Are you following a script with purpose? A lot of agents say that scripts are not their style. I say that everybody is using a script when following up whether they think so or not. Agents usually follow up with clients and ask the same questions or a variation of them. Most everything we do is by habit. We all have our shtick, routine, script or what ever you want to call it. If that is the case, why not have a well thought out script (road map) that will convert more leads into business.

Here is an example of a script that may help you convert more leads (qualify or disqualify) into business.

(Script)
Hi, ______________ my name is Super Agent with ABC Realty.  I am calling to follow-up with you to see if there is anything we can do to help or answer any real estate questions for you.

I understand you are interested in:
•    MLS # ____________ Etc…

1.    Would you like to schedule an appointment to see it?
2.    If not available—Unfortunately the property you inquired about is already in escrow.

3.    We are in a steady real estate market and some properties are selling quickly.  The good news is we are getting large percentage of our clients offers accepted, even when there are competing offers.

4.    Are you already working with a RE agent, or do you need some help? (If yes, go onto #5)
If No go through #5 let them know you hope their agent finds them something and let them know you are here to help if it doesn’t work out for some reason – then end conversation.

5.    Here is what we do to help our buyers:
•    We will show you every property available that meets your parameters or criteria…..
•    If we do not find a home on the initial search we will watch the market daily and notify you as new listings come available….. Because the good ones are selling fast, we need to jump on these properties quickly …..
•    After a while if we are still not finding you the right property, we will knock on doors, send out mailers and make telephone calls to locate a property that is not yet on the market…. The good news is if we find a property that way you will not be competing with the other buyers in the market place …..
•    Even more good news our services are free, the seller pays our commission……
•    The only thing we ask for is a commitment from you…..
•    Does that sound like something you are interested in? (buyer broker agreement)

6.    What type of property are you looking for? SFR or Condo/Townhouse?
7.    What price range?
8.    How many bedrooms and bathrooms do you need?
9.     Do you have a specific area in mind?
10.    Are you relocating here or is this a second home?
11.    When are you planning to make the move?
12.    How soon are you expecting to purchase something here?

•    Now, within 3 months? (Continue to 13)
•    6 months, 1 year, 2 years, retirement, don’t know?  As I mentioned to you before the market is steady and some properties are selling quickly… so what’s available now will not be available when you are ready.  Our website www.IDX.com  has every property for sale and is updated daily by the realtors computer, the MLS.  It will also send you new listings that come available that match your search profile. Please feel free to continue to use the website as a tool and when you are ready to purchase something, feel free to contact us through the website. We look forward to helping you in the future.

13.    Have you contacted a loan officer about your financing?
•    If No –Then Respond:  Unfortunately in this market the seller will not even look at your offer if you are not pre-approved for a loan. (Recommend: Joe Lender with XYZ Mortgage 123-123-1234)
•    If no, but I know I can get a loan or qualify – Then Respond: I am sure you qualify for a loan and unfortunately in this market the seller will not even look at your offer if you are not pre-approved for a loan. (Recommend: Joe Lender with XYZ Mortgage 123-123-1234)
•    If yes – Then Respond:   Who are you working with?  (Gather lender info to verify and get pre-approval letter)
(End of Script)

Obviously every market is a little different and some things will not apply. I would still suggest using some type of well thought out script or check list to go through when following up with potential and current clients.

Things to remember when going through a script or just having a conversation in general:

1. Always repeat the answer back and positively reply with “great, super, good for you, interesting, really, your kidding”. I think you get the point. Let them know you are paying attention and not interrogating them.
2. Mirror and match the rate of speech of who you are speaking with. If you are talking fast and they are slow by nature, they are going to think you are a fast talking city slicker that is going to rip them off. If you are talking slow and fumbling with someone that is speaking fast they are going to think you are not very smart.

Lets face it – we are all spending a lot of time, energy and money to get leads from our sites. Why not work on converting a higher percentage into business. The agents that actually follow a system are the ones that are usually doing more business 🙂