3. "I am Totally Committed to my Success"
Thank you for calling Century 21. How may I help you? (I am calling about a home at 123 Happy St)
Oh yes! That must be a great home… we have gotten a lot of calls on it today.
When would you like to see it? (I just have a question about it.)
Ok. Let me pull it up on the computer. Can I get your name and number in case we are cut off? Thanks!
I am pulling the info up now…
How long have you been looking for a home?
How many homes have you looked at?
What methods are you using to find the homes.
Are you working with a realtor?
Are you renting or buying your home?
Alright! I have the info pulled up. It really is a great looking house!! What would you like to know? (How much is it?)
It’s _____... is that in your price range? (yes)
Great! We should go see it before it is gone!! I can arrange my schedule to meet with you today around 3 or 4. Which one is better for you?
(4 is best)
Awesome! I will schedule this one and a couple of more in the neighborhood like it.
I will call you back once I confirm the showings.
BY THE WAY… are you PAYING CASH or will you NEED FINANCING?
(Financing)
No Problem! I will get someone to call you and take care of that before 4pm.
I will call you back with the scheduling info.
(c) Tankersley Training Inc
4. "I am Totally Committed to my Success"
SPEED + TENACITY + SCRIPT = HIGHEST CONVERSION RATE POSSIBLE
____________________________________________________________________________
Contact IMMEDIATELY!!! SET APPOINTMENT!!
Call 6 TIMES
Call on MINUTE ONE, MINUTE 10, MINUTE 30 , HOUR ONE, HOUR TWO, DAY TWO
TEXT “I just got your information from Zillow. Can you talk?” – MINUTE 1, HOUR ONE, HOUR TWO
If EMAIL ONLY -
“I just got your information from Zillow. Is now a good time to speak?” – Send MINUTE 30, HOUR ONE,
HOUR TWO.
HOUR THREE - “The home you’re inquiring about is fantastic! When would you like to see it?”
DAY TWO: Subject Line: Checking In - Message: I was just checking in to see if you needed anything from
me today.
Place in CRM/ZAP and set up auto follow up.
(c) Tankersley Training Inc
5. "I am Totally Committed to my Success"
(c) Tankersley Training Inc
6. "I am Totally Committed to my Success"
My goal is to help you find the home of your dreams. I want to make sure that I only show you homes that meet your specific criteria. I call these
the “DREAM MAKERS.”
Of Course, I also want to make that I DO NOT show you anything you don’t want to see. So if there are features that you want to specifically
avoid, DEAL BREAKERS, please let me know about these and I will avoid them at all costs.
So let’s start with the basics: (DIG DEEP! Find the Pain!!)
Tell me about why you are moving and what you want in a home.
Area of town that is a MUST!
Is it important that we are in a specific school district? Which one and why?
Do you want to be close to work? Where is that?
Just to be clear, we want ____ school district and not too far away from your job at ____, correct?
What do you ABSOLUTELY have to have in a home?
I am sure you have had experiences with your past homes that you would like to avoid. What would you say are DEAL BREAKERS or things we
should stay away from when looking for your home?
What is the VERY MOST you are willing to pay per month on the home of your dreams?
Please keep in mind that I will do my best to avoid the deal breakers and I will NEVER show you home that is more than you wish you
wish to pay.
(c) Tankersley Training Inc
7. Find 3 homes that REALLY MATCH criteria
Find 1 FIXER UPPER, HUD or BARGAIN in the desired area
Show the bargain house first. “Wanted to show because it’s a good price.”
Show the next home you think they will love.
FBT – Feature Benefit Tie Downs GET 5-7 Yes’s
WE NEED TO PUT IN AN OFFER BEFORE IT’S GONE
"I am Totally Committed to my Success"
8. "I am Totally Committed to my Success"
Buyers will look at 100 homes before they buy... if you let them. This is a HUGE decision for them
and there are just SO MANY HOMES TO CHOOSE FROM. They are afraid that they will "settle" if
they don't see everything available. As a real estate agent, you must know how to handle this
concern. You will waste countless hours and dollars in gas if you do not CONTROL THE SALE.
Allowing the clients browse on their own, agents miss buying signs, body language, opportunity to
ask "tie down" questions such as "does this feel like home?" or "can you see yourself living here?"
A buyer's fear will kick in and, even though this home may be perfect, they will want to see more
because they are frightened. The buyer may something like "I don't think we have seen enough
homes yet." This is not a true objection, it is a stall. Here is how you can handle this:
“John, Mary, I feel that you’re a little apprehensive because we found a great home so quickly. I
don’t blame you for that. I hope you realize, though, in scouring the area for homes, I used your idea
of the perfect home to narrow down the search. Rather than show you all of the homes available, I
decided to show you only those homes that meet your wants, needs and budget. In watching you
preview this property, I could see you were envisioning your family living here. That’s why I’d like
you to consider placing an offer on this particular property rather than wasting your time searching
and maybe lose this home that you really like."
They want the home. They don’t want to lose this home to someone else. It is just that their
emotions are jumbled up. As a good sales person, you will help your client make a choice that they
want to make. You are the trusted professional. Your advice can calm them down so they can make
the right decision.
(c) Tankersley Training Inc
9. "I am Totally Committed to my Success"
1. Find a home, submit offer, negotiate price, offer is accepted
2. When both parties sign and contract is executed, deliver contract and earnest money
check to title company to be receipted.
3. Send copies of receipted copies to your buyer, listing agent, mortgage company
4. Send list of inspectors to buyer
5. Insist to schedule inspection immediately as to determine if any repairs to be down
within option period (If buyer refuses to have home inspection, they must sign form
stating they declined)
6. Compile list of desired repairs and complete an Amendment to the Contract (TAR 1903)
7. Write desired repairs in section labeled “In addition to any repairs and treatments
otherwise required by the contract, Seller, at Seller's expense, shall complete the
following repairs and treatments” (Use space provided. If more needed, refer to
attachment to the amendment.)
8. If amendment is accepted and signed by seller, property will go into Pending status (PND)
If sellers refuse to complete repairs, buyers may choose to exercise their option, or
right to terminate. In which case, complete NOTICE OF BUYER'S TERMINATION OF
CONTRACT (TAR 1902) and Release of Earnest Money (TAR 1904). Have buyers sign
and then deliver to listing agent immediately.
(c) Tankersley Training Inc
10. "I am Totally Committed to my Success"
TIME IS OF THE ESSENCE! Inspections, repair negotiation and cancellation must
be completed with the option period. Do not procrastinate.
10. When option period is over and repair negotiations are settled, property will
be in Pending status
11. Check in with Loan officer frequently to ensure you are on track to close on
time or early.
Speak with closer at the title company to make sure everything is in order.
12 Wait for closing
13. The day of or before closing, go with buyer and conduct a BUYER WALK-
THROUGH to make sure the home is in acceptable shape. Have the buyers sign the
BUYER WALK-THROUGH form.
(c) Tankersley Training Inc
