Convert online leads in legal agreements

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so what is the best the number one the most efficient script when you're trying to convert internet leads today that's exactly what we're going to be diving into we're going to be talking about what to do when you start generating leads and start making those phone calls and look when i say this is the best script i don't mean this is the best script because i say it's the best script i mean this is the best script because this is what i learned when i was running the lead generation department for a top real estate team in the country when i was running the isa department for that same team at one point we had over 30 isas this is the script that we were training the isas who are working internet leads to use so this script has been used for tens of thousands of leads so this is why i would say this is the best script and i would say if anybody says differently they're using a variation that has worked slightly better in their market but this hands down best script for converting real estate leads but before we can dive into what that script is how you need to deliver it and why it's going to be so powerful for you we need to talk about the difference between converting every single lead that you get and converting the right leads if you've ever received a cold call if you've ever filled out a form for information you've probably talked to somebody that was trying to sell you something now here's the issue if you are looking to buy something and they're trying to sell something you've got the perfect match but the reality is that not everybody is a real hot lead right now one thing my coach told me when i was getting started in real estate was guess what we're not trying to turn the entire river to gold we're prospecting to find a few golden nuggets and you need to understand we're not magicians you're not going to make someone buy or sell a house we don't have that kind of power so identifying whether or not you should actually be focused on booking a listing appointment or a showing appointment or an in-office appointment with this person is key to making the script work also if you're looking to take more listings and take more control in your business check out the free training it's the top link in the description now the other thing that's key to making this script work is the person who's delivering the script if you've ever made a cold call if you've ever tried to convert an internet lead if you've ever had a signed call if you've ever talked to anybody on the phone and attempted to sell something to them then you probably realize that there are some people that are better at it than others but how do we actually get to the point where this script can start to convert the internet leads that we're trying to convert the reality is you have to practice you have to get good at the script the person saying the script can be more powerful than the script itself that doesn't mean they get to say whatever they want they don't need a script but just understand when you're getting started you may not be at the level you need to be to use that script it doesn't mean the script doesn't work it means that you're not there yet but how do you actually get better well you need to be recording your calls if you're not recording your calls i highly recommend you do so so that you can go through listen to those calls find out hey what did i say right what did i say wrong where did i lose this person was i trying to convert somebody that's not actually interested in buying or selling real estate so with that let's dive into the script but before we do that if you are not already please do me a favor hit that subscribe button hit that like button drop me a comment and let me know what is your biggest struggle with converting leads right now now we're going to be focused on internet leads so you're actually going to be calling them an inbound sign call or something like that is going to be way easier than internet leads in general and so if you're getting those you can still use the same script but just know it's going to be way easier than if you're calling them so a new lead comes in what are you doing first well the first thing you're doing picking up that phone and you're calling them you want to call them within 10 15 30 seconds i mean as fast as you can because people have a short attention span [Music] so you get the lead you dial their number they answer hello here's what you say hi this is matt from the real estate company and we received your request for more information on listing or list of homes typically those are gonna be the two things that you're using if you're using facebook or google ads they're typically gonna give you some sort of a reply right here oh yeah we found it ah we're just looking oh thanks for calling we're not really interested you know something like that now this is just basic buyer defense system right you walk into a furniture store what do you do the first thing somebody comes up they say hey how can we help you what are you looking for blah blah blah you're gonna say oh it's all right i'm just looking right because we don't want that person breathing down our neck while we're walking around trying to sit on beds or couches and look at coffee tables and whatever we just want to look around and see if they have anything we're even interested in this is the same frame of mind that that buyer is in when they inquire on your lead form or on your ad or whatever it is that they're inquiring so they tell us whatever their basic defense is or maybe sometimes they will actually give you really good information off that first question when you just say we're responding to your request for more information on the property down on 123 main street we're responding to your request for a list of homes under the price of two hundred thousand so whatever it is you're saying it see what they say right find out what they're gonna say find out if they're giving you a defense or if they're giving in and they really want your help so they say oh we're just looking you know we're just this blah blah blah what you say next is simple now you say it very simply so you're in the market to buy a home now we're trying to get them to identify whether or not that statement or question is true or is it false are they in the market to buy a home or are they not this is where you'll run into those people that are like actually i'm looking for my son he's getting married in three months and he needs to move out of the basement and we're trying to see if there's houses around that he could move into and we just want to encourage him to find something you get all kinds of stuff after that question no no we didn't even fill that out i don't know how that happened my phone must have slipped my kid must have done it my dog was messing with my phone and its nose entered all my information and put it in on your website just know you're gonna run into some crazy stuff and it's okay we're just trying to break through that buyer defense in this beginning piece there are times where i've had people say no we're not really you know and you kind of hear the hesitancy in their voice and i literally just ignore it like ah nah we're not really interested in buying a house right now you know we don't really think about moving very often and we definitely didn't go to any open houses in the last two weeks you know whatever it is right and i've just ignored it and moved on to the next question perfect so what location or what areas are you most interested in i mean if you had to narrow it down now you'll be surprised how many people have said they're not interested but they've got several areas that they're looking at homes in because they're thinking about possibly you know if the moon is full and the tides they're thinking about it okay so find out where they're thinking about it get that location from them once you have the location you can build a little rapport oh that's great you know what brings you to royal oak and be careful on this one because if you say something like why do you want to move to royal oak that can come off very negative and this goes back to how long you've been doing this your practice how many times you've done it so we've got that location from them now we know what they're looking at we're starting to build a little bit of rapport with them now we're probably aware of what the price is in that location but not everybody else's so that's the number we want to ask next so the listing that you inquired on is listed at 325 is that around the price point that you want to be at when you say this make sure you say that in a positive light because if you say is around 325 that tone is telling people you don't think they can afford it so make sure you say very very clear very cleanly so that one's listed at 325 is that the price point that you wanted to be around and if they say no you know that's a little high for what we're looking for okay perfect so tell me a little bit about the price that we want to find a house in tell me a little bit about the price that we're looking to stay under tell me a little bit about the price that you feel comfortable with now again these are all phrases that i will use interchangeably depending on the person that i'm talking to and what that conversation looks like so far next we're gonna dive in we're gonna grab their motivation why are they moving and this is probably the most important piece of the entire script what has them looking at making a move what has them moving locations why are they leaving their rental their current home their parents basement and moving what has them doing this the motivation is going to give us more information about their timeline their price point how serious they are as a buyer than anything else we can ask them now this is a very simple question but it really depends on how you say it what has you making a move if you say it positive like that you're gonna be fine what has you making a move now it's like what's going on are you guys safe should i send a cop blink twice if you're in danger we don't want that we want to keep that rapport working all the way through this thing we want to stay on track with these people or the person that we're on the phone with so that we are even keel and they can trust us and we're diving into that rapport so when you say this you want to be really light-hearted because this question can be super personal and we don't know if it is or is not yet so we're going to ask it lighthearted so what has you guys making a move just lighthearted ask the questions stay in rapport be happy with the person because we want them to give us something to play off for the next part of the question because typically they're gonna say ah you know we'd like to get a bigger house ah we'd like to get a smaller house and these are not real motivations these are what we call the goals these are the false motivations we want the real deal we want the real motivation we want the reason they want to downsize or the reason they need a bigger house so when they say ah we're you know we're we're thinking about getting something a little bit bigger we're thinking about getting something a little bit smaller ask them why and not just how come why and here's how you do it repeat and affirm then ask the question so something a little bit bigger than your current house perfect and what has you looking at something a little bigger we're just gonna ask oh we need a little bit more room okay okay well we'd like a little bit more space you know whatever it is we have to dig and sometimes this can get uncomfortable but that's where your experience is going to help you find that line because you don't want to push somebody away by asking too many questions but you need to find out what their motivation is because that's really going to help you with how to follow up and how to connect now with people that i've talked to in the past they've wanted to downsize for reasons of health maybe they didn't want stairs in the house maybe they didn't want to have to deal with the pain in their knees going down the stairs maybe they didn't want a bigger yard because they couldn't maintain it anymore their health wasn't great health is a very big reason that people downsize or move in general when people want to upsize a lot of times there's an event in their life maybe it's another kid maybe it's another dog maybe they've been saving for a long time and they've been living in a small house or living well under their means and they're finally at a point where they feel like they can get to a larger house and that's fine but we want to try to find out some of this information the more we can connect with these people on the phone call the easier the in-person appointments are going to be and again when you can relate things back to their real motivation it's gonna be so much easier than trying to say well this house is bigger well this house is smaller so what's the problem and if things start to get uncomfortable one of the things that you can do this is called the motivation script you just say hey look i want to make sure that my motivation to find you a house matches your motivation to actually move into a new house so help me with that on a scale of one to ten one meaning we've got all the time in the world 10 meaning we'd like to be in in the next 30 days how would you rate yourself as a buyer on that scale from 1 to 10. now once they give us that number we're simply going to repeat it clarify it so they're gonna say something a lot of times around so six or seven okay so if it takes a year to two years that's not gonna be an issue and they're gonna go oh no i mean we'd like to be in there in the next you know three to six months and it's like okay perfect or they'll say something like we'd like to be in there before school starts whatever again we're trying to find some real information on their motivation so we can dial in a timeline and we can connect with them on a more personal level the next thing we want to do is clarify they don't already have an agent now this is something that we're going to do very nonchalantly very quickly we're going to ask we're going to move on we're not going to have people sitting there going well i talked to one agent in 2017 that was at an open house they seemed like a pretty nice person we might think about using them again no no like if it's an internet lead here's what we're doing we're gonna assume number one that they're not and here's how we do that and i assume because you registered on our website you guys aren't working exclusively with any real estate agent yet that's all we're saying and we'll find out are they exclusively working with any real estate agents yet if they say yes then we're going to ask them perfect and have you guys signed a buyer agency agreement with them if they say yes at that point we now as real estate agents cannot continue that conversation we have to let them know and politely end the call if they are not signed with a buyer's agency agreement and they're not working exclusively with an agent we are free to move forward so next we're going to ask them a very important question but we're going to do it very carefully because we don't want to offend them and people get offended by this question all the time if you're not careful so here's how we find out are they pre-approved are they using cash are they getting a mortgage and are you planning on financing or paying cash now when i say that again paying cash like we're just saying it as an option it's not a requirement we don't want to say it like hey are you planning on financing or are you paying cash right because we don't want them to feel bad if they're financing we also don't want them to feel weird if they have enough money like we have never talked to somebody with that much money in our lives and we're a brand new agent right we don't want to be tipping those things off so that one finding out their mortgage very simple we're simply saying so are you planning on financing or using cash once they tell us oh we're going to be using financing perfect and have you talked to a mortgage lender yet we want to find out are they pre-approved are they not and if they haven't talked to somebody get them in touch with yours because chances are you as an agent have somebody who can get the deal closed who's going to pick up the phone at 8 30 at night after you did a showing and they're ready to write an offer and 17 other people are as well never feel bad for moving them to your lender if you have a better service to offer finally the close and this is the simple but easiest thing to mess up so they're a buyer they're not selling a house if they're selling house you do the appointment at their house if they're not selling a house you're gonna do the appointment in your office it's very simple perfect and what's the best day this week for you to come down to the office where you can meet me i'll meet you we'll get you in our system so that we can get you approved to see houses now you always want to meet your buyers in person first that is a safety issue that is something anybody that i talk to i never recommend that somebody meet somebody out at a showing if this is the first time you're meeting somebody you meet them in the office you get their information you feel them out you make sure you don't have somebody who wants to put you in a trunk as a realtor realtors because we're paid on commission a lot of times are very eager to go out to a house with somebody that they've never met that is likely going to be empty this is not a safe situation and you should always be meeting people in the office first anybody who says different probably doesn't know how to convert to an in-office appointment now if you'd like a pdf version of this script i will put a link to it down below in the comments with that i hope this video has been helpful and i hope you'll stick around to watch some of the others