Scripts and tips on how to get an appointment with a buyer.
Answer any questions - then ask a question
Rapport and Needs Identification
“Can you tell me a little about what you are looking for, maybe
we can help you?”
“How many bedrooms did you need?”
“Do you need a basement?”
“And how about a garage?”
“Did you have an area in mind?”
“And how about a price range?”
First Close - “The Top 10”
“At Key Realty, we have a program called the “Top 10” where we do 2 to 3 hours of research for you and try to find you the top 5 to 10 buying opportunities in the ________ area in this price range.
Using our knowledge of the market and experience, we can spot the best buys for you sometimes save buyers up to $10 to $15,000.
I’d sure like an opportunity to do the homework for you and swing by and drop the information off on Wednesday afternoon about 4 o’clock.”
Second Close - “Good Buys go Fast”
“May I ask why you are looking for a home right now?”
“Did you have a time frame in mind when you were looking to move?”
“Homes are just like any other product, good buys go fast and the best ones are only on the market for hours. I would like to go over in detail with you what you’re looking for and show you our system where every home, including the best buys show up instantly on your cell phone whenever they go up for sale.”
“Could I possibly spend about 20 to 30 minutes with you on Thursday afternoon about 5 o’clock and chat about your home-buying goals.”
Third Close
“Have you seen anything that you liked?”
“How do feel about buying?”
“How long have you been looking for a home?”
“The multiple listing service has every listed home available. One of the things we can offer is the ability to see all the 3 bedroom homes in the ____________ area, that way you know you picked the best house.”
Objections
“Mail me the information”
Agree to disagree
“I can appreciate why you would want to have this stuff emailed to you what we have found in the past is that our buyers get a lot of confusing and overwhelming info because we haven’t sat down and gone over with you in detail what it is you’re looking for
Reclose
“This will only take about 20 minutes and will save you a lot of time and money.”
“Don’t have time”
Agree to disagree
“I know, I’m busy, too & don’t know what my schedule will be”
Reclose
“Why don’t we do this. Let’s set a tentative time for Wednesday at 7oclock if for any reason that doesn't work for you just give me a call and we will reschedule.”
“We are on hold right now”
Paraphrase
“From what you told me, you’ve reconsidered purchasing a home right now.”
Response
“Just so I’m clear in my thinking, could I ask if you have a
time frame in mind when you were thinking about a move.”