May '24 • Scripts and Dialogue
Understanding Circle Prospecting
These scripts are the easiest to engage. They’re able to be used in almost any conversation. Whether you’re talking to your friends, family or people you meet at a social or professional gathering, the foundation of this script creates rapport to get to talking about real estate. When it’s used specifically to promote a property being just listed or just sold, they’re not expecting you’re call, so you don’t have the drama and emotion Expireds, Withdrawns or FSBO’s have. The challenge is making sure you’re engaging so that when you DO reach a motivated prospect they’ll answer honestly. Remember...any prospecting is never about convincing someone to do something...it’s about exploring great questions to find out whether or not you can really help someone. Reflexive resistance will always occur, so building rapport and asking the questions on how long they’ve lived there, how they chose the area and where they’re from, will result in them being more honest about where they would move if they could go somewhere next. Keep in mind, it doesn’t matter what they say at the beginning of the conversation. GOLDEN RULE: You earn the truth when you speak fluent real estate. Your job is to create a great conversation through great questions. The beginning of this conversation starts with four parts;
- SPEAK WITH FAMILIARITY...say their name like you know them. Say your name like they should know you (when you’re on the phone...in person you may not have that information!).
- SAY THE COMPANY NAME WITH PRIDE. Too often I’m hearing agents using this script hurry through the company name with stale and flat tonality, which only gets worse by the second. You chose this company for a reason.
- DELIVER THE GOOD NEWS. Now that you have momentum, don’t stop there. A property just listed or just sold is great news! There’s always a grumpy person or two. The bottom line is a property recently sold or listed means new updates on the value of their home. This is extremely important to them, if it wasn’t, internet websites where you can look up value would not be important. Make sure you deliver your words with intentional inflection, especially when delivering the news on the amount of money a property sold or listed for. Even if it’s a lesser amount, it’s still a lot of money. These are the most valuable assets for most people, don’t minimize the value of the information you bring, it’s important.
- TRANSITION; As soon as you get the reflexive ‘No’, express genuine gratitude for them answering your questions. Really do it well. Keep in mind you’re only talking to 10% to 20% of people you’re attempting to call or knock. The fact that you’re talking to a decision-making adult who is conversing with you should be exciting! Transition using lots of gratitude to allow you to move into rapport quickly! You can use the rapport questions on this script in almost any scenario, including the people you know and love, to lead to a real estate conversation. When you ask these questions sincerely and with intense curiosity, you will have earned the right to get an honest answer. Now, when you ask ‘if they could move...where would they go next’ even if it’s still ‘No...I’m not interested’ you will know it’s real. And it’s okay. Now you know they’re not interested. It is okay because prospecting and talking to a lot of people is part of my job. GOLDEN RULE: Ask great questions. Ask them well. Listen carefully. We get paid by what we say. How often we say it. How well we say it. Your job is to ask really good questions. Ask those questions really well, like you mean it, like you care! And finally, your job is to listen carefully so you can ask the next best question. Now you’re speaking fluent real estate, so when you’re talking to a motivated prospect, you get an opportunity to have a real conversation to find out if this is someone you can help. Someone whose next best step is an appointment. When you do this at a high level, closing becomes much easier.
THE SCRIPT
(Super Casual...Conversational Introduction) Hi (NAME)? Hi (NAME) ... it’s (AGENT NAME) ... I’m a Realtor ...with (Company Name) ...
I/We Just...Listed...a home for sale on (Property Address) ... for (Price). I/We promised the seller we would talk to neighbors, and I was wondering who you might know looking to move into this area?
!!BUILD RAPPORT!! Really!!...I appreciate you thinking about it! (!!SUPER GRATEFUL!!)
- You’re still on... (Street Name) is that right? (High Curiosity)
- How long have you been there? (Really Wondering)
- Where did you move from? (Very Conversational)
- How did you choose (Area)?? (Really Wondering)
- If you could move...where would you go next? (Helpful)
0
0 comments
Understanding Circle Prospecting
