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Real Estate Scripts
| Listing
Presentation Script | |
| Hi ______, thanks again for having me over... Again (So you know), our meeting should only take between 5 and 25 minutes... | |
| A. Do you mind if I
take a quick look at your home? | |
| B. Do you mind if we stand at the
bar? Or sit at the kitchen table? | |
| C. I wrote down three
... real important questions for you... | |
| 1. Do you absolutely have to sell
your home? --- Fantastic! | |
| 2. Will you price your
home to sell? --- Great! | |
| 3. Do you want me to handle the sale
for you? --- Excellent! | |
| (If they yes, yes, yes go to the contract, if not go to the next step!) | |
| 4. ______ at the end
of my presentation tonight... one... of three things
will happen... | |
| #1... You'll have the opportunity
to... list your home with me... or | |
| #2... You'll decide
not to... list your home with me... or | |
| #3... I'll decide not to take your
listing... and any one is fine... (can I
explain?) | |
| 5. Let's quickly take a moment and review the questions I asked you over the phone... | |
| A. You said that you were moving to
______ ... right? | |
| B. And... you said you had to be
there by ______ ... correct? | |
| C. You would like to price your home
at ______ ... right? | |
| D. And... you said you
owe ______ ... is that right? | |
| E. Now... you weren't planning on
selling it yourself, were you? --- Terrific! | |
| F. You did (did not)
want your money out... correct? --- Wonderful! | |
|
6. Now... there are only two issues... we have to look at tonight... number one... your motivation to sell this home... and number two... the price we set on your home... It's important
that you understand... those are the only two issues in
selling real estate today... --- Great! | |
|
7. I've prepared what we call a CMA. There are two parts to this research. Part one... we call fantasyland... what we list homes for. Part two... we call... reality... what we sell them for.
We're going to... have
to decide tonight... where you're going to spend your
time... let's go through the two parts together... (go
through CMA) | |
|
8. Now that you've seen these prices... I'm going to recommend a price of $______!... Will you ______
...list your home with me for that price tonight? ---
Fantastic! | |
| (If they say YES, go
to the contract! If they say NO, proceed) | |
| 9. ______ what price do you
absolutely have to have? --- Ouch! | |
|
10. Based on that... there are a couple of real important questions I need to ask you... #1... Specifically... why do you feel your home is worth $______ more than your neighbors? (Option #1) ______ in today's market place... that means you've simply brought your home up to selling standard... Right? (Option #2) Let me ask you a question... If a buyer wants to buy your home... but they plan to get rid of ______ ...the moment they buy your home... How much is it worth then? Exactly! Did you add that to your home for the next buyer... or ... for your own enjoyment? Did you enjoy it? Great!
| |
| 11. If you were purchasing a home, and two similar homes were
for sale... one for $______... and the other for $______, which would you buy?
Wouldn't you want the extra $______ to do what you wanted to do to the home?
Don't you think most buyers would feel just like you?
I'm going to recommend... again... a price of $______... Based on what we know...
Do you want to... list your home... for that price tonight?
-- Terrific! (If they are ready to lsit, go to the contract! Otherwise, continue...) | |
| 12. Do you understand the word... "overpiced"? -- Great!
______, may I tell you what happens when a property is overpriced?
You have fewer showings than if it's priced right... meaning... fewer people will
even look at your home, just because of the price... and at your price... you'll will be helping the
competition sell their home. Can I explain?
It's very common when agents show property... that they show the one that is overpriced...
in this case... yours. Then they say, "If you like this one at $______, you'll love the one down the street at
at $______
______, can you afford to have that happen?
Therefore, I'm going to recommend... again... a price of $______... Based on what we know...
Do you want to... list your home... for that price tonight?
-- Terrific! | |