¶ Real Estate Practice Podcast
Hello and welcome to the Real Estate Practice 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 .
So today is SOI , contact update and lead exploration , and in this scenario , you reconnect with a member of your sphere of influence to update contact information and subtly explore potential real estate leads .
This could be you know , soi is friends , family , coworkers , could be past clients as well that you're bringing into your inner circle as well , and those are considered as allied resources at that point . But you're reaching out to people and sometimes we tend to forget about reaching out to friends and family and past coworkers .
But I know that we should be doing that consistently throughout the year and systematically . That's why we have programs like a command or a CRM system . Requirements are strong communication skills , organizational abilities , effective networking skills and awareness of real estate opportunities .
The intention is to reconnect with members of your sphere of influence , update contact information and explore potential real estate leads , while maintaining genuine relationships with your network . So we're going to go ahead and practice this again word for word or , if you feel comfortable , go off and put it in your own tone , style and phrasing .
I always encourage that because we want these to sound just like you . So , with that said , any questions about this before we break out ? No , because you're all amazing . That's why , okay , let's go ahead and create some rooms here . Let's go ahead and practice this .
So you're going to be the agent and I'll be the your SOI contact and just go ahead and read it word for word to begin with , and then we'll go back and do it again a few times , and then you can start to make it your own Sound good .
Okay , I think so Okay .
Or if you want me to go first , I don't mind doing that .
Um , no , I can go first . That's okay , I'll try . I'll give it a try .
Awesome Love that .
Okay , okay , so um , and you're the client , right .
Yeah , yeah , I'm a . I might be a client . I might be just a friend or a family member , past client . Let's see where it goes .
Okay , all right
¶ Keeping in Touch and Home Updates
. So hi , darren , it's Melinda .
Hey , what's going on , Melinda ? I haven't heard from you for a while .
I've been doing well . Thank you , I hope everything is great on your end . I wanted to catch up and also update my contact list . I'm working on staying better connected with friends and family and I plan to send out holiday cards this year .
When I tried to reach out to you the other day , I realized I might need your phone number , email or social media contact .
Yeah , typically just pick one .
Okay , yeah , I might need all of your contact information .
There you go . Oh well , you know what ? I'm glad you called because I had to change phone numbers , so that's probably why you didn't have it . Phone number is 619-519-1834 . So that's the best way to reach me now . Email should still be the same , and social media ? I'm trying to do away with all of that nowadays .
Okay , I totally get that . Thanks for sharing the phone number . How's life treating you lately ? Is there anything specific that you're currently working on or need assistance with ?
Oh , my goodness . Well , we're just trying to build up , build that ADU where we just poured concrete last week and now we're gonna close up the walls . So that's kind of exciting . We're about , I would say , a month or less away from finally living in it now . So that's , that's the big project for now .
Yeah , that's awesome . That's great to hear . If you ever need advice or recommendations for home improvement , don't hesitate to reach out . By the way , do you know any , do you know of anyone , who might be considering selling their home or has mentioned it lately ?
You know my neighbor talked about I don't know . He said something about putting away stuff and I'm like , are you guys moving ? And he kind of gave me a really vague answer , which was really weird . So I'm not sure if they're just planning on moving out in the middle of the night or if they're actually doing something , but I mean , maybe that's something .
Okay , um , how open are you to putting me in touch that we can explore that , what that might look like for them ?
Yeah , I know both of you really well , so come on over and I'll walk you over there , even if you want .
Thank you , I appreciate that , darren . Your input is valuable and if anyone comes to mind , please feel free to let me know .
I will do that .
Absolutely .
Thank you for calling All right , it's always going to be that easy , right ? Yeah , no , the way that we practice , the way that we practice is positive mindset . We want to keep it positive , positive , positive . There are times that we practice where we , you know , push back . And not to say that we're not going to push back today , we can .
I'm just saying I would rather you make these calls or knock on a door with a positive mindset versus a negative , because if you're constantly saying , ah , these people are just , you know , they don't want anything , they don't want to sell , and how do you think you're going to knock on that door or make that call ?
Yeah totally .
I would prefer that we practice this way and then occasionally we do pushback and we do practice objections also , just so you're aware , throughout the year , and that's that's really the time that we do those types of things too , but they come up in some of these other dialogue as well . Um , you did a great job .
Anything you would do differently um , I'm sure just making it more my own , but that you know , it felt good . So good .
Well then , I'm glad you said that , because we're going to allow you to make it your own in just a quick minute . Now let's go ahead and go back and put it in our own words , all right , and you just do it the way that you want to do it . You can use this as a guide , but this sounds like me . These don't sound like you .
None of the not one of these conversations will ever sound like you . So put it in your own words and make it your own , okay .
Oh right , ring ring .
Hello , this is Darren .
Hey Darren , it's Melinda with Keller Williams .
What's up , Melinda ? I haven't heard from you in a while .
Hi , I've been doing great , thank you . I hope everything's doing . I hope everything's great on your end . I wanted to catch up and also update my contact list .
I'm working on staying better connected with all my friends and family , and I am sending out holiday cards this year for the first time in five years , I think so when I when I tried to reach out to you the other day , I realized that your email bounced back , so I wanted to reach out and see if I could update that and anything else .
Yeah , that was done by design . I actually got rid of one of my emails because and that's probably the one that you have , but I was just getting so much junk and I thought you know what ? I can either try to manage this or just start fresh . And I just started fresh , so uh , yeah sure yeah so it's detunstall0831 at gmailcom is what it is .
What was it ? One more time .
Detunstall0831 at gmailcom .
Perfect , all right , great . Yeah , they're going to be digital cards because you know we're going paperless this year , so keep an eye out for the email .
Love the paperless ? Absolutely I will . I will look out for that what are you ? Sending me . That's a digital card . You said .
Yeah , it's a holiday card .
Awesome . I like those . Okay , cool . Yeah , just don't put me on the spam list . That's why I changed my email to begin with .
Oh yeah , absolutely not . No , you won't be getting any spam from me , None at all .
I know we won't , but I appreciate it , thank you . What else is going on ?
Okay , so thanks for sharing that . How's life treating you lately ? Is there anything specific that you've been working on ?
Any projects that you've been needing assistance with . You know , we've just been working on the vineyard a little bit . As you know . We have a couple hundred vines of grapes and just kind of been working on that a little bit
¶ Real Estate Market Insight and Communication
as well . But I'm kind of curious . You know what is the real ? What's going on in the real estate market right now ? I mean , is our home prices going up ? Are they going down ? I mean , I don't know , is this is now a good time to sell or buy , or what's going on .
I mean it's always a good time to buy or sell , depending on where you're at . What are you , what's your needs ? You , the markets ? Do I mean the markets , same , same . It's pretty good .
I think it's a good time to do either one okay , yeah , I was just kind of curious like we've lived here for what ? I mean since you ? You helped us buy this house . I think we've lived here for like eight years now or something like that yeah , I'm just kind of curious .
I mean , it seems like that we've developed some equity and I'm wondering , should we cash out , or ? But I'm always freaked out about that , because if I do , where do I go ?
Right , right .
Yeah , well , yeah .
So are you looking to relocate ? Are you trying to stay in San Diego ?
You know I'm just kind of talking . I got to get some approvals from you know the better halves of myself , so or better half , not better half . I only have one there are no other people attached to me .
Um , so yeah , no , I was just kind of curious , you know , uh , I liked the idea of having , you know , a couple of million dollars in the bank , but you know , the question is always where do we go ? But I don't know , just worth asking , like what's the market ? Okay , market yeah , okay .
Well , if you ever need , if you want to dive deeper into all of that , you know we can meet up or we can schedule another phone call for another time . That's better . If you want to um , take a better look at the market and see what options might be available to you , I mean , is there anything that you can send me , like now that you have my email ?
is there anything that you can send me ? That's more like like just tell me what's going on in my area yeah , absolutely .
I can run some comps for you and send them your way , just kind of give you an idea what's going on yeah , let's see what you got okay , cool , I will shoot those over to you um sooner . You'll get those before the holiday cards , so keep an eye out for that .
I'll do it today and , um , if you know anybody else , anybody else who needs any help , send them my way too . I'd be happy to help .
I will do that . Let me think about that . I'm not sure exactly off the top of my head right now , but let me think a little bit .
Yeah , okay , yeah . If you think of anybody , just let me know . I'd be happy to help them .
All right , sounds good . Well , look , I got to get going , but I appreciate you calling .
Thank you so much . Thank you , darren , have an awesome day . I'll be in touch . All right , talk to you later . Bye , that was fantastic . I threw you a couple of curveballs . Yeah , I'm improv . I'm like , honestly , stand . I even do it as good as I have , because I'm not very good at um on the fly , like stuff like that . So this is why I need this .
This is good .
I thought you did fantastic . You did . You did a great job . You know , what we do here is through consistency of showing up every day . You're going to discover that we have multiple types of dialogues from lead generation , and we have 13 different ways to lead generate .
We have buyer transaction , seller transaction , the tie downs or agreement questions is what we call them . We , every Monday , we go over a presentation , whether it's a buyer presentation , the seller presentation , we go over all the aspects of it . That way , we're creating more of a well-rounded communicator versus just somebody who purely focuses on one thing .
Now , by all means , you know , the core job of a realtor is to go out and lead generate so that you get deals right , and that's why we practice lead generation .
Every two weeks or every other week is what we do , but in between , we work on those other things that I had mentioned , so that when that time comes so let's just say , you lead generate , you have the appointment , you get somebody under a contract and now you have to go through the transaction we want you to be prepared for that too . Okay , yeah .
So hopefully you can make it Like a cross-referenced yeah . Yeah , yeah , different perspectives , it's perfect .
Yeah , so hopefully , hopefully , we can have you here at least three days a week , so yes , definitely .
Maybe I'll be here as often as I can , which should be . I mean , I want to be here every day , so that's my goal . Well , I tell you what you're here every day .
So that's my goal . Well , I tell you what if you're here every day , I'll be here every day deal . I have been here every day , monday through friday , for the last couple of years , so let's do it all right and I get it , life happens . Hey , I'm gonna bring everybody back . Perfect , what's up ? Javier wendy , how'd it go ? Great , great .
It's sweet and easy to put it around .
Yeah , pretty easy , and it was easy to put it on our own world .
Yes , it is . And the purpose of this particular dialogue is you might be lacking some information from somebody . So you might have went to call them and hey , you know , you tell them . Hey , by the way , I went to email them and hey , you know , you tell them .
Hey , by the way , I went to call , I went to email you the day and I realized I don't have your email . What's the best email ? Or vice versa . You can even use this dialogue to send out an email . You know , send an email and said , hey , I went to call you the day , but I realized I don't have your phone number . What's the best number ?
So you can kind of reverse this as well for anything . Or you can jump on social media , you know , connect with somebody on social media and say , hey , buddy , you know , I thought I had your phone number , I was going to text you the other day , but I realized I don't have your number . What's the best number to reach you ? That's , you know .
So we're , we're building rapport , we're maintaining contact , we're doing it consistently , we're filling in the gaps where we might lack some information . How did it go for everyone else Jasmine , marcus , emily , good ?
Good yeah .
It went good . I would say Say that again .
Barber's a pro . This is my lane in comparison to say Fizzbones What'd you call me ?
No , that's awesome , okay . Well , yeah , this is the type of conversation though , like you said , this is your lane . This should be everybody's lane when you've developed this rapport . You all have a sphere , right . We all have family , friends , coworkers , you know , neighbors and things like that .
These are people that we should be consistently staying in touch with , and you know this is where the majority of your business is coming from anyway . So you're you're asking these people for referrals , so it is a good idea to stay in connection .
Just out of curiosity , I heard Barbara say this once and I'm kind of want to hear it again how often are you staying in touch with your sphere ?
It's for everybody , but I'm curious to hear . Barbara's answer Every day , but Sunday I call Yep , yeah . I notice though that I don't get in a lot of calls conversations , because when I'm calling my sphere , my conversations with them are longer .
So you know , in an hour I may talk to three , maybe four people because we're talking and we need to keep it that way .
Yeah , I agree , there was a technique that I learned a long time ago , and I'm not sure that I agree with it or not , but it was hey , this is Darren , um , like if I were calling him . And hey , javier , this is Darren . What's up's up , man ? I hope you're doing well . This is a business call , so I can't make it long .
That sounds a little too robotic and I'm not sure that I like that , because if you're truly a friend or a family , you know , I think we need to spend a little bit of time talking with them . So I kind of agree with that approach too . Yeah , they're gonna answer .
Next time you call they're going to be like , oh God , darren's trying .
Now , if it's if , if for some reason you get something , that somebody is really chatty , chatty and they're going off the deep end and going into 20 , 30 minutes listening to long stories , I may say , oh my gosh , I'm sorry , I have another call coming in I have to catch or I have an appointment I have to get to .
I've got 15 minutes and , hey , I'll call you back . You know I'll call you back later and then call them back because it's a friend , call them back after work hours and have whatever conversation they need to .
That is a fantastic way . I'm kind of curious how do you end a call when somebody is going on and , on , and on and ?
on . Exactly what she said oh , oh , my God , I got another call coming and I got to go . You know it's so-and-so , you know maybe my daughter you know , because they're going to know who my daughter is . Oh , that's calling . I'm going to have to pick up because if she's calling . She needs to talk to me because she usually doesn't call . She texts .
Javier , you look like you have some ideas . How do you end a call ? I mean , that's usually my go-to is oh , I got another call coming in . Or my dog . My dog is begging me to get out . I think he's gonna .
I think he's gonna go in the house you go to the .
Okay , I get it .
I get the hint , it's 902 .
Thank you all so much . I appreciate it . This was awesome , so we'll see you all tomorrow .
Thank you .
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 .