Topic 5: Scripts and Dialogues - kendratoddgroup.com

1 Mega Buyer agent Skills Topic 5: Scripts and Dialogues MA PS GROUP COACHIN G WORK BOOK 2014 KE L L E R WI L L I A M S RE A L T Y INC. A L L R I G H T S R E S E R V E D-M A P S 1 Topic 5: Scripts and Dialogues Get Ready! Complete the questions on this page as a warm up to prepare for your coaching call. In what situations do you feel like you don t have the right thing to say? _____ _____ _____ What do you do if you want to change the way a conversation is going? _____ _____ _____ What do you do to make sure you cover everything that is important when you talk with a buyer? _____ _____ _____ Participate If there is anything you want to know about Scripts and Dialogues that is not included in this workbook, email or fax your questions to the coach at least three days prior to the scheduled coaching call.

2 We ll do our best to address your issues. Email: Fax: 512-532-6614 Phone: 512-327-3070 ask for KW MAPS Group Coaching Mega Buyer agent Skills Topic 5: Scripts and Dialogues MA PS GROUP COACHIN G WORK BOOK 2014 KE L L E R WI L L I A M S RE A L T Y INC. A L L R I G H T S R E S E R V E D-M A P S 2 Aha s from the Last Call _____ _____ _____ _____ _____ _____ _____ Introduction Objectives 1. Select and learn Scripts that are appropriate for your communication style and for your clients. 2. Use Scripts to work effectively with your buyers. a. Urgency b. Buyer Lead Follow Up c. Ad Calls and Sign Calls d. Qualification and Motivation e. Explain How You Work f. Consultation Questions g. Hot Buyer for Your Area h.

3 Deciding How Much to Offer on a House i. Ask for an Appointment j. Ask for a FSBO Appointment Mega Buyer agent Skills Topic 5: Scripts and Dialogues MA PS GROUP COACHIN G WORK BOOK 2014 KE L L E R WI L L I A M S RE A L T Y INC. A L L R I G H T S R E S E R V E D-M A P S 3 1. Selecting and Learning Scripts Most people shy away from Scripts , which is unfortunate, because Scripts are a powerful tool. Truth You are confident, professional, and focused when you have rehearsed what you are going to say. Selecting Scripts The key to using Scripts is to implement your own style. You can deliver the words your own way, changing emphasis and tonality, but the words remain the same. Speaking to Your Buyers Adapt your speaking style to match the behavioral style of your client.

4 Learning Scripts Chant the words as fast as you can, as often as you can. Laminate the Scripts . Put them in your shower and practice there (in addition to practicing other times). Tips Write down your questions and the things you want to say. Go three deep with your questions. Recap Top-producing agents practice and use Scripts . They are effective because they don t have to think about what they are going to say. In addition to knowing what they are going to say, they know how to deliver the message to any of the DISC profiles. _____ _____ _____ Mega Buyer agent Skills Topic 5: Scripts and Dialogues MA PS GROUP COACHIN G WORK BOOK 2014 KE L L E R WI L L I A M S RE A L T Y INC.

5 A L L R I G H T S R E S E R V E D-M A P S 4 2. Scripts Urgency Your Goal: Help the buyer find a home quickly. What You Do: Use current market conditions and interest rates to create a sense of urgency. Script for a Buyer s Market You: As you ve probably read in our papers and/or seen on television, our market is very slow right now, which means it s a buyer s market. Good for you! Now some buyers in the past have thought, I ll sit back and wait for sellers to come down in their price, or they have made ridiculously low offers. So, I m going to ask you to remember a few things. First, we want you to write an offer so that you own the home. Second, our multiple listing statistics are showing that sellers are still getting x% of their asking price.

6 Third, when a home has been on the market for quite awhile, for some reason, it just seems to heat up. So don t ever think that sitting back and waiting is going to make any difference to the seller, because he may get another offer tomorrow. Also, you want the best deal for yourself, don t you? Response We know the interest rates today. They have been increasing, and may go up tomorrow, which means you ll pay more. So when we find the right home, let s do the best for you, okay? Script for Seller s Market You: Right now we are in what is known as a seller s market. What that means is that sellers are getting their asking price or more [show multiple listing statistics]. It s common to go into a situation where there are multiple offers.

7 So, I need you to bring your checkbook each and every time we meet. If you like a home, you need to be prepared to write an offer right then so it doesn t get away from us. Let me ask you, if someone else got your perfect home tomorrow, how would you feel? Response That s why I need you to bring your checkbook. Mega Buyer agent Skills Topic 5: Scripts and Dialogues MA PS GROUP COACHIN G WORK BOOK 2014 KE L L E R WI L L I A M S RE A L T Y INC. A L L R I G H T S R E S E R V E D-M A P S 5 2. Scripts (continued) Urgency Script for Rising Interest Rates Use the mortgage/interest rate chart at the end of this workbook, or a similar chart, as a visual aid with the next script. We recommend laminating the chart to improve the appearance and also to allow you to write on it with a dry-erase marker, then wipe your marks off.

8 You ll also need a calculator if you want to be able to do your own calculations during a presentation. Arbitrary loan and interest numbers are used for demonstration purposes. You: How many times have interest rates gone up when the Feds have met? Response Every time. So now, interest rates are at ___ and we re looking at a _____ loan. See how simple that is? Your principal and interest payment is _____. Now, here s the interesting part. Since interest rates have been going up, they could very well be up another percent in six months. At ___ interest, that same home will cost you _____. That home would have to come down approximately $10,000 for you to have the same payment. Realistically, do you think the price is going to come down that much in the next six months?

9 In _____ prices _____ last year. So, by waiting, you ll be paying more for the house, more in interest, and you ll miss six months of tax benefits. your city went up 6% $100,000 $ 7% $ Mega Buyer agent Skills Topic 5: Scripts and Dialogues MA PS GROUP COACHIN G WORK BOOK 2014 KE L L E R WI L L I A M S RE A L T Y INC. A L L R I G H T S R E S E R V E D-M A P S 6 2. Scripts (continued) Buyer Lead Follow Up Your Goal: Turn a prospect into a client. Script for a Buyer Lead You Haven t Spoken With in Awhile: Still Not Ready You: Are you still in the market to buy a home? Buyer: No. We ve decided to stay where we are. You: If you were to buy, what type of home would you be looking for?

10 What You Do: Put them on a Buyer Instant Notification System. Script for a Buyer Lead You Haven t Spoken With in Awhile: Now They re Ready You: Are you still in the market to buy a home? Buyer: Yes. In fact we were just talking about it last night. You: Great! Let s get together now, or would _____ be better for me to show you some homes that I feel would meet your needs? tomorrow Mega Buyer agent Skills Topic 5: Scripts and Dialogues MA PS GROUP COACHIN G WORK BOOK 2014 KE L L E R WI L L I A M S RE A L T Y INC. A L L R I G H T S R E S E R V E D-M A P S 7 2. Scripts (continued) Ad Calls and Sign Calls Your Goals: Get a valid name and phone number. Set a consultation appointment. Script to Get a Buyer s Name and Phone Number Use this script when someone else answers the phone.