¶ Real Estate Scripts Podcast
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 No.1 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 Dialogs 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 . With that said , many people will say that's not how I sound , and I totally get it . That's not how you sound .
That is the reason why we practice every day , so that the script becomes you and , in your own voice , 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 . Today is lead generation and we're talking about expired listings .
The script today is called winning over expired listings a negotiation based approach . In this scenario , you are calling a homeowner whose listing with a previous agent has expired and they're feeling frustrated that their home did not sell . They're looking for a new agent who can help them achieve their goals .
The requirements are hold , called expired listings , research property and motivations , show empathy , build rapport and demonstrate marketing expertise . The intention is to get the homeowner to list their home with you , while creating a win-win situation where the homeowner feels heard and understood . Understand . Tie down , got it . Yeah , makes sense .
Yeah , I love tie downs . Can't wait till we do those again . They're so much fun . Okay , so we will go ahead and break out on this one . We'll have Debbie be the agent first . Jim , you're the expired listing , you're the seller , and then we'll reverse roles and go from there and bring them . Then we'll bring everyone back .
So , debbie , when you're ready , you're calling expired listings today .
Okay , hi , is this Jim ? You got him . Well , this is Debbie Logan from Keller Williams-Lamey , selling the repro's team . I noticed your home for sale recently expired and I wanted to touch base with you to see if you're still interested in selling .
Well , at this point I'm not exactly sure .
Did you have an agent that you weren't happy with ?
Well , I don't know what happened . The place didn't sell , that's all I know .
Well , I'm sorry to hear that your previous agent wasn't able to sell your home . I understand how frustrating that can be and , if you don't mind , may I ask you a few questions to understand your situation better .
Yeah , I suppose it's , okay .
Okay , well , to start with , could you tell me what you were hoping to achieve by selling your home ?
Yeah , get out of California .
Oh , I hear a lot about a lot of that lately . Um , well , that sounds like a smart plan . It also sounds like you were hoping to get top dollar for your home . Is that correct ?
Well , I don't want to give it away .
I can understand it can be challenging to get the right price for your home , especially if the market is slow . May I ask if you received any offers while your home was listed with your previous agent ?
Yeah , we had a couple of ridiculous offers .
Oh , they lobaled it , huh Right . Well , it sounds like you were looking for a fair price for your home , but the offers you received weren't meeting your expectations . Is that right ?
Yes , that's right .
Well , I understand how frustrating that can be and , as a real estate agent , my goal is to help you get the best price for your home , and I have some proven strategies that I think can help you achieve that . Would you be interested in hearing more ?
I don't know . Give me a minute . What are you talking about ? Give me a couple .
I mean what ?
makes you different .
Okay , well , so we have several steps that we do to market your home . And starting with you know coming soon postcards going out , caravans with realtors and we are the number one realtor in the nation , actually , and we have offices all over the world . So I have extensive knowledge in negotiating and marketing properties .
I use a unique approach to selling homes that sets me apart from other agents . I'm also part , like I said , of a larger real estate network , which gives me access to more resources and potential buyers . With my skills and experience , I believe I can help you get the best price for your home in the shortest amount of time .
Okay .
Well , what I would do is use a combination of traditional marketing techniques innovative strategies to showcase your property's best features . For example , I would hire a professional photographer to take high quality photos of your home and create a virtual tour to help potential buyers get a feel for the property .
I would also advertise your home on various online platforms , including social media and real estate websites . I have a proven track record of using these techniques to attract qualified buyers and sell homes quickly , and , being on a team of a dozen highly experienced realtors , that would also help , okay .
Well , that sounds interesting .
Okay , well , my commission rate is competitive but , more importantly , I believe that my services are worth the investment . My goal is to help you get the best price for your home , and I'm committed to doing everything I can to make that happen .
I would be happy to set up an appointment with you to discuss your needs in more detail and explain how , what day and time would work best for you .
Well , pretty busy the next week or so .
Okay , well , how about are you available next Monday at one ?
Not at one . I don't get home until five .
Okay , well , if that works for you , I can meet you at your home . You could showcase your home for me and in the meantime I could send you over a seller's presentation , a bio on myself , and that way you could review it before our meeting . And if any questions should come up , don't hesitate to call or text me , and I have your email .
As Jim at abccom , is that still the correct email ?
Yes , that's correct .
Okay , well , jim , thank you for taking the time to talk to me . I look forward to meeting with you at five o'clock next Monday . All right , I'll be here , okay , thank you .
Okay , it is a script , right . So we're reading through some of this stuff and I love how you make some of it your own .
Obviously , if we have time to go through it again , I'm going to ask you to put it in your own words , but I can tell you know , at some point we have to be familiar with the seller presentation too , so that we can just rattle off all of those different items that we do to help people sell their homes .
But we don't want to tell them too much either , because we want to get the appointment right .
Right .
Right , so , but otherwise , good job . Jim , let's reverse roles now . We're going to have you be the agent . You're calling expired listings today and you come across Debbie , who's willing to talk to you . Are you ready ? All right , Yep , go ahead .
Hi , debbie . This is Jim from Keller Williams .
Do you have a second ? I ?
do Great . Thank you . I've seen that your home recently came off the market and I just wanted to touch base with you to see if you're still interested in selling .
Well , yes , I'm interested in selling , but very frustrated with the last agent I hired . Basically , all they did was have a sign put in my front yard .
Ouch , that really hurts . Well , how frustrating is that . Well , I'm sorry to hear that your previous agent wasn't able to sell the home and honestly , I do understand how frustrating that can be . If you don't mind , may I ask you a few questions so I can understand your situation better .
Yes , I guess you're probably about the sixth military that's called me this week .
And you know what the good news is .
No .
There'll be about 50 more . The better news is you're talking to the only guy you need to talk to . Is that fair ?
Oh , okay . Well , you sound sure of yourself , so tell me what you have to offer .
All right , well , I can say I ask a few questions , so I can do exactly that . So , debbie , to start with , could you tell me what you were hoping to achieve by selling your home ?
Well , my husband had passed away and this is a humongous house . It's over 4,000 square feet , yeah .
And I just want to downsize .
Oh , good to know Thanks guys .
So are you planning to move locally , move out of town ? What's your thought ?
No , but you know , probably within a five mile radius of where I'm at .
So you have family , local sounds like you need a lot .
Yes , I have my husband's side of the family , local .
yes , Okay , and that's good . It sounds like you're still close to everybody .
Yeah , all but his main G sister . But that's okay .
There's one in every family , isn't there there , sure is . Well , it sounds like you have a plan worked out , and it also sounds to me like you were hoping to get top dollar for you . Is that correct ?
Well , yes , all my neighbors , their houses went up and it seemed like within a matter of a week or so they all sold for actually above listing price .
Wow , so doubly frustrating .
¶ Real Estate Agent Client Appointment Setting
Well , it can often be challenging to get the right price for your own . Let me ask you this why do you think it didn't sell ?
Because the agent didn't do anything . I know it was on the what's that called the multiple listing service .
Multiple listing service .
yeah , and then the sign that's I never , they never , asked to do an open house or anything .
Did you have a lot of showings ? Did you get any offers ?
I had people that wanted to pay cash that really low balled it , but I didn't take that and they were actually kind of shady to me , yeah you really have to beware .
I mean , there's all kinds of people out there trying to buy properties and flip them to make a profit , like that guy on TV . You know he doesn't do that for free , does he ? Yeah , well , again , I understand the absolute frustration of that , because it sounds like the offers you got didn't meet your expectations , especially with your neighbor's situation .
Right , right , yeah . So let me just say , as a professional real estate agent , my goal is to help you get the best price for your home , and I have many strategies that I think could help us achieve that . Would you be interested in hearing more about what I can offer ?
Yes , because I do need a solid . So .
Right ? Yep , we gotta get you in a more comfortable situation , don't we ? Yes , well , first I'd just like to let you know that I've been doing this a very long time and I have a lot of experience in negotiating the market and properties . We tend to use a very holistic system bringing you know everybody uses the multiple listing service and assign right .
You learn that first hand . Right , most agents are what we call passive agents . They stick a sign in the yard , put it in the MLS and pray that something happens . Well , obviously , you're not looking to hire somebody to do that again , right ? Definitely , with my skills and experience , I honestly believe I can help you get the best price from your home .
So you know , as I said , we use a combination of things . It looks like you had pictures already . We use the best professional photographers . You want to make sure that your home is displayed in the best possible light so that anybody looking at it before they even come . The three-quarters sold . Does that make sense ?
Yes great .
So I'd be more than happy to set up a meeting with you to discuss your needs and in Detail , and explain how we can get this sold for you . So I'm looking at the calendar for the next few days .
Let's see today is .
Friday . So I have tomorrow in the afternoon or Monday About 11 , which is better for you .
Monday and 11 .
Monday at 11 . Perfect and Debbie . One important question . Is there anybody else involved in this decision with you , or is it strictly you ?
No , just me just you .
That's fine . And Before I forget , because I do want to send you some materials to look at in advance , what's your email ?
debut Logan at Gmailcom .
Perfect , thank you , and is this the best phone number to reach you ?
Yes , I don't have a landline .
God . Well , that's great because as soon as we get off the phone I'm gonna send you a text With all of my contact information and the confirmation to the appointment . I'll be sending you a packet to review before we get together and appreciate if you take some time to look at it , so that that'll pretty much streamline our conversation . Is that fair ?
Yes , that sounds good great .
So , debbie , I will see you Monday at 11 and looking forward to working with you and getting you to the goal that you've set for yourself .
Sounds good .
Yeah , but great weekend .
You do the same .
That was great , thank you . Let's get everybody in here before we go on with our notes . Hey , fred and Emily , how'd it go for you ? Good , well , I'd just like to mention a few things , and I think these we have a lot of great discussion items .
First of all , debbie in , jim did really well and I loved a lot of the things that you said , jim , and I appreciate the fact that you come from a place of empathy . I mean , I've met with all of you individually and you all come from a place of empathy and I really felt it in this conversation .
I feel like you would have gotten that appointment with Debbie and I feel like Debbie and you had a rapport and she would have listed with you . I really do . If that was a real life scenario . There's some mini scripts in here that I really want to pull out . Debbie had made the comment you're like the eighth person to call me right Cause .
That's how in the real world . That's how expires go . When you're cold calling , you're calling a bunch of people . They're either mad , they're upset , they're not answering , or 10 people have called beforehand , and then when you get one on the line that's willing to talk to you , then that's where some skill has to come in .
There was a mini script when Debbie said well , you're like the eighth person to call me , and I tried writing it downward for word , but here's how he correct me if I'm wrong . But it says the good news is , debbie , there's 50 more that's gonna call you . The better news is , you're talking to the one person that you only need to work with . Yeah , right .
Yeah , that's good .
Number one to me . That's telling Debbie you're gonna get a lot more calls like this , right ? So you might as well just sit here and talk to me , because and Megan but I mean I think it adds a level of confidence in him as well that , look , I'm going to get this done for you . What do you guys think on that little script that ?
little script . I love it . Yeah , great idea .
How did you feel Debbie when he said that ?
Well , I think I said well , that actually sound really confident , that's fine .
Yeah , absolutely the other thing . I like how you said let's get you into a more comfortable situation . You know we want to get you into a more . That's what it was . It was more like a statement Well , debbie , we want to get you into a more comfortable situation , don't we ?
And that was a great use of a tie down and it was a very natural conversation , which I really love . I highly recommend everybody going back and listening to it . Some other comments that I have to make is what is the best email versus what is your email ? This is , for everybody , best phone number and letting them know what's to come .
They're already frustrated . They're already frustrated , but letting them know what's to come . Here's what I'm going to do . What is the best email ? I'm going to send you a packet and go ahead and review that before our appointment . So that was it .
It was very conversational , and I think that's how these conversations need to go Be very conversational , be empathetic to their situation , portray confidence . Let them know I am the person that's going to get the job done .
¶ Effective Real Estate Cold Calling Tips
What do you all think ?
Yeah , sounds good . I think so too . I think the more natural , the better it'll go , instead of like a scripted , where you would do the same script for each person you call , because you'll get a different vibe from everyone you start talking to .
Yeah , it's okay to be scripted and we want to be scripted .
But not where it sounds robotic , I think , and untailor to the person that you're speaking to .
Right . So question how do we make it not sound robotic ?
Practice Trick question .
What does that mean though ?
Come back every day .
Come back every day , develop the habits , condition your brain to ask questions , and one thing that both Debbie and Jim , and I'm sure you and Frida did as well , is , even though it's a script , it's listening to how the people is responding to your questions and then responding accordingly . And if it's not written in the script , it's okay to go off script .
It's okay because they have may respond . You can't force an answer .
Right .
What else who calls expired listings ? Now Just got a curiosity .
I used to . I haven't recently .
Yeah , I have , but not a while .
Okay , yeah , well , from a low hanging fruit perspective , in lead generation , expired listings are typically low hanging fruit . Doing open houses are low hanging fruit . Asking for referrals are low hanging fruit , you guys , you all know what I mean by low hanging fruit , right ?
Yeah , easy pickings .
Easy pickings . That's right . 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 Tunsel , california , dre number 018-53445 .