¶ Real Estate Scripts for 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 .
I don't think that list does anything . I get calls all the time .
It may not , but you have to respect the do not call list . Always double check the do not call list . Do not call people on the do not call list . Just to make sure we cover all of our bases here . That's why they invented mimosas that and other reasons , other reasons for a total eclipses .
All right , so how did you get my contact information and I will go ahead and set this up . In this scenario , you are reaching out to potential renters who may be interested in purchasing a home in the future . You explain how their contact information was obtained and offer assistance , aiming to schedule an appointment to explore their interest in home ownership .
Requirements are effective communication skills , knowledge of real estate databases and sources , 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 .
The script goal is to schedule an appointment to explore their interest in home ownership further and provide personalized assistance . So you're calling these people who are renting homes . That's what we're doing , so let's have Stephanie be the agent first . Okay , you're calling Emily , who's a renter , and Emily's on mute .
Okay , hi , emily . This is Stephanie Cunningham from Keller Williams , a real estate agent . I'm just reaching out to people who might be renting in the area and are interested in purchasing a home or exploring their options for home ownership . How can I help you today ?
I'm sorry , I don't know you . How did you get my information ?
Oh , I get that a lot , so thanks for asking . We actually our agency obtains contact information through a lot of different channels , including public records , different online databases and some local directories .
Specifically , we call individuals who are renting homes in the area , like yourself , as we believe that you may have an interest in exploring home ownership options in the future .
I wasn't aware . My information was on these lists .
Yeah , I can understand your concern and I just want you to know that our intention is to provide valuable information and assistance to individuals like yourself who may be 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 or home ownership and offer my services .
Thanks , that makes sense . I appreciate the clarification . That makes me feel a little better , I guess . Sure .
Of course . Would you be interested in scheduling a brief appointment to discuss your potential interest in homeownership in the future ? I'm not sure . Yeah , yeah , we could explore options and address any concerns or questions that you might have in more detail .
Okay , I'm still a little unsure .
I understand and really there's no pressure at all and the appointment would simply be an opportunity to gather information and explore different options you have . So it would be at my office and if you're open to it , you know we can schedule a time that works best for you .
Yeah , that could be helpful . I mean I don't know if I'm ready right now , I don't know what I need to qualify to buy a house , but I'd really like to stop renting Definitely . Yeah , that could be helpful . I mean I don't know if I'm ready right now .
I don't know what I need to qualify to buy a house , but I'd really like to stop renting , definitely . Yeah , I can help you with some of that information and get you set up with different contacts that I have . You know who could start helping you look at getting a pre-approval to potentially purchase a home in the future . So , how about today's Monday ?
How about Tuesday at 10 AM ? Would that work for you ? I can do the afternoon , oh , okay . Um , I'm also available at four o'clock tomorrow . How's that ? Yeah , that works better , cause I work all day . Okay , great , well , I'll uh send you a confirmation with all those details and I look forward to our discussion . Okay , thanks , thank you .
Emily okay , you already have my email yeah , I thought about putting it in there , but you know what it's like . You're gonna grab that information anyways , I hope you do , but you know it's like it can get kind of lengthy going back . Okay , can I get your email ? Yes , okay , but you know it's like it can get kind of lengthy going back .
Okay , can I get your email ? Yes , okay , well you know ?
Yeah , I already got it from whatever database I contacted you through .
I got that information . Yeah , no , that was good . So that was an awkward conversation , but that's what it's designed to be an awkward conversation .
All right .
Emily , you ready ?
All right . Who might be renting and interested in purchasing a home in the near future or exploring their options for homeownership ? Can I assist you today ?
I'm sorry , how did you get my contact information ?
Oh sorry , thanks for asking . I obtain it through various channels , including public records , online databases and local directories . Specifically , we call individuals who are renting right now in the area , like yourself and as we believe they may have an interest in exploring homeownership and get out of the rental market . How does that sound ?
Oh yeah , I mean I guess I've looked on some like online sites . I just didn't realize my contact information was like out there just for people to grab and contact me . It's a little concerning .
It's ? Yeah , it certainly can be . You got to be careful what you click on to , because some of it's harmless and some of it's not , but I completely understand your concern . My intention is to provide valuable information and assistance to individuals who may be considering purchasing a home in the near future , and even if it's , you know , a year out .
So 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 or homeownership .
Oh , okay . Yeah , I appreciate the clarification . I'm definitely not ready to do anything now with the current interest rates but you know , have been thinking about for the future , I guess .
You know that's awesome . I'm glad you're following the interest rate fluctuations . I guess or right now we're in a little bit of a high .
But of course would you be interested in scheduling a brief appointment to discuss your potential interest in homeownership further after maybe interest rates go down , or I can discuss why , even though interest rates are a little high right now , why it's still a good time to buy .
We can explore your options and address any questions or concerns you may have in a little more detail um , yeah , I mean , I guess I'd like the information , but like , is this going to cost me anything ? absolutely not .
There's no pressure , no cost and buying any contracts or anything no , not up front , absolutely After we agreed to work together .
there are contracts involved , but initially absolutely not . It's just finding out how I can help you and exploring your options . It would be at my office . If you're open to it , we can schedule a time that works best for you . I do have some openings tomorrow afternoon . I have a four o'clock or five o'clock , does that sound good ?
um , yeah , as long as there's no commitment , I guess it'd be good to get some information . I could probably do five tomorrow .
I'm sorry , I think I could do five o'clock tomorrow . Five , okay , perfect . What's the best email to send you that invite to ?
I'm going to do stephaniekwcom .
Perfect , okay , I'm going to send you an invite and I'll see you tomorrow at 5 . Maybe in the meantime , jot down any questions that we can go over that are kind of top of mind . Okay , yeah , yeah , I can do that . Okay , okay , awesome , I'll see you tomorrow . Thanks , stephanie . Thank you so much for taking the time to chat with me today .
All right , thank you . Have a good day , you too .
Okay , how did both of you feel about that ?
I got a little tongue-tied . Oh , I thought Emily did a really good job .
All right , hide . Oh , I thought Emily did a really good job . A few like little curveballs , and I thought she answered them well and addressed the interest rates in a way that like , oh well , maybe let's talk about why it might be actually a good time to buy that kind of thing .
So yeah , no , I love the fact that you acknowledged that it was uh , they are high , but let's get together and talk about why it might be a good time to you know , to talk about buying a home even though they are high , because there is a lot of benefit to that and advantages that a lot of people , I think , don't consider when they do that .
It's a little rough in the beginning , I get it , but uh , at the same time it pays off , you know , tenfold in the long run , for sure and plus , it's not your forever home , you're , it's stepping stones right especially , absolutely especially when you go from a renting situation .
I don't know too many people that went from a renting situation to buying a home and staying in there for 30 , 40 plus years yeah , maybe back in the day , but not now yeah , not now , definitely not now and like uh , opening little blurb , it felt kind of weird to say like how can I assist you today ?
because I , I don't know , they haven't really asked for assistance or just cold calling them and reaching
¶ Cold Calling and Homeownership Discussions
out .
So I'd probably reword that to be like I've got something you're interested in , or something like that yeah .
What would you say ?
I'm just reaching out to you . I'd probably be like is that something you're interested in ? Do you have a few minutes to discuss something like that ?
And if you were to move , you know , if you were to buy right now , what would be your top three questions ? You know something like that .
If you could reword it in a open-ended question versus a closed-ended , what would you say ? Like okay , so I get it . How can I assist you ? Today is awkward , I agree . So what can we say to versus the yes and no I think you said is that something that interests you , or something like that , right , yeah , is that something ?
you'd be interested in , but they could say yes or no to that , I guess .
You could turn it into like a survey , for example , on a scale of one to five . How interested are you in going from renting to buying Something like that ?
going from renting to buying something like that . Yeah , yeah , I think so . I just think if you say like how can I assist you today ? They'd be like well , you know , if people are standoffish , at first they'd be like I didn't ask you to call me , like I didn't need assistance , yeah . Or like what are ?
what are the reasons why ? Why are you still renting and not owning a home or not trying to buy a home , something like that in a nice way ? That kind of sounds kind of abrupt , but yeah , or if I could tell you that I could help you get into your first home and stop renting . What would you say ?
or maybe what are your thoughts on home ownership ? I don't know .
There you go .
Yeah .
Same question , I think . What are your , what are your thoughts on home ownership ? Okay , so I just kind of rephrase that real quick .
Yeah , what are your thoughts on home ownership for yourself ? You know , now we're in the future . I don't know . Do either one of you .
Well , I think that a timeline of buying your first home , when would that be ?
Oh , I see , yeah , yeah , there's multiple ways of saying that , because maybe they are ready . Right , exactly , they are ready right exactly there's , you know my point is let's ask questions to get them talking versus yesterday , so I like that . What are your thoughts on home ownership , which is the one that you just said , emily ?
uh , I don't remember what I said , exactly like it was about like uh , like a recording you'll hear it okay , no , that's good .
So I agree that I already took it out . I don't even remember what was there . Well , let's see , I didn't . I took it out on the other sheet . So let's see , it's uh it was .
How can I assist you today ? How ?
can I assist you ? Yeah , I agree . Yeah , you're calling them out of the blue . Why would you want to say ?
that we wouldn't want to say that right .
What's Stephanie and Debbie , which did you guys practice ?
The .
Friday script .
You did the Friday script and we did it verbatim the first time , and then , well , stephanie didn't get a chance to do hers , but then we did a second time , just in our own verbiage so you didn't get to go , stephanie .
I did it verbatim and then it just we didn't have enough time for me to run through it a second time in making it my own .
You want to make it your own right now .
Sure .
Let's have Stephanie . Talk to Stephanie .
Okay .
Because I'm dying to do that Okay .
Hi , Stephanie . This is Stephanie from Keller Williams Metro . I'm just reaching out to people who are renting and might be interested in purchasing a home or exploring the options of home ownership . How can I assist you today ?
Oh , I'm a little confused . How did you get my contact information ?
You know , thanks for asking . First of all , I always look for other Stephanies to help , but I obtain your information through various channels , including public records , online databases and local directories .
Specifically , I call individuals who are renting homes in the area , like yourself , and I think that you know you might be interested in exploring the idea of homeownership options in the future .
Gosh , it's like crazy how much information is just out there about us now and that you have access to . I didn't know I was . My information was so available that you know people like yourself could just find it on such lists . That's a little concerning .
You know what ? I totally understand your concern . It is crazy how much information about everybody is out there , but I just want to let you know my intention is to provide valuable information and assistance to people who might be considering purchasing a home in the future . If you're not currently in the market , that is perfectly fine . That is perfectly fine .
However , I am here to help you answer any questions about real estate or investing or homeownership , whatever .
Yeah , I appreciate that clarification . You know I've definitely been thinking about buying a home and you know I've looked on some of those . You know websites like Zillow and Redfin and stuff , so I don't know if that's how you got my information . But you know , with current interest rates it's probably not a feasible goal for me right now .
But yeah , in the future , you know I'd love to get into investing or own my own property , like I'm tired of paying someone else's mortgage .
Absolutely . Yeah .
Well , listen , I know that interest rates are a little bit scary to a lot of people right now , but I was wondering would you be interested in scheduling a brief appointment to discuss homeownership further and we can explore all the options and address any questions or concerns , to kind of put you on the right path so that you know exactly what you need to do ?
And you know , honestly , I would love to introduce you to a great lender who he doesn't charge anything , but he will kind of go through how to make homeownership a reality and what you might be able to afford right now in this current market .
If you're interested , yeah , I mean I'm definitely interested , I want the information , but like is this going to cost me anything ? Like I don't want to sign anything , I don't want to be tied into anything until I know for sure what I want to do .
I totally understand . No , this doesn't cost anything . It's purely informational , just to give you the knowledge to move forward .
Oh , okay , Well , yeah , I mean it would be good to get information .
Awesome . Would Wednesday at two o'clock work for you to schedule an appointment Just ?
Yeah , I , Monday through Friday . I work until like 3 pm . Do you have anything later ?
uh , sure , how about ? Um , I could do wednesday at 4 30 . Does that work ? Yeah , yeah , fantastic network . Great , we can meet at my office and explore the options in more detail . Okay .
And do you have my email or just I ?
was just about to ask . May I have your email address and I'll send you all the necessary information and a calendar invite oh okay , yeah , it's just Stephanie at kwcom , perfect . Awesome . Thank you so much , stephanie . I really appreciate you taking my call . All right , well , I look forward to meeting you . Me too . Have a great rest of your day .
Thank you , bye , bye .
All right , that was good . So before we brought everyone back we had we were discussing that first line there , where it sounds a little awkward to say how can I assist you today ? Yeah , which how are . How can I assist you today is an open meeting question .
It's just an odd question to ask at a , at a uh , for you know , at the beginning of a cold call , um , so we just changed it . What are your thoughts on home ownership ?
yeah , I told stephanie . I said when she said well , how can I assist you today ? I go . Well , you called me yeah so .
so we were thinking like something like that you know what are your thoughts on home ownership ? You know , on a scale of one to three and one to five , you know how likely are you to look into buying a home this year or something like that , just to kind of get the rapport and the engagement going a little bit .
So you know , it's kind of like icebreakers , right , we got to figure out how to break the ice and get people talking to us .
I am curious to know , with cold calls , well , I'll just say it , you know , I'm kind of looking at various sources online , like when you're making phone calls , cold calls especially , you know how many , how many cold calls does it take to get to like a yes or two here and there ? And I'll just read something that I'm looking at online .
This is from I don't even know how to pronounce this , it just says real estate cold call statistics by get nux . that's in ux and it says , cold called ranks as the second most effective prospecting method for real estate agents behind referrals .
Cold calling typically has a one to three percent success rate , and so that means to say and there's another source of saying major firms expect two to 300 cold calls per week for newbies . That does not guarantee success but that does mean a dozen of leads a week . Maybe on every other week we'll be able to make a deal . So they're saying two to 300 .
In general . If the percentage is one to 3% , you're calling 100 people . That could be anywhere between , say , 1-3 people that are willing to at least just talk to you , open up the conversation and talk to you .
That's in a week .
Yeah , in a week .
Because that's only 20 a day or 40 a day .
Well , they're saying between 200-300 per week .
Oh , I think it's at 100-200 , sorry . Well , they're saying between 200 to 300 per week oh . I think it was at 100 to 200 .
Sorry , yeah , well , they were recommending , yeah , 200 to 300 colds called per week for newbies , and I know agents who are , for example , in some of the offices that we're associated with . When they first started they were making 100 poke calls a day .
So if you're looking for clients because the way that the conversions work is , you know , if you're making 500 at a week , you know you're looking at anywhere between , say , five to say , 15 leads , and then even maybe half of that will sit down with you and discuss something , will slow , just say seven , and then another half for conversion purposes , maybe three
will do a deal with you and actually close . So you're looking at making 500 , 600 in order for the conversions , the numbers , to do their job , in order to close , let's just say one to three a month . It's not easy making these types of calls and it gets very old hearing all the no's , no's , no's , no's , no's . But you're not .
What we're looking for is we're looking for those one to three yeses , would you all agree ?
Yeah , to be honest , I get mostly no . Answer is what I get ?
Yeah , Do you get an answer . Does anybody here use a dialer ? I don't .
I would never use a dialer only because for me , when I answer a call and there's that pause , I hang up .
Me too .
I just think it's really ineffective .
I've had a dialer in the past , right . The only thing I don't like about the dialer ? Well , there's pros and cons , right . The pros is it uploads three , four , five , depending on your package at a time and the first one that rings . What I don't like then they pick it up for you , right , it's just , it's an automated thing .
What I don't like about it is if somebody picks up , it rang all those other , all four , all five calls , or all three calls , but it actually hung up on somebody else . So I don't like the fact that it's hanging up on somebody else . And the other thing is the pause .
There is a slight pause and you know it's a , you know it's a sales call , and I hang up as well . So um now now somebody like Whitney , for example . She swears by a dollar , she loves the dialer , she just loves it . It works for her , she gets her , she gets her numbers in and you know she's closing deals .
So you know you can't , you can't argue with with the success rate of it either . Um , we just got to get past the the con part of it so I guess so do you use a dialer ? Stephanie brennan no okay , have you thought about using one ?
I mean , I've been told that I should , but no , I don't really want to . I don't love like , for a lot of the reasons you guys just said , I don't love the idea of it .
One of the quick ways that we can do dialer . First of all . You can you know , I know that everybody here are KW agents you can call out of your command system . So if you connect your phones right to this to the computer , you can definitely , you know , click on it and it'll dial your phone and you can call from your phone using your computer .
That's one thing . The other thing is just speak to your phone . These phones are so amazing
¶ Efficient Phone Call Strategies
. Now all we have to do is , you know , press the whole button , say call 619-519-1818 , whatever number you want to call , right , so you can just do that and then hang up , call 619 and have the next one loaded . So essentially , it's much faster than taking your phone , pulling out the buttons and pressing all the single buttons .
You can just verbally tell it what to do , and that's how I make phone calls all day long every day now anyways . So there's that and you get to save yourself 100 to 200 bucks a month and with systems you can take a list you can grab up from title whatever . Make sure it's scrubbed , make sure they're not on the DNC . Do not call list .
Make sure they're not on the DNC , right , do not call list and call everybody who's open to receiving calls . 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 . Brought to you by darren tunsell , california . Dre number 018-53445 .