Scripts - Keller Williams Realty



Scripts

Listing Scripts:

We have provided you with the following scripts:

1. Seller Counseling Interview #1

2. Seller Counseling Interview #2

3. Seller Follow-up Call/ Initial Call

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Seller Counseling Interview #1

I sincerely want to thank you for allowing us the opportunity to talk to you about your Real estate needs. Our number one goal is to exceed your expectations.

Name______________________________Address_________________________

Home_____________________Work___________________Cell______________

Email__________________________

Are you staying in the area or moving out of the area?_______________________

Will you be purchasing another home? ___________________________________ Do you have a Realtor to help you with that? ______________________________

If you could pick a date when would you like to have your home sold? _________

Do you own the home jointly? (married single?) ___________________________

When would be a good time for me to stop by and see your home? __________________________________________________________________

If married or jointly? Will both of you be home at that time? _________________

So I can do a better job in preparing for our meeting, tell me some details on your home.

Bedrooms __________ Bathrooms ___________ Living Rooms ______________ Dining ______________Yard/Lot ________________ Square Feet ____________

Garage _______________ Other ________________________________________

Have you made any Home Improvements since you bought it? ____________________________________________________________________________________________________________________________________

Other Features ______________________________________________________

______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

 

If we sold it sooner would that be a problem?______________________________

How long have you owned this home? ___________________________________

Do you know what your approx. mortgage balance? ________________________

Do you have a second mortgage? _______________________________________

About how much were you wanting to sell it for? __________________________

How did you arrive at that price? _______________________________________

Interview upon arrival

Mr. Seller, if you don't mind give me the "tour" of your home. If it's ok I'll take down some notes.

(After you have viewed the property- sit down at the table in the kitchen with the seller)

Mr. Seller, if you don't mind I would like to go over what we are trying to accomplish here today. Let me share with you my goals.

1. My goal is simply to help you meet yours, and I thank you for allowing me the opportunity to meet with you and view your wonderful home.

2. We must determine when you would like to have your home sold.

3. Help you determine who you will hire to sell your home.

4. How much we can sell it for.

5. I will also be leaving you a video and our 27 tips to sell your home fast and for top dollar to help us sell for the most money in the shortest possible time.

Does it sound like we are on the same page?

Go to presentation.

FSBO (Script one)

Let me ask you Mr. Seller. Why would you want to do that?

If you don't mind Mr. Seller I would like to go over some things you might not have thought of.

Do you agree that price is a function of supply and demand?

Would you agree that the more demand you have on your home, the higher the price it will sell for?

How many qualified buyers do you think you could attract to your home? _________

Did you know there are over 200 Realtors in town, each working with 10-15 buyers. That would mean up to 3,000 potential buyers would find out about your home.

Do you think with that kind of demand we could get a price for your home that offsets our fee?

Statistically 9 out of 10 times we can do this for you.

If we could net you the same amount of money or more, you would list with us right? (wait)

FSBO (Script two)

Would you agree that most buyers are working with Realtors?

Since they can work with a Realtor for free and there are more homes to see most buyers are working with a Realtor.

If you can work with a Realtor for free, why would you look at FSBO homes?

What we have found is that the buyers what are looking at for sale by owners are looking to do one thing. Save the same fee your trying to save. Either that, or they are investors looking to save 10- 20%.

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Seller Counseling Interview #2

 

Name____________________________ Address_______________________________

Home#_________________ Work_________________ Cell ______________________

Email _____________________________ Best time to contact ____________________

So I can do a better job preparing for our meeting, I'd like to ask you a couple of questions? (Pre-qualify the appointment)

 

How many bedrooms? __________ Bathrooms __________ SqFt ____________

Garages______________________ Living Rooms ________________ Stories __________

Dining Areas ________________________ Describe the lot. ______________________

Exterior _______________________ Fireplace _____________ Outbuildings _________

Fenced Yard __________________________ Decks/Patios _______________________

Sprinkler system __________ Storm Cellar ____________ Pool _____ Inground/Above

Is this your personal home, rental, occupied? ___________________________________

Why have you decided to sell your home? ___________________________________

Are there any other special features your home has, or any upgrades that you have done to the home that you would like to mention? __________________________________

_______________________________________________________________________

________________________________________________________________________

How would your rate your home on a scale of 1-10? _____________________________

Do you know what your approximate mortgage balance? _____________2nd __________

About what do you think your home would sell for? _____________________________

Have you had a recent appraisal? _____________________ Why? __________________

How did you arrive at that number? __________________________________________

If necessary, are you prepared to bring money to closing? _________________________

If you could pick a date out of the air, when would you like to be moved? ____________

On a scale of 1 to 10 how bad do you want to sell your home? _____________________

What would it take to get you to a 10? ________________________________________

Is there anyone else involved in the sale of the home? ____________________________

Do they feel the same way? _________________________________________________

Do you plan on interviewing any other Realtors? Y / N ___________________________

Great!, The reason I ask is because we would like to be last. That way you can see how much everyone else does, then we will show you how much more we have to offer you. Is that ok? Y / N

(If Interviewing) I would like you to make a promise to me. I am going to be putting a lot of time and effort in getting ready for our appointment. Please do me a favor and don't list your home with anyone until you've heard what we have to offer you that no one else can, OK?

Great! I have a list of questions for you to ask that will help you decide which Realtor will help you put the most money in your pocket. When can I drop it by? ________________________________

If everything sounds good, and the price is acceptable, will you be ready to put your home on the market when I come out on _________________________________

I will be sending you a very important package that will help you save thousands when you sell your home. It is Urgent that you go though this and fill out the "Seller Questionnaire" before we meet on . Will you be sure to take a look at it for me?

Y / N

Once you are at the property

Mr./Mrs. Seller, to determine how we can best help you I'll need to ask you a few questions.

FORD

Will you be staying in the area or moving out of the area? _______________________

Buying? _________________________Renting?__________________________

Would you like relocation assistance? _____________________________________

What/ where are you looking? ___________________________________________

How long have you owned the home? ______________Who Built it? _____________

What do you feel are your homes best features? _______________________________

________________________________________________________________________________________________________________________________________________

You mentioned that you did to the house since you bought it.

Are there any repairs that need to be made that you know of? ______________________ _______________________________________________________________________

Is your abstract at your closing company? ______________________________________

Are there any covenants, restrictions, home owners dues? _________________________

In case of Divorce - Is Divorce granted or pending? _____________________________

Is it in a Flood Zone? ______________________________________________________

How much did you purchase it for? ___________________________________________

You said that you thought the house would sell for is that what you are wanting to put it on the market for? Y / N Then what would you like to price it at? ______________

What did you base that price off of? ___________________________________________

What do you expect from your Realtor? _______________________________________

_______________________________________________________________________

Advertising and marketing is all about creating demand for your home. The more buyers we can get to look at your home the more likely we will find the perfect buyer- Right?...

The perfect buyer is the buyer that is looking to buy now and will pay you top dollar for your home-Don't you agree?... What do you feel is the best three ways we can advertise your home to find the perfect buyer?

1. __________________________________________________________________

2. __________________________________________________________________

3. __________________________________________________________________

If I show you how we can put more money in your pocket selling with us vs. selling on your own you would consider listing with us-Wouldn't you?... _______________________________________________________________________

Seller Personality Type _________________ Husband__________________________

Seller Personality Type _________________Wife______________________________

Seller Personality Type _________________ Other_____________________________

Mr./Mrs. Seller, there is no doubt in my mind that we can help you sell your home would you like me to show you how?

 

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Seller Follow-up Call/Initial Call

INTRO: Hello, is Mr. or Mrs. Smith there? (Always ask specifically for the person who called)

Hi Mrs. Smith, this is Do you have just a quick minute?

Mrs. Smith, My name is with the Jay Kinder Home Selling Team, and the reason I am calling is because I received your request for the information you wanted and I put that in the mail today? Is that ok?

ESTABLISH MOTIVATION & TIMING:

1. Are you folks planning on making a move in the next little while? _____________

(If longer than six months refer to Marketwatch Newsletter)

2. If you were to move, do you think you'd be staying in the area or moving out of the area? _______________________________________________________________

3. And when do you think that might be? ____________________________________

4. Do you have a Realtor to help you when the time is right? ____________________

(If yes). Would it be ok if we gave you a second opinion? ___________________

(If still no?) Mrs. Smith, there is no cost or obligation what so ever and what our clients have found is we are able to sell homes for an average of 3-5 % more than the average Realtor. That would be helpful, Wouldn't you agree? __________

What's better for you days or evenings? _______________________________

5. Would you prefer to buy first or sell first?__________________________________

6. (For longer term prospects) I tell you what Mrs. Smith, I appreciate your time and I will stay in touch, if you need anything at all please remember to call me, again, my name is with the Jay Kinder Home Selling Team.

"SELL FIRST": CMA OFFER

Here's what we can do for you Mrs. Smith; to determine what your home is worth we will need to come by and take a quick look at your property. We will give you some tips on what to do, and more importantly what not to do to get you home to sell for the most amount of money, the least amount of time, and the least inconvenience to you. We will also leave you a FREE video entitled "How To Price and Prepare Your Home To Sell". We will also go over the various closing costs involved in selling a home to determine exactly what you should have left in your pocket after the sale. That would be helpful, wouldn't it?

What's better for you, days or evenings.

If no Mrs. Smith, this service is absolutely free and there is no cost or obligation. You really have nothing to lose, Do you?

So when would be best for you days or evenings?

I have an opening at ______________ or _________________ which would you prefer.

"BUY FIRST": HOMEHUNTER SERVICE

We have an exclusive Buyer Profile Program that will email or mail you every new home that comes on the market on a daily basis? This program is free and there is no obligation to buy. Would that be of interest to you?

(If no) Our list includes any Bank Foreclosures, Company Owned Properties and other Distress Sales. It's a free service and, it takes all the pressure off looking for a home. Would that interest you?

When would be a good time to get together so I can take down exactly what you are looking for? Are days or evenings better for you?

Well rather than email you hundreds of homes which may, or may not, match your criteria, or risk missing out on the perfect one, if we can get together for about twenty minutes, I can give you a list of everything currently on the market that matches your criteria and take down the information to put in our system. What's better for you days or evenings?

MARKETWATCH NEWSLETTER

Would you like to receive my free monthly newsletter to keep you in touch with what's going on in the marketplace?

Appointment Set

So I can do a better job preparing for our meeting, I'd like to ask you a few quick questions. Is that ok?

Tell me some of the features in your home ________________________________________________________________________________________________________________________________________________________________________________________________________________________

Bedrooms_______________ Bathrooms_______________ Living Rooms ____________

Dining Room ________________ Yard/ Lot _________________ Square Feet ________

Garage________________ Other_____________________________________________

I will be putting together some information and finding some comparable properties that are currently on the market, and recently sold, so we can determine a value.

If everything sounds good, and we can set a price that is acceptable, would you be ready to put your home on the market with us on

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