Peter takes us through a typical example of one the hundreds of amazing dialogue scripts that can be found at scriptsclub.com.au.
Prospecting to vendors who have listed with a competing company.
Good morning, my name is Peter Gilchrist and I am with Gilchrist Real Estate and I see that you have your home listed with ABC reality. Since you do have your home for sale, I’m just wondering if you are also looking to buy a property?
WELL YES, WE ARE GOING TO BUY ANOTHER HOUSE BUT WE HAVEN’T FOUND ANYTHING YET.
Great. I just wonder if you would mind giving me a few minutes of your time. If I know what you are looking for, I may be able to help. /
HERE YOU WOULD USE ALL THE BUYER QUALIFICATION QUESTIONS AND THEN FINISH UP WITH THIS.
Mrs. Smith, may I enquire how long you have been listed with ABC Reality.
WELL ABOUT A MONTH I GUESS...THE LISTING RUNS FOR ABOUT ANOTHER TWO WEEKS OR SO.
Fine. I do wish you luck with that...but I wonder if I can ask you what your plans are if your home hasn’t sold when the listing runs out?
WELL, I’M SURE EXACTLY.WE HAVE BEEN TALKING ABOUT IT A LITTLE AND THINKING MAYBE WE MIGHT LOOK AT SOME OTHER COMPANIES.
Right. I wonder if that happens, if you would let me come around and talk to you a bit about what we could do for you.
O.K. I DON’T SEE WHY NOT.
Wonderful. In the meantime, I will be in touch with you immediately, if we have any homes come in, you might be interested in.
Now the next area of prospecting is one you should be actively pursuing...and that is with any buyers you come in contact with. This next situation is a when you have discovered that a buyer also has home to sell...what I call a buyer-vendor. In this case she will need to sell her home but does not want to list it until she has found the home she wants to buy.
Hello, Mrs. Robbins, this is Peter Gilchrist here from Gilchrist Real Estate. I’m ringing because I haven’t been in touch for a few days. I just wanted to let you know, we still don’t have anything suitable in the mid-city area you want. We did just get a very large home but the price is $340,000 and I’m quite certain it will sell very close to that price.
OH NO,THAT IS WAY TOO MUCH FOR US.
Right, I realize that. Now, I did notice in my notes here that you will be selling your present home?
WELL YES PETER, WE WILL BUT WE AREN'T GOING TO SELL THIS HOUSE UNTIL WE FIND A NEW ONE AND THAT MAY TAKE SOME TIME.
No, no, I understand that but what I have found is that in today’s market that once you do find the house you are really looking for, you quite often don’t have very long to get your home sold or get your finance arranged. This is especially true when it comes to the kind of home you want in the inner city because they can sell very quickly.
What I have also found with my other clients is that they are often so intent on looking for a new house...they haven’t really thought much about what will happen with their present home What I’m wondering, is if I might be able to work with you a little on getting yours ready for sale. When the time comes, you can certainly list with whoever you like but what I am suggesting is that maybe we can get things under way a little.
For example, we just got in some new pamphlets in the office on how to prepare your home for sale and we have just finished an analysis of our current market. Because you may be selling at some point, I think that it is very important for you to be aware of what is happening and how that might affect you when you do decide to put your home on the market. Would it be helpful if I sent those along to you?
YES, THAT WOULD BE GREAT.
Right, I’ll do that this afternoon. Now I am going to keep looking for a home for you but I also like to continue to help you as much as possible in terms of getting your present home ready to sell your home. Is that O.K. with you?
WELL FINE PETER, AS LONG AS YOU UNDERSTAND WE REALLY AREN’T READY TO SELL YET...BUT I SUPPOSE IT CAN’T HURT TO START THINKING ABOUT IT.
That’s fine, I’ll get those brochures off to you and then I may check back to see how you find it.
Mrs. Robbins. Peter Gilchrist here. Still no luck on a house but I thought I would check on what you thought of the information I sent you?
OH YES, IT WAS VERY HELPFUL. I GUESS THERE ARE QUITE A NUMBER OF THINGS TO CONSIDER WE HADN’T THOUGHT OF. I ALSO FOUND THAT MATERIAL ON THE MARKET YOU SENT VERY INTERESTING. IT LOOKS LIKE THINGS HAVE CHANGED QUITE A BIT SINCE WE BOUGHT THIS PLACE.THANK YOU FOR SENDING IT.
You're very welcome. The other reason I’m ringing today is because I’m going to be out your way tomorrow. Now since we’ve had some discussions about your property, I wonder if it would be worth considering this. I could stop by and have a look at your home then there are several things I could do for you that might be helpful when you do need to sell. For example, I can note anything I think might improve the saleability of your home or increase the price you would receive. In some cases, taking care of these things can involve a bit of time. Right now of course, it is not a problem but later if you suddenly find the house you want and have to move fast, you might not have enough time to get them done.
I can also bring by what we call a starter pack...which is a package that you can look at your leisure...we find it helps people understand what is involved in getting their home on the market and has suggestions on how to get started. Would that be of interest to you?
WELL, YES I THINK IT WOULD. I HAVE NO IDEA HOW LONG IT WILL BE BEFORE WE FIND WHAT WE WANT BUT IT MAKES SOME SENSE TO LOOK AHEAD.
Another thing I can do, if you like is to give you an appraisal on your property. Would you be interested in that?
YES, I WOULD.
Fine, and while I am there I could just spend a little time with you explaining what kind of options you have to market your home when the time comes. That way, if you suddenly do find a house tomorrow or in a few weeks time, all you will have to ring me and give me the green light and we can have your house on the market in hours...we’ll have buyers ready to go. Does this make sense to you?
WELL, YES I GUESS IT DOES. BUT AGAIN PETER, WE AREN’T GOING TO SELL UNTIL WE FIND SOMETHING.
Fine, I have no problem with that. Would you be available around five o’clock or so?