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Open House Scripts

AT THE OPEN

 

Hi my name is (full name), wait for their name back. Are you from the neighborhood, or our shopping for a home today?

I'M JUST A NEIGHBOR

 Perfect! So I have an answer when people ask me - what is it that you love about this area? Awesome, thank you, that helps!  Out of curiosity, are you familiar with the property values in the area?If you want, I don't mind, would you like to have a neighborhood report sent to you? It has everything going on in your neighborhood...My name is (full name), and yours is?Get your business card out My phone number is __, and yours is? My email is____, and yours is? Thank you, look for that neighborhood report to be in your inbox by tomorrow morning sharp. 

IT'S NOT US, WE'RE LOOKING FOR A FRIEND

Great, what's your friend looking for?

Would it help if I set your friend up on search so they could see all of the homes that fit their criteria?

That way you guys could just contact me when you want to see the inside of one?

 OUR ____ IS A REALTOR

 

Awesome - where are they today? (busy) Ahhh. Have you ever heard of the Pareto Principle? The 80/20 rule? Basically, it's that 20% of the people do 80% of the work. In sales, it's more like 90/10. Is your friend in the 10%? Some agents only do 3 or 4 deals a year, and it's hard to know, really know your industry when you only do it once every few months. Would you like to at least get a second opinion? I'm a full-time agent, and I work exclusively with my clients from start to finish in order to protect them all the way through.

♦♦♦

I understand. What happens if the job doesn’t get done? Are you willing to risk your friendship on that? Or are you looking for an objective professional that you can put to work for you?

♦♦♦

Oh, so does that mean you feel obligated to have your relative/friend do business for you, or are you able to freely choose who you work with?

♦♦♦

Yup, everybody does. Have you ever heard of the Pareto Principle? The 80/20 rule? Basically, it's that 20% of the people do 80% of the work. In sales, it's more like 90/10. Is your friend in the 10%? Some agents only close 4 or 5 deals a year, and it's hard to know, really know your industry when you only do it once every few months. Would you like to at least get a second opinion?

OUR CREDIT SUCKS

 

I understand. You spoke with a lender recently? Did they talk to you about a rapid rescore? It's a consultation where they can tell you which debt to pay down and then can run your credit again and sometimes bring your score way up. Would you like my lender to contact you?

♦♦♦

OK. Did they walk you through all the different loan types available? Their are programs out there for almost every situation - and they all  have very different requirements. Would you like to at least meet with a lender to find out where you stand?

♦♦♦

That’s not unusual at all. A lot of my clients thought they could never purchase a home and my lender worked with them - sometimes it was so minor -  and we helped them get into their homes. Would you like to see if my lender could help you too? 

WE AREN'T READY FOR AN AGENT YET

 

A lot of my clients felt that way at first. Once I got them set up, they realized that driving around and looking only at the few houses that were held open was taking up a lot of their time. Would it help you if I set you up the same way? That way you would get notified the second a new property came up, days before the open house, and you could be first to see them before anyone else.

♦♦♦

Do you need to sell first? When did you plan on moving? Wow, you're right there. Would you like to get together so we can go over property preparation so you aren't scrambling at the last minute to get your house ready?

♦♦♦

No worries. How are you planning on finding your next home? Would it help if I sent you a list and you could see all of the homes for sale instead of just the ones that are open? That way you could just contact me when you want to see inside one?

♦♦♦

Okay, have you spoken with a lender yet so you know your purchase price and monthly payments? What is it that you are looking for when it comes time to pick out the right agent for you?

WE DON'T WANT/LIKE PUSHY SALESPEOPLE

 

Good. Because I'm a process facilitator, and a contractual negotiator, not just some pushy salesperson and because of that, I work a little differently. We sit down and I ask you a ton of questions and my services line up only with what you need. By the time we're done, I know exactly where you are in the process and how I can help you best. It a very individualized process. Did you want to be in this neighborhood? Would you like to grab a cup of coffee and just chat? Does Tuesday work, or would Wednesday be better?

♦♦♦

Me either! My job is to only help you when and where you need it - so how do I help YOU best? And, any answer is fine - I can set you all up, or I can just touch bases with you in the future. Where are you in the process? 

♦♦♦

That's awesome. The only person I want to push is the agent on the opposite side of the transaction to get my client the best deal possible. You, I don't push. You, I listen to an help you find the perfect house and handle the million little details that pop up. So what are you looking for in a home?

♦♦♦

Yeah, I wouldn’t like that either. I would want them to push for the price I want. I would not want them to push me into something I don't want.  Does that make sense? Me too. So, what were you looking for in a new home?

WE HAVE TO SELL FIRST

Before you can buy? (nod yes) Would it help to know how much you could get for your current property so you can know your exact budget for the new home?

♦♦♦

That’s normal. When did you want to move? Have you met with a lender yet?

WE JUST STARTED LOOKING

Ahhh, how did you find out about us?

♦♦♦

Awesome, how many homes have you looked at so far?

♦♦♦

Great! Have you spoken with your lender yet? One of the first steps is to make sure you have your financing in order. Have you sat down with anyone to determine what lifestyle you want to choose for your new home? Different homes in different neighborhoods live differently. Some are urban, some are set up for entertaining, some for having relatives stay with you, some are very private. Would you like to get together and brainstorm the perfect house? 

♦♦♦

Perfect! Are you looking to purchase or lease a home?

♦♦♦

Perfect! What are you looking for?

♦♦♦

That’s how you start! Out of curiosity, what kind of home are you looking for?

♦♦♦

That works! What specifically are you looking for?

♦♦♦

Well then I’m glad we met! Has anyone sat down with you and walked you through the process and what you can expect in our current market?

WE'RE GOING TO WAIT (WE AREN'T READY YET)

Alright, what specifically needs to happen first?

♦♦♦

Do you have to sell first?

♦♦♦

I totally get it. There is a lot to get in order before buying a new home: prepping your current property for sale, meeting up with a lender, the insurance, inspectors, repairs, finding a new home, etc. You want help with all of that?

♦♦♦

Okay, what specifically are you waiting for? 

♦♦♦

On a scale of 1 to 10, with 10 meaning you want to buy yesterday, where are you? Why not a 0?

♦♦♦

Too many steps down the path just yet? I see. What needs to happen first?

♦♦♦

When do you want to move into a new home? 

♦♦♦

When were you thinking?

WILL YOU REDUCE YOUR COMMISSION?

What commission? You don’t have to pay me anything. The seller covers all of that for you.

♦♦♦

You don’t have to pay me a commision. The seller pays the broker who listed the home, and that brokerage shares with mine to pay me. You have no out of pocket expenses to cover my commission, it's already taken care of. You're all good!

DOOR KNOCKING FOR THE OPEN

 

Hi, I’m (Name) with (Company) and I’m holding open (Seller's first names) home this Saturday, and I'm doing a quick survey, do you have two minutes to help me? Don't pause. Out of curiosity, when I do get someone, what is it about this neighborhood that you love? 

Thank you! Hey, who do you know from work or a friend or family member that may want to buy in this neighborhood? 

Who do you know here ( look up and down the street) that is thinking about selling their house?

Thank you, out of curiosity, if you were to move, where would you go next? Awesome! When would that be?

Hey, I don’t mind, I send out the occasional neighborhood information,

would you be interested in receiving it? I don’t mind....

Awesome! Can I get your name? And email address? 

And can I get your phone number? I’m not going to bug you, I just like to verify that you get the email.

Thanks again, and have a great day!

 

♦♦♦

Hi, my name is (Name), I'm with (Company), and the reason I'm here today is that I’m holding (Seller's first name's) (point towards their house) house open right over there and I wanted to invite you to come by and take a look at the house. I have found that people who live in the neighborhood typically live here because they love it. So, if you have any friends or family who might be interested in the neighborhood, you could call them and invite them as well!

FOLLOWING UP

 

We met earlier today at the open house. I thought about what you wanted, and searched around a bit and I found quite a few homes that match your criteria in the same neighborhood as where we met. I know the house you saw today wasn’t what you were looking for, but I think these have potential. When could we get together - would Monday or Tuesday be best for you? 

 ♦♦♦

It was a pleasure meeting you today at (property address) Did you have enough time to explore the home? If you’d like to see it privately, feel free to call me at (your number) or send me an email and we’ll set up an appointment that fits into your schedule. 

♦♦♦

I really enjoyed meeting you earlier today at (property address). Did you have any additional questions about the home? Based on our conversation, I think you might be interested in a few of our other listings as well. I’d also like to set up an comprehensive listing alert that will email you exactly what you are looking for. Don’t worry; I make a conscious effort to tailor the email to you and it wouldn’t just be spam. After your first email from me, please look it over and you can reply back, and I'll tailor it further to your needs. I'm more than happy to use my extensive connections and experience to help you find your dream home. Thank you again for taking the time to stop in and view the home on (street name). I look forward to helping (you or your family) find your next home. I'll circle back around with you a few days after you receive that email. I hope your day is great!

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