Brendan Bartic Real Estate Coaching Script Book by Brendan Bartic

BRENDAN BARTIC REAL ESTATE COACHING

SCRIPT BOOK

BRENDAN BARTIC REAL ESTATE COACHING

TABLE OF CONTENTS

I. SELLER CALL SCRIPTS Expired

FSBO

FRBO

NED/Pre-Foreclosure

Just Listed

Just Sold

II. SPHERE OF INFLUENCE General COI

III. BUYER CALL SCRIPTS

IV. PRELISTING LEAD SHEET

V. BUYER PREQUALIFICATION SHEET

BRENDAN BARTIC REAL ESTATE COACHING

EXPIRED CALL SCRIPT Hi, I’m looking for (their name) … Hi (their name) … my name is (your name) with (XYZ Company) … I was calling about your home on (123 Elm Street) … I noticed it came off the market yesterday and I was curious if you were still interested in selling your home? (Repeat whatever they say back to them) 1. 2. 3. 4. 5. 6.

8. 9.

(Their name) can you tell me why you are selling the property? (Moving to Arizona) Repeat and comment? Have you had any offers? (No) Not even a low ball offer? Act amazed and curious. Were you having a lot of showings? (Nope) Really?! (Their name) … what do you think stopped your home from selling? (The market) Repeat and act curious?! How did you happen to pick the last agent you listed with? (My cousin) Oh. Sound sad/disappointed for them. (Their name) ... we sell a lot of homes in that area and I would like to view the property and explain the aggressive approach I take to get homes sold. I will be in your neighborhood this afternoon at 4:00 ... or would tomorrow at 1:00 work better for you? (Tomorrow at 1:00) Great! … and so I can prepare an accurate net sheet for you can you tell me what you owe on the property? ($100,000) And do you have a second? (No) And will all parties on title be there tomorrow at 1:00? (Yes) Thanks (their name)! I look forward to meeting you and viewing the property tomorrow at 1:00.

Page 1 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

FOR SALE BY OWNER CALL SCRIPT (FSBO) Hi, I’m calling about the home for sale ... is it still available? (Yes) Great! Is this the owner? (Yes) And, who am I speaking with? (Their name) Hi (their name), my name is (your name) with (XYZ company) and I have a couple of quick questions about the property. 1. 2. 3. 4. 5. 6.

9. 10.

Is the property vacant … or are you currently living in the home? (We live here) Great! How long has it been for sale? (2 weeks) Excellent! What is the current list price? ($300,000) Repeat the full number slowly. And ... how did you come up with the asking price? (Zillow) Oh ... Ok. Can you tell me why you are selling the property? (Moving to Arizona) Repeat and comment?! Is there a reason why you decided to try and sell it yourself rather than with a professional real estate broker? (Save commission) Really? Act surprised! Well ... the reason I ask is because I have helped hundreds of For Sale By Owners net the most money possible for their home and I would like to stop by and meet with you and view the property. I will be in your neighborhood this afternoon at 4:00 ... or would tomorrow at 1:00 work better for you? (Tomorrow at 1:00) Great! So I can prepare an accurate net sheet, what do you owe on the property? ($100,000) And do you have a second? (No) Excellent! And will all parties on title be there tomorrow at 1:00? (Yes) Great! I look forward to meeting you and viewing the property tomorrow at 1:00.

Page 2 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

FOR RENT BY OWNER CALL SCRIPT (FRBO) Hi, I’m calling about the rental you have listed online, is it still available? (Yes) Is this the owner? (Yes) Great! And I’m sorry, what is your name? (Their name) 1.

Well (their name), I’m calling because I work with a lot of buyers and investors in the area and I wanted to see if you have any interest in selling the property? (Yes) Excellent! I would love to view the property, are you currently showing it or do you have a property manager? (I am showing it) Great! I would like to stop by and meet with you and view the property. I will be in your neighborhood this afternoon at 4:00 ... or would tomorrow at 1:00 work better for you? (Tomorrow at 1:00) So I can prepare an accurate net sheet, what do you owe on the property? ($100,000) And do you have a second? (No) Great! See you tomorrow at 1:00.

Page 3 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

NED/PRE-FORECLOSURE CALL SCRIPT Hi, I’m looking for (their name) … Hi (their name) ... my name is (your name) with (XYZ Company) … I am calling today because I just had an investor reach out to me who has interest in buying your home. Do you have any interest in selling? (Yes) 1. Great! Can you tell me why you are wanting to sell? (Moving) 2. Ok, and (their name), if it was the perfect situation when would you like to have the home sold and be in your new home? (6 months) 3. Great! Are you currently working with an agent? (No) 4. Excellent, and how much do you owe on the property? ($100,000) And do you have a second? (No) 5. Wonderful! I will be in your neighborhood this afternoon at 4:00 ... or would tomorrow at 1:00 work better for you? (Tomorrow at 1:00) 6. And (their name) will all parties on title be there tomorrow at 1:00? (Yes) 7. Great! I look forward to meeting you and viewing your home tomorrow at 1:00!

Page 4 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

JUST SOLD CALL SCRIPT Hi, I’m looking for (their name) … Hi (their name) … my name is (your name) with (XYZ Company) … I just sold a home at (123 Elm Street) right by (recognizable landmark) and I am working with several buyers who are extremely interested in your area that missed out on this property. So, I was checking in to see if you or anyone you know might be interested in selling? (Repeat what they say back to them) If yes, then ask pre-qualification questions: 1. Can you tell me why you want to sell the property? (Moving to Arizona) 2. If it was the perfect situation, when would you like to have the property sold and be in your new home? (6 months) 3. Excellent, and how much do you owe on the property? ($100,000) And do you have a second? (No) 4. I would like to stop by and meet with you and view the property. I will be in your neighborhood this afternoon at 4:00 ... or would tomorrow at 1:00 work better for you? (Tomorrow at 1:00) 5. And will all parties on title be there tomorrow at 1:00? (Yes) 6. Great, see you tomorrow at 1:00! If no: 1. 2. 3. 4.

I appreciate you taking the time to think about it (their name). Let me ask you this, if you were to move, where would you go next? (Arizona) Great! And if it was the perfect situation, when would that be? (6 months) That’s exciting! One of the things I do for your neighbors is I send out a quarterly market report. Would you like to receive that via email or regular mail? (Email) Great … and what is your email address?

If still no: That’s exciting (their name), have you ever considered building wealth through real estate? If no again: 1. 2.

Well (their name), one of the things I do for your neighbors is I send out a quarterly market report. Would you like to receive that via email or regular mail? (Email) Great … and what is your email address?

Page 5 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

JUST LISTED CALL SCRIPT Hi, I’m looking for (their name) … Hi (their name) … my name is (your name) with (XYZ Company) … I/my company just listed a home for sale at (123 Elm Street) right by (recognizable landmark) … it has ______ bedrooms and ______ bathrooms … and it’s listed at $______. We are expecting a huge demand for this home and expect it to go under contract quickly. So, I was calling to check in with the neighbors and see if you or anyone you know might be interested in selling? (Repeat what they say back to them) If yes, then ask pre-qualification questions: 1. Can you tell me why you want to sell the property? (Moving to Arizona) 2. If it was the perfect situation, when would you like to have the property sold and be in your new home? (6 months) 3. Excellent, and how much do you owe on the property? ($100,000) And do you have a second? (No) 4. Great! I would like to stop by and meet with you and view the property. I will be in your neighborhood this afternoon at 4:00 ... or would tomorrow at 1:00 work better for you? (Tomorrow at 1:00) 5. And will all parties on title be there tomorrow at 1:00? (Yes) 6. Great, see you tomorrow at 1:00! If no: 1. 2. 3. 4.

I appreciate you taking the time to think about it, (their name). If you were to move, where would you go next? (Arizona) Great! And if it was the perfect situation, when would that be? (6 months) That’s exciting! One of the things I do for your neighbors is I send out a quarterly market report. Would you like to receive that via email or regular mail? (Email) Great … and what is your email address?

If still no: That’s exciting (their name), have you ever considered building wealth through real estate? If no again: 1. 2.

Page 6 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

GENERAL COI CALL SCRIPT Hi (their name), itâ&#x20AC;&#x2122;s (your name). How are things going? (Great) Excellent! Just giving you a quick call to let you know we are having a (seller/investor) seminar in (45 days) and I wanted to see if you might know anyone that is looking to (sell/invest) that might be interested in attending? We are going to have a stager, home inspector, and general contractor there to explain how to get every possible dollar out of selling your home. (Yes, my sister) Great! Would you mind sharing her contact info with me? (333-333-3333) (Their name) I really appreciate you taking the time to speak with me today.

Page 7 of 25 â&#x2019;¸BRENDAN BARTIC REAL ESTATE COACHING

SHOULD I WAIT TO SELL CALL SCRIPT (Should I wait to sell?) Great question (their name), let me ask you this, if it was the perfect situation when would you like to have your current home sold and when would you like to be in your new home? (As soon as possible) Great! (Their name), so we have 2 things to consider: 1. We can’t sell your home if you are not on the market. 2. And, if we wait, so will the competition and when this all blows over there will be a flood of homes hitting the market driving prices down. (Their name), you do want to net the most money possible for your home correct? (Yes) Excellent! If you are comfortable meeting in person I will be in your neighborhood this afternoon at 4:00 … or would tomorrow at 1:00 work better for you? If not, I can send you a Zoom link or we can Facetime if you prefer to meet virtually. Which would you prefer?

Page 8 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

INBOUND SELLER INTERNET LEAD CALL SCRIPT Hi, I’m looking for (their name)? (Yes, this is he/she) Hi (their name), this is (your name) with (XYZ Company) and I was calling as I just received your contact information and it looks like you have interest in selling your home. If it was the perfect situation, when would you like to have your home sold? (6 months) 1. 2. 3. 4.

7. 8.

6 months? Fantastic! Have you had a detailed comparative market analysis completed for your home? (No) Really? Ok, and (their name) can you tell me the reason for selling the home? (Job relocation) That’s exciting! And how long have you owned the property? (6 years) Fantastic! Can you please describe the condition of your home to me? Any updates or anything you would consider to be a major concern to a buyer? For example, is the kitchen updated, or on the other side are there any roofing or structural issues? (No) Ok, and (their name) so I can provide you an accurate net sheet, how much do you owe on the property? ($100,000) And do you have a second? (No) Great! Well, (their name) the next step would be for me to come and view the home, provide you a detailed comparative market analysis, review net sheets so you know exactly what you are walking away with and explain what we do and how we will get you the highest price possible. I will be in your neighborhood this afternoon at 4:00 … or would tomorrow at 1:00 work better for you? (Tomorrow at 1:00) Excellent, and will all parties on title be there tomorrow at 1:00? (Yes) Great! See you tomorrow at 1:00.

Page 9 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

OLD INTERNET SELLER LEAD CALL SCRIPT Hi. I’m looking for (their name). Hi, (their name), this is (your name) with (XYZ Company) and I am giving you a quick call as we just sold several homes here in (their neighborhood) and I wanted to follow up and see if you still had interest in selling?

Page 10 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

PRICE OBJECTIONS SCRIPT OBJECTION: Let’s just try $475,000 and see what happens. (Their name), I completely understand your goal is to net the most money possible. But, if we increase the price 5% over market value, we are going to lose almost 30% of interested buyers. And you do want to net the most money possible, correct? (Yes) Great, that’s why when we list at market value you will receive the highest price possible for your home. OBJECTION: Two other agents told me they would have no problem selling it at my price. (Their name), I completely understand, but are you familiar with the phrase, “buying the listing”? (No) Well, what that means is that an agent will tell you any price possible to get a signed listing agreement and then list your home and keep beating you up week after week to lower the price. The problem with that is after the first couple of weeks the only people interested in your home are bottom feeders. Let’s do the right thing and list it at $475,000. OBJECTION: My neighbor just down the street sold their house for $475,000. (Their name), I can appreciate that your neighbor sold at $475,000 but as you are aware every property has different features and benefits. That particular property is actually 4,000 SQFT larger than yours, therefore commanding a higher price.

Page 11 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

PRICE ADJUSTMENT SCRIPT Hi (their name), itâ&#x20AC;&#x2122;s (your name), I wanted to give you a quick update with the results from this past week/weekend (depending on when you listed the property). We had a great launch week/weekend. We had about 22 people tour your home. Unfortunately, at this point, no one has decided to make an offer. Based on all of the feedback, we have a few options: 1. We can do nothing and just wait and see if a buyer is going to show up and make an offer on your home. 2. We can add additional value to your home in the eyes of the buyer. There are a number of things we can do to try and enhance the overall value of your home. For example, remodeling the kitchen, adding additional landscaping in the backyard, etc. 3. We can adjust the price of your home so we are a better value in the eyes of the buyers so they will make an offer on your home. Which option would you like to move forward with? (Number 3) Great! I will draft the amendment for the price adjustment and have over to you later today for signatures.

Page 12 of 25 â&#x2019;¸BRENDAN BARTIC REAL ESTATE COACHING

INSPECTION OBJECTION TO SELLER CALL SCRIPT Hi (their name), it’s (your name). So, as you know, earlier today, I emailed you over the buyer’s inspection objection for your home. The buyers have requested several items be taken care of and at this point, we have a couple of options to discuss before I can draft a formal inspection resolution proposal and submit to the buyer’s agent: 1. You can address all of the items and move forward to a successful closing. 2. You can offer a concession in lieu of the items and once accepted you can move forward to a successful closing. 3. You can offer a combination of the two. 4. You can reject the buyer’s formal inspection objection, they will terminate, and you will not move forward to a successful closing. You will have to relist and start the process all over again. Based on all of the options we just reviewed (their name), which one would you like to select and move forward with? (Number 3) Great! I will draft the inspection resolution and have it over to you later today for signatures.

Page 13 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

SHOULD I WAIT TO BUY CALL SCRIPT (Should I wait to buy?) Great question (their name), let me ask you this, if it was the perfect situation when would you like to purchase your new home? (My lease ends in 2 months) Great! (Their name), so we have 2 things to consider: 1. Every day you don’t own your own home you’re making another owner richer. 2. Rates will not stay this low for very long. (Their name), you do want to stop making someone else rich and lock in a historically low rate, correct? (Yes) Excellent! I have availability to meet with you and discuss the entire home buying process this afternoon at 4:00 … or would tomorrow at 1:00 work better for you?

Page 14 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

INBOUND BUYER INTERNET LEAD CALL SCRIPT Hi, I’m looking for (their name)? (Yes, this is he/she) Hi (their name), this is (your name) with (XYZ Company) and I just received your contact information in regards to buying a home here. Do you have availability this week to look at a few homes? (Yes) 1. 2. 3. 4. 5. 6. 7.

Great! And (their name) are you already working with an agent? (No) How long have you been looking? (1 month) If it was the perfect situation, when would you like to be in your new home? (3 months) When we find you the perfect home what price would you like to stay below? ($600,000) Fantastic! And have you already selected a lender? (No) Great! (Their name) I work with an amazing lender here locally whom my clients love. I will have him/her give you a call later today. (Thanks) Fantastic! Well, based on all of this information the next step would be for us to meet so I can go over the entire home buying process. I have availability this afternoon at 4:00 … or would tomorrow at 1:00 work better for you? (Tomorrow at 1:00)

(If they cannot make it to your office, choose a neutral location or meet at their current home)

Page 15 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

OLD INTERNET BUYER LEAD CALL SCRIPT Hi. I’m looking for (their name). Hi, (their name), this is (your name) with (XYZ Company) and I am giving you a quick call as we just listed several homes here in (neighborhood they have interest in) and I wanted to follow up and see if you have found a home yet or had time this weekend to look at a few new options?

Page 16 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

INSPECTION OBJECTION FOR BUYER CALL SCRIPT Hi (their name), it’s (your name). So, we have received all of the results back from the inspection. We have the inspection report that I sent over to you, the radon results, and the sewer scope. At this point, our next step is for me to draft a formal inspection objection to present to the seller’s agent. With that, we are going to want to focus on items that are physically broken or are health and safety issues. You have a few options: 1. We can address all of the items that are physically broken and those that are a health and safety issue and submit to the seller’s agent to decide if they will move forward with the repairs. 2. We can submit a concession in lieu of the items and once accepted you can move forward to a successful closing 3. You can ask for a combination of the two. 4. You can waive your inspection objection all together and move forward to a successful closing. Based on all of the options reviewed (their name), which one would you like to select and move forward with? (Number 3) Great! I will draft the inspection objection and have it over to you later today for signatures.

Page 17 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

HOSTING AN OPEN HOUSE SCRIPT Hi, my name is (your name), what brings you here today? (Just looking) Great! The seller has requested that we verify everyone’s Photo ID before entering the property, may I please see your ID? (You are signing in for them) Just taking down your full name and address. (Their name), may I please have your phone number? (333-333-3333) (Their name), are you currently working with an agent? (No) Do you own a home in the neighborhood or are you currently renting? (Renting) Ok, how long have you been looking for a home? (6 months) Let me ask you this (their name), if it was the perfect situation when would you like to be in your new home? (Yesterday) Well, great! Please feel free to tour the home, when you are finished I would really appreciate it if you could fill out a quick 3-question form about the home. It’s completely anonymous, but I would really appreciate it. (Sure) Excellent! Take your time and when you are done I will be here for any questions! Provide “Rate This House” feedback form.

Page 18 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

CREATING REFERRAL PARTNERSHIPS WITH BUSINESS OWNERS Hi (their name) … My name is (your name) with (XYZ Company) … I am calling today because I am in the process of creating a list of preferred businesses to give to my clients. I frequently have clients ask me for a good (business type), and I am looking for a trusted local company to refer them to. I’ve heard nothing but great things about you/your company, are you interested in being included? (If yes, continue . . .) Great! I like to establish professional referral partnerships to help grow each other’s businesses as well. As I refer clients to you, would you be willing to refer your clients that are looking to buy or sell a home to me with the assurance that I will provide them with the same high level of customer service you would expect? (If yes, continue . . .) Excellent! Let’s meet this week and discuss in detail how we can help each other. I will be in your neighborhood this afternoon at 4:00 … or would tomorrow at 1:00 work better for you?

Page 19 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

DELIVERING THE PROMISE (Their name), our promise is to provide you with the most exceptional real estate experience on earth. Throughout this transaction, my team and I will be checking in with you to make sure we are delivering on our promise. When we deliver on our promise, I am going to ask you to do 2 things: 1. Provide us a 5-star review. 2. Refer someone you know to us who is looking to buy or sell a home. Does that sound fair (their name)? (Yes, absolutely)

Page 20 of 25 â&#x2019;¸BRENDAN BARTIC REAL ESTATE COACHING

100% SATISFACTION GUARANTEE (Their name), what separates me/my team from other realtors is that I offer a 100% Satisfaction Guarantee. What that means is that at any time, if you’re not 100% satisfied with my level of service, or for any other reason whatsoever, you’re able to cancel our agreement. (Their name), I offer this because I built my entire business on integrity and unlike other realtors who want to lock you into a 6-month or even sometimes a 1-year agreement, because they know that all they’re going to do is put a sign in your yard and hope and pray that someone shows up to purchase your property, I am going to be working day and night to procure a buyer for your home and net you the highest price possible. All I need now is a signature for us to get started. Slide the pen in front of them.

Page 21 of 25 ⒸBRENDAN BARTIC REAL ESTATE COACHING

Prelisting Lead Sheet

Page 22 of 25 ⒸBRENDAN BARTICPage REAL ESTATE COACHING 22 of 25 ©BRENDAN BARTIC REAL ESTATE COACHING

Prelisting Lead Sheet

Page 23 of 25 ⒸBRENDAN BARTICPage REAL COACHING 23 ESTATE of 25 ©BRENDAN BARTIC REAL ESTATE COACHING

SheetSheet TheBuyer BarticPrequalification Group Buyer Lead Date: ____________________

Appointment Date: _________________

Lead Source: _______________

Appointment Time: _________________

CONTACT INFO Name Email Current Address

Children? (Names/Ages)

Home Phone

Cell Phone

Work Phone

Fax

The best way to get in touch with you?

Best times to call?

Spouse Name

Spouse Cell Phone

Motivation 1. Are you already working with an agent? (check one) (If yes) Have you signed an agreement?

o yes

o no

o yes

o no

(If yes) What is their name? _________________________ 2. What is your motivation to buy? _________________________ 3. What do you want to buy? _________________________ 4. Will others live in the property with you? _________________________ 5. Are you purchasing alone, or with others? _________________________ 6. Is anyone else involved in the purchasing decisions? __________________ 7. How long have you looked for a property? _________________________ 8. Have you seen anything that you like?

o yes

o no

(If yes) What did you find? Where is it located? _________________________ 9. Did you make an offer? Why/Why Not? _________________________ 10. What is your price range? _________________________

Current Situation 11. Do you currently rent or own? _________________________ If you own, do you need to sell your current property? ___________________

Buyer Prequalification Sheet

The Bartic Group Buyer Lead Sheet If yes, are you working with an agent to sell your home?

o yes

o no

If you rent, when is your lease up? _________________________ 12. When do you need to move? _________________________

Financing 13. What is your method of financing: cash or mortgage? _________________________ 14. Have you been preapproved by a lender?

o yes

o no

Lenders Name: _________________________ Email: _________________________ Phone: _________________________ Mortgage Amount: $_________________________ Down Payment Amount: $_________________________

15. On a scale of 1 to 10, with 10 being extremely urgent, how motivated are you to sell your house? (circle one) 1 2 3 4 5 6 7 8 9 10 16. What would it take to become a 10? _________________________ 17. Disc Profile: D I S C

Is there anything else that we haven’t covered? ___________________________________ ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

SCRIPT BOOK

INTERESTED IN ONE OF OUR ELITE COACHING PROGRAMS OR ADDITIONAL MATERIALS? CONTACT US DIRECTLY: INFO@BRENDANBARTIC.COM

"As always, I wish you great success"