GetMyHomesValue.com Agent Success Center

Lead Introduction Scripts

admin — Fri, 02 May 2008 20:01:42 +0000

Here are scripts to get you started with leads you receive from us. There is one script each for buyers, sellers and refinance.

Remember, the key is to get them talking. If you dive right into asking them square feet, number of bedrooms, etc. you will miss the opportunity to really earn their trust. Keep in mind that when you first contact a lead, to them you are basically a total stranger who wants to make a profit from what will probably be the largest single purchase of their life.

What you’re doing on the first call is making the first steps to earn their trust, find out their real estate need and determine how you can best help them. Put people first and you’ll earn their business!

For some examples, both good and bad, of agents on the phone with our leads, click on this link.

Now for the scripts:

SELLER LEADS

Hi, I’m ___________________ your representative for GetMyHomesValue in this area. I just wanted to call to let you know I got your information and I’ll be happy to get that home value for you.

Would you like me to email it to you or bring to you personally?

(after they answer, ask the following open-ended question)

Are you staying in this area or is this a bigger move?

(listen carefully as they answer, be sure to acknowledge what they say, and when it’s appropriate, ask them if they’re currently using a realtor)

BUYER LEADS

Hi, I’m ___________________ your representative for GetMyHomesValue in this area. I just wanted to call to let you know I got your information and I’ll be happy to get that home value for you.

Would you like me to email it to you or bring to you personally?

(after they answer, ask the following open-ended question)

Are you just looking right now, or is your situation more urgent?

(listen carefully as they answer, be sure to acknowledge what they say, and when it’s appropriate, ask them if they’re currently using a realtor)

REFINANCE LEADS

Hi, I’m ___________________ your representative for GetMyHomesValue in this area. I just wanted to call to let you know I got your information and I’ll be happy to help you with your refinance.

Can you tell me a little bit about your situation?

(listen carefully as they answer, be sure to acknowledge what they say, and when it’s appropriate, tell them who you will be referring them to and to expect a call from them)

Remember, they’re buying YOU and the best thing you can do, especially in the beginning, is ask questions and listen.

For Sale By Owner Scripts

ashal615 — Wed, 16 Jan 2008 15:21:15 +0000

Going after FSBO leads can be a very lucrative prospecting technique. You already know they’re looking to make a move, it’s just up to you to overcome their objections to using a real estate professional and get that listing. At the very least, if you can’t convince them to list with you, you should be able to persuade them to use you as a buyer’s agent. Either way, you wind up with some kind of check to cash!

Here are a few common objections and rebuttals for FSBOs:

I HAVE SEVERAL OTHER REAL ESTATE AGENTS TO CALL.

There’s really no need to contact any other agents – I can show you every listing available by every agent out there – this’ll save you both time and aggravation.

Why on earth would you want to work with several agents when you only need one – me!

Well, it’s always great to have choices, but I’m here with you now, ready to do anything you need to make this process as easy and stress-free for you as possible. Please just give me the opportunity to do that for you!

I WILL NOT SIGN A BUYERS AGENCY AGREEMENT .

That’s no problem, and I wish you the best of luck in your endeavor. Please just keep in mind one thing: the reason I have people sign a Buyer Agency Agreement is simple – I only want to work with people that really want to work with me. My time is valuable and I give 110% to every single one of my clients, but in order to commit myself to them, I need them to commit to me. Don’t you want me putting that 110% to work for you? Well then sign here, because I won’t show you homes without that signature!

Well, before you make that final decision, let me tell you why I ask my buyers to sign one. Without an agreement, when I show you a listed home, I am, by law, a sub-agent for the seller of that home, which means I have to work in THEIR best interest and if there’s anything I know that may weaken their negotiating position and strengthen yours, I can’t tell you. However, if you sign a Buyers Agency Agreement with me, I’m legally obligated to you and can do everything in my power to work things in your favor. Besides, it really doesn’t cost you a dime – my payment comes from the commission of the agent who listed the home you buy.

If you find an agent out there willing to show you homes without a Buyer Agency Agreement, I have to tell you – that’s an agent who does not value their time. And trust me, when you’re working with someone who doesn’t value their own time, they’re definitely NOT going to value yours!

I’m sorry, but this is how myself and professional real estate agents operate and I’m not willing to work with someone who won’t commit to me. Remember, if at any point you are dissatisfied with the service I’m providing, I will rip the agreement up in front of you and we can go our separate ways. I don’t ever want anyone to feel obligated and trapped into working with me!

WHY DO I NEED A PRE-APPROVAL LETTER

It’s truly not fair to waste your time, my time and the time of the homeowners when looking at homes in a price range too high or too low for your need. The pre-approval letter isn’t obligatory, it just states that you have the means to buy a home when you find one you like – it also helps the sellers take you more seriously. It’s that simple!

The only reason you WOULDN’T want a mortgage pre-approval letter is if you’re paying cash (in which case I’d need proof of funds) or there is something you’re not telling me about your credit that would make it tough for you to get approved. If it’s the latter, just talk to me about it – I want to help you with EVERY aspect of the transaction, including mortgage approvals!

Sample Conversations With Potential Buyers

ashal615 — Tue, 15 Jan 2008 19:11:12 +0000

We’ve had a lot of agents asking about how we would approach a conversation with a potential buyer lead and we finally got some answers straight from the horse’s mouth. We picked the brain of Rory Wilfong, co-founder of GetMyHomesValue.com and former Top Producer for RE/MAX, and found out that the conversations that led him to be a Top Producer are much simpler and straight forward than you may expect.

Here’s how a conversation with a buyer lead may go:

Scenario 1:

Agent: “Hello this is Rory Wilfong with ABC Real Estate and I see that you have an interest in homes in the Lancaster area. In order for me to serve you better, I just have to ask you a few quick questions, okay? Great! First of all, are you currently working with another agent?

Lead: Yes

Agent: Well, are you under contract with that agent?

Lead: Yes

Agent: I thank you for your time, however since you have a signed contract, you must work strictly with that agent. I wish you all the best!

Scenario 2: The lead says yes they are working with an agent but they are not contracted.

Agent: Since you’re not contractually obligated to that agent, I would love the opportunity to work with you… (see Scenario 3 on where to go from here)

Scenario 3: The lead isn’t even working with an agent at all.

Agent: So what’s your time frame for finding a home? Have you been pre-approved for a mortgage at this point? (Lead answer is yes) Awesome – and for how much were you approved? $500,000? Congratulations! Do you plan on putting money down with that. Yeah? Good stuff! You’re obviously in a great position! Did you receive a pre-approval letter from your loan officer. You did…great, than how about we get together either Wednesday at 6:00pm or Thursday at 9:00am so I can show you a few homes in the area I think you’ll love! Wednesday at 6 is the best for you? Great, I’ll see you then!

Scenario 4: The lead was not pre-approved for a mortgage yet.

Agent: No? Well that’s no problem at all, I can arrange to have a loan officer available when we meet so you can figure out exactly what price range works for your needs. Which is better for you, Wednesday at 6:00pm or Thursday at 9:00am?

Testimonials

ashal615 — Mon, 07 Jan 2008 20:50:58 +0000

We could sit here and tell you how great our service is, how well it works and how much money it could make you till we’re blue in the face – but would you really take our word for it?

How about the word of your fellow real estate professionals? Click here to check out our audio and written testimonials to see how agents all over the United States are faring with our service. Thanks to the AMAZING agents we have in our service – it’s pretty unnecessary to toot our own horn – we’ll go ahead and let them do it for us!

To all agents who give our service a chance: thank you for the opportunity to work with you and provide you with long term marketing tools that will help you achieve even more success in your real estate career!

Prospect Cultivator Tutorials

ashal615 — Fri, 28 Dec 2007 19:13:30 +0000

Join Greg Leibrand as he shows you the ins and outs of Prospect Cultivator , our automated follow up system. Learn to import contacts, set up email campaigns, stay in constant contact with your leads and much, much more.

Right mouse click on the link and choose “Save Link As” to save it to your computer. The files take a couple minutes to download, so please be patient! Once done, you can open the file on your computer either with Windows Media Player or WinAmp.

RemarkableAgents.com Tutorials

ashal615 — Fri, 28 Dec 2007 15:14:47 +0000

Learn how to edit your free website in nice small bites! Each video tutorial is under 5 minutes so you can take your RemarkableAgents website to a whole new level in no time at all!

Right mouse click on your selected tutorial link and choose “Save Link As” to save it to your computer. The files take a couple minutes to download, so please be patient! After the file is finished downloading, you can open and view the file on your computer either with Windows Media Player or WinAmp.

Sample Messages for Potential Buyers

ashal615 — Fri, 21 Dec 2007 19:19:46 +0000

When leaving messages for potential buyer leads it’s important to keep them short, sweet and to the point. Stress the fact that you’re all about helping THEM with anything they need. Don’t turn the message into a minute long testimonial to how great an agent you are.

Here are a few example messages you can leave, courtesy of co-founder Rory Wilfong:

Hello, this is your local real estate professional calling and I was very happy to see that you were online researching homes in the Lancaster area. I want you to know that myself and my team can help with all of your real estate needs including showing you every single home listed by any real estate agent, getting you pe-approved for a mortgage and we will update and familiarize you and your family with the Lancaster area. There is absolutely no need to call anyone but me…Rory Wilfong with ABC Real Estate at 555-555-5555. I look forward to talking with you soon and if I do not hear back from you, I’ll be in touch in the next 48 hours. Make it an awesome day!

Hello this is Rory Wilfong with ABC Real Estate calling you regarding your interest in homes in the Lancaster area. First of all please understand that you do not need to call any other Realtor to help with your needs, I can help you with everything. Please call me back at your earliest convenience so that we can discuss all of your needs. Again my name is Rory Wilfong and I can be reached at 333-333-3333 or my cell phone 555-555-5555. Make it an Incredible Day!!

This is Rory Wilfong with ABC Real Estate returning your call and I need a few more pieces of information so that I can set you up to receive regular updates of available homes in the Lancaster area. Call me at 555-555-5555 or 333-333-3333. Look forward to hearing from you soon.

Your Voicemail Greetings…

ashal615 — Thu, 20 Dec 2007 21:04:05 +0000

Sometimes it’s the little things that can make a BIG difference…like your voicemail greeting. What kind of phone greeting do you use? Think about it and actually analyze your greeting. How do you think it makes callers feel? Does it make them want to leave a message, or does it make them want to hang up? Does it sound professional yet personable? Or are you using that generic, automated, “you have reached 555-555-5555″ that doesn’t even tell the caller if they reached the right person?

Sorry, but that just won’t cut it. Your message needs to be professional, articulate AND include your name and real estate company. With the wrong kind of message, who KNOWS what kind of calls you may be missing out on?

Here’s some suggestions for great voicemail greetings from co-founder Rory Wilfong:

“Hello this is Rory Wilfong with ABC Real Estate. Please leave a detailed message along with your name and number so that I can return your call within 2 hours of receiving it. I look forward to helping you with all your needs. Make it a GREAT day!”

“Hello this is Rory Wilfong with ABC Real Estate and I welcome the opportunity to help you out with all your real estate needs. If I didn’t answer my phone it’s probably because I’m out sky diving, scuba diving or somewhere else that I cannot hear my phone, because I rarely miss a call! Please leave your name, number and convenient time to contact you. If you don’t answer I will assume you’re off swimming with sharks or setting off fireworks or something and leave you a message right back! Have an INCREDIBLE day!”

“Hello and thank you for calling the only Realtor you’ll ever need, Rory Wilfong with ABC Real Estate. My job is to help you with all your real estate needs and in order to do so I need you to leave a detailed message along with your name and phone number so I can contact you as soon as possible. I look forward to meeting with you soon. Make it a GREAT day!”

Handouts to Send Your Leads

ashal615 — Mon, 10 Dec 2007 20:20:17 +0000

Since we’re always stressing how important it is to send your leads useful and valuable information when you’re following up, we decided to be nice and provide a few handouts that are great for sending to buyer leads and some that would work for seller leads as well.

Now you don’t have to write up your own! Just trying to help you in the never-ending quest for efficiency…

House Hunter’s Checklist

To Your Credit

Monthly Principal and Interest Rate Chart

Home Inspection Checklist

New Homeowner’s Tool Box

10 Reasons to Buy a New Home

What You Can Afford

What Is An APR?

Smaller Down Payments Help Qualify More Buyers

Most Commonly Used Terms/Abbreviations When Buying a Home

Professional Home Inspections

Have A Safer Home with Home Remedies

Home Warranties: More Protection for Buyers

House and Neighborhood Wish List

Keep Important Documents Safe

10 Top Lawn Care Tips

Making Home Improvements

Where Does All Your Money Go?

Evaluating Mortgage Options

On The Move…Make It Easier on Yourself!

Problem Solving for Problem Kitchens

Pros and Cons of Buying A Home

Remodeling: How Does It Affect Your Value?

Rent Accumulation Table

Tracking Your Spending Habits

Do You Want To Buy a Home?

What You Can Afford…

Affordability Analysis Worksheet

Is Your Home Ready For Sale?

Yearly Home Maintenance Checklist

Financial Planning For Your Future

Want to Know How Much House You Can Afford?

GetMyHomesValue.com Television and Radio Commercials

ashal615 — Fri, 30 Nov 2007 19:25:23 +0000

Television

A very popular way to increase the number of leads you get through GetMyHomesValue.com is to run our television and radio commercials in your local market.

You can download the Television Commercial by right clicking here. You will need to right click the link and save the file to your desktop.If your media player will not play the commercial, be sure to download the following codecs and install them on your machine:

Audio: http://downloads.sourceforge.net/ac3filter/ac3filter_1_46.exe
Video: http://www.free-codecs.com/download_soft.php?d=1803&s=69

Click the links above or copy and paste them into your web browser and follow the instructions. There is no cost associated with these codecs.

Radio

Another was to increase traffic to GetMyHomesValue.com in your local area and therefore increase the number of leads that you receive is by running radio commercials on local radio stations. You can download the radio commercial below:

12 second radio ad (Right click and save the file to your computer)