Phone Script For Setting Preview Appointments
Phone Script For Setting Preview Appointments The first thing you need to do is get one of the owners on the phone. In most cases if there are two owners then a husband and wife will own the home together. Use one of the following lines below to ask for the owner and make sure you are talking with them.
Hi, I'm calling about the home that was for sale... Is {Owner-First-Name} or {Owner-First-Name} available? Hi, I'm calling about the home that was for sale... Is this the owner? Hi, I'm calling about the home that was for sale... Is this {Owner-First-Name}? After you are talking with one of the owners you need to proceed with the rest of the script and do your best to setup a buyer preview appointment so you can go out and preview their home. Continue with the rest of the script below. Variation #1:
Hey, my name is _____ with your realty company, and I'm calling because I am working with several buyers right now and I was wondering if I could stop by and see if your home would work for one of my buyers? Variation #2:
Hey, my name is _____ with your realty company, and I'm calling because I am working with several buyers right now and I was wondering if you would willing to pay a buyer commission if I brought you a buyer that ended up buying your home? If the owner says "no" to this question then get off the phone with them by saying something like "that's all I wanted to know. Thanks a lot. Bye" ...because if they say no to this then they are not someone you want to schedule a preview appointment with because they aren't motivated enough. However if the owner says "yes" to this question then proceed with the rest of the script. Variation #2 Continued:
That's good to hear. In that case would it be okay if I stopped by to preview your home to see if it would work for one of my buyers? If they say they don't mind (more or less if they say "yes") then continue with the script below. However if they give you an objection do your best to answer it and move onto setting up an appointment.
Great! Can I stop by today at time of day or tomorrow at time of day, what's better for you? After you have set the time to go on the appointment you need to make sure both the husband and wife are going to be there when you go out to preview their home. Below is a script you can use to make sure both will be there. This is a very important step.
Fantastic! Do you own your home by yourself or with someone else? If they own do NOT own the home with anyone else please skip the next section. However if they do own the home with a spouse, partner, or someone else continue with...
Before I go... I have found that selling homes is a lot more than just bricks and mortar, it's about personalities and you have your outlook on the house... will your husband/wife be there so I can get his/her outlook on the house as well? If they say "no, the husband/wife won't be there" then try to set a time for the appointment so both husband and wife can be there. You could continue with this script to change the time: Would it work for your husband/wife to be there I stopped by at time of day instead? If they say "yes" then say something like: Okay then lets plan on that. If they say "no" then say something like: "No problem... when would be a good time for your husband/wife to be there then?" ...if you are willing to work at the time the husband/wife names then set the appointment for then. That would be great. I'm looking forward to seeing you at your house today/tomorrow at time of day.
Before you end the call you need to confirm that you have the homeowner(s) first and last name, get their property address, make sure you have their best phone number, and make sure their home is no longer listed with another agent.
One last thing... I want to confirm that I have all of your information correct before I come over.. o
Your address is (say their address), right? Or say this if you don't have their address...
What is your address? o
Your name is (say their full name), right? If you don't know how to spell it or you don't have the spelling of their name in the lead spreadsheet then ask them... Can you spell your first/last name please? Your husband's/wife's name is (say their spouse first name), right?
o o
Is this phone number the best number to reach you at? Your home is not currently listed with a real estate agent, right? If they say it is and you are calling an expired listing lead then ask them this...
The MLS showed that your listing contract with your last agent expired. Did you relist it? If they say they did relisted their home ask them...
Did you relist it with the same agent or someone else? If they relisted their home or it is in fact still listed then say...
I'm sorry I thought your home was not listed with an agent. Since it is let's just cancel the appointment for now and I can contact your agent to set this up... sorry about that.
Below are some common objections that you will get. Plus what type of responses work the best to get past them... Objection: "Do you have a buyer?" Answer: I would be giving you the "run around" if I told you I had the exact buyer ready to buy your home WITHOUT even looking at it. That's like buying a car without test driving it. That's why I just want to preview your home to see if I can "Help You" get it sold. Would that be okay? Objection: "Did you show my home while it was on the market?" Answer: With MORE homes on the market today than EVER before in HISTORY it's impossible for me to keep track of every home I showed. Also I have been in so many homes in the past 6 months that it's sometimes hard to keep them all fresh in our mind. That's why I want to stop in and preview your home... Would today work? Objection: "My home has been on the market for 6 months. Why didn't you show/preview it then?" Answer: That's a great question... I focus my efforts on my own listings, which is why I (or you could say "my office has" if you haven't sold that many homes recently) have sold so many homes in the past 6 months. There is so much inventory on the market that I focus on homes I have listed or am familiar with. That's why I want to stop by to preview your home. So would this afternoon work for me to stop by or would tomorrow afternoon be better? Objection: "Do you just want to list my home? Is that why you want to stop by and see it?" Answer: Great question... When I stop by my goal is to see if your home will work for one of the buyers I am working with. If it's not something that will work with someone I'm working with at least I will know enough about it to be able to tell the next buyer I work with who is looking for your exact home. However I won't know who it will work for until I have a chance to see it. So when will be a good time for me to stop by and take a look at it?
Hi, I'm calling about the home that was for sale... Is {Owner-First-Name} or {Owner-First-Name} available? Hi, I'm calling about the home that was for sale... Is this the owner? Hi, I'm calling about the home that was for sale... Is this {Owner-First-Name}? After you are talking with one of the owners you need to proceed with the rest of the script and do your best to setup a buyer preview appointment so you can go out and preview their home. Continue with the rest of the script below. Variation #1:
Hey, my name is _____ with your realty company, and I'm calling because I am working with several buyers right now and I was wondering if I could stop by and see if your home would work for one of my buyers? Variation #2:
Hey, my name is _____ with your realty company, and I'm calling because I am working with several buyers right now and I was wondering if you would willing to pay a buyer commission if I brought you a buyer that ended up buying your home? If the owner says "no" to this question then get off the phone with them by saying something like "that's all I wanted to know. Thanks a lot. Bye" ...because if they say no to this then they are not someone you want to schedule a preview appointment with because they aren't motivated enough. However if the owner says "yes" to this question then proceed with the rest of the script. Variation #2 Continued:
That's good to hear. In that case would it be okay if I stopped by to preview your home to see if it would work for one of my buyers? If they say they don't mind (more or less if they say "yes") then continue with the script below. However if they give you an objection do your best to answer it and move onto setting up an appointment.
Great! Can I stop by today at time of day or tomorrow at time of day, what's better for you? After you have set the time to go on the appointment you need to make sure both the husband and wife are going to be there when you go out to preview their home. Below is a script you can use to make sure both will be there. This is a very important step.
Fantastic! Do you own your home by yourself or with someone else? If they own do NOT own the home with anyone else please skip the next section. However if they do own the home with a spouse, partner, or someone else continue with...
Before I go... I have found that selling homes is a lot more than just bricks and mortar, it's about personalities and you have your outlook on the house... will your husband/wife be there so I can get his/her outlook on the house as well? If they say "no, the husband/wife won't be there" then try to set a time for the appointment so both husband and wife can be there. You could continue with this script to change the time: Would it work for your husband/wife to be there I stopped by at time of day instead? If they say "yes" then say something like: Okay then lets plan on that. If they say "no" then say something like: "No problem... when would be a good time for your husband/wife to be there then?" ...if you are willing to work at the time the husband/wife names then set the appointment for then. That would be great. I'm looking forward to seeing you at your house today/tomorrow at time of day.
Before you end the call you need to confirm that you have the homeowner(s) first and last name, get their property address, make sure you have their best phone number, and make sure their home is no longer listed with another agent.
One last thing... I want to confirm that I have all of your information correct before I come over.. o
Your address is (say their address), right? Or say this if you don't have their address...
What is your address? o
Your name is (say their full name), right? If you don't know how to spell it or you don't have the spelling of their name in the lead spreadsheet then ask them... Can you spell your first/last name please? Your husband's/wife's name is (say their spouse first name), right?
o o
Is this phone number the best number to reach you at? Your home is not currently listed with a real estate agent, right? If they say it is and you are calling an expired listing lead then ask them this...
The MLS showed that your listing contract with your last agent expired. Did you relist it? If they say they did relisted their home ask them...
Did you relist it with the same agent or someone else? If they relisted their home or it is in fact still listed then say...
I'm sorry I thought your home was not listed with an agent. Since it is let's just cancel the appointment for now and I can contact your agent to set this up... sorry about that.
Below are some common objections that you will get. Plus what type of responses work the best to get past them... Objection: "Do you have a buyer?" Answer: I would be giving you the "run around" if I told you I had the exact buyer ready to buy your home WITHOUT even looking at it. That's like buying a car without test driving it. That's why I just want to preview your home to see if I can "Help You" get it sold. Would that be okay? Objection: "Did you show my home while it was on the market?" Answer: With MORE homes on the market today than EVER before in HISTORY it's impossible for me to keep track of every home I showed. Also I have been in so many homes in the past 6 months that it's sometimes hard to keep them all fresh in our mind. That's why I want to stop in and preview your home... Would today work? Objection: "My home has been on the market for 6 months. Why didn't you show/preview it then?" Answer: That's a great question... I focus my efforts on my own listings, which is why I (or you could say "my office has" if you haven't sold that many homes recently) have sold so many homes in the past 6 months. There is so much inventory on the market that I focus on homes I have listed or am familiar with. That's why I want to stop by to preview your home. So would this afternoon work for me to stop by or would tomorrow afternoon be better? Objection: "Do you just want to list my home? Is that why you want to stop by and see it?" Answer: Great question... When I stop by my goal is to see if your home will work for one of the buyers I am working with. If it's not something that will work with someone I'm working with at least I will know enough about it to be able to tell the next buyer I work with who is looking for your exact home. However I won't know who it will work for until I have a chance to see it. So when will be a good time for me to stop by and take a look at it?
