Buyer Consultation-Setting the Table
Once you’ve gotten your Buyer Appointment scheduled IN THE OFFICE, this is the beginning of what could be your Buyer Consultation. Creating a Consultation that you present to all Buyers create consistency in YOUR business.
Use this script to set the tone for the Buyer Consultation.
Agent: First off, Mr. and Mrs. Buyer, thank you so much for agreeing to meet me here in my office. You will find that this will end up saving us lots of time and frustration in the future! Let me share with you my mission. My is to meet or exceed your expectations in the home buying process and help you achieve the end result of home ownership! The bottom line is, after you work with me, I want your experience to be so pleasant that you wouldn’t hesitate to refer all your friends and family with confidence.
My goal for this meeting is one of three results:
1. After we go over the benefits of working with me and why my clients choose me again and again, you will choose to hire me… and that would be GREAT!
2. You may decide after hearing the benefits of working with me that you would rather not, and I’m ok with that too.
3. Or finally, #3, I may choose not to represent you in the purchase of your next home.
Now, does that sound like a fair assessment? (Let them answer!!)
Buyer: WHAT? What do you mean you won’t represent me??
Agent: Let me explain that, remember where I explained what my mission was? To exceed your expectations and find you a home? If at any time during this meeting, in getting to know each other and discovering your wants and needs, I see that I will not be able to provide that type of service or meet your goals, I’d rather turn you away now than disappoint you later. Does that make sense?
Overall, what this script does is build trust and sets you up in a position where you are not attached to the outcome. The Buyer realizes through this that they are not just a commission check and that you only work with people that you know will be a good fit for you and your business standards.
When a past client / friend / family members gives you a referral; it is very important how you reach out to that individual.
Below is a great example from the Referral King – Joe Stumpf.
The Buyer sees the market shift and now believes he can make any offer he wants and that the Seller will have to accept it.
There are so many houses on the market. Let’s just low ball them and see what the Seller comes back
AGENT: [Insert Buyer’s name], that sounds like it would work, yet let’s say you are the seller. How
would you react when someone gave you a really low offer on the home you love and have cared for?
BUYER: I’d probably be upset.
AGENT: You’re right. They do get upset and they react by wanting to come back full price, or reject the
offer all together and they have bad feelings towards you as a buyer. Here’s an idea. Let’s offer them a
price that makes them think. A price that makes them think about accepting the offer rather than
countering it. If you’re the seller, what would you accept?
BUYER: I think I would come down some.
AGENT: Great, let’s write an offer that we think they would take and stand firm if necessary. That way
you get a fair price and a great interest rate, which is what you want, right?
AGENT: [Insert Buyer’s name], let’s take a look at this as a money issue. To a seller $1,000 is $1,000.
What I mean by that is when we ask the seller to give up $1,000 they reach into their pocket and take
out $1,000. To a buyer $1,000 is $6 per month or 20 cents per day. You see, at 6% interest rate $1,000
off the price results in $6 off the monthly payment.
BUYER: Well I want $20,000 off so I can save $120 per month.
AGENT: $120 per month. I understand saving money is important. Let me ask you how long do you think
you will live in the home?
BUYER: About 5 years.
AGENT: 5 Years. Then let’s do the math, [Insert Buyers’ name]. $20,000 divided by $120 = 166.66
months you would have to live in the house to make up the $20,000. Now that’s 13.88 years. Do we
really want to upset the seller since we might not be living there for more than 5 years?
BUYER: No, if you put it that way.
AGENT: Why don’t we offer a price that is a win/win for both parties? One that you feel like you
received a great payment and the seller feels like they received a great price. After all you like the home
and we haven’t seen anything else that you like as much. Right?
AGENT: Let’s write the offer that makes them accept it rather than counter it, and costs you more
money in the long run. You do like the home don’t you?
AGENT: Let’s write a fair price for both parties. OK?
AGENT: [Insert Buyer’s name], I can certainly understand why you might take that approach and indeed
it might work. Let me ask you this, are you going to try to buy just any house for your family or the best
BUYER: The best, and at a low ball price.
AGENT: So, best is your priority and if you can get it under value that would really make you happy?
AGENT: Well, which should I do, look for the best properties that meet your family’s needs or for a real
BUYER: Can’t you do both?
AGENT: Well, yes and no. See, no smart seller is going to just give their house away and unless they’re
desperate they won’t advertise that you can steal it from them. Right?
AGENT: So, what we’ll do is search for the best home for you and then do our own quick market study to
verify the value and then you can decide how to prepare your offer. Fair enough?
BUYER: Fair enough.
AGENT: [Insert Buyer’s name], if you had to pay fair value, in a down market for the home your family is
going to live in and love, that would be alright, wouldn’t it?
AGENT: Good. You’re thinking like a smart buyer who loves his family
The Basic Door Knocking Script
Do a cheerful knock-don’t ring doorbell!
Hi! My name is __________ and I’m in real estate.
We just listed/sold/are doing an open house on a house right around the corner (point and look)…. And happened to be in the neighborhood and was wondering…
When do you plan on moving? _______…great!
How long have you lived at this address? _____ years…wow!
Where did you move from? _____…awesome!
How did you happen to pick this area? _______…
wonderful If you were to moved…where would you go next? ________…
wow When would that be? _______
…great… Obviously…you realize….it could take ___ to ___ months in this market…to get a home sold…did you know that?
So…my question is…did you want to be sold and moved in ___ months…or just start selling at that time? ____
fantastic… Fortunately…to get you one step closer to _____
…all we need to do now…is simply…set an appointment…so that I can help YOU…get what YOU want…in the time you want…won’t that be GREAT? What would be better for you…this evening or Tuesday at 6:00?
– Use for all prospecting calls:
Location – Where do they want to live?
Price – How much house can they afford?
Motivation – When can they move in?
Agent – Have they signed a buyer agency agreement with another Agent?
Mortgage – Paying cash or will they need a mortgage?
Appointment- Close for the appointment!
Listing Just SOLD Script for Neighborhood
Hi! Is this _______________? Hi _____________, This is _______________ and I’m in Real Estate! (Pause) Thank you so much for taking my call!
I’m calling because I/my office/my team just listed a house around the corner on __________ (street name) and unfortunately we sold it in ____ days… the problem is, we still have several buyers looking in your neighborhood… Who do you know who wants to… move out… of your neighborhood?
Great! What about you, do you want to … sell your home…?
Awesome, thank you so much for thinking about that!
Now, _________________, because we’ve talked I know that you’re going to run into someone who is thinking about… buying a home… selling a home… or… investing in real estate… It always happens that way! Can I count on you to … call me… when that happens?
Great! I’ll send you my contact information, what’s your email address?
Fantastic, again, thank you so much for your time!
Ninja Objection Handlers
Seller: We want to think it over!
Agent: AWESOME! And, since three minds are better than two, let’s think about it… together… out loud…. What are your thoughts??
Seller: I have a friend in the business!
Agent: I can totally appreciate that, as a matter of fact, most people do have a friend in the business. Let me ask you this… do you absolutely HAVE to sell this home … or… are you just looking to do a friend a favor? (you can always offer to pay the friend a referral fee) Obviously you had me out here for a reason, right? Do you feel I can get your home sold? Terrific! Let’s get started!
Seller: Another agent said they can get me more money!
Agent: I can appreciate that. Here’s what I’ve found… there are agents who will tell you what you want to hear… to get your listing… and then they will beat you up week after week to adjust the price. That’s not what you want, right? Exactly, no one would. They are afraid to tell you the truth upfront, Mr. Seller. You do want the truth, right? Of course you do.
Here’s the bottom line: I’m not in the business to take listings… I’m in the business to sell homes and get my Sellers the most money possible in the market.
Does that sound fair? GREAT! Let’s get started!
Sphere of Influence-Script #1
Hi ____________! This is ____________________________________. Thanks so much for taking my call!
This is a quick call about business.
I wanted to touch bases real quick to remind you that I’m in real estate! And, here’s what I know… statistics show that in the next 12 months you are going to run into 5-7 people who will be ready to …BUY A HOME… SELL A HOME… or INVEST IN REAL ESTATE.
Can I ask you a BIG favor?
When you run into those people, can I count on you to …CALL ME …with their information?
Great! So, I can count on you to …CALL ME… at least 5 times in the next 12 months!??!!
Thank you so much, you have no idea how much I appreciate your help!
Oh, while I’ve got you on the phone now, WHO do you know that is thinking about buying or selling ANYWHERE in the country?
Great! Again, thanks for your time and I’ll be in touch!
FSBO (For Sale By Owner) Call Script
Hi I’m calling about the home for sale… Is this the owner?
My name is __________________________ and I work with ____________________________.
Can I ask you a couple of quick questions about the property?
- Is the property vacant… or are you currently living in the home? GREAT!
- How long has it been for sale? AWESOME!
- What is the current list price? ($300,000) Repeat the full number slowly.
- And…how did you come up with the asking price? FANTASTIC!
- Can you tell me why you are selling the property? REPEAT AND COMMENT!
- When are you planning on putting the home on the market?
- Is there a reason why you decided to try and sell it yourself rather than with a professional real estate broker? (Answer-Usually will be commission)
- Well… the reason I ask is because I have helped many For Sale By Owners net the most money possible for their home and I would like to stop by and meet with you and view the property.
Would today at 4:00 work…or is tomorrow at 1:00 better?
They Don’t Want to Set An Appointment:
We aren’t going to pay a commission: Well, Mr. Seller, let me ask you this… which is more important… what you pay or what you walk away with? (Let them answer) Right, so unless the number you walk away with makes sense, you won’t going to sell them home, correct? (Let them answer)
GREAT! When’s a good time for me to view the home, is today good or would tomorrow be better?
Do You Have a Buyer?: We have several Buyers however I’m not sure if your home will work for one of them unless I see the inside. When is the best time for us to get together, is today good or would tomorrow be better?