Reminding Client to Keep Your Team in Mind: Script #9

1 2004 Keller Williams Realty, Client to keep your Team in Mind: Script #9 Craig and Brenda Wilson , Tulsa, Oklahoma millionaire real estate Agents with Denise Wright and Beth Wasson Listing Coordinators Th e Wilson Home Team AGENT:Don t think of us just when buying or selling a home. Th ink of us as a resource center. If you need a roof or you need a plumber or an electrician, we have a list of professionals with great track records, to whom we feel comfortable referring an A-List Database: Script #1 John Dietz , Palm Harbor, Florida Listing Specialist Th e Gary and Nikki Team[Use this Script with people with whom you have built a rapport, and who would refer you on a regular basis. Or, if prospecting with a Client , once a property sells on one of your listing, call them fi ve days after the closing to fi nd out how things went.]AGENT:Let me ask you a question, Mr.

2 Seller. I ve really enjoyed working with you over the past two months. If you knew of somebody that was going to be buying or selling a home in the next 30 60 days, do you have an agent that you would refer them to?SELLER:No, I don :Let me ask you a question. Would you refer the _____ team to friends or family members who you knew were going to sell their home? :I m really glad to hear that. What I d like to do is set you up as a preferred Client with the _____ team, and what that means is we re going to be sending you an item of value every thirty days, and I m going to be staying in touch with you just to see if there s anything we can do for you. And the only thing we ask is that if you do know of anybody that s going to be buying or selling a home, if you could, Mr. Seller, give me a call with that person s name and phone number. I would greatly appreciate that. Would that be okay? :Excellent. Well, I ve really enjoyed working with you also, and I look forward to working with you again in the 2004 Keller Williams Realty, an A-List Database: Script #2 Rick and Teri Brenkus , Las Vegas, Nevada millionaire real estate AgentAGENT:I was just calling to verify that the information in our database is correct.

3 In addition, I want you to know that we re providing a referral service to all of our clients . Not only can you call when you know somebody wants to buy or sell a home, you can also call us if you re looking for a vendor. We want to be your one-stop resource if you ever have the need for painting, a handyman, pool service, landscaping, a housekeeper, etc. We ve got a list of vendors that we d like to share with you. Do you have any needs right now that we could help with by referring someone to you? As a past Client , if you do happen to call our vendors, please make sure that you mention our name. We have prenegotiated a special discount with these vendors if you mention the _____ :Oh, you guys are great! I ve given your card out a :We really appreciate that. In the future, would it be okay if you d call me with that person s name and phone number? What we ve found is that sometimes they ll lose our card and are too embarrassed to ask you for it again.

4 If you call us, we ll make sure that not only will we get in touch with them and off er them our top-notch service, but we ll update you to let you know how everything is going with their an A-List Database: Script #3 Paul Boudier, Roseville, California millionaire real estate Agent[Th is can be used during a Sign Call.]AGENT:If you had a friend, family member or neighbor in need of an agent, do you have an agent you would refer them to?PROSPECT:No, I don :We would like to become your real estate resource. I m going to go ahead and contact you every month. Would that be alright?PROSPECT:What will you contact me regarding?AGENT:We have a couple of diff erent sources we send out. For instance, we have a newsletter that includes tips on things like tax issues and homeowner maintenance. We ll be in contact with you on a consistent basis. Th at way, if you have a need or know of anybody who is thinking of moving, you ll keep us in :I d be glad 2004 Keller Williams Realty, an A-List Database: Script #4 Rudy Usic , Blue Bell, Pennsylvania Team LeaderAGENT:I am currently providing my friends and spheres with a free consulting service.

5 Let me explain by asking you a question. Would you see the value in knowing what eff ect the current real estate market has had on the market value of your home?PROSPECT:Yes I :Please give me your mailing address, email address, and phone number, and I ll be in touch with this an A-List Database: Script #5 Keller Williams University Skills and ScriptsAGENT:Hi, this is _____ with Keller Williams Realty. How s the family? How s the job? I m calling because I was in a seminar the other day and I learned an interesting statistic. I learned that for every person I know, that person will know fi ve people who want to buy or sell real estate this year. Can you believe that?Th at got me to thinking; why don t I put together a list of people I feel can help make me to be successful in this business. Would you be off ended if I put you on that list? :Great! When is your birthday? [Make note of the answer.]

6 ] When is your spouse s (name) birthday? [Make note of the answer.] PROSPECT:What will being on this list entail?AGENT:I ll be sending you some things in the mail and I would appreciate your feedback on the materials that I m sending. So, would it be okay to put your name on the list? 2004 Keller Williams Realty, Lead from ReferralInitiating Contact with a Warm Lead: Script #1 PJ Stratford , Tempe, Arizona Mega Agent Camp 2003 AGENT:Mary Sue suggested I call you. She said you re looking for a home and I d like to help. I m available at _____ and _____. Which time is best for you? 2004 Keller Williams Realty, Don t Know Anyone: Script #1 Monica Pottorff , Lake Travis, Texas Mega Agent Camp 2003[Use this Script with people you know really well.]AGENT:Can you think of one person who s buying or selling real estate right now?SELLER:No, no right :Th e National Association of Realtors [Canadian real estate Association] says that most people know fi ve people a year who are buying or selling real estate , so you ll probably know of someone in the near future.

7 I ll check back with you to get those referrals. If you don t know of someone then, we need to get you out more often.