Great Phone/VM/EMAIL Scripts - Getting to the Desire, Need and Ability (DNA)
Answer: Looking is a subjective term....Are you looking to move in the next 3, 6, 9 months or more...?
Answer: Everyone I've ever found a home for, began by looking...
Answer: If you were to describe you homesearch as a dance, would you say you are doing the Foxtrot or the Quickstep? The reason I'm asking is that unlike other realtors, I don't want to step on your toes:-) Like a good dance partner, I'd like to come alongside you help you through the process, no matter how far out that might be. How does that sound?
Another Call Script...
Call once the MX score get's to 50!
"Hi! I`m [Name].
I was notified by (site name) that you may be interested in seeing (123 main street).
Or, I was notified by (site name) that you may be interested in real estate in (city/town/subdivision).
If they laugh or act surprised, laugh with them and say: “Isn`t the Internet amazing? It has changed how all of us look for homes.
"What are you looking for?” (full stop)
If you glean actionable information from the conversation, take action.
- For example, if they also would consider condos and the current search
is a residential one, set up a condo search on their behalf.
I got their VM, what do I say?
“This is [First Name ONLY] call me back on my cell... at [(area code) 456-7890].”
(The logic here is that the "lead" is already somewhat familiar with you because your name, pic and phone number are on every page of the site. Not only that, cold callers never leave the cell phone, and therefore, it is a kind of familial speak and a mini-close.)
THEN, save the contact number of the lead to your CELL. AND in one of the “open contact fields” type in "LEAD date & time" so that when they call back, and they will, you'll know it's a lead and you'll know how to respond..
VM Call Back script...
When receiving a VM call back, here's what'll happen:
The lead will say: “[AgentName], you left a VM and I'm not sure who you are?”
You'll say, “Oh! I was notified by (site name) that you may be interested in seeing homes in (city/town/subdivion),” and, “I was just following up.” (full stop)
“What are you looking for?” (full stop)