Ever wanted to know what the perfect text message is to send a new lead? Or maybe the best initial email? Also, two great ways to overcome the most common objections.
* Key To Get To you Leads as Fast as possible. (Speed + Persistence + Scripts = Results)
* Perfect Text Message, Perfect, Call, Perfect Email (5-7 Touches in the First Week)
* Objective is to get people on the phone. (Keep trying until you talk to them)
First Text message:
“Hey (Lead’s First Name) this is Adam from (OfficeName). You requested info on (buying or selling) your home. Can you talk right now?”
(The above is a magical message – do include their first name too.)
Perfect email:
“Thanks for requesting your home value, I’m in a meeting right now. Can I call you in 45 minutes or is there a better time to call? Sent from my iPhone… “
This is a perfect way to get the conversation started.
If it is 1:30 in the morning, then of course change the message or send it at sunrise.
Perfect Call Script:
“Hi (Lead Name), it is (Realtor Name) with (Company). I see that you requested information on your home at (address).
Is this a good time to chat quick?”
Yes.
“I have some information that you are going to want to jot down. Can you please grab a pen and paper – let me know when you are ready.”
If they say “I just want to know how much my home is worth…”
ARP – Acknowledge, Respond, & Pivot
Acknowledge – “You want to know how much your home is worth?”
Respond – “No problem! I can tell you that the market has gone up 10% this past year alone…”
Pivot – “Have you made any changes to the home since you bought it? “
Remember, the goal is to uncover their true motivation.
The more your lead is talking – the more you are winning.
If you are on the phone and you are doing most of the talking, you are losing.
It’s all about asking questions!
Example question:
Have you made any changes since you bought the home? Ask them why.
Once you figure out what their motivation is – it is so much easier for you to take these next steps.
“Thanks so much for sharing that about yourself. ”
Once you have gotten them to talk for a while, then it is a good idea to then talk about yourself:
“Now that I have had a the chance to learn a little about you – I would like to tell you a little story about myself. I have X amount of review of my Facebook/Google+ place and sold X amount of homes last year which means I am one of (City Name)’s most trusted agents for selling homes.
So the reason I tell you that, even though I am one of the city’s most trusted agents, to really be able to tell you how much your home is worth, I will really need to take a look inside. I can see that some of your neighbors are listed for anywhere from x-y and I can see that homes in your neighborhood have sold anywhere in the last 6 months from x-y. “
“So here is what happens next, we just need to book a time to take a quick look at your property. It is completely free and confidential. Is it better to look at it on a weekday or the weekend?”
The week/weekend is better.
“Great, is DAY at TIME or TIME better?” (give them two time options)
At this point is a good time to send them an informational package.
* Practice makes perfect
Objections:
“I don’t want to sell for 6 months”.
“I get that you don’t want to sell for 6 months. But here is what I have found to be true. Most sellers we work with have to make some repairs or updates, maybe some painting or replace a few things. And I have found that the Seller tends to spend too much money in the wrong places. So what I would like to do is come over, take a quick 30 minute walk around and have a quick discussion with you guys. My team works with a lot of buyers and we know exactly what the buyers are going to want to see in your home. I can almost guarantee my suggestions will save you some money, because my goal is to get you the most amount of money in the sale in the least amount of time.
While I have you on the phone, if you don’t mind I’d like to ask you one more question.
(Lead Name), I understand you are just not ready right now to have someone come look at your home. However since I have you on the phone do you mind if I ask you one more question? (Lead name), I often have buyers looking for homes like yours in this neighborhood, and since we are on the phone, if I had some people interested in your home in the next 30-60 days, would you mind me reaching out to you?”
{ You want to uncover the true motivation. }
“Yes, Great, so Bob I just have to ask one more question. You mentioned above you are not interested in selling right now but you also mentioned you would be interested in my introducing you to my buyers, are you just worried that you are over committing right now to have me come look at your home?”
No –
“Okay no problem Bob, would you like me to keep you automatically updated of home selling in your area? It is really no trouble on my end.”
{At least you can keep them on your mailing list}.
If they say no again, best to write this lead off.
Also, always in the back of your mind cut their given times in have. Best call times: 8-10am, and 4-6pm. Best days to call: Wednesday and Thursday.
Tone is very important.
Try practicing your tone on a sound recorder.
This will help increase your ROI on your leads, and turn them into appointments, contracts, and closings.
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Would you like to super-charge your career with 40+ fresh & real leads per month? Just contact us for for information on our Canadian Real Estate Lead marketing system.
