Hey everybody. Matt Milia of Appointments Today. I want to talk about the importance of having a home value script. We have had an amazing level of success on some of our Facebook leads that our clients are generating. A lot of the leads that we’ve been calling on have been home valuation.
What I want to do is run through what a typical home valuation call would look like, because without having a script in front of you, it is very difficult for you to really convey what you’re offering, what you can do, and it’s hard for you to differentiate your value from some of the other people that are calling. I’m going to run through just a quick rundown of what our script looks like, and hope that this will help you out in building your own script.
First things first. I always start off…
“Hi, I’m not sure I’ve got the right number, I’m hoping you can help me out. I’m looking for the homeowner at 2730 Main Street. Is that you by any chance? Great. Hey, my name is Matt. I’m giving you a call with Stasek Real Estate Experts. I’m reaching out because I got your inquiry about the value of your home online, and I’m just curious. If you had a buyer that would be willing to pay your price and terms, would you be open to listening to am offer? You would? Great. Well, just out of curiosity, how long have you been thinking about selling your home? Okay. Great.
Tell me a little bit more, so that I’m on the same page with you, tell me a little bit more about really what’s got you looking to sell this beautiful home. Looks like a gorgeous place. Okay. In regards to the ideal timeframe, if someone came along, they were ready to pay your price and terms right away, what would be your ideal timeframe for you to get your home sold, and get onto your next house? Perfect. And then, were you planning on staying in the area, or were you thinking about moving elsewhere, outside of the area? Great.
Okay. Well, I really do appreciate you going through some of these. A couple other real quick questions about your house. What do you think are some of the best selling features of your home? Wow. That’s perfect. Sounds like an absolutely gorgeous house. I’ve got to tell you that right now we have, just to give you an idea, we have over 200 buyers that are looking for homes in your area. The number one thing that we’ve been hearing is there’s just not enough inventory to meet their needs.
Let me ask you this. What I’d love to do on my end is set up a quick meet and greet with our top agent. His name is Charles. Charles will come out, he’ll sit down with you. He’ll go through a step-by-step process, and really show how we can help you sell your home in half the time, and net you more money. When would be a good time for Charles to come out? He’s got … Usually he’s available during the week or on the weekends. What’s best for you? Do you prefer weekdays or weekends? Oh, you prefer weekends? Perfect. Well, it looks like he’s got this Saturday at 3:00 available, or he could do Sunday at one. Which one works best for you?”
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Guys, I want to just deconstruct this script very briefly. When I first start off with the call, the number one thing I always say is, “Hey, I’m not quite sure I’ve got the right number.”
What this is doing is it’s disarming, it’s allowing them to realize that it’s not a solicitation call, and I’m just calling to gather some information and intel. It takes the guard down. It’s called a pattern interrupt.
We want to interrupt the pattern, because when I call and I ask for them by their first name, I go, “Yeah, you went on our website, you filled out some information online.” “Oh no, that wasn’t me. I didn’t do that.” That’s generally what you get. So what we do is we like to do is called a pattern interrupt. We let them know,
“Hey, I’m not sure I’ve got the right number. I’m hoping you can help me out. I’m looking for the homeowner at 123 Main Street. Is that you by any chance?” In most cases, because they’re just naturally curious as to what you’re calling on, they’re going to say, “Yeah, that’s me. What can I do for you?” Great. Now they can’t get out of that first objection. I’ve defeated it up front.
The second one is, when I go through, I just ask them very casually, say, “Hey, we’ve got a lot of people who’ve expressed interest in the area, and I’m curious if you’ve got a top dollar offer, would you be open to selling your home, or would you be open to listening to an offer?” When I ask them if they’re open to listening to an offer, that elicits a response of well, of course, they’re going to listen to it. They’re going to keep it open.
We want to ask questions that are going to direct us and guide us in how we want them to answer so that we can get positive results. So we’re literally directing their thinking, and we’re framing it as a question that they can’t say no to. “Hey, would you be open to listening to an offer?” “Sure. I’d be open.” I mean, personally, if you came and made me an offer for my house, of course I would be open to listening to an offer. I’d be crazy not to.
Guys, these are the few, quick things I wanted to go through. Again, we also want to ask the why questions.
These are questions that help gauge interest and gauge their motivation. Then from there, we’re letting them know about the shortage of inventory because there’s been a lot of buyers that have been looking. They can’t find the right house for them. I’d love to show your house off to them. How can we go about doing that? Let’s set up a quick meet and greet where I can go through, talk about my marketing system, tell you about how we can get your home sold for top dollar in half the time, and we’ll walk you through all the ins and outs of the process.
Again, we’ve had massive success using this script for our home valuation leads. I highly recommend it. If you’re not using a script, you definitely want to integrate this into your day-to-day business.
Hey. I hope this helps with your prospecting efforts. Again, we’ve had massive success using this home value script for our home valuation leads. I highly recommend it. If you’re not using a script, you definitely want to integrate this into your day-to-day business.