Scripts


## Door knocking
1. Hi, my name is ..., I’m a realtor with … and I was just talking
to the homeowners in the area about what’s happening in
the market and how it is different now as compared to 6
months ago.
2. I’m curious, are you by chance considering moving in
the next few months?
3. I respect that. It sounds like you are enjoying your property.
I have some owners in your community that we keep
updating regularly, so every time a home sells, we send
them an email to let them know what was sold, how much
the sellers got for it, and how long it took to sell. It’s an easy
way of keeping up with what’s going on in the economy and
your local marketplace. Would you be interested in getting
this information as well? What’s the best email for you
typically?
4. By the way, I love this neighbourhood and personally
wouldn’t move from here. What has you thinking about
moving?
5. Got it. And where are you planning to move once this home
sells?
6. Ok, and ideally when would that be?
7. Well, let’s do this. Let me email you a link to my website,
so when the time comes for you to move, I’d love to
come to see your home and share with you what I do to
get homes like yours sold. Would that be fair?
8. What’s the best email for me to send it to?
9. I’ll send you an email and follow up in a couple of weeks.

Door knocking is a direct marketing approach where salespeople visit potential customers at their homes to promote and sell products or services

Door knocking

## Expired
1. Hi …?
2. This is…., I’m a realtor. You’re probably getting a million
phone calls already. I wanted to reach out because I
noticed your home came off the market and I was a bit
surprised. Great home, good neighbourhood. Are you still
looking to get it sold?
3. I get that. It’s tough right now. It’s tough to have your home
out there for a while and not sell.
4. Just curious, did you get any offers on it at all?
5. How many showings did you have?
6. Ok, so you had some activity early on, which is pretty
normal. When a property rst hits the market, there is a
lot of excitement and buyers usually ock in and then it
kind of zzled out, right?
7. Did your agent give you any feedback as to what happened?
8. Let me ask you, what was the plan if you would’ve
sold, and where were you thinking about moving to?
9. What’s down in …?
10. I got you. How soon do you need to be down there?
11. Did you nd a place down there already?
12. Ok, sounds like you still wanna sell and you want to
get it sold as quickly as possible, correct?
13. And how did you choose the price?
14. So, the agent recommended that price, is that a rm or
do you have some wiggle room in that number?
15. And I assume you need to get it sold to buy something
down there, right?
16. Are you still carrying a mortgage on a home?
17. What do you have to cover?
18. Yes, I understand this is frustrating, I’m just trying to gather
all the information. Most often it’s a marketing issue, but it
can also be price. So, I want to make sure before you put itback on the market and waste some more time, if the price
is not reasonable or the price that you can’t nancially go
with, then I need to know if I’m gonna be able to help you.
That’s the reason I’m asking this question.
19. Ok, let’s do this. You want to sell, I’ve sold homes in this
area.s I’ve plenty of buyers I’m working with. I’ll do
some research to gure out exactly why your home
didn’t sell. I’ll take a good look at the price, because I
know when it comes to moving, every dollar counts and
I want to make sure we maximize your sale price. Once
I do that, I want to come over, take a look at your home,
share this information with you, and share my strategy
of what it takes to get your home sold. Does that sound
fair?
20. Ok, great. Are you available at 2 o’clock today or is 5 o’clock
better?

Expired

## FRBO
1. Hi, I’m calling about the rental you have listed online. Is it still
available?
2. Yes, my name is ... with … I’m calling to see if you’d be
interested in selling your property if we brought you an offer
that made sense to you.
3. At the end of the day you decide what the right price is,
but what I’m willing to do, is put together a pricing report to
tell you what your home will sell for and if it makes sense,
we can move forward from there. Does it sound like a fair
approach?
4. Even if you are not considering selling it right now, I’d like
to email you a link to my website for your reference, in
case you do want to sell it at some point in the future, ok?
What’s the best email I can send it to?
5. Ok, let’s also schedule some time with you to go over the
pricing report we’re going to be sending is tomorrow at 3
o’clock going to be good for you for a quick phone
conversation?
6. And if the price makes sense, we’ll follow up with a
face-to-face meeting and talk about the possibility of
working together. Does that sound fair?

FRBO

## FSBO
1. Hi, I’m calling about a home for sale, is this the owner?
2. My name is … and whom am I speaking with?
3. I was calling about the home on … for sale and I
understand you’re selling it on your own. Is that right?
4. I’m curious. Are you open to the idea of an agent bringing
you a buyer for your home?
5. And have you already moved out of the house?
6. Ok, when would you like to move?
7. Makes sense. Even though the market is changing, you are
likely going to be able to sell this home on your own without
a problem. I’m curious though, if in 30 days, for whatever
reason, you can’t sell the home, would you then consider,
meeting with a realtor to look at some other options?
8. Let me do this. I’ll send you an email with our For
Sale By Owner Guide. Take a look at it and if at
some point you are interested in reviewing it
together, we’ll do that. Fair enough?
9. Now, what’s the best email for me to use?
10. Ok, while I have you on the phone, I want to ask you
something. If I can share our For Sale By Owner strategy
with you, walk you through our guaranteed sale program
and talk to you about the numbers, is this something that
you might consider doing now instead of waiting for some
time in the future?
11. How about we get together for 30 minutes and talk about
what we have to offer? I’m available at 2 o’clock today or
we can do it at 5 o’clock as well. What time works better for
you?

FSBO

## FSBO follow up
1. Hi …, this is … with …, we spoke with you about your
home for sale on Friday.
2. Did you manage to get it sold over the weekend?
3. Ok, I wanted to share something with you as well. Did you
know that there is … number of properties that went under
contract in your area?
4. What I’d like to do is send them over to you, so you have
them for your reference.
5. I’m curious, are you getting a lot of calls with showing
requests? I’m asking because, with our properties, it’s
been a busy weekend.
6. And how are the showings, are you getting any bites?
7. Are you qualifying people that are coming in to make
sure they can afford to buy your home? I guess it’s ne
either way. At the end of the day you want to have as
many eyeballs on the property as possible, right?
8. Are you planning to have an open house this coming
weekend?
9. Ok, what I’d like to do is email you a copy of our open
house strategies that we use in our practice, would you
find that useful?
10. I’m curious, at the end of the day, you don’t care whether
you sell the house yourself or through a realtor, as long as
you get the money you want, is that right?
11. If I can share with you our strategy that can get you more
money than you could get on your own, would you be
open to looking at it?
12. Ok, let’s get together for 30 minutes. I’m available today at
2 o’clock or we can meet up at 5 o’clock instead. What
time works better for you?

This is the description for FSBO follow up

FSBO follow up

## FSBO pre-qualification
1. Thanks for your time earlier today, just making sure, we’re
still good for 2 o’clock, does that still work for you?
2. When I come over, are all of the decision-makers gonna be
present?
3. I’d like to walk through the home and look at it through
the eyes of a buyer when I’m there. Do you feel the
house is ready to show the house to a buyer right now?
4. After we do that, one thing I’d like to do is sit you down and
share a few things I’m doing behind the scenes to give our
properties great exposure to help my clients get the most
money. Just to be clear, I’m not coming there begging you
to sign the contract, just showing you some approaches I’m
taking. At the end of the day, I think you’ll get a lot of value
from this conversation and see what I’m offering to my
clients to get them the most amount of money. Does it
sound fair? [we’re probably still gonna do a FSBO for some
time]
5. I respect that, but if I can show you how I can put more
money in your pocket, you’d probably entertain the idea
of putting it on the market. You don’t care whether I sell it
or you sell it, as long as you put the same amount of
money or more in your pocket, correct?

This is the description for FSBO pre-qualification

FSBO pre-qualification

## Just listed
1. Hi … my name is … and I’m a realtor.

2. The reason for my call is that we’ve just listed a home in your area over on … It’s … bedroom, … washroom house that’s listed for just under $…, and I wanted to ask you if you know anyone who might be interested in buying a home in the neighbourhood?

3. And in terms of your plans, with the market changing, a lot of our clients are thinking about cashing in. Are you by chance considering making a move soon?


        * 1. Let me do this. Let me email you a link to our website so that when the time comes, you can give me a call, and I’d love to come to see your home and share with you what I do to get homes like yours sold. Does that sound reasonable?
  
        * 2. I respect that. It sounds like you are enjoying your property. I have some owners in your community that we keep updating regularly, so every time a home sells, we send them an email to let them know what was sold, how much the sellers got for it, and how long it took to sell. It’s an easy way of keeping up with what’s going on in the economy and your local marketplace. Would you be interested in getting this information as well? What’s the best email for you typically?
  
        * 3. If there was an opportunity to look at an investment opportunity… What’s the best email for you typically?

4. I love your neighbourhood and personally wouldn’t move from here. What has you thinking about moving?

5. Ok, and if you were to move where would you go?

6. And when would that be?

7. Ok, let’s get together for 30 minutes. I’m going to be in the area at 2 o’clock, or would 5 o’clock work better for you instead?

Just listed

## Just sold
1. Hi … my name is … and I’m a realtor.
2. The reason for my call is that we’ve just sold a home in
your area over on … It’s a … that had x bedrooms and
sold for $.… Would you be interested in knowing what
your home is worth in today’s market?
3. Ok, even if you’re not thinking about moving right now. [you
can try and use one of the options below or use them in
succession]
    * Let me do this. Let me email you a link to our websites so
that when the time comes you can give me a call and I’d
love to come to see your home and share with you what I
do to get homes like yours sold. Does that sound
reasonable?
    * I respect that. It sounds like you are enjoying your
property. I have some owners in your community that we
keep updating regularly, so every time a home sells, we
send them an email to let them know what was sold, how
much the sellers got for it, and how long it took to sell. It’s
an easy way of keeping up with what’s going on in the
economy and your local marketplace. Would you be
interested in getting this information as well? What’s the
best email for you typically?
    * If there was an opportunity to look at an investment
opportunity … What’s the best email for you typically?
4. I love your neighbourhood and personally wouldn’t
move from here. What has you thinking about moving?
5. Ok, and if you were to move where would you go?
6. And when would that be?
7. Let’s get together for 30 minutes. I’m going to be in the area
at 2 o’clock or would 5 o’clock work better for you instead?

Just sold

## Listing presentation
Listing Presentation:
Agenda:
[Walk through the property with the owners, connect with them
and gather intelligence. Then, sit down at the kitchen table.]
Thank you for having me over. Today, I’ll be covering three
questions:
1. First, we’ll talk about how much your home is worth and
what you can expect to receive net in your pocket after
the sale.
2. Second, we will talk about how long it will take to sell a
home in today’s market and the importance of time.
3. And lastly, we’re going to go over exactly what we’re going
to do to get your home sold and if everything we say makes
sense, we’ll discuss the possibility of us working together.
There are three of them. One, after you hear how we work
and like most other clients we sit down to talk to, you may
decide to list your property with us. Two, there is an oﬀ
chance you may decide not to list your property with us.
And three, we may humbly decline the opportunity to list
your home. And any one of these options is ne
Does all of this sound fair?
I want to make something clear right from the start. Most agents
will be telling you what they think you’d want to hear in hopes of
getting your listing. We, on the other hand, will only be sharing
facts with you, so that there are no unpleasant surprises at any
point in the process. Ok?
One other thing. It is our intention to deliver the result and the
service at such a high level, that when we’re sitting at the
closing table and handing you a vendor balance cheque,
you’re so happy with the experience that you had with us that
you would recommend us to anyone you love and care about.
Does all of this sound reasonable?Motivation:
Before we head into the conversation about pricing, I want to
make sure that we’re on the same page when it comes to your
motivation and intentions. We covered a great deal of that on
the phone and I want to make sure there is no disconnect
anywhere, so we could do a great job for you and your family.
Ok?
Where are you moving to?
This is a great property and a great neighbourhood, what
compels you to think about moving?
In the ideal world, what’s your timeframe for completing
the move? Do you have a plan “B” of not selling the
property?
Based on our previous conversations you want to position this
property to sell without giving it away and your pricing
expectation is at …, correct?
Are you thinking about buying before you sell or after?
What keeps you up at night when you’re thinking about this
move?
## Pricing analysis
Ok, let’s jump into the pricing report for your property.
The first thing we need to discuss and this is something that a
lot of agents fail to mention is that your home sells in three
steps. Can I explain? [1. oﬀer terms and conditions and the
price; 2. inspection; 3. appraisal]
When buyers look for a property they do comparison shopping
and one of the big concerns for them, after they earmarked the
house for a showing, is …, and this is something again, that a
lot of agents fail to mention, the days on market or DOM. This
is a metric that shows you how many days have elapsed since
the property first came on the market and just like with
produce at a grocery store, the longer it sits on the shelf, the
less valuable it becomes until eventually, it becomes
unsaleable. Are we on the same page here? Buyers compare
the DOM for your home against the average days on market
for your area. Let me give you an example. Consider that
you’re looking for a home in this area all over again and come
across this house here … (involve them into a compelling story
of the sellers buying their own house all over again)… theaverage DOM in your area is …, so it becomes our main
objective to position your home in such a way that it becomes
the obvious choice for the buying public out there within the
first days of listing it. Does all of this make sense?
Here is a one-page analysis of what’s going on in the current
market. And please remember, the sooner we get an oﬀer on
your property after we hit the market, the more power we’ll
have in the negotiation process.
Now, let’s look at what we are up against and the rst set of
properties we’re going to review is what’s currently on the
market, i.e. our competition.
…
Now let’s look at the pendings…
One of the most important parts of the pricing analysis is
recently sold homes. This is crucially important when we’re
establishing the price for your home…
Based on everything we see, the market suggests that your
home should see anywhere from … to … After looking at this
data, did you come to the same conclusion?
The market price is crucial, but there is one more thing to
consider before we put the home up on MLS and that is how
we’re going to position the property price-wise. There’re three
options: 1. The wholesale price (multiple oﬀer price) 2. Retail
price (market price), 3. Someday price and advantages
(in ated price, the seller may want). Cover the three options.
## UVP
[Now that we’ve talked about the price, it’s time to discuss
what it is we oﬀer for you the seller.] When you’re talking to a
real estate agent you have very little to go by to try and predict
whether the promises made will be the promises kept. Would
you agree with this? And we nd that there are two general
ways to protect the sellers. The rst is to look at the agent's
past performance facts and past client testimonials. This will
give most sellers an idea of how well this agent will perform for
them as well. Do you agree? And the second is, to give the
average DOM in your area is …, so it becomes our main
objective to position your home in such a way that it becomes
the obvious choice for the buying public out there within the
rst
… days of listing it. Does all of this make sense?sellers the right to get out of the listing contract if the agent's
promises are empty. Do you follow?
Well, we’ve combined the two in “Seller Guarantee”. We’ll give
you the right to get out of the contract with us, no questions
asked, within the time you need to complete your due
diligence on us and are 100% satis ed with what you see.
Does this sound fair to you?
Next, regarding our commission. Here we have our “Smart
Seller” program where the seller is a part of the sale process
and gets rewarded for participation. This is how it works.
1. The seller is looking for her buyer and if the oﬀer is
satisfactory, we take on the role of negotiators and
transaction coordinators, where we help you negotiate the
best price for your property, we help you either prepare or
verify all of the submitted paperwork, we qualify the buyer
for their ability to obtain the necessary nancing to close,
we work with the home inspector and the appraiser to
make sure there are no surprises there and nally we make
sure that the closing process is smooth and painless. For
this, we charge a commission of 1%. Is this clear so far?
2. We start marketing the property to our database of buyers
and agents that we’ve accumulated over the years and
start running ads for pay-per-play platforms like FB, IG,
Google and Youtube. And if we happen to nd a buyer, we
will charge you x%.
3. And nally, if the property is on MLS and there is a
cooperating broker that’s involved in the transaction, your
total commission will be x% and this is your worst-case
commission scenario.
Does this commission structure seem like a fair arrangement to
you?
## Close
Now, to recoup. We’ve covered what’s happening in the
market around you and the market is indicating a price point
of … that we are all in agreement with, correct?
We talked about how you, the seller, is protected no matter
what happens and have the time to do the due diligence on the
agents before committing long-term, correct?
And nally, we talked about our commission structure with the“Smart Seller” program, which is the most comprehensive
commission program out there, correct?
Now, for my part, I feel very comfortable working with you and
have full con dence that we’ll get you the money that you
need within the timeframe that we discussed.
Do you feel comfortable and con dent with us and are you
ready to get started?
Perfect, let’s get the paperwork out of the way and get your
property on the market!

This is the description for Listing presentation

Listing presentation

## Listing presentation pre-qualification
1. Hi …, we have an appointment with you at pm, are we still
good for that time?
2. Great. I also need to ask you a few questions to make
sure that our information is accurate and that you get the
most out of our meeting later today, ok?
3. First of all, once your home sells, where will you be moving
to?
4. What’s important to you about the move?
5. And what’s your ideal time frame for getting there?
6. Ok, I got you. Now, are you planning to interview more
than one agent for the job of selling your home?
7. Tell me, what are the qualities you’re looking for in an
agent you’re going to end up hiring? If you could just
name 3 things.
8. Now, once I see you, what price are you planning to listing
your home at, realistically?
9. Ok, and what price wouldn’t you go below?
10.Could you please describe your home for me, starting
with the main floor?
11.What condition would you say your home is in, on a scale
from 1 to 10, 10 being absolute perfection? And what
would make it a 10?
12.Are you planning to list your home with me when I see you at
… pm?
13.Will all the decision makers be present tonight?
14.Thank you for answering my questions. Do you have any
questions for me?
15.Great, I’m looking forward to seeing you tonight and
moving you one step closer to

This is the description for Listing presentation pre-qualification

Listing presentation pre-qualification

# Objections
## I’m not prepared to pay … %, are you negotiable?
1. This work is how an agent puts food on his table… and if
he/she can’t stand for his/her commission, how well do
you think he/she will be working on protecting your
equity?
2. Let me share with you how commission works. The x% is
broken down into 3 equal parts. One part goes to the
brokerage … you don’t think the agent can skip that, do
you? The second part goes to the agent’s pocket … do you
think the agent will not pay himself/herself? And the third
part … well, what do you think is going to be lacking if an
agent cuts his/her commission … that’s right …. marketing
and exposure.
3. I can appreciate you asking that. And let me say that I think
we’d work well together. Now, when you’re asking me about
reducing my commission, I have to ask myself, which one of
my services can I afford to cut off the marketing of your
property? If I’m cutting my commission, I’m cutting some of
my services. I’m taking professional photos and videos and
what we’re doing behind marketing the property … and how
we’re following up on home inspections and appraisals. I
don’t see anything here that we can cut out and still sell
your property and get you the money that you need. Does
that make sense?
Ok, let’s get on with it and get the process started.
## I got agents in here doing it for x%
Listen and that’s an option. There’re some agents out there that
will do it for x%, but one thing I wanna do, is I don’t want to cut
any corners on your home. The price that we’re trying to get isn’t
a giveaway price. You care about how much money you put in
your pocket at the end of the day, right? You don’t care about
how much commission you pay out, it’s really about how muchmoney you’re putting in your pocket.
Let’s do the right thing and get the process started.
## I want to think about it
As a consumer myself, I can relate to that. Let me ask you this.
1. Can you live with the net you’re going to get at the end of the
sale and is the timing right for you? 
2. Do you believe the
commission structure we’re offering is both fair and exible? 3.
Do you feel comfortable working with us? Ok, great. Let’s get
the paperwork out of the way and get started with the selling
process.
## I’m interviewing other agents and I’ll get back to you next
week
Ok, I respect that. It sounds like you just want to make sure
you’re making the best decision possible here. Correct? I would
do the same. Let me suggest this. Let’s go over the paperwork
and sign it now and while you’re doing your due diligence on us
you have an option of cancelling it, no questions asked. So, for
example, if you will nd on an off chance, that you prefer to work
with another agent, instead of us, we’ll cancel the paper work,
shake hands and part as friends. Does this sound fair?
## Your commission is higher than other agents are offering
Is commission the only thing that stands in the way of us signing
the agreement? Let me ask you if the commission was the
same, what agent would you rather work with? Why? [if they
would rather work with another agent even if the commission
was the same, you’re likely done, if they say you, go to one of
the commission objections above]

Role Play Tribe Scripts

Role Play Tribe scripts are a collection of scripts that

you can use to practice common real estate sales scenarios.

Scripts

Scripts