GINA HANSON
AUTHOR,
SELF CONSTRUCTED
Keynote Speaker Workshop Facilitator
Real Estate Trainer
SOI Scripts
CLOSE FRIENDS
Hey (Name), it's (Name). I'm calling to ask who you know. Home prices are dropping and interest rates are rising, which means that if you know anyone selling, they need to sell now before they lose their equity, and buyer's need to buy now before they are priced out of the market with high interest rates. I'm trying to reach out to everyone, so.... Who do you know that needs to sell or buy?
If they have a name: Would you mind giving me their name and number so I can call them right away?
Yes, they will give you a name: Awesome, thank you! I'll call you back after I talk with them and keep you in the loop!
No they will not give you the name: I understand. It's kind of weird just to be handing out someone's number, isn't it? Okay, when will you be seeing them again? (or talking with them next?). Awesome, can you please tell them about me, and I'll call you on (day after they meet with them).
If they don't have a name: That's okay. Hey, I find that right after I talk to people, they run into someone in the next couple of days. Is it okay if I circle back around to you next week to see if that happens to you too?
Thanks! Oh, and if you do run into anyone, be sure and call me immediately. Don't just tell them to call (Name) at (Company), CALL ME, I want to make sure that they don't lose any money. Thank you so much.
THE CONTEST
Hello (Their name)! This is (Name) with (Company). Do you have two minutes to help me? Don't pause. My office is having a contest, and I need to get 10 referrals in the next month in order to win! I was just curious, who do you know from work or (name anything else they do, sports, church, the neighborhood, etc. ) who wants to buy, sell, or invest in real estate that I can call today?
If they have a name: Would you mind giving me their name and number so I can call them right away?
Yes they will give you the name: Thank you, I'll call you after I touch bases with them and keep you in the loop. Thank you so much and I'll talk with you soon!
No they will not give you the name: I understand. It's kind of weird just to be handing out someone's number, isn't it? Okay, when will you be seeing them again? (or talking with them next?). Awesome, can you please tell them about me, and I'll call you on (day after they meet with them). I have to actually get the referral to win the contest. Plus I don't want them to not call me and get some random agent later who won't take good care of them. Thank you and I'll talk with you on (date).
If they don't have a name: Thank you for thinking about that! I'm finding that people are magically running into friends and family that do want to sell right after I tell them about this contest. Would it be okay if I just circle around with you in a week or so and see if that happens to you too? Awesome! Thank you for helping me, and I'll talk to you in a week or so! Have a great rest of your day!
Call back in a week and repeat.
Call back in a month and thank them for helping you win the contest, and ask if they have run into anyone else.
FRIENDS LIKE YOU
Hey, (Their Name),this is (Name) from (Company).How are you? And the family? That's great!
Look, I so enjoyed working with the two of you--and then I got to thinking that you probably have friends just like you--and I want to work with them too!
If you run across a friend that is thinking of buying or selling their house., could you call me?
I have a huge goal this year, I only want to work with people I adore, and I want to help all of my friends’ friends. Pause. Whatever you do, don’t just give them my phone number, ‘cause out of shyness or whatever, they’ll never call me and they’ll end up with just any agent, or worse, a bad agent
I really don’t want that to happen,
especially to my friends, and especially in this market.
Oh, and by the way, when are we getting together for ___?
OR
Oh, by the way, I’ve got (event coming up), are you coming?
OR
Oh, by the way, tell _____ I said Hi!
Thank you for helping me, I'm really looking forward to helping you and your friends.
ANALYZED MY BUSINESS
Hi (Their Name), how are you?
This call is part business and part personal. So, hang on and let me get the business part out of the way first, ok?
I’ve been working with a coach and it’s really interesting. They’ve analyzed where my business comes from, and __% comes my friends (or past clients). Then they asked me what do I do to support the people who support me. And I realized that I don’t. So, I am putting together current real estate information for our neighborhood, and I’ll send it out every once in a while. I'm also putting together a list of my preferred vendors, people like roofers, plumbers, etc. and I'll get that out to you as well. As a matter of fact, is there a business you love that I should add to my list? Thank you for thinking about that.
That's all for the business part - now, catch me up on your life, how have you been? Use F.O.R.D. (Family, occupation, recreation, dreams)
It was great to catch up with you! I hope the rest of your day is great!
HAD A GREAT YEAR
Hi, (Their name),I just called to say hi and thank you. I have had a great year(week or month, if it’s true).
Most of my business comes from my friends and clients like you.
So, I made a promise to myself that when I had an extra moment or two (or,throughout the year) I’d take the time to call, say thanks and see how you guys were doing.
How is/are___Fred/Mary/Thedog___?
Hey, when you run across someone thinking of buying or selling their home, give me a call.
This is a scary market out there and I want your friends to be safe, ‘kay?
Thank you, and I promise to not let so much time pass before picking up the phone again.
PREFERRED VENDOR LIST
Hi (Their Name), I'm putting together my preferred vendor list. Who do you work with that you love, who would like to have their business promoted... electrician.... plumber... house cleaner...? Can I get their name and number? Thank you! By the way, If you ever need an electrician or someone for your house, give me a call, I’ve got tons of people in the trades that I work with. Thank you for helping me with that! While I have you on the line, who do you know who could use either real estate help, or the help of someone on my vendor list? Thank you for thinking of that. Once I get my vendor list updated, I'll get a copy out to you. Thanks and have a great day!
IT'S BEEN TOO LONG
Hi, (Their Name), I’ve let way too much time go by without being in touch. I’ve thought of you guys a dozen times and I just drove past your home. And I just wanted to reach out and say Hi!
How has the house been for you? How are the kids? How is the wife/husband/S.O.?
How is your job going? Still working at..? That's great! I won’t let this much time go by again without being in touch.
Thanks! Hope your week is great!
