Jake Burhans shares a phone script for appointment setters calling sellers who aren't ready to list yet. The script positions a home-buying specialist as the decision-maker with money, creates urgency, and closes with an assumed appointment: "How's 4 PM tomorrow for that call?"
A little sauce for all the appointment setters and lead managers out there. This is what I push my lead managers to use to close sellers who are qualified appointment, but they're not ready for maybe 3 months. They say, hey, give me a call back, because what they're thinking is that the lead manager is the person who gives the offer. So I tell them, hey, I know you're not looking to sell right now. I'm actually not the person who gives the offers. What I'd like to do is put you in touch with our home buying specialist. Quick call, they'll be able to lay out all the information so you can make the best informed decision about selling your house when that time comes. I know it's not right now. Furthermore, you'll have a direct line of communication to the man with the money. So should you decide to sell it sooner, you don't have to waste time coming back to me. You can reach right out to them. How's 4 PM tomorrow for that call? Assume the close.
