A real-estate coach walks through a script for buyer calls: a one-breath intro, six qualifying questions, and how to handle web leads. Always end with a concrete offer like a 15-20 minute meeting or MLS setup, and propose specific times.
Let me just break down kind of the fundamentals of what you need to accomplish on a call with a buyer. So depending on the source of the call, you need some introduction and you need to get through it in sort of one breath. And this is what I mean by that, you know, so if you're outbound dialing some older leads or some yard sign calls that weren't handled properly, you don't want to call someone up and say, hey, this is Lars with ReMax. How you doing today? You know, you want to say, hey, this is Lars with ReMax. I noticed that you called on a property, 123 Main street the other day, and I wanted to make sure that you got all the information you were looking for. Are you planning on making a move in the next three to six months? So one breath, no pause for them to sort of, you know, realize that it's a telemarketing type situation and you want to do with tonality that's, that's friendly, exactly the way that I just did it. So you want to get to that one question, you know, before, you know, it's going to disarm them a little bit because they're going to have to answer that question instead of saying, no, I'm not interested. They, which is everyone's reaction. They're going to say, well, yeah, we are planning on making a move in the next three to six months. Well, I noticed that 123 Main street is in the south side of town. Is that the only area that you're looking in? So you knock out the locations. You already had a disarming introduction. You knock out the location. That property is listed at $250,000. Is that the price range that you're looking in? Then you may follow on with the lender. So you may ask, have you taking the time to meet with a lender to figure out what your payments might be to see if your, your payments are going to be affordable? The home that you're in right now, do you rent that home or do you own that home? So you're gauging, you know, their, their lender situation, and you're gauging whether or not they'll have to sell a home before, before they'll buy a property. You want to make sure you ask them, you know, if they're working with other agents, and there's ways to do that without outright saying, are you working with other agents? So you want to make sure, you know, as you're looking for properties. Now let me ask you, Jim, you know Are you driving around properties? You know, you're seeing them online, you're going to open houses. How are you going about your search? You know, we take it for granted because we've got cool technology and we sort of the simple things about real estate, we just don't get real. We sometimes we don't think of them. So. But a lot of people are literally, you know, driving around and calling on listing agents and having listing agents show them, show them properties. So they'll open up a little bit here and they'll say, well, you know, yeah, we kind of look online and you know, you know, what not, they'll kind of get into it. This is not rocket science type stuff. At the end of it, you need to make them some kind of offer. So there's, there's a variety of ways that you can go about that. With Internet buyers, it's a little different because you can. Part of your call should be a customer service type call where you're saying, you know, it's a powerful website. Let me just show you a few features. And you know, if you search for homes, you save them as favorites. If you need a showing, you want to take a look at a property, you know, you just hit showing request, request the showing and I'll be instantly notified. So there's no, you know, there's no, nothing threatening about it, you know, so easy tool to use. But then part of the offer is going to be, you know, I think based on what we talked about, Jim, I think it makes sense that we sit together for 15 or 20 minutes. I can kind of go over the home buying process, do a market overview. That's a script that I learned from Corcoran. I think there needs to be a little bit more. A lot of buyers don't respond to that offer. So, you know, one other thing you could do is when we get together, I'll also set you up on a search where you'll basically get a backstage pass to the mls. You'll be instantly notified about, about properties that match your criteria. The sites that you're on now, including my website, are daily updates. And the best properties go very quickly. And again, there's no cost or obligation to get set up on that. How does that sound? I've got Tuesday at 4 o' clock or Wednesday at 2 o' clock available. So you got to make that offer, even if it's awkward and uncomfortable and you suck at it, you got to make that offer and make it consistently over and over and over and over again. So you've got a few documents in there that can help you with your scripts. But at some point, you want to make your own script. You want to have a basic outline of how you want a call to go. So you would definitely want a price and location. You definitely want to know if they're owning a property or leasing a property, if they own, if they need to sell it first. If they do need to sell it first, you shift it over to a listing appointment. We'll go over those scripts. You want to know if they've met with a lender and if they're talking to other agents. And then you want to make an offer. And you just have to make those offers, an offer to get together to go over the market, to get them set up on a special list of homes, give them access to off market properties to build their closeouts, information that other agents don't have access to.
