INSPIRED PROSPECTING SCRIPTS AND OTHER INFORMATION

INSPIRED PROSPECTING SCRIPTS AND OTHER INFORMATION

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IT’S NOT ABOUT MARKET

TABLE OF CONTENTS

C H A P T E R 1 - I N T R O D U C T I O N

Affirmations 4-5 Other Affirmations 6

Key Chart for Script Reading 7 How to Role Play Effectively 8 Keys to Successful Prospecting 9 Developing a Sphere of Influence 10 Keys to S.O.I. Success 11

C H A P T E R 2 - S C R I P T S

The Sphere of Influence – Or – Past Client Scrips for Agents With Business Plans 13 Prospecting – Sphere of Influence (If You Have to Leave a Message) 14 Just Listed Script / Door Knocking or Cold Call Script 15-16 Just Sold/Door Knocking or Cold Call Script 17-18 Hot Lead Script 19 Lead Follow-Up Script 20 Expired Script 21 Powerful Closes for Expireds 22 FSBO Script 1 23-24 FSBO Script 2 25 FSBO Script 3 26 Powerful Closes for FSBOS 27-30 Powerful Closes for Prospecting 31-32

Closes 33 Tie Downs / Assumptions 34

Pattern Interrupts / Level Shifts 35 Internal Dialogue, Statements and Questions 36

C H A P T E R 3 - L I S T I N G P R E S E N T A T I O N S Pre-qualifying the Listing Presentation Script 38

The One Minute Presentation 39 Five Minute Presentation 40 Twenty Minute Presentation #1 41 Going For Your Price Script 42 Alternate One Minute Presentation 43 The C.M.A. Presentation 44-46 The Price Objection Script 47 Powerful Closes for the Listing Presentation 48-49 Ten Main Handling Objections Scripts 50-53 C H A P T E R 4 - O T H E R S C R I P T S Price Reduction Script - #1 55 Price Reduction Script - #2 56-57 Powerful Closes for Pricing Presentation 58-59 Setting the Buyer Appointment Script 60 Renter / Buyer Script 61-62 CPA, Attorney Scripts 63 Telephone – Ad – Sign Call Responses 64-66

AFFIRMATIONS

o My success is guaranteed because I follow my plan and I follow my schedule o I love real estate because it is simple, fun and profitable

o I take great care of my clients and sphere. They love to refer business to me o Referrals come to me easily and often

o I am financially independent o I am a millionaire

o My mind is always focused

o I am kind, generous and thoughtful o I expect to win and I do

o I live my dreams

o I empower everyone around me

o I create win/win situations with everyone I meet o I achieve my goals

o Opportunities always present themselves to me o I magnetize success to me daily

o My energy is centered and focused

o I surround myself with positive, successful people

o I am committed daily to improving my health, my mindset, my skills and my business.

o I am disciplined, therefore I achieve my goals o I am accountable, therefore my business grows o Money & abundance flow freely to me

o My listings sell quickly because I price them right o I tell the truth

o Sellers trust me to price their homes right o I am an expert

o I get price reductions with ease o I am a pricing expert

o I am always focused on my client’s best interest o I provide excellent service

o I am empowered by serving my family and friends in their real estate needs o I contact my past clients and sphere of influence on a daily basis

o I add people daily to my sphere of influence

o I keep my mind constantly in tune with the positive during my prospecting session

o I visualize setting appointments and I set them o I ask questions

o I am a good listener

o I sense the proper time to ask closing questions o I ask them to buy

o I always ask for referrals

o The telephone is my greatest tool o I set appointments daily

o Because I prospect...I set appointments o I am brave

o I am courageous o I am in charge o I am a leader

o I keep my emotions in check o I live in the moment

o I control my schedule o I stay on schedule

o My schedule gives me peace of mind o I am organized

o I am disciplined o I have integrity

o I always tell the truth o I am enthusiastic

o I have unlimited energy

o I eat foods that give me energy o I drink water to create energy o I take care of my body

o I only put positive, healthy substances into my body o I exercise daily to create energy

o People are attracted to my positive energy o I am grateful

o I am a winner

OTHER AFFIRMATIONS

• I love life

• I do whatever is necessary to develop my health every day in every way

• I eat nutritiously

• My mind acts on healthy information

• I am healthy

• I eat properly

• I exercise regularly

• I am free of stress and depression

• I always have positive thoughts

• My positive thinking brings me success

• I am a happy person

• I thrive on challenges

• I feel great

• Health and happiness are my goals

• My attitude is totally positive

• I know my numbers and I use them effectively

• I notice changes in my life and I like them

• I like myself

• I feel great

• I deserve to excel

• I am decisive

• My energy is centered and focused

• People like me

• I know my strengths

• I use my strengths

• I manage my time

• I am the master of ease

• I am in control

• I am well prepared

• I am organized

• I am creative

• I set priorities

• I get things done

• I do it now

• When something needs to be done, I do it

KEY CHART FOR SCRIPT PRACTICE

.= Karate Chop " = Hard Downswing 1 = Open Hands ☺ = Remember to Smile = Show Disapproval P. = Point at Yourself N. = Shake Head “No” Y. = Nod “Yes”

HOW TO ROLE PLAY EFFECTIVELY

#1 Stand up while role-playing! #2 Always smile, smile, smile! #3 Be Enthusiastic!

#4 Arms in ready position! #5 Positive role-play manner! #6 Follow scripts verbatim!

“You play at the level you practice. How much and how well do you practice?”

KEYS TO SUCCESSFUL PROSPECTING

2. MINDSET! YOU MUST BELIEVE THAT YOU WILL SET AN APPOINTMENT! 3. FOLLOW THE SCRIPTS!

4. RAPPORT COMFORT BEGIN TO LEAD SET AN APPOINTMENT OR SIGN THE

CONTRACT!

5. KEYS TO BUILDING RAPPORT: MIRROR AND MATCH! a. ASK QUESTIONS!

b. MATCH THE PROSPECT’S RATE OF SPEECH! c. MATCH THEIR TONE OF VOICE!

d. REPEAT AND AFFIRM WHAT THEY SAY TO YOU! e. DOWNSWINGS """!

f. PATTERN INTERRUPTS! g. LEVEL SHIFTS!

h. INTERNAL AND EXTERNAL DIALOGUE! 6. CLOSE!

a. CLOSE A MINIMUM OF 5+ TIMES.

b. ASK 2-3 QUESTIONS TO BUILD RAPPORT AGAIN AND THEN CLOSE AGAIN AND AGAIN AND AGAIN.

c. “ABC”= ALWAYS BE CLOSING!

d. GIVE THEM A CHOICE –“MONDAY OR TUESDAY AT 4 PM?

7. END WITH A BANG! SHOW GREAT ENTHUSIASM AND THAT YOU ARE EXCITED TO MEET WITH THEM!

8. SHOW UP! PAY ATTENTION! TELL THE TRUTH! DON’T BE ATTACHED TO THE OUTCOME

DEVELOPING A SPHERE OF INFLUENCE

Use the following list to “jog” your memory for additional names of people to contact. Ask yourself if you know anyone who is at all involved in any of the following. Write the name next to each, if none come to mind, skip and move on to the next category.

Accountant Consulting Loans Shoe Repair Advertising Contractors Management Siding Aerobics Cosmetics Manufacturing Signs Airline Country Clubs Mechanics Skating Alarm Systems Credit Unions Medical Skiing Animal/Vet Day Care Mortgages Skydiving Apartments Delivery Motels Soccer Appraisers Dentists Museums Softball Architects Dermatologists Music Software Art Doctors Mutual Funds Spas

Athletics Dry Wall Newspaper Sporting Goods Attorney Electrician Nurses Surgeons Automobile Engineering Nutrition Tailors Baby-Sitters Fireman Office Machines Teachers

Banking Fisherman Office Furniture Telecommunications Barber Florist Optometrists Tennis

Bartender Furniture Orthodontist Theaters Baseball Gardens Pediatricians Title Comps. Beauty Salon Golfing Pedicures Training Beeper Groceries Pensions Typesetting Bible School Gymnastics Pest Control Universities Boats Hair Care Pets Video Bonds/Stocks Handicapped Pharmacies Waste Bookkeeping Handyman Phones Weddings Bowling Hardware Physician Wine Brokers Health Club Plumbing

Builders Health Insurance Podiatrist Cable TV Horses Pools Camping Hospitals Preschools Carpet Cleaning Hotels Printing Cellular Phones Hunting Printing

CPA’s Insurance Rental Agencies Chiropractors Investments Resorts

Church Jewelry Restaurants Cleaners Laundries Roofing Colleges Lawn Care Satellites Computer Libraries School Construction Limousines Secretaries

KEYS TO S.O.I. SUCCESS

1. Call them every 30 – 90 days 2. Mail to them every quarter 3. Email them 18 times a year

300 people in your S.O.I. gives you a 10 – 15 % return on investment or, in other words, 30 – 45 extra deals a year!

CREATE VALUE FOR YOUR S.O.I.s: (THE LAW OF RECIPROCITY) TELL THEM ABOUT:

1. Market conditions; 2. Interest rates;

3. Newly listed investment properties; 4. Anniversary of their home closing; 5. An updated C.M.A.;

6. Ask them if they have a property to research; 7. Talk about refinancing;

THE SPHERE OF INFLUENCE – OR

PAST CLIENT SCRIPTS FOR AGENTS WITH

BUSINESS PLANS

(P.) (Y.) ☺

Hi, … I’m looking for (Name

Real Estate … how are you today? ( X ) Terrific! / Really!

(P.) (Y.) ☺

Today’s call is about business" … do you have a quick moment for me?

(P.) (Y.) ☺ (P.) (Y.)

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

"Who do you know … who needs my help in the next 30 days? ( No One )

I appreciate you taking the time to think about it!

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

Would you mind if I gave them a call? (No) Great!

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) Interesting.

(Name) … What advantage can you see in buying an investment property in the

(P.) (Y.) ☺

near future? (None) Really … If I could show you a plan that would build your financial future with the possibility of positive cash flow & long term

appreciation … You’d be interested … Right! (Yes)

(Go to Buyer Qualification and make appointment)

Optional: (Establish this relationship, say this only on the first or second call) (P.) (Y.) ☺

(Name), … I’ve set a real high goal for myself this year … and I would love any help you can offer me in achieving it … so … would you mind if I check in with you periodically to see if you have thought of anyone who is interested in buying or selling real estate?

(If they say yes, get their various phone numbers, fax number, email address and mailing addresses)

PROSPECTING – SPHERE OF INFLUENCE

(IF YOU HAVE TO LEAVE A MESSAGE)

Good Morning! This is (Name

I just wanted to take a moment again and update you on the real estate market. If you or anyone you know is thinking of buying or selling real estate in the next 30 days, … please give me a call.

My number is _____________.

Thank You!

JUST LISTED SCRIPT/DOOR KNOCKING OR COLD

CALL SCRIPT

(P.) (Y.) ☺ (P.) (Y.) ☺

home for sale

11 (Use fingers to show #s)

over on _________ ... it has ___ bedrooms and ___ baths... and it’s listed at ($) … (P.) ☺

And I was wondering…"Who do you know that would like to move into our area? (No one) Fantastic!

I appreciate you taking the time to think about it, tell me:

#1 — When do you plan on moving? (Never) Terrific!

#2 — How long have you lived at this address? (10 yrs.) Great!

#3 — Where did you move from? (LA) Good For You!

#4 — How did you happen to pick this area? (Job transfer) Excellent!

#5 — If you were to move… where would you go next? (Back to LA) That’s Exciting!

#6 — And when would that be? (3 months) Fantastic!

(If they are in rapport with you at this point but are not moving, continue the following questions)

#A **What advantages can you see in buying an investment property in the near future?

#B **Who do you know that is currently renting that should be in their own home?

(Add to S.O.I.) (P.) (Y.)

☺

☺

#C **(Name)... Thank you for speaking with me today... would you mind if I check in with you periodically to update you on market conditions and to see if there’s anyone you know who is interested in buying or selling real estate in the near future?… (No) Great!

( Only go forward if they say 3 months or less!)

#7 — Obviously… you realize it could take 1 to 3 months in this market to get a home sold... did you know that? (No) Terrific!

(P.) . (Y.) ☺

#8 — So... my question is... do you have to be sold in 1 month... or do you want to start selling at that time? (Sold) Wonderful!

#9 — Fortunately... to get you one step closer to LA... all we need to do now... is

(P.) ☺

simply … set an appointment … so I can help you get what you want … in the time you want … won’t that be great! Fantastic!

#10— Which would be better for you... __________ or__________ at ________?

(If the time between the making of the appointment and the actual appointment is short, immediately go into the QUALIFYING THE LISTING APPOINTMENT SCRIPT)

JUST SOLD/DOOR KNOCKING

OR COLD CALL SCRIPT

(P.) (Y.) ☺ (P.) (Y.) ☺

your area ...

11 (Use fingers to show #s)

over on __________ ... it has _____ bedrooms and _____ baths... and it sold for $_______ …

(P.) (Y.) ☺ (P.) (Y.) ☺

We know when someone sells a home... usually two more sell right away... So I was wondering...

#1 — "When do you plan on moving? (Never) Terrific!

#2 — "How long have you lived at this address? (10 yrs.) Great!

#3 — " Where did you move from? (LA) Good For You!

#4 — "How did you happen to pick this area? (Job transfer) Excellent!

#5 — "If you were to move… where would you go next? (Back to LA) That’s Exciting!

#6 — "And when would that be? (3 months) Fantastic!

(If they are in rapport with you at this point but not moving, you might ask the following questions.)

#A **What advantages can you see in buying an investment property in the near future?

#B **Who do you know that is currently renting that should be in their own home?

#C **(Name)... It’s been really great speaking with you today... so... would you mind if I check in with you periodically to see if there’s anyone you know who is interested in buying or selling real estate…?

Only go forward if they say 3 months or less!

#7 — Obviously… you realize... it could take 1 to 3 months in this market to get a home sold... did you know that? (No) Terrific!

(P.) (Y.)☺

#8 — So... my question is... do you have to be sold in 1 month... or do you want to start selling at that time? (Sold) Wonderful!

(P.) (Y.) ☺

#9 — Fortunately... to get you one step closer to LA... all we need to do now... is

. (P.) (Y.) ☺

simply …set an appointment… so I can help you get what you want... in the time you want...won’t that be great? Fantastic!

#10— Which would be better for you... _____or_____ at _____?

(If the time between the making of the appointment and the actual appointment is short, immediately go into the QUALIFYING THE LISTING APPOINTMENT SCRIPT)

Hot Lead Script

doing today? Great! / Really?

(P.) (Y.) ☺(Use fingers to show # of questions)

(Name), I’m calling with 2 questions . . .

#1a – " When do you want to put your home on the market? (Today) Excellent! OR ( for Buyers)

#1b - " How soon do you want to invest in your new home?

#2 – Can we start the process today? (Yes) Great!

“Remember the “3-3-3 Concept” – For Leads

1. Only let the phone ring three times. 2. Only call a lead 3 times.

3. Only talk to a lead 3 times.

(If the time between the making of the appointment and the actual appointment is short, immediately go into the QUALIFYING THE LISTING APPOINTMENT SCRIPT)

THE LEAD FOLLOW-UP SCRIPT

(P.) (Y.) ☺

Hi… I’m looking for (Name).

(P.) (Y.) ☺

Hi, (Name time you

(P.) (Y.) ☺

had told me you were interested in selling your property…and…

(P.) (Y.) ☺

I try to do the best service possible for my future clients like you … so tell me … again …

. If you were to move… where would you go next?

. And when would that be?

. Obviously… you realize it could take 1 to 3 months in this market to get a home sold... did you know that? (No) Fantastic!

(P.) (Y.) ☺

So... my question is... do you have to be sold in 1 month... or do you want to start selling at that time? (SOLD!) Wonderful!

(P.) (Y.) ☺

You know…I’m curious… What’s important about moving? (New home in Sandy,

kids growing up, kids gone, downsizing) (New Home, etc) Great!

(1) How is that important to you? (Better Schools, nearer the mountains, closer to work)… Good For You!

(2) So…Ultimately…(Your home in Sandy)…(Better schools)… what will all of this do for you? Isn’t that a great feeling?

Fortunately... to get you one step closer to…(Your son in college)…(Better

(P.) (Y.) ☺

Schools)...(Your home in Sandy) …all we need to do now… . is simply set an

(P.) (Y.) ☺

appointment ... so I can help you get what you want... in the time you want... Won’t that be great? Great!

(P.) (Y.) ☺

So I can show you how to make this a reality…which would be better for you... _______or _______ at _____?

If the time between the making of the appointment and the actual appointment is short, immediately go into the QUALIFYING THE LISTING APPOINTMENT SCRIPT)

EXPIRED SCRIPT

(Angry) (P.) (Y.) ☺ (P.) (Y.)

(Angry)"

I’m sure you’ve figured out that your home came up on our computer as an

(P.) (Y.)

expired listing... and I was calling to see...

(Angry)" (P.) (Y.) ☺

#1 When do you plan on interviewing the right agent for the job of selling your home? (Never) Terrific! / Really!

(Mad)

#2 If you sold this home... where would you go next? (L.A.) That’s exciting!

(Annoyed)

#3 How soon do you have to be there? (Already) Ouch!

(Empathetic)

#4 (Name), ... what do you think stopped your home from selling? (The Agent) Really!

(Relaxed)

#5 How did you happen to pick the last agent you listed with? (Referral) Great!

(Relaxed) (P.) (N.)

#6 What did that agent do... that you liked best? (Nothing) Ouch!

(Whisper)

#7 What do you feel they should have done? (Sold my house) Really!

(Get Excited!) (P.) (Y.) ☺

#8 What will you expect from the next agent you choose? (Sell my house) Terrific!

(More Excited!) (P.) (N.) ☺

#9 Have you already chosen an agent to work with? (No) Wonderful!

(Very Excited!) (P.) (Y.) ☺

#10 I would like to apply for the job of selling your home... are you familiar

(P.) (Y.) ☺

with the techniques I use to sell homes? (No) You’re kidding!

(Very, Very Excited!)

#11 Which would be the best time to show you... Monday or Tuesday at ____ ?

If the time between the making of the appointment and the actual appointment is short, immediately go into the QUALIFYING THE LISTING APPOINTMENT SCRIPT.

Hi, I’m looking for _(Name). ... Hi, (Name)... my name is _____ with _____ ____________ Real Estate.

POWERFUL CLOSES FOR EXPIREDS

1. Before you get yourself tied up in a multi month contract for thousands of dollars … don’t you think you owe it to yourself to get just one more

(P.) ☺ (P.) (Y.) ☺ .

opinion? …All I need is 30 minutes … to show you how I do it … Let’s set an appointment today. … Which would be better for you, _____ or _____ at _____?

2. Why did your last agent say your home didn’t sell? (Bad Market, High Interest)

(P.) (Y.) ☺

That’s funny … while your agent was making excuses … I sold ( # ) homes.

(P.) (Y.) ☺ (P.) (Y.) ☺

(Name), all I need is 15 minutes of your time … to show you how I do it Which would be better for you, _____ or _____ at _____?

(P.) (Y.)

Why do you think some agents sell a lot of homes while others don’t? ...

. (P.) (Y.) ☺ . (P.) (Y.) ☺

That’s the very reason we need to get together! … Let’s set an appointment today. … Which would be better for you, _____ or _____ at _____?

3. Are you familiar with the definition of insanity?

..

Doing the same thing, over and over, but each time expecting a different result … Your home didn’t sell the first time, did it? … . That’s

(Y.)☺ (P.) (Y.) ☺ (P.) (Y.) ☺ (P.)

exactly why we need to get together!…I’ll show you exactly why I sold ( # )

. (P.) (Y.) ☺

homes while yours was on the market. Let’s set an appointment today. Would _____ or _____ at ____ be best?

(P.) (Y.) ☺

4. (Name), … I sold ____ homes while yours was on the market … Do you

(Y.)☺

Want me to sell your home? Then you need a different approach … Let’s set an appointment today.. Which would be better for you, _____ or _____ at _____

FSBO SCRIPT 1

Hi, I’m calling about the home for sale... is this the owner? (yes) Great!

(P.) (Y.)☺ (P.) (Y.)☺

This is (Name

(P.) (Y.)☺ (P.) (Y.)☺

in the area... and I was wondering… how can I help you? (Bring me a buyer) Excellent!

. (P.) (Y.)☺

Thanks for thinking about that... let me ask you... how much time will you

(P.) (Y.) ☺

take... before you will consider... interviewing the right agent for the job of selling your home? (2-3 Weeks) Excellent!

" (P.) (Y.) ☺

What has to happen... before you will consider... hiring a powerful agent... like myself... . for the job of selling your home? (More Time) Perfect!

#1- " Why did you decide to sell this home? (Job transfer) Terrific! / Ouch!

#2- " Where will you be moving to? (L.A.) Good for you! #3- " How soon do you have to be there? (30 days) Excellent! #4- " How long have you owned this home? (10 years) Super!

#5- " How did you determine your sales price? (Other agents) Fantastic! #6- " What methods are you using for marketing your home? (Sign and

ads) Excellent!

#7- " Are you prepared to adjust your price down " when working with a

buyer? (Within reason) Terrific!

(P.) (Y.) ☺

#8- " Why did you decide to sell yourself... rather than … list with a real estate agent? (Save the commission) Great!

(P.) (Y.) ☺

#9- . If you were to list… which agent would you list with? (None in mind) Fantastic!

Optional - How did you happen to pick that agent? (Yellow Pages)

Really? / Interesting?

(P.) (Y.) ☺

#10-" If you were to list… what would you expect an agent to do... to sell your home? " (Sell my house) That’s Great!

(P.) (Y.)☺

#11- " Are you familiar with the techniques I use to sell homes? (No) You’re kidding! (P.) (Y.) ☺

That’s exactly why we need to get together! Let’s make an appointment today. Which would be the best time to show you... _____or _____ at ____?

(If the time between the making of the appointment and the actual appointment is short, immediately go into the QUALIFYING THE LISTING APPOINTMENT SCRIPT.)

FSBO SCRIPT 2

(P.)(Y.)☺ (P.) (Y.) ☺

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

(P.) (Y.) ☺

(P.) (Y.) ☺

… and I was wondering …

1

1. If you sold this home … where would you go next? ( LA) That’s exciting!

2. How soon do you have to be there? ( 3 months) Fantastic!

3. How would you rate your motivation to move … on a scale of 1 to 10? Good for you!

1

4. What methods are you using for marketing your home? " (Sign and ads) That’s great!

5. How did you determine your sales price?" ( Other agents) Fantastic!

(P.) (Y.)☺ " (Y.)

6. Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific! (P.) (Y.) ☺

7. Why did you decide to sell yourself …rather than list with a real estate agent. (Save the commission) Great! (P.) (Y.) ☺

8. If you were to list … which agent would you list with? (None in mind) Fantastic!

Or (Optional) (N.)

9. How did you happen to pick that agent? (Ad) Good for you!

(P.) (Y.) ☺

10. If you were to list … what would you expect the agent to do … to sell your Home… sell your home? Great!

(Timing) (P.) (Y.) ☺

11. How much time will you take … before you will consider… interviewing the right agent for the job of selling your home?" ( 2 weeks ) Excellent!

(Conditions for agent) (P.) (Y.) ☺

12. What has to happen … before you will consider … hiring an agent? (No Buyers) Perfect! (P.) (Y.) ☺

13. Are you familiar with the techniques I use to sell homes?... (No)You’re kidding!

14.Let’s set an appointment today. Which would be the best time to show you _____ or _____ at _____?

FSBO Script 3

(P.) (Y.)☺ (Alternative introduction)

Hi, I’m calling about the home for sale … is this the owner? (yes)

(P.) (Y.)☺ (P.) (Y.)☺

Great! This Is (Name

to

.

min-(P.) (Y.)☺

utes with you sharing my marketing plan.

.

for you … _____ or _____ at _____? (Yes) Great! (No)

POWERFUL CLOSES FOR FSBOS

1. 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 by tonight at _______ or ______.

2. If you have a buyer, I will pay you a 3% commission.

You’re willing to pay a 3% commission. Great!

Obviously, you already know that exposure is the thing that will help you

(P.) (Y.) ☺

get top dollar for your home … right? So … I want to come by and preview

(P.) (Y.) ☺

your home and spend 30 minutes with you to share my plan to get your home sold for top dollar … (P.) (Y.)☺

and … when I come out … you will see what I am capable of doing

(P.) (Y.) ☺

to … sell your home … and if you … feel comfortable … with what I

(P.) (Y.) ☺

have to say … then we can work together to get your home sold … If you

(N.) (P.) (Y.) ☺ 11

don’t like what I have to offer … that’s OK too … then the worst that you

(P.) (Y.) ☺

have done is expose your home to a powerful agent / company who/ that sells a lot of homes … Correct! Either way, all we need to do now is set an

(P.) (Y.) ☺

appointment.Which would be better for you, _____ or _____ at _____?

3. Do you know how many homes the average agent sells in this area?

… (Four!) Do you know what the average commission is? … ($3,000) If you made ($12,000) a year, would you say your mindset is one of

prosperity or desperation? … If you were desperate and someone offered you 3% to bring them a buyer, … what would you say? …Have you had any agents agree to your offer?

Just imagine that you are that desperate agent…and you have a buyer in your car…(who represents ¼ of your total income for the year)…Would you bring that buyer to an unsecured for sale by owner property like

yours…where the potential for lawsuits is 2-3 times higher…and you’ll have to do all the work…or would you rather bring that buyer to a secured

you get paid…If you were that desperate agent…you wouldn’t show that For Sale By Owner … Right?... .

(P.) (Y.) ☺

That’s the very reason we need to get together! Which would be better for you … _____or _____at _____?

(P.) (Y.) ☺ (P.) (Y.) ☺

4. If I can show you how I will net you more money than you can…selling it on your own… Obviously you’d want to get together with me …right…?.

(P.) (Y.) ☺ (P.) (Y.) ☺ (P.) (Y.) ☺

All I need is 15 minutes to show you how I do that….Let’s set an

appointment today….Which is better for you … _____or _____at _____? (P.) (Y.) ☺

5. Our company sold 100s of properties this last year. …How much

1 (N.)

money have you already lost in time spent? Did you know that the market is no longer appreciating? With each week you are gambling thousands of

(P.) (Y.) ☺

dollars as the market slides backwards… If I could get you the price you

(P.) (Y.) ☺

wanted in the next 30 days…obviously you’d want to list your home with

(P.) (Y.) ☺

me ... .That’s the very reason we need to get together!... Let’s set

(P.) (Y.) ☺

appointment today. Which would be better for you … _____or_____ at _____?

6. What kind of buyers look at For Sale By Owners?

Why wouldn’t a buyer just work with an agent? … Don’t agents have

access to 99% of the homes listed for sale? …"Then why wouldn’t a buyer work with an agent? Buyers that are looking at your home… can’t work with

(P.) (Y.) ☺

an agent…can I explain? Agents do their best to work with buyers who are

(P.) (Y.) ☺

qualified and realistic…Can I tell you who is looking at your home? …

(N.)

First, buyers who don’t qualify for a conventional loan and are looking for a special deal to help them get into a house. … (Name), are you prepared to

The second kind of buyer looking at your home is an investor…preying on For Sale By Owners…who are frustrated with the selling process…whom they can take advantage of… .to get a deal …Have you received any ridiculous verbal low-ball offers? (Yes) Ouch!

(P.) (Y.) ☺ (P.) (Y.) ☺

"Let’s set an appointment today…so I can show you how I will expose your property to buyers with the money…and motivation…to make a full price offer… Which would be better for you … _____or_____ at _____?

7. You’re right! The market is good and you may be able to sell your yourself, … and yet have you considered what it could cost you? …

" (P.) (Y.) ☺

If you don’t have a powerful agent,… like me,… representing you and your best interests, … who is going to help you to wade through all the legalities, … the disclosures, … the inspections, … just to name a few of the

roadblocks along the way? With the extra complexities involved in selling a home these days, … you can easily open yourself up to lawsuits that could wipe out your equity, … just by mishandling one step along the way! …

(P.) (Y.) ☺

(Name), "as a professional REALTOR, I have the skills, knowledge, and experience to protect and negotiate for you with buyers, agents, mortgage

(P.) (Y.) ☺

companies, and others. Let’s do the right thing" … and simply . set an

(P.) (Y.) ☺

appointment so I can show you how I can save you money and protect your

(P.) (Y.) ☺

interests, OK?" Which would be better for you … _____or_____ at_____?

(P.) (Y.) ☺ 8. You probably can sell your home yourself … May I ask you what you do

for a living? … (P.) (N.)☺.

(Name), I don’t have to tell you that your job is quite a bit more complex than it might look to an outsider? Right?

(P.) (Y.) ☺

Realistically, could I step in tomorrow and do your job for you? Of course not!

It probably takes a lot of training and experience to be really good at it … right?" (P.) (Y.) ☺ (P.) (Y.) ☺

It’s the same way in my profession. Getting the results that I get requires

(P.) (Y.) ☺

(P.) (Y.) ☺ (P.) (Y.) ☺

abilities and skills are the . very reason we need to get together. I make it possible for you to go on with the rest of your life …

(P.) (Y.) ☺

. When I sell your house, you show up at closing and get a nice check!

(P.) (Y.) ☺

" Let’s set an appointment today … Which would be better for you … _____or_____ at____?

9. Yes, you probably can sell your home. … The question is at what price can you sell it? … You see, even if you are fortunate enough to get an offer, private offers tend to come in at 7 to 10 % below your price.

(P.) (N.)☺

Naturally, (Name), … I don’t have to tell you that buyers know you’re selling without an agent and they are trying to save the same money that you are.

(P.) (Y.)☺

My listings sell on an average for 98-99% of the list price, which means

"(P.) ☺ (P.) (Y.) ☺

when you … list with me,… even though you list with me … you actually end up with more money in your pocket, and that’s what you want, right? …

(P.) (Y.) ☺ (P.) (Y.) ☺

" Let’s set an appointment today so I can get you what you want in the shortest possible time! Won’t that be great! Which would be better for you … _____or_____at_____?

10. You have some interested prospects that will probably bring you an offer. (P.) (Y.) ☺ (P.)

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

(N.)

wasn’t fully qualified. … You’ve probably heard of sellers having their homes 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 the details are looked after

. (P.) (Y.) ☺

correctly. … That’s exactly why we need to get together!. … I’ll make sure

(P.) (Y.) ☺

the details are looked after, allowing you to be in _____ by _____.

(P.) (Y.) ☺ (P.) (Y.)☺

.All we need to do now is simply make an appointment … so I can help you

get what you want in the time you want. Won’t that be great! Which would be better for you, _____or_____ at _____?

POWERFUL CLOSES FOR PROSPECTING

1. If you could get what you wanted for this home now …obviously you would put your home on the market today. Then " let’s set an appointment today. Which would be better for you …

_____or_____at_____?

(P.) (Y.) ☺

2. If I could get you top dollar for your property today, you’d want

(P.) (Y.)☺ (P.) (Y.) ☺

to list your home tonight? Right. " Let’s set an appointment. Which would be better for you … _____or_____at_____?

3. If you felt absolutely confident … that you could sell your home now …

(P.) (Y.) ☺ (P.) (Y.) ☺

would you sell it? Let’s meet so I can show you how . confident I am …

(P.) (Y.) ☺ (P.) (Y.) ☺

that " I can sell it for you now. " Let’s set an appointment today. … Which would be better for you … _____or_____at_____?

4. You said you had to move to (Place) by (Time) …right? Based on the time it takes to get a home on the market…get it properly exposed to the

(P.) (Y.) ☺ .

public… and sell it… we need to get together as soon as possible.

(P.) (Y.) ☺

So, " Let’s set .an appointment today. Which would be better for you … _____or_____at_____?

(P.) (N.) (P.) (Y.) ☺.

5. (Name), I wouldn’t be doing my job if I didn’t ask you one more time for

(P.) (Y.) ☺ (P.).

an appointment. … I’ve learned over the years that … if I don’t … you

(N.)

might end up with a mediocre agent and lose money … You don’t want

(P.) (Y.) ☺

to lose money on the sale of your home … do you?..." Let’s set an

(P.) (Y.) ☺

(P.) (Y.) ☺.

6. It will only take me 30 minutes to show you how I get top dollar for the

(P.) (Y.) ☺ (Y.)☺

homes that I sell …It would be worth 30 minutes of your time … . to be absolutely sure … you were going to receive the most money possible

(P.) (Y.)☺ (Y.) ☺

for your home … you want to net the most money possible …" right?

.Let’s set an appointment today. Which would be better for you … _____or_____at____?

(P.) (Y.)☺

7. If I had a proven plan for getting your home sold for top dollar … you’d

(P.) (Y.) ☺ (P.) (Y.) ☺

use it? Right? .Let’s get together … and I’ll show you that plan … Which is better for you …_____or_____at_____?

CLOSES

(P.) (Y.) ☺ (P.) (Y.) ☺

1. That’s the very reason we need to get together! . Let’s set an appointment today. Which would be better for you,

_____or_____at_____?

(P.) (Y.) ☺ (Y.)☺ (P.)

2. Let me ask you a question … and please be honest … OK? … If I " sold

(P.) (Y.)☺

your home within the next 30 to 90 days … and I got you what you need …

(P.) (Y.)

would that pose a problem for you? Terrific! " That’s the very reason we

(P.) (Y.)☺

need to get together! " Let’s make an appointment today. Which is better for you … _____or_____ at _____?

(When they ask what you do)

(P.) (Y.)☺ (P.) (Y.)☺

3. My presentation takes only 30 minutes … let me come by and show you

(P.) (Y.)☺

exactly how … I can get that done. Which would be better for you, _____or_____at_____?

(P.) (Y.)☺ (P.) (Y.)☺ (P.) (Y.) ☺

4. I will be in the area all this week. Let’s make an appointment today. Which would be better for you, _____or_____at_____?

(P.) (Y.)☺ (P.) (Y.) ☺

5. When I come out on ______ … and we " agree that my marketing plan is the best available to get your home sold … obviously you’ll be in a position

(P.) (Y.) ☺

to list with me that night/day? " Right? (P.) (Y.)☺(P.) (Y.) ☺

6. Great … why don’t we set a tentative appointment for next week … which would be better for you, _____or_____at_____?

(P.) (Y.) ☺ (P.) (Y.) ☺

7. That’s the reason we have to get together so I can help you expose your property…Which is better for you, _____or_____at_____?

(Y.) ☺ (P.) (Y .) ☺

8. Obviously, you’re interested in netting more money in less time … right? Let’s set an appointment today. Which would be better for you _____or _____at _____?

TIE DOWNS/ ASSUMPTIONS

Doesn’t that make sense? Isn’t that what you want?

That’s not too much to ask for, is it? Wouldn’t you agree?

You want to make the best decision for you and your family … correct? You don’t want to make the same mistake twice … do you?

That’s what you want … right? That’s your goal … correct? Wouldn’t you say?

Of course, you’d agree that listing with me is your best option. … Right? Obviously, …

Exposure is the thing that is going to get you top dollar for your property,…Right? Which would be better for you, _____or_____at_____?

Right! Of course!

PATTERN INTERRUPTS/ LEVEL SHIFTS

PATTERN INTERRUPTS

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. Why did you pick this area?

6. What are you doing to market your home? 7. Is your home still for sale?

8. Are you interviewing agents? 9. Why didn’t your house sell? 10. What plans do you have now?

LEVEL SHIFTS

* What I hear you saying is … (Commission vs. Net) * In other words, you … (Want OH, ads, TV spot, etc.) * In other words, you … want your house SOLD!

INTERNAL DIALOGUE

1. I don’t need to tell you … you already know that … (exposure will get your home Sold)

2. Obviously you already know that …

3. Obviously you already know… I don’t need to tell you …

4. Great, that’s the very reason you and I need to get together so that I can show you how I can help you get to (better schools, larger/smaller

house, horse property, closer to your husband’s work, children’s schools, skiing, etc)…

STATEMENTS & QUESTIONS

• THANKS FOR THINKING ABOUT THAT! • I’M SO GLAD YOU BROUGHT THAT UP!

• THAT’S THE VERY REASON YOU AND I NEED TO GET TOGETHER! • CAN I TELL YOU WHY THAT CONCERNS ME?

• CAN I TELL YOU WHY?

• TELL ME A LITTLE BIT MORE ABOUT THAT?

PRE-QUALIFYING THE LISTING

PRESENTATION SCRIPT

(P.) (Y.) ☺ (P.) (Y.) ☺

Before I come out … there are a number of questions I need to ask you … OK?

(P.) (Y.) ☺ (P.)(Y.) ☺

1. If what I say makes sense … and you feel comfortable and confident that I

(P.) (Y.) ☺

can … sell your home … .are you planning to … list your home with me… when I come out on ______ at _______?" (I don’t know)

(N.)

2. Do you plan to interview more than one agent for the job of selling your home?

3. ☺Tell me again … where are you moving to?

4. ☺How soon do you have to be there? (3 months) Great!

5. ☺When I see you … how much do you want to list your home for?

.Realistically.

(P.) (Y.) ☺ (P.) (Y.) ☺

6. As a professional real estate agent, I study homes and prices every day,

(P.) (Y.) ☺ (P.) (Y.) ☺

therefore I assume . you’ll … list with me … at a price that will cause your home to sell…correct? So … what price won’t you go below?

(Don’t go on appt. if they won’t tell you!)

7. ☺How much do you owe on the property? ($100,000) Excellent!

(Only ask the next question if they have not been FOR SALE BY OWNER)

(N.) (P.) (Y.) ☺ ☺

8. Have you ever thought about selling it yourself? (No) Terrific! (Yes) Interesting.

9. Will you help finance the home for the buyer … or do you want your cash out? (Cash out) That’s Great!

10. Would you please describe your home for me?

(P.) (Y.) ☺

11. I’ll be sending over a package of information … will you take a few moments and review it? Thank you.

12. Do you have any questions before I arrive? (No) Great! (Yes) (Find out what they are and promise to cover them as part of your presentation, if you do not want to address them now.)

13. So you know …our meeting should only take between ten & thirty

THE ONE-MINUTE PRESENTATION

Hi … thanks again for having me over … I’m excited about getting your home on the market … and getting it sold …

(P.) (Y.) ☺ 1

Do you mind if I take a quick look around your home?

I wrote down three … real important questions for you…

(Use your fingers to show #1. ) (Y.) ☺

1. Do you absolutely have to sell your home? " (Yes) Fantastic! (No)

You didn’t pre-qualify hard enough - why are you there?

(Use your fingers to show #2.) (Y.) ☺

2. Will you price your home to sell? (Yes) Great! (1(P.) (Y.) ☺ (Keep nodding, point to the contract, shrug shoulders,☺ be quiet!)

3. Do you … want me … to handle the sale for you? " (Yes) Excellent!

(P. to contract)(Y.) ☺ (Nod)

All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?

Only close for the signature at the end of the One-Minute Presentation when you have qualified and know the following:

1. They know you. 2. They want to hire you. 3. They will list at your price.

(The Seller isn’t qualified to know if you can sell their property – all they can know is that they “feel” you can sell their property! Matt Ferry)

FIVE MINUTE PRESENTATION 1

(P.) (Y.) ☺

#4 – (Name) at the end of my presentation tonight (today) … one … of three Things will happen …

(Use your fingers to indicate the number) (P.) (Y.) ☺☺

#1 … You’ll have the opportunity to …. list your home with me … or …

(P.) (Y.) ☺

#2 … You’ll decide not to …. list your home with me … or …

(P.) (N.) ☺

#3 … I’ll decide not to take your listing … any one is fine …

#5 – Let’s take a moment and review the questions I asked you over the phone… a.) You said you were moving to (L.A.)... right?

b.) You said you had to be there by (three months) … correct? c.) You would like to price your home at ($200,000) … right? d.) And … you said you owe ($100,000) … is that right?

(N.)

1

e.) Now … you weren’t planning on selling it yourself, were you? Terrific! f.) You did (did not) want your money out … correct? Wonderful!

(Use fingers to show #2)

#6 – Now … there are only two issues we have to look at tonight ( today) …

☺(Use finger for # 1) (P.) (Y.) ☺ (Use fingers for #2) ☺

Number one… your motivation to … sell this home … Number two … the price we set on your home … It’s important that you understand … those are the only two issues in selling real estate today … (Name), are we clear on that? Great!

#7 – I’ve prepared what we call a Comparative Market Analysis … There are two

(Use finger to show #1) 1111

parts to this research … Part One … we call Fantasy Land … what home (Use fingers to show #2). (Point to CMA & Contracts)(P.) (Y.) ☺

owners list homes for …Part Two …we call Reality " … what real estate agents list and sell homes for... We’re going to have to …"decide tonight … where you’re going to spend your time … let’s go through the two parts together … (Go through the C.M.A.!)

#8 – Now that you’ve seen these prices … I’m going to recommend a price of

(P.) (Y.) ☺

($185,000)…will you (Name),…" list your home with me…for that price tonight?

(Point to the contract)☺ (P.) (Y.)☺

All we need to do now is simply … sign the contract … so I can help you get what you want in the time you want … won’t that be great!

TWENTY MINUTE PRESENTATION 1

#9 – (Name), what price do you absolutely have to have? ($200,000) Ouch! #10 – Based on that … there are a couple of real important questions I need to

ask you"

(N.)

#11 – Specifically … why do you feel your home is worth ($15,000) more than your neighbor’s?

#12 – (Name), in today’s market place … that means you’ve simply brought your home up to selling standard … right?

#13 – All homes need _______, right?

#14 – New homes have all of that and more … don’t they?

#15 – Let me ask you a question … If a buyer wants to buy your home … but … they plan to get rid of _____ the moment they buy your home … how

much is it worth then? Exactly!

#16 – Did you add that to your home for the next buyer … or for your own enjoyment?

#17 – Did you enjoy it? (Yes) Great!

(N.)

#18 – If you were purchasing a home … and two similar homes were for sale …

(Point @ CMA) (Y.) ☺

one for ($200,000) … and one for ($185,000)… which would you buy? #19 – Be Honest!

#20 – Wouldn’t you want to use the extra ($15,000) … to do what you wanted to the home?

#21 – Don’t you think most buyers would feel just like you? Of course they would!

(Point to CMA) (P.) (Y.) ☺

#22 – That’s why … I’m going to recommend … again … a price of ($185,000)… based on what we know … do you want to …. list your home … for that price tonight?

(P.) (Y.) ☺

All we need to do now is simply …" sign the contract … so I can help you get what you want … in the time you want … won’t that be great?

GOING FOR YOUR PRICE SCRIPT

1 (Y.)

#23 – (Name), do you understand the word … overpriced? Great!

#24 – (Name), may I tell you what happens when a property is overpriced? #25 – You have fewer showings … than if it’s priced right … meaning fewer

people will even look at your home … just because of your price … and … at your price …you’ll be helping the competition to sell their home … can I explain?

#26 – It’s very common when agents show property … that they show the

(Hold hand up high) (Point to seller)

one that is overpriced … in this case … yours … then they say “If you like this one at ($200,000), you’ll love the one down the street at ($185,000)!”

(N.)

#27 – (Name), can you afford to have that happen?

#28 – Therefore … I’m going to recommend … again … a price of ($185,000),

(P.) (Y.) ☺

based on what we know … do you want to …" list your home … for that

. (P.) (Y.) ☺

price tonight? All we need to do now is simply… sign the contract … so I can help you get what you want in the time you want. Won’t that be great! Sign the contract!

ALTERNATIVE LISTING PRESENTATION 2

THE ONE MINUTE PRESENTATION

(P.) (Y.) ☺

Hi, (Name), …☺ thanks again for having me over" ! ☺ … I’m excited about getting your home on the market… and getting it sold…"

Do you mind if I take a quick look at your home?...

I wrote down three … .real important questions for you … (Use your Index finger to show #1. ) (Y.) ☺)

1. Do you . absolutely have to sell your home? (Yes) Fantastic! (No) You didn’t pre-qualify hard enough - why are you there?

(Use your fingers to show #2.) (Y.) ☺)

2. Will you price your home to sell? (Yes) Great!

1(P.) (Y.) ☺ (Keep nodding, point to the contract, shrug shoulders,

☺

(P. to contract)(Y.)

☺

All we need to do now is simply … sign the contract … so I can help you get what you want …in the time you want … won’t that be great! ☺☺☺

Only close for the signature at the end of the One-Minute Presentation when you have qualified and know the following:

1. They feel comfortable (Rapport). 2. They trust you.

3. They respect you.

4. They will list at your price.

(Seller isn’t qualified to know if you can sell their property – all they can know is that they “feel” you can sell their property! Matt Ferry)

THE C.M.A. PRESENTATION

(P.) (Y.) ☺ (Use Index finger to show #)

4. (Name) … at the end of my presentation tonight … one … of three things will happen …

(Use Index finger to show #) (P.) (Y.)☺

#1 … You’ll have the opportunity to …. list your home with me … or …

(Use fingers to show #’s) (N.) (P.) (Y.) ☺

#2 … You’ll decide not to …. list your home with me … or … (Use fingers to show #’s) 11 (P.) (Y.) ☺

#3 … I’ll decide not to take your listing … any one is fine …

5. Let’s quickly take a moment and review the questions I asked you over the phone …

a. You said you were moving to (L.A.), Right?

b. You said you were moving because of (job transfer)? … Is that right? c. You said you had to be there in (90 days ) … correct?

d. You would like to price your home at ($200,000)… right? e. And … you said you owe ($100,000) … is that right?

f. Now … you weren’t planning on selling it yourself, … were you? Terrific! g. You did (did not) want your money out … correct? Wonderful!

(Use fingers to show #’s)

6. Now … there are only two issues we have to look at tonight … number one

… your motivation to … sell this home … and number two … the price we set on your home …

(Point to the C.M.A.) (Use fingers to show #’s)

7. I’ve prepared what we call a Comparative Market Analysis … There are two parts

(Use fingers to show #’s)

111

to this research… Part one … we call … Fantasy Land … what homeowners

(Use fingers to show #’s)(P.)(Y.)☺ (P.) (Y.) ☺

list homes for … Part two … we call … Reality "… what real estate agents list and sell homes for … We’re going to have to …. decide tonight … where you’re going to spend your time … (Point to sellers) ☺

8. The purpose of the Comparative Market Analysis … is to determine the value of your home … in the eyes of a buyer … Do you know how buyers

determine value?

(Point to C.M.A.)

9. Buyers determine value by comparison shopping. They look at the price of your home based on its features and benefits, and compare it with the

features and benefits of similar homes that have sold recently or are currently on the market. Does that make sense? ☺

10. For example … if you were going to purchase a new car … and one

dealership had a car for $20,000 … and another dealership had the same car for $20,000 …. but… it had a CD player and fancy rims … Which car would be more valuable? … (The car with more) Why?

11. What if the first dealership … put the car with NO CD player or fancy rims … on sale for $15,000 … "Which would be a better value then? " … (The

$15,000 car) Why? Lower price.

(Raise hands high)

12. So … you can see … that if you want to increase value:

(Lower your arms)

• Lower the price … or …

(Hold hands out) (Y.) ☺

• Have more features and benefits … for the same price … Does that make sense?

(Raise hands)

13. So … unless you are planning to add more features and benefits to your home …

(Look at them (N.) .

Are you? … (No…) Price is the only issue … Can I show you what I mean?

(This is where you show them the SOLD & U/C & Active properties. Remember Active Properties are “Fantasy Land” SOLD Properties are REALITY! Ask the following types of questions about each of you

comps and let the Sellers answer the questions.) (Use your Index Finger to point to the Comps)

a. This home is just like yours … (Counters the seller’s belief that their home is different)

b. How many bedrooms? (Four)

c. How many baths? (Two & one half) d. How many square feet? (2000 sq. ft.)

e. Do you know this neighborhood? (Yes, it’s our area), (No, ours is a better area.)

f. Have you seen this house? (Yes, we drove by it, Yes, we know the owners, No)

(Based on the features and benefits of their home, tell them)

1. Your home is better.

2. This house is a little better than yours. 3. This home is very similar to yours.

(Justify why you say that by comparing their features and benefits to the comps. Ask them … “What are the buyers saying about this property? … It’s worth it … It’s not worth it.)

g. What price are they asking? ( $205,000; $189,000; $185,000)

i. You need to be in (L.A) in (90 days) … Right?"

(Point to the C.M.A.) (Y.) ☺

14. What price do you feel we should use … to create value in the eyes of the buyer … and get someone to decide to buy your home versus the

competition?

(If their price is unrealistic, proceed to #17 NOW, otherwise)

(Point to C.M.A) (P.) (Y.) ☺☺

15.Now that you’ve seen these prices … I’m going to recommend a price of

(P.) (Y.) ☺ .

($185K) …will you, (Name), … list your home with me … for that price tonight? …

(Point to the contract.). (P.) (Y.)

☺☺

16.All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?

16. (Name), what price do you . absolutely have to have? ($200,000) (Repeat the amount they say – speak the entire price – e.g. TWO HUNDRED THOUSAND

DOLLARS!!) Ouch!

17. Based on that … there are a couple of "real important questions I need to ask you …

18. Specifically … why do you feel your home is worth ($15,000) (speak the entire price) (FIFTEEN THOUSAND DOLLARS!) … more than your neighbor’s? …

19. (Name), in today’s market place … that means you’ve simply brought your home up to selling standard … right?

20. All homes need (carpet, new roof, landscaping, paint) … right?

21. Let me ask you a question … If a buyer wants to buy your home … but … they plan to get rid of (carpet, landscaping, paint color, Jacuzzi, etc.) the moment they buy your home … how much is the (carpet, landscaping, paint color, Jacuzzi, etc.) worth then? Exactly!

22. Did you add that to your home for the next buyer … or … for your own enjoyment? Did you enjoy it?... Great!

(Use your fingers to show numbers)

23. If you were purchasing a home … and two similar homes were for sale … one for (Two Hundred Thousand Dollars), … and one for ($185K) … which would you buy?

24. Wouldn’t you want to use the extra ($15,000) …to do what you wanted to the home?...

25. Don’t you think most buyers would feel just like you? Of course they would!

26. That’s why … I’m going to recommend … a price of ($185K) … based on what we know … do you want to …. list your home … for that price

tonight? (P.) (Y.) ☺

All we need to do now is simply … . sign the contract .… so I can help you get what you want … in the time you want … won’t that be great! .Sign the Contract

POWERFUL CLOSES FOR THE LISTING

PRESENTATION

(P.) (Y.) ☺☺

1. To give your property maximum exposure … I am going to recommend we get a key box on the property " … a sign in the yard … and, of course, we’ll get it on the internet as fast as possible … Now … when would you like us to come by with the sign & key box? … All you need to do now is …. sign the contract … so I can help you get what you want … in the time you want … Won’t that be great!....Sign the contract! ☺☺

(P.) (N.) ☺☺

2. Do you feel I can sell your home? … " Sign the contract.

(P.) (Y.) ☺

3. Is there anything else stopping you from listing your home with me tonight? … All you need to do now is …. sign the contract … so I can help you get what you want … in the time you want … Won’t that be great!....Sign the

contract! ☺☺

(P.) (Y.) ☺

4. As a professional service … and to start our relationship … I’ll call the agents you still have appointments with … and cancel the appointments for you …

(P.) (Y.) ☺

would you like to know what I’m going to say?

“They thought you were terrific … They wanted to give you a chance but … I

. (P.) (Y.) ☺

convinced them to … list with me tonight! If you have any buyers … go ahead and bring them by … the keybox will be on the door tomorrow!”

Now … let’s make a list of who I need to call. All you need to do now is

….simply sign the contract … so I can help you get what you want … in the time you want … Won’t that be great!....Sign the contract! ☺☺

5. (Mr. & Mrs. Seller), … based on your time frame … and what you want for

(P.) (Y.) ☺

your home… and the marketing and exposure you need … I’m the right

(P.) (Y.) ☺

person for the job... put me to work for you right now … All you need to do now is … .simply sign the contract … so I can help you get what you want

(P.) (Y.) ☺

… in the time you want … Won’t that be great!.... Sign the contract! ☺☺

6. Have you noticed that all Realtors say basically the same thing? … Let me show you how I separate myself from my competition … (Show track record)

(P.) (Y.) ☺☺

… (Name), … I sell ( #) homes per year while my competitors average ( 4 ) per year … If you were going to hire a doctor to perform surgery … would you hire someone who does it now and then … or … the doctor who’s done

... (P.) (Y.) ☺

it day in & day out for years? Why? … I agree! All you need to do now is

(P.) (Y.) ☺

….simply sign the contract … so I can help you get what you want … in the time you want … Won’t that be great!.... Sign the contract! ☺☺

7. " When would you like to receive your first offer? … All you need to do now is

. (P.) (Y.) ☺

8. …. simply sign the contract … so I can help you get what you want … in the time you want … Won’t that be great!....Sign the contract! ☺☺

your property? (No) Great! Sign the Contract! ☺☺

10. Is there anything else you would expect me as your agent to do to sell your house? No? Great! Sign the Contract! ☺☺

11. Is there any reason why we can’t start the process today? No? … sign the contract! ☺☺