¶ Real Estate Scripts Podcast Episode Discussion
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 how you all been doing . What's going on with business ?
I mean anything exciting to share in life and business or just for fun . What's going on ?
Well , I had 53 groups come through my open house on Saturday 53 .
I saw that on .
Facebook . That's so awesome 53 . I saw that on Facebook . That's so awesome 53 . Well , it's almost .
It's like so it's almost too much , where you can't , you don't get an opportunity to really build any kind of rapport or even attempt to but , um , but , and nonetheless it was um it was a great experience and it was my actually my first open house since the , the changes , so that was interesting and , and as I'm experiencing all these , you know these flood ,
we had over 300 people . So , like as I'm experiencing this , thank goodness I had my lender with me . I don't know what I would have done without him , but we tackled it and we tackled it well . And so , as I'm talking to people , I'm trying to keep in mind here you know what I'm , what I can say , what I can't and it worked out and it was .
I think it was a good first experience because it kind of threw me in there and it was like , okay , everything that I've taken away from this , these sessions , you know , I think they , they , it worked .
So good , good , did you have all the forms there ? And everything I did , I did .
I had all the forms . I yes , yes , and everything that we had gone over just kind of came out so so we did a whole three-week sessions there .
Of all the post-narf settlement stuff , I'm kind of curious which did you ? Let me just ask the question what form did you use for sign-in sheets ? The ? Ona si okay , you use that one okay perfect oh yeah , yeah , all right , cool right .
Cool Right on . Can I ask a question ? How many people came in unrepresented ?
You know there weren't that many . Most of them came in with their actual agents and those who didn't have their actual agents did sign in the form where it says agent . You know , did sign in their name . There were only a few who were well , some I don't know , because there were so many people I couldn't keep track of exactly who was who at all times .
But , um , there were some that I had noticed had did not fill out agent , um , and I don't know if they actually did or not . There was a couple who came through who I'm in communication with , who actually my lender . They were talking to the lender too , so we're gonna follow up with them .
Like I said , I think with that amount of people , it's really hard to be able to connect . On a level where you can , you can perhaps make that connection , and but you know I still have follow up , so so that's what . That's what we're counting on . So you had enough forms printed out . Oh yeah , I'm so grateful , I'm so great .
I actually , I only bring like three , maybe that's how many ? they had printed out Maybe like three or four originally . And then when I got feedback that it was going to be really busy because the listing agent it wasn't my listing and that's why I'm glad that we also went through . You know , open houses having a beer listing have it , not beer listing .
You know those were all important differentiations . But anyhow , I'd gotten feedback that she had gotten a lot of calls about it already and from some unrepresented buyers and she sent them to the open house . She said them to the open house . She said go to the open house on saturday .
So , uh , with that being said , as soon as she said that , I said , okay , I need to print out more and I'm so grateful I printed like 10 total and I used over seven of them .
So like yeah , yeah was this bridget's listing it was yeah , okay , that makes sense yeah because I know how she priced it Priced very well . It was priced very well .
That's a great thing to note , by the way , because we just did a listing presentation yesterday . When you price a home right , you're going to get a lot of visitors and interaction , so you really need to do that right . Pricing becomes a big deal when you're when you're , when you're strategizing and getting more people there .
It's a whole supply and demand thing , you know .
Well , and it's like my open house , Corrine , I got nobody and I was in Lemon Grove and it was overpriced . So cute house , but overpriced and I got no one , so maybe that's a good , like Darren is saying , that's a good thing to bring up .
Now , you know , say , this open house that I did , you know , was overpriced and I had no one come through and my colleague had had a very well priced and she had 53 groups come through . So you know , maybe we can use that from here on out as our experience and have it help us . Yeah for sure .
And also .
I mean , the marketing , of course , is important , and I think I feel like I spend a lot of the time , which is this is , I mean , that's what I want to do too , because I was hoping to acquire a buyer as well selling the property , and so she already received . By Monday , she had already received over six offers .
So yes so we , we did well , and Yvette did the .
I don't know if you know Yvette , but she did the Sunday open house . So I think I think we did well .
Good , good . That's exciting to hear . So good job , and it's not as scary anymore to me .
I was really nervous . I'm thinking oh my gosh , you know it's , it's fine , it's going to , it all works out .
¶ Open House Visitor Qualification and Representation
Well , the beauty of it is the way that we practice those particular conversations . Was normalizing the conversation ? Yes , I am kind of curious . Did you get into , like , did anybody ask you what about the NAR settlement ? What about the NAR settlement ? Did anybody ask you all that stuff , or did you just make it a normal conversation ?
I just made it a normal conversation . Not one person asked me about it , not one person , not one person asked me about it , not one person and , um , I did have a like a um , you know those uh document holders that just display like one document .
I did have something that just talked about , um , some changes and and and the sign-in request and and the different forms that was if people wanted to . I also had the consumer guide series that car is it NAR car ?
That put it out and I had those out for people to read it and I did see a couple people kind of like looking around it , but nobody particularly asked anything . They just when I asked them to sign . I didn't have any problem having people sign in . I would just ask them to sign in and they did .
Well , that's what I love with how we practiced . It is , if you make it part of your standard , this is the standard that we operate and you normalize that conversation Because , again , six months to a year from now , it's not going to matter . This is just the way that we do business , period .
And you can either choose to focus on you know , settlement , settlement , settlement , settlement , lawsuit , lawsuit , lawsuit , lawsuit or you can say no , this is just the way that I do business and continue on period .
Exactly exactly , and it was just it was it went smoothly as far as that . There was one instance where and this is just slight feedback which was interesting Everyone who I would ask you know , please sign in and if you're working with an agent , please write their name in the in the appropriate box .
There over line there was one couple who kind of I could tell they were talking with each other on the part of the agent , and then they looked at each other and the wife said no , or something like that .
And so I I think they may have been , we haven't signed anything with them , and at that point I was about to see if I could , you know , talk to them a little bit further . And then a whole bunch of other people came in and I didn't have the opportunity to talk to them further . But so that's .
It was an interesting situation where , going back to someone who asked me how many came in with agents was it Stephanie ? I think some of those who didn't write in their agent's name may have been working with agents . However , maybe they felt that they , maybe they haven't signed with them , or maybe I don't know the situation .
We'll have to see how this progresses , but unfortunately , again , with that many people , I wasn't able to if it had been just one person coming in and I could have dived , deeper , dive deeper taken a deeper dive . I could have done a deeper dive into that , but I didn't have an opportunity to .
Well , look , we are going to jump into today's conversation , but this is a very appropriate . This is why we've allowed this to go so long , because we are going over open houses today .
But I want to make one point with what you just said , it's not just about knowing what to say , when to say it , how to say it , but it is also about observation , like what you observed . There was something going on there , right , and in your follow-up maybe you can do a little bit more discovery there , and you never know . Maybe it was .
We don't know what they were talking about , but it could be potentially like you know what , I don't know . I like this person better , let's . Let's just talk to them , or it could have been like who knows you ?
know ? Yeah , they may not be so certain about that person and maybe they wanted to work with me , so we'll we'll see .
Exactly . All right , okay , let's switch gears . We do have a conversation that is an older dialogue . Okay , did not do much revision to it at all , so I'm kind of curious to see how we go through this one , given some of the new rules .
Right , so incorporate some of those conversations that we've had in the past , which is to have them sign in , right , be fully transparent . I represent the seller in this particular case . So sign in , right , be fully transparent . I represent the seller in this particular case . So let me go ahead and set this up .
And it is called qualifying open house visitors as potential buyers and sellers , and in this scenario , you are the listing agent interacting with potential buyers and sellers at an open house . You aim to gather information about their real estate needs while representing the seller's interest .
If the visitor shows interest in working with you , an appointment to discuss representation and agreements would be necessary . And remember , we have two different ways . We can either do it on a temporary basis or a more exclusive basis , and that just depends on your standard and expectations . What are you going to do in that situation ?
The intention is to engage open house visitors , provide them with relevant information , ensure they understand the representation structure and encourage them to set up an appointment for further discussion if they're interested in working with you . Full transparency I represent the listing or the seller here . Okay , full transparency .
I don't represent you as the buyer , but if they want to have that conversation , you're more than welcome to do so . Our paperwork still does allow for dual but , again , based on how you do your business , you may or may not want to do that , so it's up to you . However you want to take it . So , with that said , let's go ahead and break us out .
And we have Ellen , risha and Corinne . You two know each other .
I don't think so . Hi , Ellen Risha , I'm Corinne .
Hi , good morning . Good morning , I was able to join this morning .
Yeah , sorry we took . So we took a lot of setup this morning , but it was very appropriate to the dialogue that we're having today .
Sorry if I went on and on about that . Yeah .
It was useful , especially with all the changes it was nice to see it .
So let's do this . We have the conversation , the dialogue up for today .
Yes .
Okay , perfect . So we'll have , since Kareem's in , listing agent mode , or , you know , open house mode . Let's have you start us out as the listing agent . Ellen Resha is the visitor that's going to be coming into this particular home , and then we'll reverse roles . So when you're ready , corrine .
All right . So welcome to the open house . I'm so glad that you could join us today . My name is Corrine and I'm the listing agent representing the seller for this property . Feel free to look around and I'll be here if you have any questions .
Okay , perfect , thank you Fantastic .
Okay , so how are you finding the space so far ? Have you noticed any features you particularly like ?
I like the kitchen . I like the open concept it has in the counter space . Not too sure about the backyard .
I understand that . Yes , I love the kitchen too and the backyard . It's a little bit smaller than than many people would like , but it's . It's nice and cozy for for smaller , smaller reunions , right Gatherings . So that's great to hear . This home definitely has a lot to offer .
Just to let you know , as a listing agent , I am here to represent the seller's interests Okay so , but if you're considering working with an agent , I am here to represent the seller's interests Okay so , but if you're considering working with an agent , I'd be happy to talk to you about your options
¶ Property Representation Appointment Scheduling
. We can even set up an appointment to discuss representing you , whether for this property or in a broader capacity . Does that sound like something you'd be open to exploring ?
Yeah , I guess that's something I'm interested in . I know there's a couple of different houses on sale in the area .
Okay , yes , there are actually this one over here . Did you see the one next the street over on Hemingway ?
I'm not sure that might be the one . If it's the three bedroom , then I think so .
Yes , it is Okay . Well , fantastic . I would recommend if we set up a time to go over your needs and and maybe you know set up a time to take a look at that one . But before that , I'd like to discuss with you how representation works , either for this property or for the one on Hemingway , or you know more comprehensively .
Would you like to sign in and we can arrange a time to chat further ?
Yeah , yeah , that's fine .
Okay , fantastic , let me see . Does this go on ? Thank you , so , before you go , do you have any thoughts about your ideal timeline before making a move ?
Maybe after the school year ends .
Okay , okay . So that's smart to have a timeline to plan ahead . So I'd love to dive deeper with you on these goals and , whether it's selling your current home or finding a new one , let's set up an appointment and discuss how I can assist you in this capacity . Is there a day that works best for you ? This week , tuesdays work really good for me .
This week , tuesday is working really good for me , beautiful , I have actually my . Tuesday is is a good time too for me , so I will follow up soon to confirm . In the meantime , feel free to ask me any questions you have about this home or the real estate market in general . I'm happy to help .
Thank you , thanks very good , awesome , love it . You did a good job . Uh , there's a couple of things in there that I think that needed a little bit of adjusting , but , um , overall , uh , you already kind of know the drill and and what to do and when to do it and what to say . So good job on that . Alan risha , any questions before we reverse roles ?
Uh , no , no , all right , you're just ready to jump . Huh , yeah , he's ready . You're good , I know you're good , so you're the listing agent and Corrine will be your visitor .
So when you're ready , Hi , welcome to the open house . I'm glad you could join us today . My name is Ellen Rieschen . I'm the listing agent representing the list for this property , so please feel free to take a look around and I'll be here if you have any questions , okay .
Thank you , I will . I will do that .
So how are you finding the place ? So far , have you noticed any features you really like ?
Yes , so I really love the primary bedroom . Oh my gosh , that layout with the en suite bathroom is just it's beautiful . I really do like that .
Oh my gosh , I love that bathroom and the windows . I have to have a window in my bathroom . That's so great to hear . This home definitely has a lot to offer , and just let you know , as a listing agent , I am here to represent the seller's best interests , but if you're considering working with an agent , I'd be happy to talk to you about your options .
We could even set up an appointment to discuss representing you , whether for this property or a broader capacity , because there's more properties on the market in this area . Does that sound like something you'd be open to exploring ?
Yeah , I'd be curious , but could you tell me a little bit more , like what I'd need to do or or what this yeah ?
I'd definitely recommend setting up a time to go over your needs and discuss how the representation works , um , either for this property alone or more comprehensively . Um . Would you like to sign in and then we can arrange a time to chat further yeah , no , for sure I'll go ahead and sign in right now .
Okay , perfect thank you , and then , before you go , do you have any thoughts about your ideal timeline for making a move ?
you know , if I were to move , I'd like to do it sooner than later , just because holidays are coming up and if I can be in my new home by the holidays . That would be ideal .
Right , no , that's smart . It's definitely always smart to have a time frame to plan ahead , and I definitely agree about the holidays . So I'd love to dive deeper into your goals , whether it's selling your current home or finding you a new one . So let's set up an appointment to discuss how I can assist you . Is there any day this week that works for you ?
Yeah , I think Friday . If you have a morning , friday morning would be fantastic .
Okay , perfect . Yeah , fridays are good for me , so I will follow up with you soon to confirm . In the meantime , please feel free to ask me any questions you have , either about this home or the real estate market in general . I know there's lots of things going on , so please let me know if you have any questions . I'm very happy to help .
Thank , you so much , I'm excited .
Very good , awesome . Just a couple of things , and I'll probably say this later too . But for the purpose of this conversation broader and I'll probably say this later too , but for the purpose of this conversation product capacity really means more like an exclusive .
So temporarily we can talk about this particular home or even a couple other ones that you've seen , because remember that rule we're allowed up to three for 30 days . Right , using the PSAR , p-r-s-a .
Yeah , sorry .
Yeah , psra . And then the product capacity . Just use that term to make it a little bit more softer , versus saying exclusive , although when we get to the contract we'll say exclusive , right .
Okay , I like that yeah .
Yeah . And then the other thing that I wanted to mention was you know it's okay that they don't sign immediately , if they just walk right through and then they eventually sign in . But instead of saying would you like to sign in , you know , you could say something else like please go ahead and sign in here , or you know ? Hey , just just so .
You know the seller requires you know us to do our job and they want to know who's coming through the property .
So if you don't mind signing in here , and that actually happened during the busy open house . I , there were some people who you know , we had so many people that there were some people who had already started looking and I'd just tell them welcome . You know , would you please sign in for me please when you get a moment ?
And and they all would eventually circle back . Well , there might have been some few that got away , you know . I , I'm sure there were , uh , but on the most part they would circle back and sign in .
Absolutely yeah . Why don't we practice that just a couple of times back and forth with um having people sign in ? Uh real quick and just , you know , uh , not necessarily script related , but they come in , uh , welcome to the property , Um , if you don't mind . You know , or not even that you know please sign in .
And you know , in your case , when you have a busy property like that , you know the lines will get backed up and some people just won't wait . I'm probably one of those people who won't wait and I'll just kind of go through the property and then , if you , I think there were some of those .
I would still do it .
I would still , I would would still sign .
I don't have any issue with signing in like that , it's just I'm not going to stand in a line , right , and I think there were probably a few of those who just went upstairs and then came back , had some questions for me , and at that time that was a good opportunity too , when they would come and ask me questions .
I'd ask , ok , great , well , have you signed in for me yet ? And they'd say oh , no , and so they'd go . Or or they'd say yes , and and , and then I'd ask them you know , are you working with the agent and were you able to put write their name in the ? You know , so it went well , you know , people were not really resistant about it .
So , yeah , so the way I just , when they came in , I'd say welcome , thank you so much for coming in . Would you mind signing in for me ? Right over here ? I have some water and some cookies , if you , if you'd like , and and that I like to do that .
I like to provide , you know , some treats to kind of bribe people , not bribe , but encourage people to , to people to head in that direction at least right , encourage .
Well , let's do that for about like 30 seconds each really quickly , and then we'll bring everybody back . But just a quick , you know , welcome to the property . Go ahead and sign in . Let's see how you do it 30 seconds each and just see how that goes . So , corinne , let's have you start that .
Hi there , welcome to our listing to our open house . Please , when you have a moment , sign in for me over here . We have some water and cookies for you if you'd like , and if you have any questions , let me know . I'm here to help out . I hope you enjoy viewing the property . Perfect , I don't even know that I say it like that .
Well , how would you say it ? I mean , how do you say it ?
I know , I don't know , it's weird , I guess . Okay , well , I mean . Well , let mean um well let's see , that's all I would say . I mean , that's all I would say because I really didn't have any resistance towards it and people would just sign in , um and , and they really didn't have any questions right off the bat either .
But I'd say that I'd say , you know , if you have any questions , just let me know , I'm here to help , and that's all it is . So , really , that's all it was .
That's all it is . Let's have Ellen Resha do it . Let's have Ellen Resha do it for 30 seconds , and then we'll bring everyone back , so , ellen .
Resha , hold on just a second . When you're ready , go . Okay , hi , welcome to the property . We're so happy to have you here . Please sign in . We have water . We have some refreshments . We got pens you can take . Please sign in . We have water . We have some refreshments . We got pens you can take . Please take a look around .
The property has two stories and an amazing backyard . I'll be around .
Let me know if you have any questions .
Okay , did you have them ?
sign in . Yeah , did you have them sign it Did . I hear that I didn't oh you did , I got it .
Yeah , welcome to the , the property . We're so happy to have you here . Please sign in .
And then I started talking about the refresh oh yeah , that's right , that's right , you're right , you're right .
I know I for a second there . I was like wait , and I'm sorry , I I didn't mute myself and I I I laughed in that during that .
It was anyway now you're all good , it's , it's , it's good .
Um yeah , just here there's a pen . I said , there's extra pens oh , that's why .
That's why I I chuckled . Yes , that was really cute . That's actually a great idea yeah no I want a free pen . Okay , we'll sign in first and then you get a free pen , I love it . Ellen risha no , seriously all right .
Well , look , we had a lot of fun doing that particular dialogue . How did everyone else do with it ? Good , so far , so good . Okay , I just wanted to make a point and we talked about this briefly , but the reason why I used brother capacity , that was more like the exclusive conversation Just wanted to soften that conversation up a little bit .
But remember , we have temporary , which is the PSAR that conversation up a little bit . But remember , we have temporary , which is the PSAR , up to three properties for 30 days , which can also be extended . And then we have the exclusive , but you'll have to determine what your standard is for that .
And then the next thing is you know , it's okay to have people signing in a little bit later rather than just right through the front door , like in Corrine's , for example .
For example , she had people lining up and you know they just walked around the property and then she , you know , tried to talk to them a little bit later and had them signed in as well . So they can , but I would . I would also rephrase this instead of would you please sign in to a ? You know more more ? What do you call it more ?
What do you call it Affirmative , having them sign in ? You know , what I mean , but that's about it .
¶ Maximizing Open House Lead Generation
Anything else to add to this before we take off here for today , nothing to add . You're all pros , check you out , okay . Well , that's it . Go out and get open houses . Lead generate , right ? That's the name of the game and we'll see you all tomorrow , right , thank ?
you .
Thank you , see you tomorrow See you tomorrow Bye . 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 content is for educational purposes only and does not make any guarantees .
We suggest you seek the help and or advice of your broker coach , mentor , office manager , attorney and or financial advisor . Brought to you by Darren Tunstall , a licensed real estate agent , dre number 01853445 . This content operates independently of Darren's affiliation with Keller Williams Realty and any realtor associations .
The intention is to provide you with valuable information , insights and practical tools . Please note that all results may vary and participants are responsible for their own actions .