dialog outline
BORINO’S Confident Communication 30 Days to Dialog Mastery
© Borino Productions
New Expired - First Contact • • • • • •
Not the first one Relisted If we could What was the plan What happened? Let’s do this
Old Expired - First Contact • • • • • •
Still getting calls Relisted If we could What was the plan What happened? Let’s do this
FSBO - First Contact • • • • • •
Not another agent trying to list your house You can relax and smile now My name - what is yours? May I ask a couple of questions about the house? Condition on scale 1-5 Your opinion
FSBO - First Contact •
If I could bring you a qualified motivated buyer, would you be willing to work with me?
•
Obviously, I need to take a quick look first. Will you have 10 minutes this afternoon?
•
List of the best free sites? Should I bring it?
FSBO - Why Am I Here • • • • •
Help you sell your house Help my clients Help your buyers Everybody wins If it doesn’t work out, I would like to apply for the job
Power Questions • • • • • •
Tell me, why sell and move NOW? What is your favorite part of the house? Can you show me why buyers will like this house? What will buyers like the most? How long has it been for sale? How are your neighbors?
Power Questions • • • • • •
What do you think? Have you ever sold a house before? Are you enjoying it? What’s the reason you’ve decided to sell on your own? Have you had any good offers? Are most of the calls from agents trying to list the house?
Power Questions • • • • •
Have you found another home yet? Where? Are you a little nervous? What makes you nervous? What will be the hardest thing about the house to let go? What would you like to have in your new house that you don't already have here?
Power Questions •
We all move because life will be better, hopefully, somewhere else. What is it for you?
• • •
What excites you about your new home the most? What's the best part about living somewhere else? What is the most exciting part of the move?
FSBO - The Truth • • • • • •
Why not go with a good agent like most sellers? I admire that.You have guts! Good for you. How much more time are you going to give it? What’s the hardest part about selling on your own? What if the house doesn’t sell? Do you have a plan B?
FSBO - The Alternative ★
The Seller Advantage PLUS Program
★
You save the commission if you sell it
★
I only get paid if we sell it and close
★
Easy Exit
FSBO - Setup For Follow Up ★
Complete marketing plan I use to get my listings sold
★
How to get great turn out at your next open house
★
I will keep in touch and we’ll help each other out
★
Do you have professional photos I can send to my buyers?
★
What’s your email?
FSBO - Appointment •
You’ve been selling for over 60 days
•
Most listings are sold by now
•
What is plan B?
•
If there was a chance you could put more cash in your pocket and sell quickly with an agent, would you consider it?
Follow Up • • • • •
Quick call because... Feel, felt, found It’s not going to be easier in spring Wouldn’t you feel better, even relieved if all this was behind you? Why don’t we do this....
Follow Up • • • •
What is the most a qualified buyer will be willing to pay How long will it realistically take How much cash you’ll put in your pocket I want to make sure I don’t drop the ball on my end
Objections • • • • • •
It’s confusing Maybe you’re better off here I’m picky - I have two simple rules Maybe you’re better off here What concerns you the most? Magic wand - What would be the perfect outcome?
THIS MATERIAL IS (C) BORINO PRODUCTIONS. REPRODUCTION OF ANY PART OF THIS MATERIAL BEYOND PERMISSION BY SECTION 107,108 OF THE 1976 UNITED STATES COPYRIGHT ACT WITHOUT AUTHOR’S LICENSE AND AUTHORIZATION IS UNLAWFUL. RESALE OF ANY MATERIALS, WHETHER IN MACHINE READABLE, OTHER ELECTRONIC OR ANY OTHER FORM, IS PROHIBITED. THIS PRESENTATION IS FOR EDUCATIONAL AND INFORMATION PURPOSES ONLY. YOU ARE STRONGLY ADVISED TO CONSULT AN ATTORNEY, A BROKER, STATE OR NATIONAL ASSOCIATION OF REALTORS, AN ACCOUNTANT, A TAX ADVISOR, OR OTHER PROFESSIONAL BEFORE USING THIS INFORMATION. ALWAYS CHECK AND COMPLY WITH YOUR LOCAL, STATE, AND FEDERAL LAWS AND REGULATIONS GOVERNING THE SUBJECT MATTER. EACH INDIVIDUAL IS DIFFERENT. THERE ARE NO GUARANTEES EXPRESSED OR IMPLIED THAT THIS MATERIAL WILL PRODUCE POSITIVE RESULTS. THE AUTHOR CANNOT BE RESPONSIBLE FOR ANY SUCCESS OR FAILURE THAT YOU OR YOUR BUSINESS MAY EXPERIENCE AS A RESULT. ANY BUSINESS ENDEAVOR ENCOMPASSES RISK. YOU FREELY AND AT YOUR OWN RISK IMPLEMENT ANY AND ALL METHODS DESCRIBED HERE, AND AGREE TO DO SO WITH COMMON SENSE AND SKILL.YOU WILL NOT HOLD THE AUTHOR ACCOUNTABLE IN ANY WAY FOR ANY NEGATIVE OUTCOME OF YOUR ACTIONS. OUTCOME OF YOUR ENDEAVORS DEPENDS ON YOUR SKILLS, ABILITIES, APPROACH, AND BELIEFS, AS WELL AS THE ECONOMY AND MARKET CONDITIONS, AND WILL VARY FROM THE EXAMPLES USED. FOR COMPLETE TERMS AND CONDITIONS INCLUDING OUR RETURN POLICY, PLEASE VISIT OUR WEBSITE: WWW.LISTINGUNIVERSITY.COM
© Borino Productions
New Expired - First Contact • • • • • •
Not the first one Relisted If we could What was the plan What happened? Let’s do this
Old Expired - First Contact • • • • • •
Still getting calls Relisted If we could What was the plan What happened? Let’s do this
FSBO - First Contact • • • • • •
Not another agent trying to list your house You can relax and smile now My name - what is yours? May I ask a couple of questions about the house? Condition on scale 1-5 Your opinion
FSBO - First Contact •
If I could bring you a qualified motivated buyer, would you be willing to work with me?
•
Obviously, I need to take a quick look first. Will you have 10 minutes this afternoon?
•
List of the best free sites? Should I bring it?
FSBO - Why Am I Here • • • • •
Help you sell your house Help my clients Help your buyers Everybody wins If it doesn’t work out, I would like to apply for the job
Power Questions • • • • • •
Tell me, why sell and move NOW? What is your favorite part of the house? Can you show me why buyers will like this house? What will buyers like the most? How long has it been for sale? How are your neighbors?
Power Questions • • • • • •
What do you think? Have you ever sold a house before? Are you enjoying it? What’s the reason you’ve decided to sell on your own? Have you had any good offers? Are most of the calls from agents trying to list the house?
Power Questions • • • • •
Have you found another home yet? Where? Are you a little nervous? What makes you nervous? What will be the hardest thing about the house to let go? What would you like to have in your new house that you don't already have here?
Power Questions •
We all move because life will be better, hopefully, somewhere else. What is it for you?
• • •
What excites you about your new home the most? What's the best part about living somewhere else? What is the most exciting part of the move?
FSBO - The Truth • • • • • •
Why not go with a good agent like most sellers? I admire that.You have guts! Good for you. How much more time are you going to give it? What’s the hardest part about selling on your own? What if the house doesn’t sell? Do you have a plan B?
FSBO - The Alternative ★
The Seller Advantage PLUS Program
★
You save the commission if you sell it
★
I only get paid if we sell it and close
★
Easy Exit
FSBO - Setup For Follow Up ★
Complete marketing plan I use to get my listings sold
★
How to get great turn out at your next open house
★
I will keep in touch and we’ll help each other out
★
Do you have professional photos I can send to my buyers?
★
What’s your email?
FSBO - Appointment •
You’ve been selling for over 60 days
•
Most listings are sold by now
•
What is plan B?
•
If there was a chance you could put more cash in your pocket and sell quickly with an agent, would you consider it?
Follow Up • • • • •
Quick call because... Feel, felt, found It’s not going to be easier in spring Wouldn’t you feel better, even relieved if all this was behind you? Why don’t we do this....
Follow Up • • • •
What is the most a qualified buyer will be willing to pay How long will it realistically take How much cash you’ll put in your pocket I want to make sure I don’t drop the ball on my end
Objections • • • • • •
It’s confusing Maybe you’re better off here I’m picky - I have two simple rules Maybe you’re better off here What concerns you the most? Magic wand - What would be the perfect outcome?
THIS MATERIAL IS (C) BORINO PRODUCTIONS. REPRODUCTION OF ANY PART OF THIS MATERIAL BEYOND PERMISSION BY SECTION 107,108 OF THE 1976 UNITED STATES COPYRIGHT ACT WITHOUT AUTHOR’S LICENSE AND AUTHORIZATION IS UNLAWFUL. RESALE OF ANY MATERIALS, WHETHER IN MACHINE READABLE, OTHER ELECTRONIC OR ANY OTHER FORM, IS PROHIBITED. THIS PRESENTATION IS FOR EDUCATIONAL AND INFORMATION PURPOSES ONLY. YOU ARE STRONGLY ADVISED TO CONSULT AN ATTORNEY, A BROKER, STATE OR NATIONAL ASSOCIATION OF REALTORS, AN ACCOUNTANT, A TAX ADVISOR, OR OTHER PROFESSIONAL BEFORE USING THIS INFORMATION. ALWAYS CHECK AND COMPLY WITH YOUR LOCAL, STATE, AND FEDERAL LAWS AND REGULATIONS GOVERNING THE SUBJECT MATTER. EACH INDIVIDUAL IS DIFFERENT. THERE ARE NO GUARANTEES EXPRESSED OR IMPLIED THAT THIS MATERIAL WILL PRODUCE POSITIVE RESULTS. THE AUTHOR CANNOT BE RESPONSIBLE FOR ANY SUCCESS OR FAILURE THAT YOU OR YOUR BUSINESS MAY EXPERIENCE AS A RESULT. ANY BUSINESS ENDEAVOR ENCOMPASSES RISK. YOU FREELY AND AT YOUR OWN RISK IMPLEMENT ANY AND ALL METHODS DESCRIBED HERE, AND AGREE TO DO SO WITH COMMON SENSE AND SKILL.YOU WILL NOT HOLD THE AUTHOR ACCOUNTABLE IN ANY WAY FOR ANY NEGATIVE OUTCOME OF YOUR ACTIONS. OUTCOME OF YOUR ENDEAVORS DEPENDS ON YOUR SKILLS, ABILITIES, APPROACH, AND BELIEFS, AS WELL AS THE ECONOMY AND MARKET CONDITIONS, AND WILL VARY FROM THE EXAMPLES USED. FOR COMPLETE TERMS AND CONDITIONS INCLUDING OUR RETURN POLICY, PLEASE VISIT OUR WEBSITE: WWW.LISTINGUNIVERSITY.COM
