¶ Real Estate Scripts Training 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 .
Just to kind of add a little bit to what I was saying earlier , what we do is we'll wait just a couple of minutes before to get everybody here , Then I'll set it up and then we'll create some breakout rooms , put you into pairs or threes . You'll have that dialogue back and forth .
Usually what I say is practice the script word for word or , if you're comfortable enough . Either you've been in that scenario before or you've practiced a script a couple of times in the past . Follow it as a guide , put it in your own words , your own tone , style and phrasing , because not one of these scripts will ever sound like you Not one .
They sound like me because I wrote them . So take the script , put it in your own tone , style and phrasing , practice it back and forth a couple of times , and then we'll bring you back for about the last five minutes and we'll have a discussion about it . How can we make it better , what would you do differently , Things like that .
And then we're off to lead generation . And then we're off to lead generation . Who here agrees with that ? There we go . All right , Everybody raises their hand . Hi , Bridget . Okay , let's go ahead and pull up today's script . I'm sure we're going to have a couple of more people pop in , but we'll go ahead and get started .
It is a little bit of a longer script today . Today , this whole week so yesterday we did buyer presentation this whole week is about the buyer transaction .
So remember , once a quarter , to just to remind everybody here , and especially for those who are newer , typically lead generation is every other week , because that's the number one thing we should be doing in real estate , right ? Everybody agree with that .
So we practice lead generation every other week , every other week , every other week , and that is , we have 12 different ways , or 13 different ways of lead generation , from foreclosures to you working with your SOI , referrals , expired listings , you name it . We have it in there . And then , once a quarter , we'll practice tie downs .
We'll practice buyer transactions , seller transactions , buyer objections , seller objections . So we're kind of in that phase right now where we're working on the buyer transaction , part of it as well .
So this whole week is about the buyer transaction preparing the buyer Tomorrow will be ongoing service to the buyer , Thursday will be buyer offers and negotiations and then last is contract to close the buyer . Today , prepare the buyer is finding your dream home together and to set this up .
In this scenario , you are focusing on guiding a potential home buyer through the process of finding their home . You instill confidence by highlighting your expertise and dedication to assisting them in their home search .
The requirements are knowledge of the local real estate market , communication and negotiation skills , strong networking abilities to access a wide range of property listings and ability to provide personalized guidance based on the buyer's preferences and needs .
The intention is to instill confidence in the home buyer by emphasizing your expertise and commitment to assisting them in finding their home search . So we're just going to have a conversation with them , Everybody ready to break out and practice .
Mm-hmm .
Yep , all right , bridget , miguel , meet each other . And Miguel , this is your first day , right ? Yes , first day , but I don't believe . You're a brand new realtor .
I kind of am . Yeah , I've been in the business for about a little under a year , close to a year , but you know , I still , I still consider myself , you know , very brand new practice wise . So Gotcha .
Okay , you just look like a professional long-term realtor . Thank you .
You just look like the rest of us washed up . You know what , miguel ? I'm 21 years in the business and I sometimes I still feel like a brand new realtor . I mean , everything is . There's so much changing in our industry , so you're in good company .
Yeah , definitely , definitely . No , I listen to you guys every day , so I I felt like this was , you know , something that I've been wanting to do for quite some time . So glad to be here .
Good for you . And what brokerage are you with ?
I'm with a boutique brokerage in San Francisco called SF dwell . Um , it's myself and then my uncle who's actually my broker . So literally just two people , brokerages of two people .
Very good , awesome . Well , we're happy to have you here . You've definitely teamed up with a great group of people . Bridget is amazing and let's just go ahead and get started in this particular scenario .
Like I said before , if you've already been in this scenario a few times , or if you practice this script a couple of times already , feel free to put it in your own tone , style and phrasing .
Otherwise , if you want to read it word for word , then you're welcome to do that again and , depending on the time , if we can go back a second time and you put it in your own tone , file and phrasing , then you're welcome to do that too . But , um , and if you want to shorten it up , this is your time to practice . In any way , you want brid .
Bridget , let's have you start first , since you're the more experienced agent in this . Miguel will be your buyer , and then we'll reverse roles and go back from there . So when you're ready , bridget , Okay , sounds good .
Thank you , Miguel
¶ Home Buying Consultation and Agreements
. Thank you so much for taking the time to meet with me today . I'm so excited to have this opportunity to help you find your first home here in San Diego .
I've been working in the industry for over 20 years and I've got extensive local knowledge and with my experience I can help guide you through the entire process , from searching to the perfect property to negotiating the best deal on your behalf . So how can I best help you today ?
So how can I best help you today ?
I think you can best help me just by helping me kind of understand what the pre-approval process might look like .
I certainly can understand how overwhelming the pre-approval process can seem , among other things , when you're searching for a home , things when you're searching for a home , and my job is to help you understand the process and to make sure that we create a tailored experience for you to make sure that you go through and this is a successful journey to home ownership
. So tell me , what are the key features that you're looking for in a home ?
Yeah , I mean key features that I'm really looking for . I think I'm looking for a three bedroom , two bathroom . I have my wife . I also have my two kids that both need their separate rooms . You know , I'm also looking for a little yard as well to just to give them a little extra space to be able to run around and get the zoomies out as kids .
Should I also have a Pomeranian to have that backyard for ? So really , I think those are , you know more what I'm looking . You know what I'm looking for in my next home . So I think those are the main key features .
Okay , are schools a factor for you as well ?
Schools are a factor . Me and my partner , we work from home , so commute isn't too much of a problem , as long as it's not like a 45 minute drive for us .
Okay , wonderful . So based on what you're telling me , it looks like you're really looking for a detached home with somewhat of a yard , or maybe a townhome with a larger space outside for your dog and your kids in a good school district . Is that what I'm hearing ?
Yeah , that's pretty much what I'm looking for . I think having a great school district with the best resources libraries around , that would be really great for my kids to grow up in .
Wonderful . So by taking these preferences into account , we're going to help you find the home that fits your needs . Are there any other specific details or must-haves that I need to be aware of ?
No other specific details . You know just really , you know being able to have my own um , me and my family to be able to have their own space . Um , you know , be in a you know a nice neighborhood . Um , if , if it is a gated neighborhood , that would be really nice as well too , just cause you know my family likes gated neighborhoods .
But if not , that's totally fine as well .
Okay , okay . So you'd prefer a gated neighborhood , but not a must-have ?
Not a must-have correct .
Okay , Wonderful . So I'm going to be there for you every step of the way , from the initial search which begins today all the way through our closing , I'll handle all the paperwork . I'm going to negotiate on your behalf to ensure a smooth and stress-free experience . How does that sound ?
That sounds amazing . I know it's the overwhelming process , so being able to have you around will really be helpful for me .
Wonderful , so let's go ahead and start this journey together . Do you have any questions or concerns ? Before we move forward , no questions at all . Wonderful . So well , if you didn't have any questions about , okay , let me just fast forward . Oh sorry , no , no , no , no , no , that's okay . Well , yeah , we don't have to follow the script .
Yeah , exactly , I mean I'm just kind of going between the script and what you're saying .
So that's okay . Well , yeah , we don't have to follow the script . Yeah , exactly , I mean .
I'm just kind of going between the script and what you're saying , so that's okay . You're keeping me on my toes , miguel . That's great .
And this is the law and this is a . This can be a long script , because you are fact-finding , you are pitching your value as well as the agent and but if it's , if you know , you gotta . This is the other part about about having conversations and communicating with people .
Sometimes there's the bullet point type people who want to know this , this , this and that , and then let's get to the appointment and start looking for homes .
And then there's sometimes there's the engineer mindset where they want to know everything they knew and know the details , and we have to be prepared for both , and sometimes the conversation just ends a little earlier , and that's okay .
So , okay , well , Miguel , I know you mentioned at the beginning of our meeting today that you were not quite . You were a little overwhelmed by the pre-approval process . So what the next step is going to be is I'm going to introduce you to a couple of the best lenders that I work with .
You're welcome to call a couple of them and have conversations about the loan process and what to expect . They can also go over interest rates and down payments , different types of loan programs out there and , of course , whether or not there's a homeowner's association dues .
That is certainly something that you'll want to talk to them about , because there's a lot of areas here in San Diego with homeowners associations that you'll want to factor into your price .
The other piece that I do want to touch base with you is a relatively new discussion that I don't typically have with buyers , but because of the changes in our market in the last month or so , I would encourage you to make sure that you've got your homeowner's insurance lined up as soon as we locate a property .
I've had several clients with delayed insurance problems because of California , and San Diego in particular , being a high buyer area . So if you don't already have an insurance broker , I'll go ahead and refer a couple over to you , so you're prepared for that as well . Okay , miguel .
Okay , that would be great . Thank you so much .
And as far as communication , I'd like to ask you what is the best way for me to communicate with you when I find a property or when I have some important information ? Is it email or text , or a call ?
Yeah , I want to be able to jump on a property right away , just because my family really wants to get the ball rolling . Being able to text me would totally be fine . For the most part , I want to do not disturb , but having it be via text allows me to review the property as quickly as possible , so that would be great .
Wonderful and just so . You know the market is still moving not quite as quickly as possible . So that would be great , Wonderful and just so . You know the market is still moving , not quite as quickly as before , but it is moving .
Some properties are still experiencing multiple offers and what I have done is there are a lot of really great agents in my office and I have partnered with several of them to help me with showing . So I never want you to lose out on a property because I double booked myself or I had another appointment at that time .
So don't feel like you're bothering me ever . If it's evenings or on the weekends , I've got partners that can show you property , no problem . So you let me know when the best time is for you to see a property and , as long as the owner will allow us to get in , I'll have one of my partners meet you . If I can't , Is that okay ?
That sounds amazing . Thank you so much .
Wonderful . Let's go ahead . And are we supposed to sign the contract on this one ? Darren , I don't see anything about it .
Not necessarily . The next step is really to , because this is more or less over the phone usually . Oh , I totally misunderstood . No , no , no , no Don't worry about it , because you made it sound like you're already in there . And that's okay , that's the route that it took . So at this particular point , yeah , I would say let's go ahead and work together .
Sign here .
Yeah , okay , so do you want me to do that ?
Sure , let's finish it off .
Okay , I want to make sure Miguel has enough time to practice too . Yeah , okay . So , miguel , it sounds like we're ready to work together . Do you have any other follow-up questions before we go ahead and move forward with an agreement to work together ?
No , no other follow-up questions . Ready to embark on this journey with you ?
Okay , wonderful . So the next thing I'd like to share with you is what's called a buyer representation agreement , and this does a couple of different things for both of us .
It commits you to working with me and me to working with you , and a couple of the benefits with it is you are more than welcome to walk into open houses , subject to the new NAR guidelines , and if you walk into an open house and they ask you who your realtor is , you don't have to fill out their contact information . You can give mine .
So you don't have to worry about realtors calling you all week asking you about properties . You can go ahead and just I'll give you my card here . It's my open house . I call it my open house pass . You can show it to them or you can just write down my contact information and they'll call me for feedback instead of you .
Also , sometimes I find properties that are off market and I can't negotiate on your behalf to find an off market property if we don't have an agreement . So the agreement will allow me to go ahead and negotiate on your behalf .
So the agreement will allow me to go ahead and negotiate on your behalf If there is a circumstance where either it's a for sale by owner , like an off market property , or even with some of the new NAR guidelines .
Let's say , we find a property that's listed but they do not offer any sort of compensation , I will work with the listing agent to get a concession paid to you so that my commission can get paid for .
Now , as an absolute last resort , if for some reason the seller is not willing to pay any compensation , I will have that conversation with you prior to us writing any offers . At that point we're still waiting for guidelines from the lender , but it's possible it might be negotiated , we might be able to bundle it into your loan or a couple of other things .
We'll address that when we get there . But those are the different ways that I get compensated , and so we'll have that conversation prior to any offers that we submit , and my goal is to always have the seller pay the fee and if for some reason they don't , we'll have that conversation . So you know what's going on . Does that sound fair ?
Yeah , that sounds fair . What is in the past ? What has it looked like for you working with other clients when the seller doesn't want to pay those concessions ?
You know that's a great question , miguel . I've actually never had a buyer have to pay it . In circumstances where I find something off market , I have had my buyers agree to do it . But I've usually been able to negotiate it .
And I do think that , even with the new changes in the commission structures , I do think that a majority of agents will still get paid through the concessions . But there will certainly be outlier situations , and that's why I always like to let you know of that , and if that happens , we'll have a conversation .
You'll know exactly what the compensation will look like . My fee in our contract is going to be X chickens , and so that's what my fee is . If they are willing to pay part of it or all of it , then you and I will have that conversation as well , so you'll know upfront what the situation is with each property that you're interested in .
Okay , okay , that sounds good , wonderful . Thank you so much , miguel . Okay .
That sounds good .
Wonderful . Thank you so much , miguel , and I look forward to working with you .
You as well . Thank you so much .
Would you sign with her ? Totally ? That was . That was killer . Okay , but can we be honest for a moment ? I don't want to take up too much of your time , miguel , because
¶ Navigating the Real Estate Process
you need to practice . I know , but I botched one about a month and a half ago and they didn't work with me . I can't remember the last time a buyer didn't work with me , but I botched it because I was just all over the place . Here's the rules now , but come later these .
And it was just like I just completely overwhelmed them and I saw it in their face and they were like okay , we'll get back to you . And then , a couple of weeks later , uh , we decided to work with another realtor . That other realtor probably didn't even mention any of it ?
Yeah , because I feel like this is all very like essential information that , like a lot of first time buyers in general , just don't really know about .
So but I screwed up , I overwhelmed them and um so don't do what I did . Don't do what Bridget did .
I feel like it was very straightforward , though I don't know , it's interesting . I don't know . I think it was just your bias , I don't know .
In my opinion , and , from a goal planning perspective , we have to build in conversions too right . Simultaneously , there's a lot of like everything coming at you at once . One thing is , we have to expect certain amount of failure in the business . Number two , we do have to present this information so that they are aware of what's going on .
We have to have these conversations right , because if we're not , then that's what the whole NARA thing was about that a lot of people weren't being truthful or upfront with everything , and then the client had felt like they weren't being given options or being given enough information to make a decision . And then there were some bad actors , right .
I don't want to put it all on that . This is a very long conversation .
You walked into a first day script where this is a long conversation to have because you're really preparing the buyer on everything it is that you're about to do with them , um , but you bring us a good point and this is definitely a recording that I'm going to put up for everyone to hear , because you brought up some really good points that I really liked .
In fact , I read a brand new script that nobody has seen yet about how a buyer's agent can get paid and there are options . It's not always just the buyer has to . The option for the buyer to pay has always been there .
Number one , and I think people forget that and most most of the time they forget that because a lot of people never really put their buyers under contract , and I have always taught since 2008 , ever since I've been in this business to always put your buyers under contract . But that's a whole nother topic .
Let's at least get you started for a couple of minutes to have an initial conversation . But it was really good . I'm glad that you paired with Bridget today , because you heard you were able to engage in a very high level conversation , which I think you appreciated , so let's do this for a couple of minutes .
I'm going to cut you off , unfortunately , and I know you need to go at nine anyways , but let's go ahead and start the conversation out .
Okay , sounds good when you're ready . All right , hello , bridget , it's Miguel , your realtor with SF Dwell . How are you doing today ?
Great . How are you , Miguel ?
I'm good . I'm good . I'm so glad to have this opportunity to help you find your next home . I've been working in the real estate industry for over a decade and I have extensive knowledge in the local market . With my experience , I can guide you through the entire process , and for searching for the perfect property to negotiating the best deal .
But really I wanted to understand how can I best help you today ?
Well , I've never bought a property before and honestly I'm just kind of nervous and it just the process seems overwhelming .
Yeah , definitely . It can be a very , very overwhelming and also daunting process , so being able to , especially when you're looking for the right home in a very competitive market , which is ultimately why I'm here to help .
As your real estate agent , my primary focus is being able to understand what your needs and preferences are , and so , by working very closely together , I want to be able to narrow down what the options are and help us identify the properties that can best meet your criteria .
But first I want to understand what the key features are for you in looking for your dream home .
Well , I work from home a lot , so I think just a space . I don't know if I can afford an extra bedroom in my budget , but maybe like an extra space where I can work .
Okay , yeah , most definitely , I mean . With those requirements in mind , I'll definitely tap into my extensive network and access the most up-to-date property listings that match your criteria . I'll carefully review each listing and pre-screen properties to save you time and ensure that they align with your needs .
Additionally , I'll provide you with detailed information about the neighborhoods , school districts , amenities . This way , you can really make an informed decision throughout the home buying process to identify what home best meets your needs . Is there anything else you'd like to add to your home preferences ?
I mean maybe ideally move-in ready . I'm not very handy .
It doesn't have to be fancy , but just something that I don't have to prioritize properties dedicated for home offices , and also what your preferences are , or versatile areas that can be transformed into functional workspace and also move-in ready .
It's important for me to tailor the search for your unique requirements and by taking these preferences into account , we'll find the home that perfectly suits your style . Are there any specific details or must-hves you'd like me to consider at all ?
No , I think that's probably about all I can afford .
Okay , let's cut it off there . Sorry , Miguel . No , don't be sorry With the home offices thing . That was a weird one because she didn't mention it . I don't . She talked about working from home , right ? So you kind of have to go with the flow of the conversation sometimes too . Yeah , but you , you did great .
The only thing is I would suggest , is there's a clear difference . Experienced agents know what they're . What they're about to say already you know doesn't mean that we don't need practice , it just means that they've been in that scenario a few times more than an agent that just got started , and this is for everybody to hear .
If you're reading through this script the first time , we are going to fumble over our words , the only way past that sometimes well , not sometimes the only way past it is through consistency , over and over and over again , and I would rather see the consistency in practice and the bumps in the road , the failures , the tripping over our words and things like that
in practice rather than on our clients . So keep coming back , keep coming back , keep practicing these scripts and I promise you you stick with it enough times , it's going to start to flow and get better and better and better . That's the , that's the only way you have to put in numbers .
My daughter did gymnastics for 10 years and the coach kept saying numbers , numbers , numbers to put in your numbers , and I promise you it'll flow . But I want to say on that note Miguel , you did fine , you did a fantastic job .
Okay , and Bridget , you were amazing too , the good job .
Uh , I do . I know it's nine o'clock , it's a hard , you know , if everybody has to go , I totally get it . But I want to mention some things that I heard today which I thought were amazing and I really liked how part of our dialogue went into handling the buyer's commission .
I have a brand new script that has some options that I'd like to practice with everybody . But I really , really , really , really like the line about the open houses and I haven't heard this one yet and I'm a little disappointed that I haven't thought about it . But Bridget mentioned you know if you're going to an open house and I think thought about it .
But Bridget mentioned you know if you're going to an open house and I re I think I wrote it down and work for it , you don't have to compete to complete their open house sign sheet or sign in sheet with your name . You can just give them my information and that is the power of the BRBC .
You're you if you put a buyer under contract and you have them under contract with you to work with you . I've never tried it . I've never asked a client to say you know , don't put my name or don't put your name , put a buyer , put my name as your agent . I'm curious , bridget , has that worked or has ? How has that ? Has that ?
Have your clients actually done that yet ?
Yeah , you know , I think when a client is is serious about working with you , or even if they're not , maybe I think part of it is that they just you know , they don't want to be hounded by 20 realtors , Right , and sometimes it can be overwhelming to go in .
I mean , there's some realtors out there with some pretty fabulous open house scripts , so sign , you know . I just tell them , sign in , and sign in with my contact information and I'll be happy to provide feedback for them , because I don't always attend open houses with my buyers . Sometimes I just let them go and it does help .
I used to have actual business cards that said open house pass . I don't have them anymore . Maybe I should get those redone .
Yeah , and the same here is like I would give them your business card and say this is your agent , right ? But I love the idea of just . It's so simple . I mean , why haven't I thought about this ? But just put my name down and I'll handle the conversation for you . You know , I love it . So , anyways , how did everybody else's practice go ? Amy , Debbie ?
And a question regarding your that open house thing . Where did you put that in the script ?
Where was that ? Or it wasn't , it wasn't , it was just it was the brilliance of Bridget . It wasn't , it was just . It was the brilliance of Bridget . No , that was . That was off the you know off the cuff . Just following the conversation and putting it in her own words Okay , yeah , debbie , you're on mute , I see you talking .
¶ Real Estate Script Practice and Advice
I think you're talking to us . Well , I was the last one to go and there wasn't much time left , so I kind of squeezed it all in a condensed version .
She was so good , I didn't even have any more questions .
Awesome , Love it , Love it . That was the bullet point version that we talked about . So great job , everyone . 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 .