¶ Real Estate Scripts for Contacting Renters
Hello and welcome to the Real Estate Scripts podcast , the show that helps you know what to say when you're talking to buyers and sellers so that you can close more deals and earn more money . I'm Darren Tunstall , a real estate professional coach and number one bestselling author . Let's get into this .
Before we begin today's episode , I want to clarify some important points . I am a licensed real estate agent and my DRE number is 018-53445 . It's crucial to note that this podcast operates independently of my affiliation with Keller Williams Realty and any realtor associations .
My primary goal with this podcast is to provide you , our listeners , with valuable information , insights and practical tools . As a reminder , the purpose of Scripts and Dialogues is to come , learn , practice and be prepared to fail forward . This is where we make mistakes and help each other out , but we're mostly interested in seeing how we can get better .
First we read through the script word for word and then we go back and put it into our own natural tone , style and phrasing . You won't know what to say until you go through the script . So , with that said , many people will say that's not how I sound , and I totally get it .
That's not how you sound , but that is the reason why we practice every day so that the script becomes you and in your own voice . So read it word for word first , then go back and put it into your own natural tone , style and phrasing , and I think it'll work out All right . Let's go ahead and set this up . So , again , this is called .
How did you get my contact information ? And in this scenario , you are reaching out to a potential renter who may be interested in purchasing a home in the future . You explained how their contact information was obtained and offer assistance , aiming to schedule an appointment to explore their interest in home ownership further .
The requirements are effective communication skills , knowledge of real estate databases and sources , the ability to build trust and rapport , and proficiency in scheduling appointments . The intention is to engage potential renters who may be interested in purchasing a home in the future by explaining how their contact information was obtained and offering assistance .
This script's goal is to schedule an appointment to explore interest in homeownership further and provide personalized assistance . So , with that said , let's go ahead and get started , and Emily will have you start it out , so when you're ready .
Okay , hi , this is Emily with Keller Williams Realty . How are you doing today ?
I'm doing okay .
Awesome . I'm just reaching out to people who are renting and may be interested in purchasing a home or at least exploring their options for home ownership . Can I assist you with that today ?
Well , I'm kind of curious how you got my phone number . I'm on that , do not call list .
Uh-oh , well , I certainly apologize . Well , thanks for asking . We do obtain contact information through various channels , including public records , online databases and local directories . Specifically , we call individuals who are renting homes in the area and , like yourself , we believe they may have an interest in exploring homeownership options in the future .
So I apologize . If you want to end the call , I understand , but just out out of curiosity , is this something you've considered ?
um well , I actually have been thinking of , uh , downsizing okay , I just never realized I was on different lists like that . I guess they can find out anything about you anymore . Yeah .
There's a lot of . There's a lot of information on us out there . You know it's . It can be , you know , a good thing and it can be not so good , so but I completely understand how you could be concerned about that . My intention is to provide valuable information and assistance to people like yourselves for yourself considering purchasing a home in the future .
If you're not currently in the market , that's perfectly fine . However , I'm here to help answer any questions you may have about real estate and homeownership . What do you think ?
about that . Well , thanks for clearing that up . It makes a little more sense now .
Okay , yeah , of course . Would you be interested in scheduling a brief appointment to discuss your potential interest in homeownership further ? Like I said , it doesn't have to be right now . Maybe you're thinking six months or even a year out . We can explore your options and address any questions or concerns you may have in a little more detail .
Well , I'm not really sure .
Okay , well , I understand there's no pressure at all . The appointment would simply be an opportunity to kind of gather information , explore your options . It would be at my office in La Mesa , if you're open to it , so we can schedule a time that works best for you .
What do you ?
think about that .
Well , yeah , I have been thinking about it , so maybe it could be helpful .
Okay , well , today's friday , so how about monday at four o'clock at my office ? How does that sound ?
I can do monday , but a little bit earlier . I don't like to get into rush hour traffic oh , I completely understand that .
Okay , I have a two o'clock opening , does that work ? Yes , much better awesome , and what's the best email to send you information to , just so you can get that Debbie Logan at AOLcom . Perfect .
Thank you so much , debbie , and I'm sorry for the confusion about you know the information stuff , but I look forward to meeting you on Mondayay and , like I said , no pressure , and I'll see you then and I'll send you out a little packet about jumping into home ownership and and just kind of exploring your options .
Okay , and , and I'll see you then okay thanks , debbie .
Have a great day you do the same thanks thank you all right Through the DNC .
The do not call .
Gabby , that was mean , I know so mean .
You're just like a regular person .
No , that's good , I don't know about that .
And just to clarify you know we want to respect the DNC , the do not call . You know . Somebody says you know I'm on the do not call list . Just respect it and move on . But if they're willing to still have the conversation with you , you should probably ask for their permission . Is it still okay that we talk ?
The other thing that I want to mention is these lists that we're referring to . They could come from multiple sources . For example , if you do any advertising on social media , for example , or on search engines , they could be filling out a form , and that's another way of obtaining information .
Their information could be on a title list or something like that as well . You know , christina , you mentioned you're going to be doing an open house .
Somebody might fill out your form and they might be looking at four or five different homes that day and completely forgot that they left their information on there and you're going back and contacting them and even though they fill out a form , whether it's online or in person , we're always going to get the no , I didn't fill anything out , or I didn't sign up
for anything . I didn't put my email down . Well , it's in your handwriting . I'm not sure exactly what to tell you , but it happens . So these are the different sources that names and numbers can come from .
You can also get a list from title companies and for like farming geographic type farming and start calling and emailing people that way as well , but we do want to respect the do not call list .
¶ Practicing and Perfecting Sales Calls
So I'm curious , emily , since you were the agent , as you've been doing calls as well has anybody ever told you , yeah , how did you get my contact or permission ? Has anybody ever ?
asked you that , yeah , you get my contact information . Has anybody ever yeah happened actually . It happened last week .
The lady on floor two yeah , where you blind me right , that's right okay inadvertently , I didn't mean to , I thought that's really how I got it .
And then I realized I'm like oh , that's right , it's , I love it .
It's fun , okay . Well , let's reverse roles . Let's have debbie . Uh , talk to emily . Unless , christina , you want to be the pot , you want to be the buyer . No , you don't want to . The buyer is a lot easier because you get to give debbie .
You know a lot of fun no , um , I prefer to watch for now because Emily , she was great . I was like , oh , thank you , it's so natural to me . I will try right now you can . You can hear them reading the script . So you were very natural , wow .
Well , you know , it's interesting that you say that is number one . How it becomes natural is through practice . So the more that you do it , the consistency that you do it , daily , practice , it becomes more natural . So we have this thing where we say , when you practice a script , number one , you memorize it . All right , you memorize the script .
And the way that you memorize it is just you read it over and over and over again . I'm not talking about like verbatim , word for word , but getting comfortable with reading through the script . And that's how you do it . You practice it word for word . The second thing you do is you internalize it .
Ok , so now it's becoming you right , it's because you feel good about it . You know you're , you're , you're able to just go through it . You know , start adding a little bit of things here and there that make it feel a little bit more natural . Once you're past that phase , then you customize it , meaning you put it in your own tone , style and phrasing .
So it takes time , it takes consistency , it takes practice and it's coming back every single day , over and over and over again , which , by the way , is the hard part . You know it's not easy , coming back daily , daily , and just keep on doing the same thing , but you're perfecting your craft .
Your words are your sword , all right , and through this , through consistency , you're developing good communication skills . So I would say keep coming back over and over and over again . I promise you , you do that It'll get so much easier .
I have a question to Emily and Debbie , if they've been doing this for a while .
A couple of years .
Yeah , okay , that's great . We've been on the same team , debbie and I , for like three years .
Yes , so we've been doing this almost every day for three years want more people to come in and practice , because this is a need that needs to be filled , and so , yeah , they've been practicing it for a few years .
There's other people you'll hear that they've done at other places , but they're starting to pop in here more and more here , because it also has to do with the organization , the way that everything is laid out , and you know , uh , just keep coming back . Okay , all right , let's reverse roles . Let's have Debbie , uh , be the agent .
Emily will be the um , her , her victim . So , all right , debbie , when you're ready and you can decide how you got her contact If it's like a social media lead form or an open house , whatever you want to do , I don't care . However , when you're ready , Okay , good morning
¶ Real Estate Prospecting and Appointment Setting
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This is Debbie Logan with Keller Williams , la Mesa on the Repro's team . I'm just reaching out to people who may be interested in purchasing a home or exploring their options for home ownership . Is there anything I can help you with in that regard today ?
No , how did you get my number ?
Well , I actually it could have been a couple things .
It could have been a couple things , it could have been from public records , and I also , um , went through , um , uh , it's called a farm app , but my area where I do my real estate and they provide me with the people that live in the neighborhood , um , and so that's that could be where I got your number . There's various channels .
So you don't know where you got my number .
Well , no , because I use various databases .
So you're sending me numbers out all over the place .
Yes , I get that a lot , but it's , you know , public records usually . Oh my gosh . Yeah , so I'm'm . I'm sorry if I get this quite a bit , but you know it is the way you know we do business , so I hope you know .
Um , if you're not interested , you know we can end this call , but I , if you have anything that you've been wondering about real estate wise , I I'm here to help .
I just wasn't aware that my information was out there , but thanks for clarifying that .
Yeah , I completely understand . I get the same thing A lot of times . It could be like if you've gone to an open house and did the sign inin sheet , or I mean there's so many different places social media , you know , if you clicked on to a home , maybe you were looking at oh , I was .
I was looking at um some stuff online the other day maybe . Maybe that's where you got my number yeah , that that could be .
It's hard to determine , you know , um , but um , I'm here to help you if you have an interest in exploring home ownership .
Well , let me ask you this , debbie . I've been renting for like 10 years and I'm really tired of renting . I want to buy a home but I don't think I can afford it because it's know you need so much down payment and it's I don't . It might be more than my rent and I I don't know what .
Well , the first step , you know basically , um , especially if you've been doing it for years , you're basically paying someone else's mortgage , absolutely yeah , and not building your own wealth and portfolio .
My suggestion would the first thing to do would be to get in contact with a mortgage lender who could tell you what you would qualify for or if there's something that you could be doing while you're still renting to get to . You know , either save money or if you have maybe a credit score concern .
You know different things like that , but they'd be the ones , and when they do it it's just a softball , so it doesn't affect . You know your credit score or anything like that , and that way you know right at the get go . You know where you stand .
Okay , so maybe go to my bank , then they could probably help me with know right at the get go you know , where you stand .
Okay , so maybe go to my bank , then they could probably help me with that , right .
Yes , what I tell my clients is to get at least three . You know , talk to three different lenders . Sometimes the brick and mortar banks and credit unions only offer a couple of programs in regards to mortgages where mortgage lenders you know they have , you know , loans you've never heard of the first time buyer .
If you're a first responder , if you're a native Indian , I mean you name it . There's programs out there for everyone . So I could give you three different names of mortgage lenders that my clients have really enjoyed working with , if that would help .
Yeah , maybe . I mean , I guess , it would . Yeah .
Yeah , it wouldn't hurt , you know , and that way , you know , you could find out I've touched base with you after you were in contact with them and then see you know where we would go from there . Does that sound like a plan ?
Yeah , I can always use the information Sure .
Okay , well , what I'll do is I'll send you over my contact information , along with a little bio on myself and also a buyer's presentation so you could kind of see the steps involved in purchasing a home , and I'd like to set up a time , say you know , maybe the end of next week that we could sit down and see you know where you stand at this point .
Okay , I guess we could do that .
Yeah , it doesn't hurt . My office is in La Mesa and and I have your email . Don't ask how I got that .
You have my email too . Oh my god , yeah , I've got everything .
Which email do you have though . Oh , I have emilyz at gmailcom .
Yep , that's me .
Okay , holy smokes , I know Well , I will send you over that information right now and then let's . Yeah , we'll plan on meeting at the end of next week . How does Friday at two sound ?
Yeah , that's fine .
Yeah , yeah , and our office is really easy to find it's at 7777 Alvarado Road and we're on the top floor and I look forward to meeting with you and hearing what the mortgage lenders have let you know .
Okay , okay , thank you , yeah , bye , bye .
Debbie , I feel like somebody could tell you that they're on the DNC do not call list and you would be so nurturing that they would love you still . That being said , we still have to respect it and I want to mention one other thing . We have to be confident about where we get their contact information from , and in this day and age , it's easy to track .
It really is . You either know you got it from a title list or a Google form or your open house , and the reason why we know that is because we're taking that information in , we're putting it into our CRM systems , your customer relationship management system , and we're tagging it like where they came from .
And if we're not doing that , then we should be doing that . That way , we're confident in saying you know you filled out a form , out a form , or you know you came from . You came to one of my open houses . You know part of my business is to stay connected to the neighborhood in title companies , which is public information , has your information on file .
That's where I got it and I think people will respect that , because you kind of set yourself up for Emily to be like oh my gosh , you know so , but I think you did fantastic , you really handled it fine and at the end of the day you got the appointment . And that's the goal right To get the appointment .
Yep .
How did you feel , Emily ?
I thought it was good . I thought she could have got the appointment sooner . She went too much into the lender information .
Yeah , and remember we talked about this before , which is about the lender . You can also have them because they're coming to your office . You can have them do a surprise visit , meet the lender well , or tell the lender hey , I'm having a meeting with so-and-so , stop by just to meet and greet and put them in touch that way too .
That's another one , just to put this out there again so everybody can hear it when you're working with a buyer , have them come to your office . When you're working with a seller , go to their home . And if you're going to their home , take safety precautions .
Christina what , um ? And if you're going to their home , take safety precautions . Christina , what did you think ? What'd you hear ? Well , again , that was so great .
But baby she , it looks like she has her own script you caught , you picked up on that yeah , that was really good yeah , I feel like I need to prepare a lot before I come to life with you guys no , this is preparing this is preparation .
Right here we're . We are just practicing . I mean , I would love to hear you at least just read through it and we would not give you a problem . Just read through it word for word and we'll give you the answer directly . To make it simple . Just so that you , just so that you can read through it . We'll throw you any curveballs , are you ?
Are you how open are you to do that ?
Sure , I will try . I'm a little bit nervous .
Okay , I'll be , nervous , you'll get it , just read let's have Emily be your victim , okay , but Emily will be be super , super nice and absolutely okay when you're ready , christina okay , so hi .
Uh , this is christina with berkshire halfway home services . I'm just reaching out to people who might be rating rating rate , renting or interested in purchasing home . Are you interested in purchasing a home ?
um , you know I was thinking about it .
I'm just curious how you got my number uh , um you , you went one of my open houses oh , last week .
Huh , yes , okay , okay , I think we met . I think I remember meeting you , oh great .
So now you know me , maybe you will trust me with your future home . Okay , just stick to the script .
Just stick to the script and then .
So thank you for asking , obtaining information that .
So I said that was renting um where it says our intention on the next paragraph .
Start there our intention is to provide valuable information and assistance to individuals who may be considering purchasing a home in the future . If you're not currently in the market , that's pretty fine . However , I'm here to help answer any questions you may have about real estate or homeownership .
Okay , well , that makes sense . Yeah , I mean , I've considered it , and thanks for clarifying how we met . I totally forgot .
Yes , so great . Would you be interested in scheduling a brief appointment to discuss your potential interest in homeownership further ? We can explore an option and address any questions or concerns you may have in more detail .
Yeah , I'm not sure , but I'd be open to it , I guess . When will we have to meet ?
Let's do tomorrow around two o'clock . I can do that , okay , perfect , so , um , I already have your email phone number , so I will . I will um send you my information and I will see you at the office . Thank you , okay , I didn't do the script . No , no , no , you know what ?
Actually you did something really really good there , because the next phrase was there's no pressure at all , but what I love , what you did . She just says , okay , well , what can I meet ? You jumped right to well , how's tomorrow at two o'clock , and that's the point , no-transcript .
Thank you . Thank you , Emily , being easy on me .
Yeah , no , I think you did good Any anything . Any advice for Christina , Debbie or Emily ?
No , I would just say the more you practice it , it starts sticking and you remember instead of thinking well , what do I do next ? Or say next , it will come easier to you the more you practice , yeah .
Yeah you the more you practice . Yeah , yeah , yeah . The only other piece that I would say is we're practicing uh , slow down sometimes slow down the script and read it directly . Uh , and then , as time goes on , it'll pick up naturally
¶ Slow Practice Leads to Mastery
. I remember I used to be a musician a long time ago . Well , I still play , but mostly just for fun . But when I always had something really difficult to learn how to play , I would have to slow it way down and just literally like play something super , super duper slow , which made it super , super duper slow , which made it super , super duper boring .
But it gave me the opportunity to figure out how , every , how , every it was . I was a percussionist drummer , so I would figure out every hand , every note , every , everything about it .
And then , once I got comfortable with it , very slowly , then I would naturally just start to speed it up and I use metronomes and things and I would pick up the pace just a little bit .
Pick up the pace a little bit and the next thing , I know I'm playing it at either the speed I need to play it at or just a little bit faster , depending on what my goal was . But I would be playing it perfectly , note for note . I would be playing it with great technique , and so that's the same thing to me . It's the same exact thing .
It's like learning a new language . You start out with your ABCs , you develop words , then you develop sentences and you go into paragraphs . Next thing you know you're writing full on dissertations and doing speeches in front of a crowd . So it's , it's just natural development .
So slow it down sometimes and then , over time , like Debbie said , the more you see it , the better it's going to get over time . You did fantastic , so good job on that . All right , so that's the script . I hope that you found it useful . Just head over to realestatescriptspracticecom for more resources and downloads .
This podcast is for the purpose of education only and it does not make any guarantees . We suggest you seek out the help of your broker , coach , mentor , cpa or attorney . No-transcript .