There
are limitless paths to seller leads in this business. There are, however, three
reliable sources for leads that you must be adept and comfortable prospecting
for in order to keep a consistent stream of business in your pipeline.
FSBO’s
(For Sale by Owner)
Driving by a FSBO Home
Setting: Park on the wrong side of the
street and open your door toward the house. Take a business card with you.
Knock on the door and take three steps back.
AGENT: Hello, I’m __________, a real
estate consultant from Keller Williams Realty. I was driving by on the way to
another appointment.” (Peer into the house or look around the yard and give a
sincere compliment.) “What a beautiful __________. Where did you get it?
PROSPECT: Oh, that. I got that at
__________.
AGENT: I would love to take a few
moments to see your home. It’s not uncommon when I’m showing in the
neighborhood to have a buyer who will ask me about properties that are for
sale. I make every effort to have all of the information available for them.
What time would work best for you? [If the homeowner wants to show you
his/her home immediately, tell him/her that you’re on your way to another
appointment, and then ask again what time would work best.]
PROSPECT: I can show you my home
tomorrow at 6:30, but I’m not interested in having you sell it.
AGENT: I understand. I want to see
your home because as a real estate consultant in this area, I often have buyers
who ask me questions about homes like yours.
PROSPECT: Okay. But I can’t spend more
than half an hour with you.
AGENT: No problem. Could I get the
correct spelling of your name and a telephone number where you can be reached
in case I should have to cancel?
PROSPECT: The correct spelling of my
name is…and my telephone number is….
AGENT: Great! Here’s my business
card in case you need to reach me. See you tomorrow at 6:30.
Expired
Listings
Calling on an Expired
Listing
AGENT: Hi, my name is
_______________________, with Keller Williams Realty. I recently pulled your
home up on my computer, and I was wondering if the home is currently for sale?
My computer shows your home is expired. Why do you feel that your home did not
sell?
PROSPECT: That realtor…
[If they get rude, go straight to the “Bottom Line…”]
AGENT: There is a definite
difference between real estate agents and real estate consultants. Basically,
the difference is that agents make a lot of assumptions and do a lot of telling
and consultants ask a lot of questions and do a lot of listening.Bottom line: I want you
to understand that I am a real estate consultant and specialize in homes that
should have sold but didn’t, and if you wouldn’t be offended, I’d love to come
by, introduce myself, gain an understanding of exactly what you’re needing in a
successful transaction and then together we can decide if a win-win
relationship can be created and if I’m the professional who will handle the job
of selling your home. Would that be possible? How about tomorrow at ______?
Past
Clients
Asking a past client for
a referral
AGENT: Hello Ms. Allied Resource,
This is _________. Happy birthday! [or
Happy Anniversary or do we have a new baby?] What’s been happening in your
life? [open discussion] You know, Ms. Allied Resource,
I so enjoyed working with you and wanted to know if there is anything I can do
for you, your family or a friend? I always want referrals from people whom I
love working with and talking to. I’d love to work with your friends and your
family. Is there anyone you know in your immediate business—anyone whom you
teach with—who might be looking to buy or sell? [Tailor the question to their
lifestyle: type of work, affiliates, clubs or organizations or hobbies. For
instance, you could have asked, “Is there anyone you know with whom you sail?”,
if you know this is a hobby of theirs. Pick things that they do, and define
their search. Because “Is there anyone you know” is like asking, “Who do you
know in the world?” And the answer’s inevitably, “I don’t know anybody.” Define
their search for them and the results will be better.]
What
Scripts do you use to get in touch with Sellers in this market?
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