Meeting the unique needs of today’s buyers and sellers means knowing what to say to generate conversations that matter. Jimmy Burgess provides a script that resonates in the current market moment.
Mark your calendar for Inman’s upcoming events and enjoy the ultimate real estate experience! Travel into the future at Connect Miami, immerse yourself in luxury at Luxury Connect, and connect with industry leaders at Inman Connect Las Vegas.Discover more and join the best in the industry inman.com/events.
Knowing what to say and when to say it can be the difference between success and failure. This article shares 6 scripts you can use to grow your business in 2024.
Scripts for Confusing Your Buyers
Last year seemed like a big year for buyers who were keen to buy, but suddenly they went silent and forgot about the agents they were working with. Whether it’s personal issues, fears or someone around them who told them last year wasn’t a good time to buy, many potential customers are ready to buy this spring and summer.
So, how do you re-engage with them and start winning their business again? Don’t overcomplicate the process. Pick up the phone (preferably), or send them a text message with the following.
It’s been a while. I hope you are well. Last time we spoke, you were planning to buy a home soon. Can you find the perfect place for you? Or is this still in your plans?
Don’t take communication breakdowns personally. You never know what happened to them last year. As we enter the spring and summer buying season, now is the time to lend a helping hand. Just pick up the phone and plug it back in.
Scripts for homeowners to use in social settings
We’ve all heard of the “elevator pitch,” where you quickly explain what you do and why people should do business with you, but what about the “social seller pitch?” When you find yourself talking to homeowners socially, do you have a quick way to identify potential listings?
The key is not to force this script, but when the opportunity arises and homeowners ask what you see on the market, this script will create listing opportunities now and in the future.
We continue to see strong demand for homes near you. I wouldn’t be a very good real estate agent if I didn’t at least ask, would you consider selling your home in the next year or so?
Again, this is not an appropriate conversation starter. This is more appropriate after you’ve built a rapport or the person you’re talking to asks questions that show he or she is genuinely interested in the current real estate market.
Host dialogue ending script
Early in my career, I wondered if there was a casual way to ask a homeowner if they were considering selling. I struggled to find the right words that didn’t sound awkward. Whether meeting a homeowner at an open house, knocking on doors, making phone calls, or any other prospecting activity, I have a hard time finding the right words to say in these situations without mentioning the theme of their home.
Along the way, I heard the following script, which enabled me to ask the right questions at the end of the conversation. This is the script that makes all the difference.
It’s been great talking to you. I would be the worst real estate agent in the world if I didn’t at least ask you if you could consider selling your home for a price.
This sentence has given me more opportunities to go public than any sentence I have ever said. Leverage this in your business and you will generate lists.
Voicemail script that generates callbacks
To leave a voicemail or not to leave a voicemail? This is a question many agents ask. Based on my experience, I think leaving a voicemail is more likely to result in a call back than not leaving a voicemail. But the key is to leave a voicemail that generates interest and value.
People like to have their opinions, so the combination of letting them know you have a message that impacts them and that you’d love their opinion has helped me increase the number of callbacks I get. The first is an example of a buyer’s voicemail script, and the second is an example of a homeowner doing a round-the-clock prospecting.
Voicemail Script for Potential Home Buyers
This is the link between (your name) and (company). Not sure if you’ve seen this, but interest rates have dropped recently, which means you could potentially save hundreds of dollars a month on your mortgage if you buy soon. I have my own opinion on how this will affect home values in the coming months, but I’d love to hear your thoughts. Give me a call when you have time, I look forward to hearing from you.
Homeowner Voicemail Script
This is the link between (your name) and (company); the house just four doors down from yours just sold, and this sale will definitely affect the value of your house and the other houses in your neighborhood. I have my own take on how things went, but I’d love to hear your thoughts. Give me a call and I’ll give you the sales details. Again, I’d love to hear your thoughts on how this sale will immediately impact home values in your neighborhood. talk to you later.
These scripts can be modified depending on the situation and reason for the call, but the point is to let them know you have something of value to them and that you’d love their input on it.
Buyer needs to call homeowner script
Since our inventory remains limited in most areas of the country, calling homeowners who have homes that may be suitable for your popular buyers can be a win-win strategy for your business. It demonstrates to your buyers that you are willing to go to any lengths to help them find the perfect home. It also gives you a reason to call homeowners with specific needs that lead to listing opportunities.
script:
This is the link between (your name) and (company). I’m working with a potential buyer who loves your neighborhood, but I haven’t been able to find the perfect place for them in your neighborhood yet. They might be willing to pay a premium if they find the right house, so I’m curious if you’ve heard anything about your neighbors who might be considering selling their house soon.
If they are considering selling, they will let you know or ask additional questions. The key is to connect and build rapport with potential sellers. You’re positioning yourself as an agent who goes out of his way to serve your clients even if their home isn’t right for your buyer. The owners you talk to will notice your efforts, and their recognition of your efforts will lead to more listings.
Jim Rohn once said, “Sales can make you a living, but sales skills can make you rich.” Developing the skill of knowing what to say and when to say it is a prerequisite for a thriving business. Practice these scripts and apply them when needed. This is the key to building your dream business.
