??? Calendar, scripts/rebuttals, probate leads and warm leads, call twice bak2bak?
, timestamps
TRAINING: CRAIG PROCTOR COACHING
IMITATE BEFORE YOU INNOVATE
STICK TO THE SCRIPT
Are you calling for yourself?(decision maker)
Do u have an agent to help you find a home?
(You wana ask these to get them out the way)
ARE YOU FULY COMMITTED WITH YOUR AGENT/DID YOU SIGN AN AGREEMENT?
Does that sound fair?
Would it be ok if I follow up with you at a later time? Ok, when do you think would be a
good time for me to do that?
FSBO- If I could get you the price you want, faster than you can do on your own &
guarantee it in writing would you be interested in d
Reiterate your USP (Unique Selling Proposition
EXPIRED
I am calling about the house for sale in (Address). Is it still available? I’m calling because, as I’m sure
you’ve figured out, your home has come up as an expired listing. So I’m calling to see when you plan on
hiring the right agent to sell your home?”
1. “Really? Well if it sold, where were you moving to?”
2. “How soon do you want to be there?”
3. “What do you think stopped it from selling?”
4. “If we were to present you with a strong offer to purchase your home, would you still be willing to at
least take a look at it?”
5. “Well that’s exactly what I would like to talk to you about. What would be the best time for me to
quickly drop by, 4:00 today or tomorrow?”
6. We have quite a few pre qualified buyers scoping your area for possible purchases and I wanted to let
you know and see if you'd be interested.
7. Our goal as an Expert Advisor is to increase the demand for your property
Fantastic, well we specialize in selling homes that didn't sell the first time and I was
hoping you'd be free to get together for about 15 minutes or so to talk about why your house
didn't sell and what needs to happen in order for it to sell at this point
Thank you. What would be a good day for you to meet with one of our expert advisors to assist you in
starting the process for the program. What day works best for you, beginning of the week or end of the
week? What time is best, morning or evening? So it's Monday at 9am then. I will send you a text or email
to confirm our appointment one day before. It was great speaking with you. Have good night!
Our expert advisors will tell you a bit more and go over our solution in more detail, Does that sound
good?
will send you a text or email to confirm our appointment
FSBO (For Sale By Owner)
Hi (Lead’s Name)! My name is Ernest with Your Home Sold Guaranteed. I am calling about the home for
sale in (Address). Is it still available?
Yes-
Great! (Gather details & set an appointment.)
Are you THE OWNER OF THE PROPERTY?(decision maker)
Do u have an agent to help you find a home?you do
What is the current sale price?$39,000
May I ask where you are moving to? not sure
Maybe-
What’s the ideal timeframe you wish to have your home sold or move out?
Transition to Nurture (If you potential motivation/timeline to sell is captured)
I’d love to make a follow up with you in (3 months, 6 months, a year) to check out your plans & if you’re
ready to sell by then.
Your home sold guaranteed realty LLC
Zero Down (Any source with ZD on it for example:
Good (morning, afternoon, evening) This is ERNEST with YOUR HOME SOLD GUARANTEED. (How
you doin?) I'm calling because you were online and requested more information regarding purchasing a
house with no money down. Are you still interested in the program? (If so) I would love to help you get
started. I'm going to ask you a few qualifying questions to be sure i best understand your home situation.
okay?
1. Do you currently own a home?no
2. Are you working with an agent?no
3. Have you been pre-qualified or pre-approved with a lender? If yes, what is your spending limit:
4. Have you been pre-approved? If no or not approved ask, do you know your credit score perhaps?mid
550
5. And When would you like to move, anyway? February
Thank you. What would be a good day for you to meet with one of our expert advisors to assist you in
starting the process for the program. What day works best for you, beginning of the week or end of the
week? What time is best, morning or evening? So it's Monday at 9am then. I will send you a text or email
to confirm our appointment one day before. It was great speaking with you. Have good night!
Our expert advisors will tell you a bit more and go over our solution in more detail, Does that sound
good?
ZBuyer Seller Script
Hello my I speak with LEAD. Hi, this is YOUR NAME and I am contacting you regarding your request
to sell your house fast. Ihave a database of 200 people in your area looking to buy and I have investors be
interested in buying it for cash. When is a good day for me or someone on my team to come see your
home? What day works best for you beginning of the week or end of the week? What time is best
morning or evening? I will send you a text or email to confirm our appointment one day before.
ZBuyer Buyer
Hello my I speak with LEAD. Hi, this is YOUR NAME and I am contacting you regarding your online
request to purchase a house. I would like to help you through your process. Have you received your pre-
qualification letter? Do you currently own a home? Are you working with an agent? Do you know your
credit score? How long have you been looking? When would you like to buy? I would love to assist you
with this process is there a day we could meet to find some home for you to view? What day works best
for you beginning of the week or end of the week? What time is best morning or evening? I will send you
a text or email to confirm our appointment one day before.
FSBO
Hi there, I’m ____calling from Your Home Sold Guaranteed and noticed that your home has been for
sale in the neighborhood. Are you the homeowner?
I know you’ve likely had agents calling, so I don’t want to take up too much of your time, but I noticed
it’s been on the market for [insert approximate time]. When are you planning on moving? [gives time]
Where are you heading? [gives place] (say something good about it or ask questions).
I was calling because I wanted to know if you were open to working with buyers agents. (if yes) Would
you mind me coming by to take a look at your property to see if it might be right for some buyers I have
in the area? Is there a time you’d be open to showing me around your home and just giving you some
information in case you can’t get it sold on your o
Let me ask you a quick question Elizabeth, what incentives was your agent using to get
buyers in the home and ultimately, get them writing offers?
Well, what I'm talking about specifically is that I offer some very strong incentives to
buyers to make your home stand out and provide extra value. And this comes from my
pocket, not yours... For example... If the buyer for your home, has a house that they have
to sell first, in order to buy your home, then I will give them Fair Market Value for their
home, as long as they come and pay you your price. I advertise this trade up program on
my listings, on the real estate sign, basically everywhere that buyers can see the home.
It's called Buy This House and I'll Buy Yours! It gets me a lot of interest on my listings
and allows me to capture a lot more buyers! Also, it saves you having to receive
"contingent Offers", we all know that those are not the best and you never quite know if
the buyer will actually sell their home or not! My trade up program solves this dilemma...
So you do still want to sell the home if you can get your price right?!
YES!
Secondly, If for any reason they are not satisfied with the home, I have a contract that I
enter into with the buyer that states that I will back the home back within a 2 year period
for any reason whatsoever! I'm giving the buyers peace of mind to go ahead and buy the
home, by basically giving them a warranty on the home!
Ok well why don't we do this, why don't I find the time where I can come by and have a
look at the home, and meet with you in person and while I'm there I will do two things for
you. I will give you a very close figure that you will be able to walk away with when all is
said and done, and I'll explain in more detail how my incentives and aggressive
advertising works and leave all that info for you in writing. Does tomorrow or monday
work better for you? Do mornings or afternoon work better for you? Ok well i'll see you
tomorrow at 3pm then! Looking forward to it. Can you please tell me your email so I can
get it on my google calendar and send you an invite. Thanks and I'll see you
FB CHAT TEMPLATE
Yes absolutely, send your contact information and someone in our office
will call you with more details and more homes that meet your criteria..
thanks for contacting us. We’ll be happy to help you..
Thank you for your interest however, this is no longer available but we do
have several others similar or better homes that you can get access to.
What's best number to call and give you access to them this week? Thank
you in advanced and Have a great day!
No longer available. We do have several others similar or better homes
that you can get access to. What's best number to call and give you
access to them this week?
All my listings you say yes it's available even if it's under contract and all
the leads from general ads like divorce list of home etc... You should say
available
All the homes that are not my listings are not available All new
construction homes you can say yes it is available
