Buyer Efficiency Scripts Amp Workbook-Books Pdf

BUYER EFFICIENCY SCRIPTS amp WORKBOOK
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STANDARDS FOR THE BUYERS YOU WORK WITH,Standards For The Buyers You Work With. 1 Work only with AAA buyers sellers who have sold and need to buy past clients. and sphere of influence direct referrals, 2 Work only with buyers who have to buy now high level of motivation. 3 Work only with buyers who are pre qualified pre approved. 4 Work only with buyers who are receptive and cooperative. 5 Work only with buyers who are realistic in their expectations. 6 Work only with buyers who are shopping in the area you service. 7 Work only with buyers who are willing to commit to work with you exclusively. Examine your existing leads,Do they meet these standards. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. PROSPECTING FOR BUYERS,Prospecting For Buyers, There are more people you don t know than people you know call some of. them Mike Ferry, 1 Past Clients and Sphere of Influence SOI they know you they like you they.
2 Sign Ad calls and 1 800 captured numbers, 3 Tenants who occupy houses that are currently listed for sale they have to. move anyway, 4 Just Listed Just Sold Calling or Knocking Hot Buyer For Your Area. 5 Open houses,6 Home buyer seminars,7 Buyer referrals from other agents. 8 Social groups charities community functions,9 Relocation accounts. 10 Internet, 11 Ask existing buyers who are actively shopping or pending for referrals from.
their friends and family,12 Ask vendors and affiliates for referrals. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. HOW TO ROLE PLAY EFFECTIVELY HOW TO LEARN SCRIPTS,How To Role Play Effectively. How To Learn Scripts,How to Role Play Effectively,1 Stand up while role playing. 2 Always smile smile smile,3 Be enthusiastic,4 Arms in ready position. 5 Positive role play manner,6 Follow scripts verbatim.
How to Learn Scripts,1 Read out loud as fast as you can. 2 Chant as a group line by line,3 Body and tonality movement. 4 Role play with instructor as a group,5 Role play with a partner. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. MFO HOT BUYER FOR YOUR AREA SCRIPT,MFO Hot Buyer for Your Area Script. Hi my name is with, I m working with a buyer who is interested in buying a home like yours and I was.
wondering who do you know in your neighborhood whose been thinking about. moving x Terrific, 1 What would be the best way for me to contact them regarding the purchase of. this home phone fax or email,2 May I use your name when I give them a call. 3 And their name and number is, 4 Would you like me to follow up with you to let you know what happens. I really appreciate you taking the time to think about it tell me. 5 When do you plan on moving Never Terrific, 6 How long have you lived at this address 10 years Great. 7 Where did you move from LA Good for you, 8 How did you happen to pick this area Job Transfer Excellent.
9 If you were to move where would you go next Back to LA That s exciting. 10 And when would that be 3 months Fantastic, 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. MFO HOT BUYER FOR YOUR AREA SCRIPT, 11 Obviously you realize it could take 1 3 months in this market to get a home. sold did you know that No Terrific, 12 So my question is do you have to be sold in 1 month or do you want to. start selling at that time sold Wonderful, 13 Fortunately to get you one step closer to LA all we need to do now is. simply set an appointment so I can help you get what you want in the time. you want won t that be great Fantastic, 14 Which would be better for you Monday or Tuesday at 4 00 p m.
2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. JUST LISTED SCRIPT,Just Listed Script,Hi my name is with I. my company just listed a home for sale over on,it has bedrooms and baths and. it s listed at 299 900, And I was wondering whom do you know that would like to move into our area No. one Fantastic,If the prospect knows someone, 1 Great what would be the best way for me to contact them regarding the purchase. of this home phone fax or email Great,2 May I use your name when I give them a call.
3 And their name and number is, 4 Would you like me to follow up with you to let you know what happens. I appreciate you taking the time to think about it tell me. 1 When do you plan on moving Never Terrific, 2 How long have you lived at this address 10 years Great. 3 Where did you move from LA Good for you, 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. JUST LISTED SCRIPT, 4 How did you happen to pick this area Job Transfer Excellent. 5 If you were to move where would you go next Back to LA That s exciting. 6 And when would that be 3 months Fantastic, 7 Obviously you realize it could take 1 3 months in this market to get a home.
sold did you know that No Terrific, 8 So my question is do you have to be sold in 1 month or do you want to. start selling at that time sold Wonderful, 9 Fortunately to get you one step closer to LA all we need to do now is simply. set an appointment so I can help you get what you want in the time you want. won t that be great Fantastic, 10 Which would be better for you Monday or Tuesday at 4 00 p m. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. MFO THE REFERRAL BUYER SCRIPT,MFO The Referral Buyer Script. Hi my name is with and I was speaking, with name about a few properties we have for sale and they.
mentioned to me that you were interested in buying a home is that correct Great. 1 How long have you been looking x Wonderful, 2 How soon do you have to be moved into your new home x Good for you. 3 Name will you need to sell an existing home to buy the next one x Terrific. 4 Have you seen any homes you are interested in x Great. 5 Are you working with any other agents Interesting Perfect. 6 Describe the home you would like to buy bedrooms baths square footage etc. 7 What price range are you in x Perfect, 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. MFO THE REFERRAL BUYER SCRIPT, 8 How much of a down payment are you working with x Excellent. 9 Have you met with a mortgage broker x Great, 10 Tell me why did you decide to buy a home x Good for you Ouch. 11 I d love to help you buy a home are you aware it could take 1 2 months in. this market to buy a home and move in x Great, 12 So my question is do you have to be in your new home in time or do you.
want to start the process then x Wonderful, 13 Fortunately to get you one step closer to location all we need to do now. simply set an appointment so I can help you get what you want in the. time you want won t that be great, 14 What would be the best time for us to get together and start the process. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. 10 THE CENTER OF INFLUENCE OR PAST CLIENT SCRIPT,The Center of Influence. Or Past Client Script,You are calling people you know. 1 Hi this is This is a business call do you have a. minute for me, 2 Who do you know that would like to buy or sell real estate in the next 7 10.
3 Can you think of anyone in your church group family neighborhood or office. that may need my services at this time x Great,4 Would you mind if I gave them a call. 5 By the way when do you plan on moving x Terrific. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. 11 VENDOR AFFILIATE PROSPECTING SCRIPT,Vendor Affiliate Prospecting Script. This is from, The reason for my call today is to discuss with you how we can help each other grow. our businesses Do you have a minute Great, You know we are both in a business where we need new customers daily to survive I. know that I have referred you business in the past but am sure I can do even more if I. I need however to ask you to do the same for me Would you be willing to work hard. also to refer me at least one customer per month,I work with many agents and they would get mad.
2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. 12 VENDOR AFFILIATE PROSPECTING SCRIPT, I can appreciate that and yet I am not asking for all of your referrals only one per. month fair enough Terrific, Let s start today who do you know that might need to buy or sell in the next 7 10 days. What about someone at church your office your kid s school. Thanks for thinking about it I will send you a few of my cards please send me a few. of yours I will call you the first of each month just to remind us to keep working on this. Will you please call me as soon as you know of someone I should contact Excellent. Note Set a reminder to call them the first Monday of each month after 90 days if you. have not received a referral maybe you need a new vendor. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. 13 TENANT OCCUPIED PROSPECTING SCRIPT,Tenant Occupied Prospecting Script. Hi my name is from,I know that the house you are renting on. is up for sale obviously you will need to move soon. I was wondering when do you plan on buying a home of your own You re not. 1 Tell me how long have you lived at this address 5 years Terrific. 2 If you were to buy in the future where would you like to live Same area. 3 Were you aware that with today s low interest rates combined with the mortgage. interest deduction you could possibly buy for about what you are paying currently. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company. 14 TENANT OCCUPIED PROSPECTING SCRIPT, 4 Would you like to speak to a lender who specializes in assisting buyers in your.
situation When can I have them call you, 5 Can you tell me a little bit about what you would like to buy. 6 How much of your savings would you want to invest. 7 Are there any credit issues or challenges you might need help cleaning up. 8 Is there anything that would stop you from buying a home Perfect. 9 Are you at all interested in purchasing the property you are living in. 10 Have you been out looking at property at all,11 Are you currently working with an agent. 12 Let s get together at my office either today at or tomorrow at. to get the process started which one would be better. 2007 THE MIKE FERRY ORGANIZATION l North America s Leading Real Estate Coaching and Training Company.


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