Real Estate Scripts

More Scripts

They Say: "How do you determine the market value of my property?"

You Say: "Let me make one thing clear: You choose the price, not me. But I’m happy to share all the information and expertise I have to help you determine the best price. Do you want me to recommend a price or at least a price range?"

— Rich Levin, Real Estate Trainer and Coach, www.richlevin.com

They Say: "Things aren’t looking good. At this point, I think my only option is foreclosure."

You Say: "Sorry to hear about your very stressful situation. Did you know that the lending industry and the government have made some very recent massive changes in how they are helping home owners like you? There are now other options for you instead of foreclosure. I would be happy to sit down with you to go over those options, so you have all the information to make the best decision for you. Do you have time this evening, or would tomorrow be better?"

— Tom Ferry, Founder, Tom Ferry-yourcoach, www.tomferry.com

They Say: "Another agent said if we list with you, we will only see you twice: at the listing and at the closing."

You Say: “Would you rather have me making frequent, face-to-face visits with you or connecting with as many buyers as possible so I can sell your home? And we will be in touch regularly, if not in person. We will be corresponding weekly, as I will be calling you with updates. Now let’s focus on what’s important here."

— Tom Ferry, Founder, Tom Ferry-yourcoach, www.tomferry.com

They Say: “I don't need an agent. I know my home better than any real estate practitioner.”

You Say: “I'm sure that's true, but knowing your competition can give you a huge advantage. I will be in your neighborhood previewing homes that compare to yours. Would you like to join me? Also, do you have any other selling concerns I can assist you with?”

— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They Say: “I want to look at houses before sitting down and talking about searching for homes.”

You Say: “There are two ways I can help you look for houses. The first way is to simply take you out and show you houses, which would be a disservice to you. The second way is to take a little time to answer your questions, give you a copy of all the documents you’ll be seeing, and put you in a position to make better decisions. The choice is yours, and I think you will find the second way extremely valuable. So would you prefer to just look at some houses, or would you like to sit down and get a better understanding of the process first to save time in the end?”

— Rich Levin, Real Estate Trainer and Coach, www.richlevin.com

They Say: “I am too busy to make an offer or even look right now.”

You Say: “I am just curious, is there a way you set aside two hours in your schedule each week so you can search for homes? I don’t want to see you miss some of the great opportunities for buyers right now, such as the $8,000 tax credit and low interest rates.”

— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They say: “If I can’t get $x for my house, I can’t afford to sell.”

You say: “I understand your concerns. Have you considered what you will net if you get that amount? Let’s take a closer look at the numbers including what it is costing you each month if the property doesn’t sell. Could I stop by and explain those numbers to you later today?”

— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They say: “How come my home didn’t sell when it was on the market before?”

You say: “With the current market we are in, there are so many houses that are similar on the market. In order to get your house to stand out on the MLS, it is important to market it so that it stands out. Can I share with you how I market homes differently on the MLS than I do for potential buyers in, say, the newspaper? Can we meet later today?”

— Cheri Alguire, Business Coach, www.ProRealEstateCoach.com

They Say: "I don't want to reduce the price of my home."

You Say: “I understand. But no matter what price we set for your property, there is always a chance it may not sell. I would like to set an appointment to review the activity and reconsider the price in two weeks. We will be monitoring the calls from signs, ads, and open houses to determine our best strategy for locating a buyer. Then we will analyze this information and adjust our marketing campaign as needed until it is sold.”

— Rich Levin, Real Estate Trainer and Coach, www.richlevin.com

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Send your sales script to echristoffer@nar.realtor.