Phone Script:
Introduction: [Agent]: Hi, [Lead Name]. This is [Your Name] from [Your Real Estate Company]. I noticed you were checking out properties on our website. How are you today?
(Allow the lead to respond)
Uncovering Needs: [Agent]: Great! I wanted to reach out and offer my assistance in your home search. What specifically caught your interest online? Are you looking for a particular type of property or neighborhood?
(Allow the lead to share their preferences)
[Agent]: That sounds fantastic. What's most important to you in a home? Are there any must-have features or deal-breakers?
(Allow the lead to share their priorities)
Rapport Building: [Agent]: I can definitely understand why those features are important to you. I recently helped a client find a home with a similar wish list, and they absolutely love it!
Pre-Approval and Budget: [Agent]: Have you had the chance to speak with a lender about getting pre-approved for a mortgage yet? Knowing your budget can really help narrow down the search and make the process smoother.
(Allow the lead to respond)
[Agent]: (If they haven't) No worries, I can connect you with a trusted lender who can help you through the pre-approval process. This will give you a better understanding of what you can comfortably afford.
Scheduling an Appointment: [Agent]: I'd love to help you find the perfect home, [Lead Name]. Are you available for a consultation this week? We can discuss your preferences in more detail and create a tailored search plan to find your dream home.
(Allow the lead to respond)
[Agent]: Great, I'm looking forward to our meeting on [Date & Time]. I'll send you a calendar invite and a list of properties that match your criteria beforehand. If you have any questions or need to reschedule, just let me know.
Closing: [Agent]: Thank you for your time today, [Lead Name]. I'm excited to help you on this journey, and I'm confident we'll find the perfect home for you. Talk to you soon!
(End the call)
This phone script focuses on uncovering the lead's needs, preferences, and priorities while establishing rapport and demonstrating the agent's expertise. By guiding the lead through the pre-approval process and scheduling an appointment, the agent can effectively convert an online pay-per-click lead into a potential client.
Real Estate Phone Script to Overcome the "I'm Just Looking" Objection
Introduction: [Agent]: Hi, [Lead Name]. This is [Your Name] from [Your Real Estate Company]. I noticed you were checking out properties on our website. How are you today?
(Allow the lead to respond)
Lead: I'm just looking right now.
Overcoming the Objection: [Agent]: I completely understand, [Lead Name]. It's always a good idea to explore your options and gather information before making a decision. As a real estate expert, I'm here to help make your search easier by providing you with valuable insights, market trends, and tailored property suggestions that match your criteria.
Rapport Building: [Agent]: Have you had the chance to explore any neighborhoods or specific types of properties that interest you? I'd be happy to send you a curated list of homes that meet your preferences and keep you updated on any new listings.
(Allow the lead to respond)
[Agent]: That's a great area! I'll send you some properties that I think you'll love based on your preferences. And remember, if you ever have any questions or want to take a closer look at a property, I'm just a phone call away.
Offering Additional Value: [Agent]: In the meantime, I'd like to share a helpful resource with you. I have a Homebuyer's Guide that covers the entire process, from financing to closing. It's full of useful tips and advice that can make your home search even more effective. Would you like me to send it to you?
(Allow the lead to respond)
[Agent]: Perfect! I'll send that over to your email shortly. I'm confident you'll find it helpful as you continue your search.
Closing: [Agent]: Thank you for your time today, [Lead Name]. Remember, I'm here to support you whenever you're ready to take the next step in your home search. Don't hesitate to reach out if you have any questions or need assistance. Have a great day!
(End the call)
This phone script acknowledges the lead's desire to explore their options and focuses on building rapport while offering valuable resources and personalized support. By demonstrating the agent's expertise and willingness to assist, the lead may be more likely to engage with the agent when they decide to move forward with their home search.
Real Estate Phone Script to Overcome the "I'm Just Getting Started" Objection
Introduction: [Agent]: Hi, [Lead Name]. This is [Your Name] from [Your Real Estate Company]. I noticed you were checking out properties on our website. How are you today?
(Allow the lead to respond)
Lead: I'm just getting started with my home search.
Overcoming the Objection: [Agent]: That's great, [Lead Name]! Starting the home search process is an exciting time, and I'm here to help make it as smooth and enjoyable as possible. As an experienced real estate professional, I can provide you with valuable insights, market trends, and resources to help you make informed decisions along the way.
Asking About Preferences: [Agent]: Do you have any particular preferences in mind for your future home? Things like location, size, or features? This will help me understand your needs better and offer personalized assistance.
(Allow the lead to respond)
Offering Additional Value: [Agent]: Those are some great preferences! I'll keep them in mind when searching for properties that may interest you. In the meantime, I'd like to share a helpful resource with you. I have a Homebuyer's Guide that covers the entire process, from financing to closing. It's full of useful tips and advice that can help you as you're just getting started. Would you like me to send it to you?
(Allow the lead to respond)
[Agent]: Perfect! I'll send that over to your email shortly. I'm confident you'll find it helpful as you continue your search.
Scheduling a Follow-Up: [Agent]: Since you're just beginning your home search, would it be alright if I follow up with you in a couple of weeks to see how things are going and offer any assistance you might need?
(Allow the lead to respond)
[Agent]: Great, I'll make a note to check in with you on [Date]. In the meantime, please feel free to reach out if you have any questions or need help with your search. I'm here to support you!
Closing: [Agent]: Thank you for your time today, [Lead Name]. I'm looking forward to helping you find the perfect home. Have a great day!
(End the call)
This phone script addresses the lead's early stage in the home search process and focuses on providing valuable resources, personalized support, and expertise. By scheduling a follow-up and offering assistance, the agent can build rapport and remain top-of-mind as the lead progresses in their home search.
I got their VM, what do I say?
“This is [First Name ONLY] call me back on my cell... at [(area code) 456-7890].”
(The logic here is that the "lead" is already somewhat familiar with you because your name, pic and phone number are on every page of the site. Not only that, cold callers never leave the cell phone, and therefore, it is a kind of familial speak and a mini-close.)
THEN, save the contact number of the lead to your CELL. AND in one of the “open contact fields” type in "LEAD date & time" so that when they call back, and they will, you'll know it's a lead and you'll know how to respond..
VM Call Back script...
When receiving a VM call back, here's what'll happen:
The lead will say: “[AgentName], you left a VM and I'm not sure who you are?”
You'll say, “Oh! I was notified by (site name) that you may be interested in seeing homes in (city/town/subdivion),” and, “I was just following up.” (full stop)
“What are you looking for?” (full stop)