Reminding Client to Keep Your Team in Mind: Script #9. Building an A-List Database: Script #1

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1 Reminding Client to Keep Your Team in Mind: Script #9 Craig and Brenda Wilson, Tulsa, Oklahoma Millionaire Real Estate Agents with Denise Wright and Beth Wasson Listing Coordinators The Wilson Home Team Don t think of us just when buying or selling a home. Think of us as a resource center. If you need a roof or you need a plumber or an electrician, we have a list of professionals with great track records, to whom we feel comfortable referring you. Building an A-List Database: Script #1 John Dietz, Palm Harbor, Florida Listing Specialist The Gary and Nikki Team [Use this script with people with whom you have built a rapport, and who would refer you on a regular basis. Or, if prospecting with a client, once a property sells on one of your listing, call them five days after the closing to find out how things went.] Let me ask you a question, Mr. Seller. I ve really enjoyed working with you over the past two months. If you knew of somebody that was going to be buying or selling a home in the next days, do you have an agent that you would refer them to? No, I don t. Let me ask you a question. Would you refer the team to friends or family members who you knew were going to sell their home? Yes. I m really glad to hear that. What I d like to do is set you up as a preferred client with the team, and what that means is we re going to be sending you an item of value every thirty days, and I m going to be staying in touch with you just to see if there s anything we can do for you. And the only thing we ask is that if you do know of anybody that s going to be buying or selling a home, if you could, Mr. Seller, give me a call with that person s name and phone number. I would greatly appreciate that. Would that be okay? Sure. Excellent. Well, I ve really enjoyed working with you also, and I look forward to working with you again in the future. v Keller Williams Realty, Inc. 201

2 Lead Generation Building an A-List Database: Script #2 Rick and Teri Brenkus, Las Vegas, Nevada Millionaire Real Estate Agent I was just calling to verify that the information in our database is correct. In addition, I want you to know that we re providing a referral service to all of our clients. Not only can you call when you know somebody wants to buy or sell a home, you can also call us if you re looking for a vendor. We want to be your one-stop resource if you ever have the need for painting, a handyman, pool service, landscaping, a housekeeper, etc. We ve got a list of vendors that we d like to share with you. Do you have any needs right now that we could help with by referring someone to you? As a past client, if you do happen to call our vendors, please make sure that you mention our name. We have prenegotiated a special discount with these vendors if you mention the team. Oh, you guys are great! I ve given your card out a bunch. We really appreciate that. In the future, would it be okay if you d call me with that person s name and phone number? What we ve found is that sometimes they ll lose our card and are too embarrassed to ask you for it again. If you call us, we ll make sure that not only will we get in touch with them and offer them our top-notch service, but we ll update you to let you know how everything is going with their transaction. Building an A-List Database: Script #3 [This can be used during a Sign Call.] Paul Boudier, Roseville, California Millionaire Real Estate Agent If you had a friend, family member or neighbor in need of an agent, do you have an agent you would refer them to? No, I don t. We would like to become your real estate resource. I m going to go ahead and contact you every month. Would that be alright? What will you contact me regarding? We have a couple of different sources we send out. For instance, we have a newsletter that includes tips on things like tax issues and homeowner maintenance. We ll be in contact with you on a consistent basis. That way, if you have a need or know of anybody who is thinking of moving, you ll keep us in mind. I d be glad to. 202 v Keller Williams Realty, Inc.

3 Building an A-List Database: Script #4 Rudy Usic, Blue Bell, Pennsylvania Team Leader I am currently providing my friends and spheres with a free consulting service. Let me explain by asking you a question. Would you see the value in knowing what effect the current real estate market has had on the market value of your home? Yes I would. Please give me your mailing address, address, and phone number, and I ll be in touch with this information. Building an A-List Database: Script #5 Keller Williams University Skills and Scripts Hi, this is with Keller Williams Realty. How s the family? How s the job? I m calling because I was in a seminar the other day and I learned an interesting statistic. I learned that for every person I know, that person will know five people who want to buy or sell real estate this year. Can you believe that? That got me to thinking; why don t I put together a list of people I feel can help make me to be successful in this business. Would you be offended if I put you on that list? No. Great! When is your birthday? [Make note of the answer.] When is your spouse s (name) birthday? [Make note of the answer.] What will being on this list entail? I ll be sending you some things in the mail and I would appreciate your feedback on the materials that I m sending. So, would it be okay to put your name on the list? Sure. v Keller Williams Realty, Inc. 203

4 Lead Generation Warm Lead from Referral Initiating Contact with a Warm Lead: Script #1 PJ Stratford, Tempe, Arizona Mega Agent Camp 2003 Mary Sue suggested I call you. She said you re looking for a home and I d like to help. I m available at and. Which time is best for you? 204 v Keller Williams Realty, Inc.

5 Objections I Don t Know Anyone: Script #1 [Use this script with people you know really well.] Monica Pottorff, Lake Travis, Texas Mega Agent Camp 2003 Can you think of one person who s buying or selling real estate right now? No, no right now. The National Association of Realtors [Canadian Real Estate Association] says that most people know five people a year who are buying or selling real estate, so you ll probably know of someone in the near future. I ll check back with you to get those referrals. If you don t know of someone then, we need to get you out more often. v Keller Williams Realty, Inc. 205