Empower Your Real Estate Business with a Customer Contact Database for Real Estate

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I got a lot of scripts I don't like using scripts all the time as a general rule because I feel like it's easier to let things just flow naturally however it can be helpful to have a few talking points or just a few play on words to have in the back of your pocket if you're searching for something important to say to a prospect so let's talk about what I think are the three most critical scripts that every real estate agent needs in their business okay so I'm gonna give you the scenario and I'll give you the script scenario number one you lost touch with your prospect so maybe you had a buyer who was on the fence or seller who is on the fence or you got a referral or a lead and and maybe just just maybe you kind of drop the ball and lost touch with them could have been that they ghosted you and you just didn't follow up but regardless some time has passed you're going through your lead list and you're trying to like Revitalize some old leads so this is a really great thing and by the way this this is a great end of year activity I would be using this script for anyone throughout the year who told you at one point that they wanted to buy or sell but for whatever reason just never moved forward and the script sounds something like this the goal is to strike up a conversation get back into the picture and see if you can re-engage this lead the script is going to be super easy hey last we spoke you were looking to buy a home just wanted to check in before the end of the year was that still part of your plans or did you end up finding something I know that sounds super obvious but if you have leads this year that you haven't been reaching out to and you're wondering if there's any opportunities there I promise you there are and something as simple as hey last we spoke this was the plan is that still the case really goes a long way to opening up a conversation without feeling heavy or awkward or just kind of out of place now for those who you feel like you really draw dropped the ball with like the ones who you really don't want to send this message to because you feel like you kind of screwed up I would add a little bit of a oh my gosh I could just kick myself for losing touch with you last we spoke you were thinking about buying how'd it go did that end up happening I know we lost touch was that still part of your plans for this year or did you already take care of that goal right like again we're just trying to figure out where they're at like if there's still a viable lead or if they ended up purchasing by the way if they did end up purchasing a home if this was like a buyer lead that you're using with this with and they said yeah we ended up buying a house when an agent we met at an open house a few months after we spoke then your work starts now because there's now no more agency relationship in place you've already purchased with another agent you can't help that that happened but you can develop that person as maybe a referral partner or contact in your database and at some point they might even literally forget that you were not the agent who helped them buy I'm not kidding like if the other agent who helped them purchase is not following up there's no reason why you can't starting from that day so my response in that in that scenario might be something like oh my gosh ah congratulations I wish I was a part of that but I'm so glad that you're able to find a home that you loved tell me all about it tell me how it went and from there you can really start developing that person as somebody who could be in your database and somebody who might even referee business okay second scenario you're talking to somebody who's a little far out from selling their home or buying a new one you're not really sure how to get them like crystallizing the details right because if a home buyer or seller is pretty far out for making a decision they maybe don't really know exactly what it is they're looking for they're definitely not looking to go look at houses yet because they're just not even ready they don't know what where they need to move they don't know exactly when they need to move they just know something is causing them to start exploring the opportunity so the script is cool yeah I know you're not looking to buy tomorrow or whatever but when you do go to buy in your next house what would you change about where you're living right now a lot of us know more about what we don't like than what we do for a lot of us it's easier to pinpoint the things that we don't want any more of and so kind of direct the conversation there and and that might lead you into a conversation of well you know right now we have three bedrooms which was plenty of space when we moved in but our family is growing in the next six months and so we know we're going to need more space and you know while we're at it we love a pool I'm not sure if that's even something that we could achieve but that's such a bucket list item we know that in the next house that's something that we would love to consider as an option well now you can start putting a plan in place but I think that that's just a really nice way to open up the conversation and start trying to figure out like how you can bring them down the sales funnel okay and finally our third scenario you're trying to set the appointment this challenge comes up often for the agents who I am coaching directly in the market Authority Academy and those who are part of the Insiders Club who are getting monthly coaching from me as well in that subscription program the details on that stuff are below but beside the point this is what's happening basically real estate agents are having conversations whether it's happening on social media or elsewhere and they're not sure how to book the appointments and so they just assume that they're not getting appointments booked maybe they think that they should be asked for the appointment by their clients and they wonder why it's just not happening every successful client starts with an appointment or a consultation and it's actually up to you to set that consultation but how do you do it well the script looks a little bit like this hey it seems like you've got real estate on your mind like I noticed you're asking a lot of questions and these are such good questions I think it would probably be easiest to just have a quick conversation when are you free for a quick 15-minute chat about just what it looks like to buy or sell in today's environment again it is so non-aggressive it's such an easy way to say like let's get on the phone let's meet in person like whatever it sounds right for you to do at that moment you can even do this during an open house when you've met a new Prospect hey it sounds like you kind kind of know what you're looking for here but I see that there's still some details that you're crystallizing with your home search why don't we just meet for a quick coffee after this open house or we can hop on a zoom call this afternoon or hell just do it right there at the open house and I'll just let you pick my brain about the real estate market I'll answer what questions you have and if it makes sense to work together I can share with you how it looks to do that too super easy super non-aggressive and very flexible depending on what the scenario calls for in that moment this is the core script that I use across every lead Source regardless of how I'm having the conversation or what channel it's taking place in this sets appointments so definitely try this one out really hope you found this helpful let me know in the comments which of these scripts you want to try first or if you do end up trying these just let me know how it goes again do that in the comments I want to have a conversation about it and see how it went and if you find that you just need a little more hand holding and support this is where we get to talk about working together if it makes sense to do so check out the details in the show notes below to learn how to book a call with my team and learn about the market Authority Academy so in the market Authority Academy I am coaching real estate agents to develop these skills at a really high level as well as implementing these skills into a proprietary process that we have built out over the last nearly decade that has proven to help real estate agents grow their business exponentially so if you're into that kind of thing all the details are below thanks so much for tuning in until next time keep on crushing it