Realtor Coaching & Training: Scripts
I have to confess…Julie and I have been sorely remiss in sharing this with you…
.…something that we know from our personal real estate sales experience will make a simply massive impact on your business.
1800HomeHotline.com
Well, during tomorrow’s FREE HREU Friday Superstar Interview we will right the wrong….we will show you exactly how to make money using a 1-800# IVR System.Watch the 1-800 Home Hot line video now to get a sneak preview of what we have in store for you tomorrow.
If you are like me the last thing you want to deal with is some overly technical, hard to use real estate marketing system. Or some marketing widget that ends up taking all your time…and money…that produces little to no results.
Listen, I get it….. You don’t have the time (or the patience) to learn something that won’t lead directly to closed deals….
Here is all the info for tomorrow’s FREE Event:
EVENT: Super Star Interview
DATE & TIME: Friday, March 5th at 9:00am Pacific
FORMAT: Simulcast! (Attend via Phone or Webcast — it’s your choice)
TO ATTEND THIS EVENT, CLICK THIS LINK NOW…
http://AttendThisEvent.com/?eventid=10734663
On tomorrow’s Superstar Interview we will give you the top 10 ways to make money using a 1-800 IVR info line. Even better, we will share with you the exact ways WE used the system in our own real estate business. We can personally attest to the importance if of using a 1-800# Info Line in your real estate business.
Using this system is simply one of the most effective tools for you to use to:
* Take more listings…
* Double end the listings you have….
* An absolutely lethal listing tool…
* Track all your marketing…know what is and isn’t working….
* Amaze your REO Asset Mangers. Show them how you will use this market tool to win listings (REO Assignments)
* One of our favorite hidden benefits of this system…you will learn how to make it so your real estate business runs 24/7 (with out you).
* Attract buyers like a fly to a bright light…..use this system to set up an ‘Exclusive VIP Buyer Program’ where you make available all the latest REO listings…and he buyers call in to your system to get the lastest info.
* In case you didn’t know…whenever anyone calls a 1-800 number they can’t block caller ID from working. What this will result in for you is literally dozens of hot buyer (and seller) leads to follow up on. Lack of leads will no longer be a problem!
We have prepared our exact scripts, listing presetations, buyer presentations…and techniques to share with you on this FREE event. If you have attended our weekly Superstar interviews before you know they are always a lot of fun. Here is the info one last time:
EVENT: Super Star Interview
DATE & TIME: Friday, March 5th at 9:00am Pacific
FORMAT: Simulcast! (Attend via Phone or Webcast — it’s your choice)
TO ATTEND THIS EVENT, CLICK THIS LINK NOW…
http://AttendThisEvent.com/?eventid=10734663
Popularity: 2% [?]
Use this script and technique for all listings that need prices lowered. In order to be effective, you’ll need to know the seller’s motivation and how many days the home has been on the market.
On Monday, call all your Seller’s and tell them:
“Mr. Seller, this is a very important week for us. We are going to be watching the market very cloesely… if we don’t have an offer or at least a serious looker by Thursday or Friday of this week we will have to reposition your home on th market in order to corectly reflect the market’s expectations.”
Seller: What do you mean?
Well, Mr. Seller… your home has been on the market for ___ days. In the life of a listing if it sits on the market for too long the listing becomes stale…no one is interested in it. We can’t allow that to happen to your property…can we?”
Seller: Well, no but we aren’t ready to lower the price…we want to wait a little longer…
Mr. Seller, I understand and appreciate the fact that you want to wait a little longer but, is it Okay if I ask you a couple questions?
Seller: Yes
Thanks, first have your plans to move to ________ by _______(date) changed since we last spoke?”
Seller: No, those are still the plans
Okay, great…so, are you thinking of renting the home…considering you would lose money every month?
Seller: No, we can’t afford to
Of course, you don’t want to lose money…not to mention that renters can be a real pain
Seller: Our neighbors are trying to rent their home with no luck…we are leaving the state…we can’t deal with that.
Mr. Seller, do you remember when you were looking at homes…back before you bought this home…what were the 2 questions YOU would ask your agent when you walked into a home that you liked. Remember, this is a home that you liked…you had interest in.”
Seller: The first question I would ask is…What is the price?
Exactly, what is the price…that makes sense…what is the next question you would ask…after you knew the price and you were interested in buying the home…what’s the next question you would usually ask…?
Seller: Well, I would probably ask how long its been for sale.
Ah, EXACTLY. Mr. Seller you would ask how long the home has been for sale…Now, I know why you would ask for the price…that’s obvious…but, why would you want to know how long its been for sale?
Seller: I would want to know how long it’s been for sale because if it’s been for sale for a while I would want to make a lower ofer.
Interesting Mr. Seller. So you are telling me that the longer the house has been for sale the lower the ofer you would make…why, Mr. Seller would you make a lower offer if the home had been for sale for a while?
Seller: The sellers would be more motivated to sell at a bargain if the hime had been for sale for a while.
Okay, we are on the same page…so, if you found out that the listing was brand new on the market…sign just placed in the yard…and you want to make an offer…what kind of offer would that be?
Seller: Asking price or close to it
That’s right…asking price or maybe even over asking if you knew it was the home you had been looking for
Seller: Hmmm… I am starting to get your point
Mr. Seller…can I tell you what is now starting to happen to your property…in the eyes of the buyers and their agents?
Seller: Yes, please do.
The buyers are starting to think that YOU are desparate…and IF they make an offer…it will be very low…but, Mr. Seller can I tell you what really scares me for you?
Seller: Sure, what
Lets go back to when you were looking for homes… and lets say that you found one that you liked, the price made sense…you were ready to make an offer…but, you then found out that the home had been for sale for a while…is it possible that you may of talked yourself out of making an offer…any offer…because maybe you figured something was wrong with the home?
Seller: Yes, matter of fact…that happened. We found a place we liked…we were gearing up to make an offer but we found out that the home had been for sale for a long time and we decided against making an offer because we figured something was wrong with it…otherwise, it would of sold!
Exactly why we need to reposition your home on the market asap…before that happens to your home…
Seller: Okay
Mr. Seller lets not wait another day… lets not wait another moment…lets reposition the home on the market today.
If they don’t lower at that time…CALL ON FRIDAY
Okay, Mr. Seller lets give it another few days. Lets agree now that when we speak this Friday that we will reposition the home on the market so we can correctly reflect the market value and the buyers expectaions.
Seller: What would that price be.
Mr. Seller in this market…to have any kind of meaningful impact we have to reposition the home by at least 10%.
If the Seller won’t lower to the correct price and their “counter-offer’ to your suggested new list price is too high.
Mr. Seller, I would rather turn you down now than let you down later.
What do you mean, you now don’t want to lower the price?
Mr. Seller we have to reposition the home on the market down by at least 10%…we are in agreement about that…what we don’t want to have happen is that we don’t adjust the price enough to get the buyer’s attention…remember, there are thousands of home for sale.
Seller: Can’t we just try the price I suggested?
Of course we can Mr. Seller but, if we do that we could do more harm than good…can I tell you why?
Seller: Yes
Mr. Seller, in this market…where there are more homes for sale than there have ever been at any one time…we have to get the buyer’s attention and your suggested price just won’t do it…I work with buyers all day long…buyers won’t notice sucha small adjustment…they will just pass your home up.
…What is worse Mr. Seller is that the days on the maket will continue to grow and the home will become stale…you know what happens to things when they become stale don’t you?
Seller: yes you toss them out…
Mr. Seller, let’s do the right thing NOW. Your old price was _____…the NEW price is_______. I will make this announcement as soon as we get of this phone…in case we get an offer should I call you at home or the office?
Thanks for enjoying this Real Estate Coaching Price Reduction Script. If you’d like to brush up on your scripts, perhaps you’d consider learning more about our “Scripts For Success” program.
Popularity: 1% [?]
Here below is part 3 in this weeks “Price Reduction Scripts for Realtors” series…
Seller’s Bottom Line Script
“Mr. Seller, do you have a few minutes for me? ”
(Yes)
“Thanks… as you know we have had the home listed for sale for a little while and during that time we have had a few potentially interested parties ask me general questions about the house…now, please keep in mind that these were just questions…not actual offers…I don’t yet have a contract for you…however, I keep getting the same few questions so am going to ask you…”
(Home is listed for $500,000. For this script to work you must follow this technique and pattern. The first number has to be at least 20% lower than the current list price)
“If we were to get an offer from a buyer… a clean offer, no unusual contingencies, no home to sell…in other words this is the buyer we had been hoping for…and this buyer were to offer…$400,000 for the home what would you tell me?”
(Seller: ‘NO Way, thats way too low!…I wil burn it down for that price!)’
“Exactly, Mr. Seller…there is NO WAY your home isn’t worth more than that…this is WAY to low. I agree 100%”
“So, if we were to tell that buyer NO WAY and then they were to make another offer for…say…$450,000…you would at least consider that offer wouldn’t you?”
(Seller: “Well Maybe..”)
“Of course you would…that would give us a great place to start!”
“So Mr. Seller… let’s do the right thing and reposition your home on the market TODAY for $450,000 so we can not only bring you 1 offer, but maybe several!”
(”Well, that’s probably still too low.”)
“It’s probably still too low, I understand Mr. Seller but, our goal is to not get just one offer, but several…and when we do that Mr. Seller, we can potentially have multiple offers on your home and get the price higher…imagine that!”
(Seller: “I couldn’t go any lower than $450,000.”)
“I understand and with potentially multiple offers Mr. Seller you wouldn’t have to go any lower…I am going to reposition the home on the market right away and personally contact everyone who has shown interest in the home… so, the market price is now $450,000… PERFECT!”
(Seller: “Well what if the offer comes in too low…what if the numbers don’t make sense?”)
“Mr. Seller, remember, you are ALWAYS in control. You will see the offer, the net to you, and feel comfortable before you agree to anything…its never an agreement unless you agree!”
(Seller: “Well, Okay…go ahead”)
-Harris Real Estate University Price Reduction Realtor Coaching Scripts Series…
Popularity: 1% [?]
Here below is part 2 in this weeks “Price Reduction Scripts” for Realtors series:
“3 Things That Sell A Home Script”
Mr. Seller, in real estate it always comes down to 3 very important elements… Price, Condition, and Location. We know that we can’t move your house so the location is as good as it will get. Condition wise, you aren’t planning on adding a room or making any major changes are you? (No.) Of course not, so that means the only thing that can have any real effect on is the price…
Harris Real Estate University Coaching Scripts for Realtors
Popularity: 3% [?]
Here’s the first in a series of original “Price Reduction Scripts” we’ll be posting to the TimandJulieHarris.Com Realtor Coaching blog over the next week or so:
The NAR Price Reduction Script
“Mr. Seller, according to the National Association of Realtors, after 2 weeks or 10 showings… whichever comes first…we will need to reposition your home on the market to more correctly reflect the buyer’s expectations.”
-Harris Real Estate University (Realtor Coaching, Real Estate Agent Training Scripts Series)
Popularity: 3% [?]
