TO TRY IT FOR ANOTHER FEW WEEKS.

♦ Ouch!

♦ You want to try it for another few weeks?

♦ I can appreciate that because you have just started to market your home
on your own.

♦ However, are you aware that there are 25% more homes for sale now
than there were 6 months ago?

♦ Also, are you aware that the market is leveling off, and even dropping a
little bit?

♦ I know you want to net the most amount of money in the least amount of
time with the least amount of inconvenience to yourself.

♦ Let’s do this…let me meet with you for 20 minutes and show you how I
sold 80 homes last year and netted my clients the most amount of money
with the least amount of inconvenience to them.

♦ Then, you can make a decision for yourself. How does that sound?

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Objection # Ob.12

WE WANT TO TRY IT FOR ANOTHER FEW WEEKS.

♦ You know… just last week I met with a private seller who… like
yourselves…was wanting to wait a couple of weeks.

♦ Instead… they decided to… list with me… and the end result is that I had
it sold for them within 10 days.

♦ Now, the seller is already packing and will be in Florida by

Thanksgiving.

♦ Let’s do this… I don’t mind dropping by to take a look and see if your
home is a good candidate for the same kind of results.

♦ What’s convenient… 2 or 4?

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Objection # Ob.13

I HAVE SOME INTERESTED PROSPECTS THAT WILL

PROBABLY BE BRINGING ME AN OFFER.

♦ Let me ask you…

♦ How would it affect your plans to… sell this home …

♦ If you accepted an offer, and found out 30-45 days later, that the buyer
wasn’t fully qualified?

♦ You’ve probably heard of sellers having their home in escrow for a long
time, only to have the deal fall apart at the last minute… right? (Yes.)

♦ That can often be prevented if all of the details are looked after correctly.

♦ Let’s do this… list your home… with me… and I’ll make sure the details
will be looked after, allowing you to be in San Diego by _____…

♦ Won’t that be a relief?

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Objection # Ob.14

I HAVE SOME INTERESTED PROSPECTS THAT WILL

PROBABLY BE BRINGING ME AN OFFER.

♦ Terrific!

♦ That is exactly why we need to get together! Can I tell you why?

♦ Imagine if you are a serious buyer, and the house that you want to
purchase will soon be exposed to thousands and thousands of other
buyers and real estate agents…

♦ Would you be more or less motivated to make an offer?

♦ All you need to do is… list your home… to see if those prospects are
serious or not… and if they will offer you a better price, don’t you agree?

♦ What time…?

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The Underlined Headings are a “Link” to that item.

Each Page ”Title” brings you back here.
The Past Client & Prospecting “Titles” go to the main index.

Past Client & Sphere of Influence

Activity Item Script # Page #

Customer Service First Call 10.….….…. 29

Customer Service Follow Up 11………… 30
Customer Service Apology 12………… 31
Customer Service 1 Day Before &
1 Week After Closing 13….. …….. 32
Customer Service 30 Days After Closing 14….. …….. 33

Prospecting

Cold Call Rental Property 15….. …….. 34

Cold Call Yard Sale 16….. …….. 35
Cold Call Just Listed 17….. …….. 36
Cold Call Just Sold 18….. …….. 37
Cold Call Just Sold (< 3 Months) 19….. …….. 38

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Script # 10

PAST CLIENT – SPHERE FIRST CALL

♦ Hello, it’s ________calling from __________.

♦ I’m calling to remind you that I’m still in the Real Estate Business and I
was wondering if you have any real estate needs that I can help you with?

♦ There is something else I would like to discuss with you. As I’m sure
you know, a large percentage of my business comes from referrals from
people I know, and this business is greatly appreciated.

♦ I have set a very high goal for myself this year and I am looking for a
little help to increase my referral business. I was wondering…if you
knew someone considering buying or selling real estate, would you refer
them to me?

♦ Who can you think of right now who might be considering a

move…maybe a friend, relative, neighbor, or someone from work?

♦ One other thing I should mention, I will be sending out a Preferred Client
Update to keep you up to date on the real estate market. Is this
something you would be interested in receiving?

♦ I want to thank you for your time; I will be keeping in touch every few
months.

♦ In the meantime, if you should hear of anyone moving, please keep us in

your thoughts.

If anyone gives you a referral send him or her a hand written thank you note
or a gift.

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Script # 11

PAST CLIENT
SPHERE FOLLOW-UP CALLS

♦ Hello, this is __________ with __________.

♦ I just wanted to say hello and let you know that we’re having a terrific
year thanks to all the referrals we have received from friends and clients
like yourself.

♦ As I’ve discussed with you before, most of our business comes from
referrals, people remembering me, when they hear of anyone that is
interested in buying or selling a home. I was wondering, who do you
know that might be considering a move over the next few months…?
Maybe a friend, relative, neighbor or someone from work? (Thank you)

♦ Are there any questions you have regarding the real estate market, or any
real estate needs we could help you with right now? (Great)

♦ Have you been receiving our newsletter?

♦ I want to thank you for your time, and as I said before, I will keep in
touch every few months. In the meantime, should you hear of someone
moving please keep us in your thoughts.

To open the conversation you might want to start with some interesting
news:

Sales up or down
Average sales price up or down
Average number of days on the market
Interest rate news
About a great investment property you have for sale
Value added idea you have to offer
Upcoming Customer Appreciation event

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Script # 12

PAST CLIENT – SPHERE APOLOGY

♦ Hi __________.

♦ It’s __________calling from __________. How are you? It’s been some
time since we last spoke.

♦ The reason for my call is I owe you an apology. I have not been very
diligent in keeping in touch with my clients and I’d like to make a fresh
start.

♦ Since our last conversation I’ve made many improvements to my

business. The biggest change was made in client support and follow-up.

♦ My job as your real estate agent is more than just helping you buy or sell
a home. It’s making sure you are kept informed of what’s happening
with your investment long after the sale is done. In fact, what I do now is
schedule a(n)_________(annual, monthly, quarterly etc.) real estate
check-up with my clients.

♦ Also, I want you to know that if you ever need information or anything
pertaining to real estate or the household, I’m the one you should call
first. I have many contacts who can help you with mortgages, plumbing
problems, electrical problems and more.

♦ I am your Real Estate Advisor.

♦ It was great speaking with you again and I look forward to keeping in
touch more often.

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Script # 13

CLIENT
1 DAY BEFORE & 1 WK AFTER CLOSING

♦ Hello Mr. / Mrs. ______. This is ______ with______.

♦ I wanted to give you a quick call and thank you very much for your
business and to see if you have any questions, problems or concerns
regarding your new home (or sale transaction) that I might be able to
help you with.

♦ If anything comes up please don’t hesitate to call, we are here to help.

♦ By the way, if you have any family or friends we can help please keep
us in your thoughts. (Great)

Schedule follow-up call for 30 days and use Prospecting Script – 30 Days
After Closing

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Script # 14
PAST CLIENT
- 30 DAYS AFTER CLOSING
(Option 1; Just Bought, or Bought and Sold)

♦ It’s already been a month since you moved and I am still in touch with the
seller. Do you have any questions, problems or concerns regarding your new
home that I might be able to help you with? (Great)

If bought and sold continue…

♦ Are there questions or concerns I might be able to help you with?

(Option 2; Seller, Client, only)

♦ It’s already been a month since your move. I was just calling to see if you had
any questions or concerns regarding your sale transaction? (Perfect)

♦ There is something else I would like to discuss with you. As I’m sure you
know; a large percentage of my business comes from referrals from people I
know and this business is greatly appreciated!

♦ I have set a very high goal for myself this year and I am looking for a little help
to increase my referral business. I was wondering; if you knew of someone
considering buying or selling real estate, would you be comfortable referring
them to me.

♦ Who can you think of right now that might be considering a move…maybe a
friend, relative, neighbor or someone from work?

♦ One other thing I should mention, I send out a newsletter 10 times a year to all
my preferred clients to keep them up to date on the real estate market. Is this
something you would be interested in receiving?

♦ I want to thank you for your time and I will keep in touch every few months.
In the meantime, should you hear of anyone moving, please keep us in your
thoughts.

If anyone gives you a referral send them a hand-written thank you note or a small
gift.
Schedule a follow-up call for every 60 days.

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Script # 15

PROSPECTING SCRIPT
RENTAL PROPERTY
♦ Hello, my name is __________ with __________.

♦ I work with a lot of buyers and sellers in your area. The reason I’m
calling is I noticed your ad for the rental property and was wondering if
you have any plans of selling that property with the market as strong as it
is?

(If yes, go to close)

(If no, continue)

♦ I have sold and found a number of investment properties for clients in the
past and the market is truly outstanding right now. Do you own any
other investment properties or is this your only one?

If they have no more:

♦ Are you interested in purchasing any new investment properties within
the next year?

If they have other properties:

♦ Do you have any plans to sell any of your other properties over the next
3-6 months?

If they plan to buy or sell:

♦ It sounds like we might be able to do some business together. Let’s do

this. Let’s set a time to get together so we can discuss how I might be
able to help you achieve some of your goals.

♦ I have an opening in my schedule at ________or ________. Which

would work best for you?

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Script # 16

YARD SALE

♦ Hello, my name is _________with _________.

♦ I’m calling as I noticed your ad for your yard sale.

♦ I was wondering; do you have any plans of selling your home? (Great)

(If they are planning on selling:)

♦ Let’s set a time to get together so I can take a look at your home and
while I’m there I can share some ideas on how I can get your home sold.

♦ I have an opening at _____or _____. Which would be better for you?

(If they say no, continue:)

♦ I’m sure you would be interested to know there has been a lot of interest
in your neighborhood lately and I sure would appreciate it if you could
help me.

♦ Do you own any other properties that you might be interested in selling?

♦ Who do you know that might be interested in selling in the next 3-6
months?

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Script # 17

PROSPECTING SCRIPT
JUST LISTED - COLD CALL

♦ Hi, my name is __________with __________ and I’ll be brief.

♦ I (we) just listed a beautiful home for sale on ______ street. The listed
price is $___________.

♦ As a service to your neighbor, I wanted to let you know, and ask if you
know of anyone interested in moving into your neighborhood?

♦ I am a full time professional realtor and work with a lot of buyers and
sellers in your neighborhood and was also wondering, are you
considering moving in the next 6-12 months?

♦ There has been a lot of interest in your neighborhood lately. Have you
thought of moving at all?

♦ Do you have any other properties that you might be thinking of selling?

(If they say no move on to the next call)

♦ If we could get your home sold and achieve a closing date and price
suitable to you, would you be interested in selling?

♦ As I said earlier, I work with a lot of buyers and sellers in your area.

♦ Let’s set a time to get together so I can take a look at your home and
while I’m there I can share some ideas on how I can get your home sold.

♦ I have an opening at _____or _____. Which would be better for you?

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Script # 18
PROSPECTING SCRIPT
JUST SOLD – COLD CALL
♦ Hello, this is __________with __________ and I’ll be brief.

♦ I wanted to let you know that we have just sold another home near you.

♦ It was the ______ (name) on _______ street and it sold for $______.

♦ We know, when one house sells, usually another two or three or even
four more homes sell right away.

♦ I was wondering:

1. Are you considering moving within the next 12-18 months?

2. How long have you lived on _________ street?

3. I’m sure you would be interested to know there has been a lot of
interest in the neighborhood lately. Have you thought of moving at
all?

4. Do you have any other properties that you might be interested in

selling?

If they say no, move on to the next call.

♦ If we could get your home sold and get a closing date that would be
suitable, would you be interested in moving?

♦ Let’s do this lets set a time to get together so I can take a look at your
home and while I’m there I can share some ideas on how I can get your
home sold.

♦ Which would be better Monday at _____ or ______.

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Script # 19

JUST SOLD – COLD CALL

IF THEY SAY 3 MONTHS OR LESS

♦ Do you realize it could take 1 to 3 months in this market to get a home

sold? …(No)…Terrific!

♦ …My question is…do you have to be sold in 1 month or do you want to

start selling at that time? (Sold) Wonderful!

♦ All we need to do now…is simply set an appointment…so I can help got

what you want…in the time you want…won’t that be great? Fantastic!

♦ Which would be better for you…Monday or Tuesday at 4pm?

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The Underlined Headings are a “Link” to that item.

Each Page ”Title” brings you back here.
The Listing Property “Title” goes to the main index.

Listing Property
Activity Item Script # Page #
Pre-Presentation Scripts:
Lead Follow Up Important 22.…. …….. 40
Pre-qualify Focused & Polite 23………… 41
Pre-qualify Presumptive 24….. …….. 42
Presentation Scripts:
Presentation Itself Listing Presentation 25………… 43-45
Closes Powerful Closes 26………… 46

Objection Handlers: Return to mid presentation 44

List At A Higher Price (Reality) Ob.15……….. 50
List At A Higher Price (Rather 10 Than None) Ob.16……….. 51
List At A Higher Price (Negotiate The Buyer) Ob.17……….. 52
List At A Higher Price (40% First 30 Days) Ob.18……….. 53
Not List For 180 Days (Public Message) Ob.19……….. 54
Not List For 180 Days (Cancel Anytime) Ob.20……….. 55
Cut Your Commission (Good Value) Ob.21……….. 56
Cut Your Commission (Support Staff) Ob.22……….. 57
Cut Your Commission (Co-Broke Traffic) Ob.23……….. 58
Cut Your Commission (Tough Negotiator) Ob.24……….. 59
Cut Your Commission (Protect Your Pocket) Ob.25……….. 60
Cut Your Commission (Professional Value) Ob.26……….. 61
Want To Think It Over (What Specifically) Ob.27……….. 62
Want To Think It Over (Are You Comfortable) Ob.28……….. 63
Want To Think It Over (Not Convinced) Ob.29……….. 64
Want To Think It Over (One Of 3 Issues) Ob.30……….. 65
About Other Agents (I’ll Call) Ob.31……….. 66

Success –GOOD WORK!

During Listing Script:
Script Price Reduction 27………… 47
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Script # 22

LEAD FOLLOW-UP

♦ Hello Mr. / Mrs. ________. This is __________with __________.

♦ Back on ________ you mentioned you might be interested in

__________(repeat their plans).

♦ At that time, you mentioned your time frame was ______(repeat).

♦ I wanted to give you a quick call to follow-up. Are you ready for (put
your home on the market or purchase one)?

♦ As I said on our last call, I work with a lot of buyers and sellers in your
area. Let’s do this, let’s set a time to get together so I can take a look at
your home. While I’m there I can share some ideas on how I can get
your home sold.

♦ I have an opening at ______or ______. Which would be better for you?

To determine if they are a lead they must be able to answer the following
questions:

1. Where are you moving to?

2. When would you like to be moved by?
(If they don’t have a where or when, ask, “Why are you considering
moving”?)
3. When do you plan to list your home for sale?
4. Will you consider me for the job at the time? OR You do want me to
handle the sale for you, right?

You may want to go right to the qualify questions first.

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Script # 23
Pre Listing Appointment Qualifier
Hi _______________ this is ____________ from __________ Realty. We have an
appointment scheduled for ________ at _______ o’clock. Does that still work for you?

I’d like to save you as much time as possible, so … may I ask a few questions about your
plans? This will help me understand which services will help you the most. (Thank You!)

♦ ____________ …. What is so important about selling your house? (Great!)

♦ What will happen if your house does not sell? (Great!)

♦ How soon do you have to move? (Terrific!)

♦ When I sell your house in the next 30 (60) days, would that pose a problem?
(Fantastic!)

♦ Quickly describe your house. On a scale from 1 to 10 with 10 being the highest, how
would you rate your house? (Excellent)
o What would it take to make it a 10? (Terrific!)

♦ What do you think your house is worth? (Excellent!)

o (Probe) How much do you want to list your house for realistically?
o (Probe) How much would you guess?
o (Probe) What is your “Rock Bottom” price?
o As a professional in the Real Estate industry, I study homes every day. I
assume that you will list at a price that will cause it to sell?

♦ ____________ …. why are you inviting me over? (Fabulous!)

♦ Are you planning to interview other agents? (Terrific!)

♦ How will you know when you have chosen the right agent?

♦ Have you ever thought about selling it yourself?

♦ If after my presentation, …. you feel comfortable, ….. and confident that I can sell
your home, …. are you ready to list now? (Perfect!)

♦ Will all of the decision makers be there? (Outstanding!)

(Bonus if prospect is leaving the area:)

♦ Have you been referred to another agent in ____________? (Excellent!)

Thank you for your co-operation. I ‘m looking forward to our meeting!

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Script # 24

PREQUALIFY PRESUMPTIVE

♦ (Name)…_______, is there anything else you are planning to do to the

home before I start showing it to my buyers?

♦ When did you want me to start bringing buyers through your home?

♦ What would be your ideal showing hours?

♦ When I call you with your weekly update and tell you what the buyers
are saying about your home and what changes are occurring in the
marketplace – do you want me to call you here or at work (optional: do
you want me to call you or your wife with the update?)

♦ When offers come in I usually fax them to you, then review them with
you by phone, okay?

Optional: (Name)…_____, what would be the main selling features

of your home that I could put on our flyer?

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LISTING PROPERTY

LISTING PRESENTATION

♦ I want to thank you for having me over.

♦ The first thing I would like to do is have a quick look at your home.
While I’m doing that, I will make suggestions about what we need to do
to get the top market price for your home. Is that all right?

(Go through the home and give ideas to make home more saleable)

♦ Is it okay if we sit at the table?

♦ In order to best serve you, it is critical that I really understand what your
plans are. We need to be 100% honest with each other.

♦ Perhaps we can review a couple of details.

1. You said you were moving to ________ … right?

2. You said you had to be there by ________ … correct?
3. You said you wanted $ _________ for you home … right?
4. And you said that you owe $________ … is that right?
5. You did (did not) want your money out … correct? (Wonderful!)

♦ Most sellers have these three questions they would like answered:

1. How much will my home sell for in today’s market and why?
2. How long will it take to sell?
3. Am I qualified to handle the sale for you?

♦ Are there any other questions you have?

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♦ Let’s start with the price…

♦ My belief is rather simple. I believe 80% of the marketing of your home

will take place right now when we determine the price. In this market it
is critical to establish a marketable price for your home.

♦ To help us with this I have prepared a comparative market analysis which

includes:

1. Homes presently for sale or who our competition will be when we go

to market. These prices are what people are hoping to get, not actually
getting.

2. Homes recently sold. Unfortunately you and I don’t determine what

home are worth, purchasers do. After looking at all the homes for sale
suitable to them, they will decide which ones are the best value.
Recently sold homes give us true market value. This is what people
actually pay. Reality!

♦ Any questions so far?

(Go through the comparative market analysis)

♦ After looking at these comparables, what do you feel you should list your
home for?

♦ I believe, based on the information we have here, a marketable price

should be $ ___________.

♦ Are you okay listing at that price?

(If not, go to objection handlers) – Page 39

♦ Let’s look at the average selling time of homes in your area.

♦ The ____________Real Estate Board presently reports the average

selling time is ____________.

♦ With approximately ____days to sell and another __________days to

close, your moving date would be around ___________. Would this
work for you?
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♦ Do you believe I can sell your home?

(If yes, go to the paperwork - If no, or not sure yet, continue with presentation)

♦ Your home is one of your most valuable assets, and, it makes sense that
you want to hire an agent who is qualified to sell your most valuable
asset. Someone with a strong track record of getting homes sold at top
market value.

♦ I would like to discuss is how I will market your home. Are you aware …
that there are 2 kinds of real estate agents?

♦ There are passive and active … I’m an active … meaning … when you
sign the listing, I will spend my time actively marketing your home to the
public … and … the other active agents in town.

♦ You would want someone who will work actively, and aggressively to
get your home sold. Right?

♦ The ________Real Estate Board presently reports that less than ____%
of the homes for sale are actually selling. Did you know that?

♦ It’s not quite as easy to sell a home as most people think. The big
question is, am I qualified to handle the sale for you?

♦ To qualify any agent there are three things you need to know:
1. On average how many days does it take for their listings to sell?
2. On average, what % of list to sell price are they negotiating for their
sellers?
3. And most importantly, what % of the listings they take on, actually
sell?

♦ My track record is ___% sold at ___% of asking price in ___ days.

♦ Again, my belief is rather simple, it’s not what I’m going to do to get
your home sold that matters, what matters is, does what I do, work?

♦ I’m not going to spend all my time telling you about all the wonderful
things I’m going to do to get your home sold. I want to focus on what I
have already done for others and how that compares to the market
average.
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Script 26
Listing Presentation-Closes

A.
♦ _____________, I have provided you with all the information necessary
to make a decision. Have I missed anything here? Are there any other
questions you have, that I can answer for you?

♦ Let me ask you this; are you comfortable with me handling the sale for
you?

♦ Terrific! Let’s go ahead and get the paper work done.

B.
♦ _____________, Are there any other questions I can answer for you or
anything that I have missed?

♦ Are you ready to get started?

♦ Terrific! Let’s go ahead and get the paper work done.

C.
♦ Are you ready to go?

♦ Terrific! Let’s go ahead and get the paper work done.

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Script # 27

Price Reduction

♦ Hello, this is _____________ with __________________.

♦ I wanted to touch base with you regarding your home, is this a good time
to talk?

♦ There have been a total of ________ showings since we listed and I

know we have been giving you the feedback we have been getting back.

♦ We have executed the marketing plan for your home and have reached a
point where I’m starting to get a little concerned. May I explain why?

♦ There are only 4 things that will stop a home from selling:

1. The list price:

2. The condition of the home
3. The access to the home
4. The exposure to the market

♦ In terms of the exposure, we have done everything we do with all our

listings and as you know we have a very high success rate of getting
listings sold. With our marketing plan we have already sold ________
homes this year.

♦ We have also had a large number of showings since we went to market,

so I know the exposure is not the problem. Usually when there are
________showings and no offers means people are looking at yours and
buying other properties.

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♦ The condition of the home is great and you have allowed us ample access
for all the showing requests. This brings us to what I feel the reason the
home is not sold. The price.

If the condition of the home should be improved or you have not been
allowed ample access for showings, discuss these issues at this point.

♦ This brings us to the list price. Expectations of the sale have not
happened as we had planned, and the market is the one thing we have no
control over… I need to recommend that we have a price adjustment
appropriate to the marketplace.

♦ I recommend that we adjust the price to $_________ immediately. This

will create activity and I feel confident will generate an offer that leads to
a sale.

♦ You still want to get the home sold, don’t you?

♦ You still want to be moved by _____________, correct?

♦ In this case, I strongly recommend a price adjustment; do you want me to

go ahead with this adjustment?

If they are still not convinced:

♦ I want you to know that this is a very tough phone call for me to make,
however I do feel it is important that I am honest with you and keep you
informed as to the market changes, so we can get your home sold.

♦ You do want me to tell you the truth, right?

♦ I strongly recommend, as I stated earlier, that we adjust the price to

$____________.

♦ Do you want me to go ahead with this adjustment?

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♦ Explain to them what takes place in the case of a price reduction.

♦ Do you have any questions or concerns that need to be addressed?

♦ Thank you for your time. We will continue doing everything possible to
get your home sold. If you have any questions or concerns, please give
us a call at any time because it is our pleasure to serve you. Otherwise,
I’ll give you a call next week for another update.

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Objection # Ob.15

WANT TO LIST AT A HIGHER PRICE.

(Agent gave them a higher sale price or want to start high and come down
later.)

♦ I understand what you are saying …

♦ Possibly they emphasized listed prices.

♦ All I am concerned with is what has SOLD and CLOSED.

♦ This is reality.

♦ You see … there are two places you can price your home.

♦ You can list it where everyone else is, that is NOT SOLD or you can list
it where it SELLS!

♦ Which would you prefer?

♦ Do you want to go ahead and get started?

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Objection # Ob.16

WANT TO LIST AT A HIGHER PRICE.

(Agent gave them a higher sale price or want to start high and come down
later.)

♦ I understand what you are saying …

♦ I’d rather see you get ten offers and you turn them all down, than have no
offers at all.

♦ Wouldn’t you agree?

♦ Let’s go ahead and get the paper work done.

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Objection # Ob.17

WANT TO LIST AT A HIGHER PRICE.

(Agent gave them a higher sale price or want to start high and come down
later.)

♦ I understand what you are saying …

♦ If we get a low offer, let me work to negotiate the buyer up rather than a
price that brings no offers at all.

♦ Does that make sense?

♦ Great! Let’s get started.

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Objection # Ob.18

WANT TO LIST AT A HIGHER PRICE.

(Agent gave them a higher sale price or want to start high and come down
later.)

♦ That’s a valid point…

♦ Are you aware that 40% of homes that sell, do so in the first 30 days. Can
I explain?

♦ When a new listing comes out, it attracts the most attention and will get a
lot of showings.

♦ If it is not sold in 30 days, then the educated buyers have decided that it
is too high in price and they will buy other listings.

♦ Our chance of selling reduces to 12% in the second 30 days.

♦ Can you afford to waste 30 days, not to mention, drastically reducing our
chance of selling?

♦ Are there any other questions I can answer for you or should we go ahead
and get the paper work done.

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Objection # Ob.19

DOES NOT WANT TO LIST FOR 180 DAYS.

(Does not want to be tied up in a long term listing agreement.)

♦ I can appreciate that.

♦ Let me ask you a question.

♦ If you were buying a home and you knew the seller had to sell really
quick, would you make a higher offer or maybe a little bit lower offer?

♦ That’s why I make all my agreements _________ days.

♦ The message we are giving the public is that you want to sell, but don’t
have to sell quickly.

♦ That way we attract more serious offers.

♦ Let’s go ahead and get the paper work done.

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Objection # Ob.20

DOES NOT WANT TO LIST FOR 180 DAYS.

(Does not want to be tied up in a long term listing agreement.)

♦ Certainly – I understand your position …

♦ Why don’t we do this?

♦ If at any time you are unhappy with my service or decide that you don’t
want to sell, you can cancel the listing at any time with no obligation.

♦ All I ask is that you give me 7 days notice to finalize any leads I might be
working on.

♦ This way it takes all the concern away from you and puts all the pressure
on me.

♦ Does this make you more comfortable?

♦ Let’s go ahead and get started.

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Objection # Ob.21

WILL YOU CUT YOUR COMMISSION?

♦ _____________, Let me ask you a question.

♦ Do you want to list with the agent who gives you the best commission
rate or the agent who you feel is best qualified to get your home sold for
the highest price?

♦ Cutting commission is something I do not do.

♦ I charge all my sellers the same and feel it is good value for the services
you will receive from my staff and myself.

♦ And do you want to hire a skilled negotiator?

♦ You do want the highest price possible, right?

♦ Let’s go ahead and get the paper work done.

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Objection # Ob.22

WILL YOU CUT YOUR COMMISSION?

♦ I can appreciate your thinking …

♦ Many agents don’t run their business like a business.

♦ This means that they don’t have all the support necessary to ensure that
your home will sell.

♦ And, what’s even more important than that is having the staff necessary
to get the deal closed.

♦ Remember, _______% of homes that go on the market don’t ever sell.

♦ Have you ever asked your doctor or your attorney to cut their fees?

♦ If you did, wouldn’t you be a little nervous if you knew they were cutting
some of their services out when they cut their fee?

♦ You do want professional service don’t you?

♦ Let’s get the paper work done.

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Objection # Ob.23

WILL YOU CUT YOUR COMMISSION?

♦ Commission is always a concern I understand …

♦ I wouldn’t want to start right off knowing that we’re at an immediate

disadvantage and I’m afraid that’s what we’re doing when we trim the
fee – can I explain why?

♦ Well, if you were an agent showing homes, would you more than likely
show the ones that are paying you 2.5%, 3% or 3.5%?

♦ Don’t you think most agents will feel the same way?

♦ I pay competitive co broke fees to attract the necessary traffic.

♦ If we bring in more traffic, we’ll increase our potential for offers – isn’t
that what you’re looking for?

♦ Let’s go ahead and get started.

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Objection # Ob.24

WILL YOU CUT YOUR COMMISSION?

♦ I can see the commission is a real concern…

♦ I’m firm on my fees because I run my business as a business – as a

professional would – I will also be tough negotiating a good price for
you.

♦ You want a skilled negotiator working for you… don’t you?

♦ Let’s go ahead and get started.

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Objection # Ob.25

WILL YOU CUT YOUR COMMISSION?

♦ I can appreciate that…

♦ And ultimately the reason you hire a professional real estate agent is to
negotiate the best possible price on the sale of your home, would you
agree?

♦ Is your home one of your largest assets?

♦ If these other agents you’ve spoken to, have shown you, right up front,
that they can’t even negotiate their own commission and I mean the
money that goes into their pocket, what makes you think they can
negotiate your price and the money that goes into your pocket?

♦ _________, I’m going to be tough on the commission and even tougher

on the sale price of your home, therefore all we need to do now is go
ahead and get the paper work done.

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Objection # Ob.26

WILL YOU CUT YOUR COMMISSION?

(If we list and buy through you?)

♦ You know, I can understand that thought…

♦ And I want to be upfront 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’m sure you will
agree, there are at least 2 transactions taking place here each requiring a
certain amount of time…

♦ And if an agent is willing to cut their commission that makes me a little

nervous – can I tell you why?

♦ If an agent doesn’t have the courage to stand up to you regarding his own
worth, how strong could they possibly be when it comes to defending
you in negotiations on the purchase and sale of your home?

♦ Does this make sense to you?

♦ Terrific! Let’s go ahead and get started.

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Objection # Ob.27

WE WANT TO THINK IT OVER.

Critical Thought: When they say they want to think it over it usually means

they have unanswered questions in their mind. It is an indication they are

Not comfortable with something – find the objection.

♦ I can understand that, and I was wondering…

♦ What is it specifically that you need to think over?

(Isolate and deal with issue)

♦ Are you ready to get started?

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Objection # Ob.28

WE WANT TO THINK IT OVER.

Critical Thought: When they say they want to think it over it usually means

they have unanswered questions in their mind. It is an indication they are

not comfortable with something – find the objection.

♦ _____________, I know you don’t have to make a decision right now. If

you did, and be honest with me, are you comfortable with me as your agent?

♦ Well let’s do this. Let’s get all of the paper work done today.

♦ That way we won’t have to schedule another appointment, and I will call
you tomorrow and you can tell me if you want to go ahead with things or
not.

♦ How does that sound?

♦ Let’s go ahead and get the paper work done.

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Objection # Ob.29

WE WANT TO THINK IT OVER.

Critical Thought: When they say they want to think it over it usually means

they have unanswered questions in their mind. It is an indication they are

not comfortable with something – find the objection.

♦ I know it’s a huge decision…

♦ I am a little concerned though. Can I tell you why?

♦ Somewhere, somehow, I have not completely convinced you that I can

sell your home. So, let me ask you, what specifically is stopping you from
getting started tonight?

(Isolate and deal with issue.)

♦ Are you ready to get started?

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Objection # Ob.30

WE WANT TO THINK IT OVER.

Critical Thought: When they say they want to think it over it usually means

they have unanswered questions in their mind. It is an indication they are

not comfortable with something – find the objection.

♦ I understand you would like to think it over…

♦ And when I hear that there is generally one of three issues stopping you

from going ahead with things:

1) You are not satisfied with the list price.

2) You are concerned with the commission rate, or

3) You don’t have confidence that I can sell your home.

♦ Which one is it that is stopping you from going ahead with listing your
home today?

(Isolate and deal with issue)

♦ Are there any other questions I can answer for you?

♦ Terrific! Let’s go ahead and get started.

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Objection # Ob.31

CONCERNED ABOUT OTHER AGENTS SUPPOSEDLY ALREADY

SCHEDULED.

♦ Oh, I see your problem…

♦ That’s okay, this happens all the time. Agents work together, so I’ll give

them a call and tell them you’re on the market and they can start bringing

in their buyers right away!

♦ Let’s go ahead and get the paper work done.

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