EXPIRED SCRIPT OVER THE PHONE

Transcription

1 EXPIRED SCRIPT OVER THE PHONE Hi, I m looking for Hi my name is with I m sure you ve figured out that your home came up on our computer as an expired listing and I was calling to see 1. When do you plan on interviewing the right agent for the job of selling your home? (Never) Terrific! / Really! 2. If you sold this home where would you go next? (LA) That s exciting! 3. How soon do you have to be there? (Already) Ouch! 4. what do you think stopped your home from selling? (The agent) Really! 5. How did you happen to pick the last agent you listed with? (Referral) Great! 6. What did that agent do that you liked best? (Nothing) Ouch! 7. What do you feel they should have done? (Sold my house) Really! 8. What will you expect from the next agent you choose? (Sell my house) Terrific! 9. Have you already chosen an agent to work with? (No) Wonderful! 10. I would like to apply for the job of selling your home are you familiar with the techniques I use to sell homes? (No) You re Kidding! 11. What would be the best time to show you Monday or Tuesday at? The Mike Ferry Organization

2 FSBO SCRIPT Hi, this is with, and I m calling about the home for sale is this the owner? I m doing a survey of all the FSBO s in the area and I was wondering 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? (5) Good for you! 4. What methods are you using for marketing your home? (Sign and ads) That s great! 5. How did you determine your price? (Other agents) Fantastic! 6. Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific! 7. Why did you decide to sell yourself rather than list with a Real Estate agent? (Save the commission) Great! 8. If you were to list which agent would you list with? (None in mind) Fantastic! 9. How did you happen to pick that agent? ( ) Good for you! 10. If you were to list what would you expect the agent to do to get your home sold? ( ) That s great! 11. How much time will you take before you will consider interviewing the right agent for the job of selling your home? ( ) Excellent! 12. What has to happen before you will consider hiring a powerful agent like myself for the job of selling your home? ( ) Perfect! 13. Are you familiar with the techniques I use to sell homes? ( ) You re kidding! 14. What would be the best time to show you or? The Mike Ferry Organization

3 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 Do you mind if I take a quick look at your home? I wrote down three real important questions for you 1. Do you absolutely have to sell your home? ( ) Fantastic! 2. Will you price your home to sell or do you want to keep it on the market for a long period of time? ( ) Great! 3. Do you want me to handle the sale for you? ( ) Excellent! 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 Mike Ferry Organization

4 4. (Name) at the end of my presentation tonight one of three things will happen 1 You ll have the opportunity to list your home with me or 2 You ll decide not to list your home with me or 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 right? B) You said you were moving because? C) You said you had to be there by correct? D) You would like to price your home at right? E) And you said you owe 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! 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 7. I ve prepared what we call a Comparative Market Analysis There are two parts to this research Part one we call fantasyland what homeowners 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 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? 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 The Mike Ferry Organization Page 1 of

5 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? why? 11. What if the first dealership put the car with NO CD player and rims on sale for $5,000 Which would be a better value then? why? 12. So you can see that if you want to increase value: A) Lower the price or B) Have more features and benefits for the same price Does that make sense? Good! 13. So unless you are planning to add more features and benefits to your home Are you? (No ) price is the only issue Can I show you what I mean? A) This home is just like yours B) How many bedrooms? C) How many baths? D) How many square feet? E) Do you know this neighborhood? F) Have you seen this house? (Based on the features and benefits of the home tell them) 1. Your house is better 2. This house is a little better than yours 3. This house is very similar to yours (Justify why you said that by comparing their features and benefits) G) What price are they asking? H) Look how long it s been on the market? I) You need to be in by right? The Mike Ferry Organization Page 2 of

6 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? 15. Now that you ve seen these prices I m going to recommend a price of $ will you (name) list your home with me for that price tonight? 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? 17. what price do you absolutely have to have? ( ) Ouch! 18. Based on that there are a couple of real important questions I need to ask you 19. Specifically why do you feel your home is worth $ more than your neighbor s? 20. (Name) in today s market place that means you ve simply brought your home up to selling standard right? 21. All homes need right? 22. 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! 23. Did you add that to your home for the next buyer or for your own enjoyment? 24. If you were purchasing a home and two similar homes were for sale one for and one for which would you, buy? The Mike Ferry Organization Page 3 of

7 25. Wouldn t you want to use the extra to do what you wanted to the home? 26. Don t you think most buyers would feel just like you? Of course they would. 27. That s why I m going to recommend a price of $ based on what we know do you want to list your home for that 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? The Mike Ferry Organization Page 4 of