Proficient circle prospectors understand the importance of utilizing effective and tested scripts when lead generating for new business around a home that was just listed or sold. Unlike calling people in a client database that agents already know or calling for sale by owners (FSBOs) and expired listings where the call recipients actually want to sell their homes, circle prospecting involves calling neighbors that don’t necessarily want to sell. So when calling around listings, confidence in the use of powerful scripts and dialogues is essential.
JUST LISTED SCRIPT
Hi, I’m (John Smith) with (ABC Realty), and we just listed a home for sale in your neighborhood on (123 Main Street) for ($250,000), and we often find that the ultimate buyer of a home is a friend, family member or acquaintance of someone that lives in the same neighborhood. Since we are doing everything we can to sell your neighbor’s home, I’d like to ask you if you know anyone looking to move into your community? Answer: “No”.
Great! I truly appreciate your taking the time to try and help. So tell me, when do you plan on moving? Answer: “No plans”.
Fantastic! How long have you lived in your home? Answer: “Five years”.
Terrific! Where did you live before that? Answer: “Denver, Colorado”.
Excellent! How did you pick this community? Answer: “To be near family”.
Wonderful! So if you were to move, where would you move next? Answer: “To Florida”.
Exciting! And when would that most likely be?
If their Answer is 6 months or less, continue:
Did you know that it can take up to 6 months to get a home prepared, marketed and sold in today’s market? Answer: “No”.
Great! So do you want your home sold in 6 months, or do you want to start the process of selling then? Answer: “Sold”.
Perfect! All that we need to do to start you on your way to (Florida) is pick a time to get together. How does that sound? Answer: “Great”.
Excellent! Would Wednesday or Thursday at 4:00pm work better for you?
JUST SOLD SCRIPT
Hi, I’m (John Smith) with (ABC Realty), and we just sold a home for sale in your neighborhood on (123 Main Street) for ($250,000), and when one neighbor sells a home, typically 2 or 3 more homes in the same neighborhood sell right away. So I was curious as to when you plan on moving? Answer: “No plans”.
Great! How long have you lived in your home? Answer: “5 years”.
Terrific! Where did you live before that? Answer: “Denver, Colorado”.
Excellent! How did you pick this community? Answer: “To be near family”.
Wonderful! So if you were to move, where would you move next? Answer: “To Florida”.
Exciting! And when would that most likely be?
If their Answer is 6 months or less continue:
Did you know that it can take up to 6 months to get a home prepared, marketed and sold in today’s market? Answer: “No”.
Great! So do you want your home sold in 6 months, or do you want to start the process of selling then? Answer: “Sold”.
Perfect! All that we need to do to start you on your way to (Florida) is pick a time to get together. How does that sound? Answer: “Great”.
Excellent! Would Wednesday or Thursday at 4:00pm work better for you?
HOT REAL ESTATE MARKET SCRIPT
Hi, I’m (John Smith) with (ABC Realty), I was calling to let you know that (85) homes have sold in your area in the last (30) days, and (63) of those sold at or above the marketed price! Did you know this? Answer: “No”.
We know that when homes sell that fast, typically 2 or 3 more homes in the same neighborhood sell right away. So I was curious as to when you plan on moving? Answer: “No plans”.
Great! How long have you lived in your home? Answer: “5 years”.
Terrific! Where did you live before that? Answer: “Denver, Colorado”.
Excellent! How did you pick this community? Answer: “To be near family”.
Wonderful! So if you were to move, where would you move next? Answer: “To Florida”.
Exciting! And when would that most likely be?
If their Answer is 6 months or less, continue:
Did you know that it can take up to 6 months to get a home prepared, marketed and sold in today’s market? Answer: “No”.
Great! So do you want your home sold in 6 months, or do you want to start the process of selling then? Answer: “Sold”.
Perfect! All that we need to do to start you on your way to (Florida) is pick a time to get together. How does that sound? Answer: “Great”.
Excellent! Would Wednesday or Thursday at 4:00pm work better for you?