H
i [client's name],

    The market's really moving, and home prices are going up! Are you curious about your home's value? Let's schedule a CMA coffee meeting to discuss!

    — Tom Ferry, Founder, Tom Ferry-yourcoach, www.tomferry.com

    Scripts:

    They Say: "How do you determine the market value of my property?"

    You Say: "The market value of your property is determined based on various factors such as location, condition, size, and comparable sales in the area. Would you like me to recommend a price range or let you choose?"

    They Say: "Things aren't looking good. I think my only option is foreclosure."

    You Say: "I'm sorry to hear about your stressful situation. Did you know there have been recent changes in how lenders and the government are helping homeowners? Let's discuss these options so you can make an informed decision."

    They Say: "Another agent said if we list with you, we will only see you twice: at the listing and at the closing."

    You Say: "Would you prefer more frequent face-to-face visits or having me connect with as many potential buyers as possible? We will be in touch regularly, if not in person. Let's focus on what's important for you."

    They Say: "I don't need an agent. I know my home better than any real estate practitioner."

    You Say: "While you may know your home well, understanding your competition can give you a significant advantage. Would you like to join me on a neighborhood preview of homes similar to yours?"

    They Say: "I want to look at houses before sitting down and talking about searching for homes."

    You Say: "There are two ways I can help you look for houses. The first way is to simply show you houses, which might not be as beneficial for you. The second way is to answer your questions, provide you with all necessary documents, and help you make better decisions. Which option would you prefer?"

    They Say: "I am too busy to make an offer or even look right now."

    You Say: "Is there a way you can set aside two hours each week to search for homes? Don't miss out on great opportunities like the $8,000 tax credit and low interest rates."

    They say: "If I can’t get $x for my house, I can’t afford to sell."

    You say: "I understand your concerns. Let's take a closer look at the numbers, including your current costs if the property doesn't sell. Can we meet later today to discuss?"

    They say: "How come my home didn’t sell when it was on the market before?"

    You say: "With the current market, there are many similar homes on the market. To make your house stand out on the MLS, it's important to market it differently than for potential buyers in newspapers or online. Can we meet later today to discuss how I market homes differently?"

    They Say: "I don't want to reduce the price of my home."

    You Say: "I understand your concerns. We will monitor calls from signs, ads, and open houses to determine our best strategy for locating a buyer. In two weeks, we will analyze this information and adjust our marketing campaign as needed until your home is sold."

    Are you interested in joining our team of script contributors?

    Send your sales script to [email protected].