Script Book

1. Would you might sharing with me what is it about your current [product/service/situation] that isn't working for you as well as you'd like?
2. Can I ask, how long have you been considering making a change or exploring other options?
3. What is it about [specific feature or benefit, e.g., flexibility, quality, or affordability] that's most important to you?
4. Ideally, what type of [product/service/solution] are you looking for?
5. Is there anyone else that is going to be involved in this decision?
6. How does [their decision-making partner's name] feel about making this change?
7. In a perfect world, when would you like to [start seeing results, have this implemented, begin using the product]?
8. Is there a price range or budget are you comfortable with for this [product/service]?
9. Have you used anything similar in the past? What did you like or dislike about it?
10. Other than what we've already discussed, is there anything specific you're hoping to gain or achieve by making this change?
11. If there was one thing that could hold you back from moving forward today, what would that be?

Recap

I want to take a moment to recap what we've discussed to make sure I didn't miss anything important. Based on our conversation: [Insert key points of what they're looking for, their needs, and any preferences or concerns they've mentioned.] Does that sound right? Did I miss anything?

Closing / Next Steps

So, the next logical step would be for us to set up a time to [tailored activity based on your service]. This could be a [demo, educational session, consultation, trial, or exploratory meeting], where we can dive deeper into your options and really refine what will work best for you. The good news is that this session is completely low-pressure -- it's just a chance to get clarity, explore possibilities, and answer any lingering questions you have.

What are the best days of the week or times when you'd be available for a couple of hours to do this?

Question:

"Hey _____, how's the real estate market these days?"

Response:

"That's a really great question, thanks for asking! The market is really complex right now. There are quite a few moving parts and volatility which is creating one of the greatest wealth building opportunities we are going to see in a long time. What part of the market are you most curious about?"

Further Questions:

1. What is it about your current house that isn't working for you that has you curious about the market?
2. So, let me ask you, how long have you been looking for a home in _______ for?
3. Tell me about the other areas you are considering.
4. What is it about the (area/areas) that draws you there?
5. Ideally what type of home are you looking for?
6. Who would make this move with you? -How does _____ feel about this move?
7. In a perfect world, when would you like to be moved into your new home?
8. What monthly payment would be most comfortable for you, when it comes to your monthly housing? Who helped you arrive at that number?
9. Lets just say you walked through a home and it checked off all the boxes for you, in your mind, what would be the next steps that would need to happen for you to feel comfortable purchasing it?
10. Talk to me about your previous experiences in Real Estate.
11. Other that what we have talked about already, what are you hoping to gain from this move?

Recap

I want to make sure that we are on the same page. Is there anything that I missed?

What I would like to do as a next step is to take you and your spouse on what we call an educational tour where you can get some context for the market and I can get a really good sense of what you like and what you don't like. The good news is we are not going to buy anything and there is zero pressure. What are the best days of the week that you can sneak away for a couple of hours? (Your goal is to book the educational tour 5-7 days out and prior to the educational tour within 24 hours of this call ideally is to book a Zoom consultation with all decision makers.)

Before we get together next Saturday at 2 O'clock I need to jump on a 15-20 min Zoom call with you and your spouse. Theres two important things that I want to go over, one, is I want to arm you with a technology tool that will help you hand pick the best properties that suit your criteria, and number two, is make sure your spouse feels included in this conversation and that we are all on the same page.

*phone rings* and you answer. Typical client response:

Thank you so much for the call ______ (their name). I would love to get you in to show you that property. My sellers are amazing and do require 24 hours' notice to show the home.. What does your schedule look like for the next couple of days?

Before we meet, is it ok to ask you a few questions?

1. What is it about this house that stood out to you, that prompted you to reach out today?
2. What is it about your current house that isn't working for you and has you exploring other options?
3. So, let me ask you, how long have you been looking for a home?
4. Tell me about the other areas you are considering.
5. Who would make this move with you?
6. In a perfect world, when would you like to be moved into your new home?
7. What price range would you be most comfortable with for your new home?
8. In order to make this move, is there a home you need to sell first?
9. Talk to me about your previous experiences in Real Estate.
10. Other than what we talked about already, what are you hoping to gain from this move?
11. Lets just say you walked through this home and it checked off all the boxes for you, in your mind, what would be the next steps that would need to happen for you to feel comfortable purchasing it?

I want to recap to make sure that we are on the same page. Is there anything that I missed? (Your goal is to book them in to see this property but also a few other properties also known as the educational tour.

Past Client/Acquaintance/Family Member/Sphere

Hey _______, it's Jason Simard giving you a call from Sims Real Estate Group. We're due for a catch up very soon and I really look forward to it. Today though I have some important business to go over with you. I need about 3 minutes of your time. As you may or may not know, there's an incredible amount of volatility, complexity and fear around the current real estate market that we are in. This is creating one of the greatest wealth building opportunities we are going to see in a long time. In fact, many smart money clients are starting to deploy capital and seize the opportunities. As your real estate advisor I want to make sure that I keep you up to date and prepared when these opportunities arrive. I realize you might not be doing anything right now but if you were to do anything in the future what would that look like?

Hello, This message is for ____________. My name is ___________ with _______________. I am a client care manager here on the team, working full time in our office to answer your texts, emails, and phone calls that come in from the website. The reason I was calling today is I would like to thank you for signing up on our website _______________ today. Now that you are a member of the website you will receive daily property updates. The website will automatically save the first search that you performed on the website. The problem is that the first search is often not correct. I wanted to talk with you about your home search so that the listings we are sending your way hopefully save you time in the future, rather than waste your time. We are here in the office seven days a week, connected to the website, so please reach out anytime. Our number here is _________. I will send you a quick email as well in case that is a better method of communication for now. Have a great day, and I look forward to speaking with you in the future.

Feel Felt Found is a simple way to navigate through common objections and smoke screens.

Feel

Acknowledge the feelings of the client. Thank them for sharing their feelings with you. Example:

Felt

Let the client know that other past clients have felt the same way. What they are feeling, is not uncommon in a real estate scenario. Example:

Found

Tell the client what you have found the most common solution to be based on past experience or expertise. Example: We found that the best way to potentially look at a new house is actually to just browse and do the research first.

Full Objection Handler Example

Let's put it together to see the full objection handler:

Have you spoken to a mortgage specialist yet? (If so how long ago?) (Bank or broker?) Doing a mortgage pre-qualification is easier than ever with today's technology. It's very important to do because it allows you to focus your attention and time on the part of the process that you can control.

Also doing this early allows you to tackle any potential roadblocks you would encounter securing a mortgage in the future. The worst feeling clients face is losing a great property over something that could have been easily avoided with a little more diligence earlier in the process. What would be your hesitation or concerns with talking to a mortgage specialist as one of your early steps?

You would never go shopping, fill your cart, go to the till and ring it all up and then check if you have enough to buy it all. Buying a home is no different. Getting your qualification sorted out is very easy and costs nothing at all.

We have some really great recommendations that we can share with you to get you in touch with the very best mortgage specialists in our area, and as a bonus, we have them on board to offer our clients special perks! I will have them reach out to you so you can get in touch when it's convenient for you. When should I tell them to reach out?

One of the best strategies to enable us to sell your home is the pre-inspection. One way we can get you into a proactive position with your home is knowing the issues with your home prior to hitting the market so we can:

• find the most cost-effective solutions to some of the known and unknown issues.
• be in the best position possible as we don't want any surprises.

Deals fall apart and money gets left on the table from surprises. Paying $500 now for the pre-inspection will save you thousands down the road.

Cutting Commission

How to handle using A.E.R.C.:

Acknowledge:

"I can appreciate that question. Thank you for asking."

Explore/Question:

"Can I share with you why that should make you nervous?"

Recommend:

"If an Agent will cut their commission that quickly with you, what do you expect they will do when they are negotiating on your home?"

"They have given up their ability to negotiate for themselves, they will give up negotiations on your behalf when difficult offers come in."

"You are hiring me to list, market, and negotiate on your behalf, for the highest amount of money." "For this, I charge the fair market rate."

Check for satisfaction:

"Does this make sense?"

After you have recapped with a client, if they're thinking of doing something in the next 12 months or less the next step is appropriate.

"What are the best times you can both sneak away for a couple of hours"?

Does 4:30pm tomorrow work for you guys? (Try and book this call today or the next day as this is where you will get them dialed into your process and build rapport with all decision makers)

Step 1 - Debrief what you learned and gained from the initial Educational Tour "Pros & Cons" with the clients.

Step 2 - Strategic Gifting Process (Have a nice thoughtful Gift $25-100 Budget with a thoughtful gratitude card for them at the end of the tour. (Seed reciprocity early)

Step 3 - Set the next step which is the following: "During the week when properties hit the market that I feel make sense for you, what are the best times you can sneak away to view them?"

Step 4 - Make sure that you're always following up on previously viewed properties to ensure that clients know what they end up selling for. This helps clients get context for the market and get an understanding of what things are selling for. This becomes important when they get to the point where they're ready to move forward on an offer on a property.

Step 5 - Make sure you're communicating regularly in the group communication thread you should have set up on either text or Whatsapp messenger.

Step 6 - When you go through a home with a client and you get the sense they really like the home, I would recommend the following approach. "Could you see yourselves living here?" or if you think they might like it but you're unsure or your clients are a little hard to read try the "Takeaway method". Sally I just get the sense that you're not feeling good about this particular house or that perhaps this just isn't the right home for you? One of two outcomes usually happens here. They feel relieved and agree with you or they say no we actually really like it. Let me ask you then, could you see yourself living here? If the client says Yes or Yeah I could. Alright let's go talk about what that would look like to make it happen. Go meet them at your office, coffee shop etc.

Part 1: Introduction

• The introduction is where you want to set the tone for the meeting. Ask your clients how they are doing, get to know them and build some rapport.

Part 2: Interview

• Start with some lighter questions. "Today I want to get a good idea of what you're looking for. Do you mind if I ask you a few questions?"
• Ask for permission to take notes throughout the meeting.
• Next you'll want to get to the emotional aspects of the meeting.
• What are you most excited about, what are you most apprehensive about."
• Reconfirm their Who What When Where and Why.
• Summarize what they are looking for with a recap.

Part 3: Home Buying Process

• Spend time going through the important steps such as financing, inspections, deposit information, etc
• Discuss for sale by owners and off market opportunities.
• Discuss risk management and how to minimize their exposure to risk.
• Go through a mock contract with your clients

Part 4: Technology Tools & Market Knowledge

• Set them up on a PCS.
• Set them up on the Sims website and show them the features of our site.
• Talk about our unique process, client care, etc.
• Setup a group communication setup with your clients through What's App or Facebook Messenger
• Assist them with downloading all necessary apps onto their phones
• Set them up for the market, show them what's available, show them what homes are currently selling for.
• Discuss list to sell ratios in their price category.
• Discuss benefits of an exploratory tour and why it's helpful for them.
• During the week when properties come up, when are your clients available to view potential properties
• Set the context for how you work as an agent and ask them when you're viewing properties "how do you want me to show you properties?"
• Set the next step, and book in the exploratory tour if you haven't yet.
• Do a final check in and review. Give them a copy of your buyer's guide (paper or digital) What questions do you have for me?

Opening Statement/Getting Permission:

Before we get together, I have a number of questions that I wanted to ask you, is that ok?

1. Who will be making this decision with you?
2. How does ______(spouse/partner) feel about this move?
3. In your ideal world when would this move happen?
4. Have you had a chance to find out what you would qualify for?
5. What are the areas you have been considering?
6. What it is about this house that has grabbed your attention?
7. Tell me about the homes you have seen that you like.
8. In order for this move to happen, is there a home you would need to sell first?
9. What kind of experiences have you had with real estate in the past?

Recap:

I want to make sure that we are on the same page. Is there anything that I missed?

Opening Statement/Getting Permission:

"Before we get together, I have a number of questions that I wanted to ask you, is that ok?"

1. What has prompted you to explore the idea of selling your home?
2. What major upgrades have you done to the home?
3. What is it about your home that isn't quite working for you now?
4. When this home sells, where do you plan on moving to next?
5. In your ideal world, when would this move happen?
6. Who is making this decision with you?
7. Are you planning on interviewing multiple agents?
8. What types of experiences have you had in the past listing and purchasing homes?

Recap:

I want to recap to make sure that we are on the same page. Is there anything that I missed? As part of our process, you will receive our pre-listing package that will go through our process that we use consistently to out perform the market.

Hi, is this (their name)? It's (your name).

I don't know if you saw online, or on Facebook, but I have made a big change for my family and I recently I have decided to start my own Real Estate business and I wanted to make sure that you knew.

We have great history together and you know that I do everything 100% and I would love to be your trusted Real Estate Advisor when the need arises.

I have invested a lot of time and resources to get my skills honed. Plus, I'm coached by a recognized agency and I'm with a phenomenal Brokerage. I have a ton of support behind me and I'm exposed to a wealth of great information that you may find useful from refinancing, to renovations.

For example, if you are remodeling a kitchen you definitely want to talk to a Real Estate Agent before you do. I go in homes every day and help people make decisions every single day.

If you were to make a real estate change or decision, would I be the person you would call? I would love to get together for a coffee this week and tell you more.

Does (date/time) at (location) work for you?

Welcome, I am ______(your name) from ______(agency) here in ______(location.) And you are ______? Nice to meet you _______.

Thank you so much ______(their name) for stopping by our Open House. Here is our sign in sheet to enter the draw and stay informed about current market conditions in this area.

Here's some information on the home and I'm looking forward to answering any questions you may have.

1. What brought you to our Open House today?
2. What is it about your current home that isn't working for that has you exploring other options?
3. What was it about this home that stood out?
4. Tell me about the other areas you are considering.
5. What draws you to those areas?
6. Tell me about the other homes you have seen have you that you liked?

Recap:

I want to make sure that we are on the same page. Is there anything that I missed?

Recommendation:

I would like to take this information and get you set up on a personalized home search. This will allow you to stay informed and complete your market research early in the process.

Would you be opposed with me touching base with you in the next 24 hours so we can make sure I have set up the search correctly?

We can make any necessary changes and I can answer any questions from this property that might have arose.

Good afternoon _____ and _____, Here is the weekly market update for your home at _______. We listed your home for $___,__ on _____. We have exposed your home on the following sites: (List of links to marketing sites) Attached are the Realtor.ca stats for how many times Agents and Buyers have viewed your home as well as the most recent market stats for _____(month). We have had ___ showings with ___ more scheduled for ____(date). Attached is the Showing Suite Report for the showings and any feedback we have received. We are also hosting __ Open Houses this weekend, one on ______ from _____ pm and one _____ from __-__ pm with ______ (name) from our Team. OPTIONAL: We have an accepted offer right now because of the fact that we priced properly, marketing has been excellent, follow-up has been on point and the condition of the home looks beautiful. Thank you as I know it's a lot of work on everyone's part. OPTIONAL: We do not have an accepted offer right now but we have priced properly, marketing has been excellent, follow-up has been on point and the condition of the home looks beautiful. Thank you as I know it's a lot of work on everyone's part. We are keeping our foot on the marketing pedal and are committed to seeing this through for you. It means a lot that you would give us this opportunity, and our Team will work tirelessly to get you a great end result. We are looking forward to an exciting week.