Bobbie's Corner

I ran across an article recommended by one of my Linden "friends" Thought you could all benefit from this section of the article.

Real Estate Lead Conversion Scripts

Make your calls with high energy and ask many open ended conversations. 

It might help you to stand up or pace back and forth to keep your energy level high. 

I do not use a script however my natural conversation has become a habit.  

I always assume the lead’s name when they pick up the phone, unless of course a male answers and your lead name is female. This is better than always asking “May I please speak to John?” or "Is this John."

"Hi John, You were looking at homes for sale today in San Diego and I’m just calling to see how I can help you further.” I find it's important to convey you are a no pressure salesperson and to keep the initial call very low key.  

The typical response is, “Oh I’m just looking right now.” or "We are just starting to understand the market."

 A great agent response, “What’s most important to you on your wish list? (choose the most appropriate A or B) Horses on your own land, schools, golf course, ocean views, gated)” This is typically enough to begin a light conversation. 

Agent, “What do you think your budget may be?” I've found this language is the best way to discover price range.  “Are you all cash?” This is a very flattering assumption to make.

“If you found the perfect home are you ready now?” This question helps you discover timing and the best followup plan based on the prospects time frames.

  

You also want to accomplish confirming the correct email address, spouse or partner name, is this the best phone number to reach you on? It's also advisable to try and get their mailing address to send them info on area country clubs, private schools, tennis clubs, horse boarding, area maps, whatever you can pinpoint in your conversation.  

One of the most common immediate objections I receive is, “I already have an agent.”  When I first began and was still getting my confidence I would say “oh, ok I’m sorry to hear that,” and hang up.

Now I say, “I appreciate your loyalty. Over 80% of our clients already have a real estate agent in mind when we begin working together. I have one of the most successful real estate teams in San Diego. Due to the amount of business we do our relationships with the other brokers in town are very strong and we constantly get heads up on pre-market property. It has helped many of my clients gain access to properties not on the MLS, pre-market pocket listings. Why don’t we agree to keep an open mind? ”

This accomplishes a couple of things.  First you just planted a seed of doubt that maybe the agent they think they are working with isn’t as dialed in as they could be. Secondly it could work to get a sale. 

On a Saturday morning in August 2013 around 11am a lead came in. It was the fiancé of a very prominent big brand CEO. She stated they already had an agent, and had been searching for over a year now. After my objection statement I got her to share her wish list and budget. After the call ended I got on the MLS to match parameters. I called her back and said I've found two properties one for $3M and one for $10M which fit everything you’ve just shared with me. She was very hesitant and uncomfortable but said ok, “We’ll look with you today, but if one of these two properties are the ONE, you’ll have to pay a 50% referral fee to our agent.” I then found out her agent was out of town. After looking at two properties, and a sunset second showing I co-sold the second most expensive trade in downtown San Diego for 2013. When the agent returned from his vacation he was understandably very upset. The day after the close of escrow he called me and said, “I don’t know exactly how this happened, but I’m putting your check in the mail box now.” Sometimes in the luxury real estate market you are on the right side of things and other times you end up empty handed.

The second most common objection, “I’m just starting my search we aren’t ready yet.”  Essentially they are trying to get you off the phone. In response celebrate the long process that is to come enthusiastically.   “Many of my clients are just in the preliminary stages of researching homes when we first meet. I am happy to help you when the time is right for you.”  This immediately softens the prospects defenses as they realize they you aren’t trying to push them into buying today and fact finding conversation can resume.

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Handshake worthless without signed contract?

 

FORT LAUDERDALE, Fla. – Oct. 12, 2017 – 

Question : Several weeks ago, we found our dream home and had a handshake deal with the seller, agreeing on price and closing date. Now time has passed, and the seller still has not signed the written contract with the terms we shook on. We really want the house. What can we do? – Sue

Answer : Unfortunately, your legal options are limited due to the "Statute of Frauds." Basically, this rule of law states that certain types of agreements must be in writing and signed in order to be enforceable, and agreements for the sale of real estate are chief among these.

Until such time that the seller is willing to put pen to paper, you have nothing. That doesn't mean that words mean nothing when buying real estate because they often are used by the courts to help interpret what the buyer and seller intended when a written contract goes bad. It just means that there is no deal until the core elements of the transaction are written down and signed.

However, your deal isn't necessarily dead. Reach out and have a heart-to-heart talk with the property owner and try to find out where the reluctance is coming from. I'm constantly amazed at the number of controversies that would have been avoided if people just communicated honestly with each other.

For example, in your situation, the written contract that you are sending over to be signed may not be showing your seller's understanding of your handshake agreement, and the seller is now wondering if you are trying to pull a fast one. Or there may simply be a delay in your seller's new house, and he or she is just trying to buy some extra time. The point is that you will not know if you don't communicate.

Finally, there's always that possibility that your seller is just a flake. While I often counsel my clients that they are "not buying the seller, just the house," some people are impossible to deal with or have no compunction about breaking their word. If your efforts to communicate fail, then you should walk away and try to find another dream home. Some deals are just not meant to be..

Copyright © 2017 Sun Sentinel (Fort Lauderdale, Fla.), Gary M. Singer. Distributed by Tribune Content Agency, LLC