3.0 Incoming Lead
3.1 CONTEXT
The purpose of this script is to qualify and speak to the buyer and try to set up showings for new listings/office’s listings. These leads have connected with us through Zillow and normally want an appointment for the listing they have contacted us for. You want to try and make the appointment but also qualify them to see if you would like to continue working with them.
3.2 MAIN POINTS
WHAT IS THE BUYER LOOKING FOR?
Neighborhoods, property type, price range, any additional requirements
IS THIS A HOT BUYER?
Why are they looking to buy?
Do they need to sell to buy?
Are they preapproved by bank or do they have cash?
If not preapproved recommend one of our preferred mortgage lenders
BUILD RAPPORT & TRUST
FORD – Family, occupation, recreation, dream
LPMAMA
Location – Which neighbourhood are they looking in?
Price – What is the price range?
Motivation – How motivated are they to buy a home?
Agent – Did they sign a buyer agency agreement with another Agent?
Mortgage – Paying cash or will they need a mortgage?
Appointment – Close for the appointment!
3.3 APPOINTMENT SETTING DIALOGUE
Agent: Hi this is [NAME] with RE/MAX Edge. You reached out to us regarding ___________ (property type) in Brooklyn. Are you available Thursday or Saturday to see the house?
Buyer: Thursday is better.
Agent: Sure. I will check with the seller to verify a time and get back to you. Were there any other properties that you saw that you’d like me to help you make an appointment to view?
Buyer: Well actually there is another one on 123 Main Street.
Agent: Wonderful, perhaps they will be available to show on Thursday as well. I will reach out to the sellers side.
Buyer: Great thank you so much!
(Start Qualifying)...................................... (Ask Questions)
Agent: Of course. So tell me did you just start your search or have you been looking for a while?
Agent: Have you made any offers on any properties yet? How did that go?