SCRIPTS AND DIALOGUE (Most of the script will work for text and call)
ASKING FOR REFERAL/TALKING TO AN INFLUENCER;
(intro)
Hi... this is _______ (name) with _______ (company). I hope you and your family are well. Do
you have a quick minute for me? Thank you!
(Main message)
1. I was wondering if I could help you with any real estate questions you might have. Great!
2. As you know...I want to be your resource for everything real estate related. Please call me if
you ever have questions.. okay? Terrific!
Direct messaging
______ (name)...my business is based on referrals from great clients (friends, people) like you.
So... before I let you go...Who do you know that needs to buy or sell a home now or in the near
future? Excellent!
1. Can you think of anyone from your office, neighborhood, family or church? Super!
2. I appreciate your help and if anyone should come to mind please don't hesitate to call
me! Thank You!
(This dialogue is meant to be used somewhat loosely. You will be calling your database four to
six times per year, alter the dialogue when necessary).
NOTE: ALWAYS SMILE AND BE ENTHUSIASTIC
1. What is your main reason for wanting to invest right now.
2. Would you like to rent the place or live in it.
3. How long have you been looking? (Probe)
4. What's most important to you in buying a new property you are investing in?
5. Have you narrowed your focus to a specific community?
6. What's important to you about the location/community you want to get a property in?
7. Who has been helping you with your home search? (x) Good for you!
8. Who else is involved in the decision to make this investment?
9. What do you think will be his/her/their biggest concern?
10. What are some of the reasons for making a move?
11. And how is that important to you?
12. So.....let's recap...you want to buy a home with ____, ____ and ____. And you also want a
home with ____, ____ and ____. Did I miss anything? (This is where you feed their values back
to them).
13. What price range are you looking in? (Probe)
14. What's your timing...how soon would you like to make this investment (Probe)
15. What's your plan "B" . in case this doesn't work out?
16. I've asked you so many questions... do you have any questions for me?
DIALOGUE FOR LEAD FOLLOW-UP AND UNIVERSAL PRE-QUALIFIER
1. Hi (name) it's (name) with (company)... how are you today? We spoke (time frame or
location or introduction) about your desire to (buy/sell/invest)... and... I’m following up
as promised... to schedule a time to meet with you... do you have your calender handy?
Are mornings, afternoons or early evenings better for you? How about (date) and
(time)?
2. Hi (name)... it's (name) at (company)... I've been thinking about you and your desire to
(action they want to take)... I've been doing some research... and would like to schedule
a time to meet to (show you what I've found/see your home/discuss the next steps)…
and I was wondering... what would be the best time to get together?
FOLLOW UP ROUTINE
DAY 1:
- call within 15 minutes of inquiry
- Text immediately After the call.
- Send email immediately after inquiry is made (The video) and possibly automatic
messages.
DAY 2:
-Call " Hi Customer’s name you contacted us to make enquiry about a property in ______, I
am following up to check if you received all the information you wanted, or if you have
further questions for me.
I'm here to answer all of your questions just call or text and I’m here.
-Text: same script.
Further follow up
"Hi Customer's name I tried to reach you this morning, I want to make sure you get your
questions answered, can you call me at phone number.
DAY 3
-Text a video that explains something.
ONCE EVERY TUESDAY
-Call
-Text
-Email
Every lead in the past 30 days
ONCE EVERY SECOND WEEK (TUESDAYS AND WEDNESDAYS)
Call, Text and email all your leads ever (especially the leads you follow up with every 90
days that aren't interested in yet).
NOTE; YOU CANNOT OVER CALL OR OVER TEXT A CLIENT, THEY WANT YOU TO FOLLOW UP
THEY CAN GET A GOOD PROPERTY INVESTMENT.
