Greenergy Telephone Script Intro - Initial Phone Contact Hello, my name is XXX XXXX with Greenergy Communities I am responding to your inquiry about our Zero Energy Homes in XXXXX. Question
Repeat Comment
I’m curious, how did you find us?
Oh, you’re in the market for a new home? Is that new construction or, are you looking for a home to purchase? You’re looking for a home to purchase.
Great! What are you looking for? How many beds/baths? Single Story or Two Story? Ask Questions What is your budget? What have you seen so far? Is there anything you like?
Confirmation Of BUYER Motivation Why are they buying
So, is this new home purchase due to a relocation or, are you looking for a second home?
You mentioned you found us because you were looking for a home, right? Tell them about our problem
Are you aware of the current status of our real estate market? We have a problem, A BIG PROBLEM! We don't have enough homes to go around.
We have very limited homes for sale? There are hundreds of Buyers, only ten’s of homes for sale.
Monthly Market Detail - April 2015 Single Family Homes Pinellas County April 2015
April 2014
Percent Change Year-over-Year
1,269
1,046
21.3%
Paid in Cash
446
462
-3.5%
New Pending Sales
997
1,002
-0.5%
1,578
1,464
7.8%
Median Sale Price
$180,000
$160,000
12.5%
Average Sale Price
$250,368
$229,549
9.1%
53
58
-8.6%
Average Percent of Original List Price Received
93.9%
92.5%
1.5%
Pending Inventory
1,466
1,649
-11.1%
Inventory (Active Listings)
4,424
4,434
-0.2%
Months Supply of Inventory
4.1
4.8
-14.6%
Closed Sales
Percent Change Year-over-Year
1,269 1,252 989 782 1,189 869 1,121 1,037 1,080 1,081 1,091 1,167 1,046
21.3% 28.8% 34.6% 11.9% 40.5% 16.3% 30.0% 8.6% 3.4% 2.9% 6.8% 7.7% 3.3%
Summary Statistics Closed Sales
New Listings
Median Days on Market
Month
Closed Sales
April 2015 March 2015 February 2015 January 2015 December 2014 November 2014 October 2014 September 2014 August 2014 July 2014 June 2014 May 2014 April 2014
The number of sales transactions which closed during the month Economists' note : Closed Sales are one of the simplest—yet most important—indicators for the residential real estate market. When comparing Closed Sales across markets of different sizes, we recommend using the year-over-year percent changes rather than the absolute counts. Realtors® and their clients should also be wary of month-to-month comparisons of Closed Sales because of potential seasonal effects.
Closed Sales
1,400
2011
2012
2013
2014
1,200 1,000 800 600 400 J F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S O N D J F M A
Produced by Florida REALTORS® with data provided by Florida's multiple listing services. Statistics for each month compiled from MLS feeds on the 15th day of the following month. Data released on Thursday, May 21, 2015. Next data release is Monday, June 22, 2015.
Release your market knowledge
This is a problem that will continue for the foreseeable future; at least five years, possibly ten or more. Were you aware of this?
1)Yup. More than 800 people a day are moving to Florida. That’s up from 600 last year. At our peak, we’ve seen as much as a 1,000 a day. We have what everyone wants. There’s only so much to go around. Show off your market expertise
2) 25-30% of existing homes are underwater financially. That means they have negative equity and cannot afford to sell their home at this time. We have to wait for them to appreciate. It will take years.
3) Meanwhile, Builders cannot build homes fast enough to meet the demand. Because of this, we don’t have enough homes. It’s just not here in our market, it’s this way ALL OVER FLORIDA! Emphasize our desire to help them
Our number one priority is to offer you a concierge level of service. We want to help you avoid becoming frustrated and disappointed like so many other Buyer’s have become. There are too many Buyer’s. Especially, cash buyers.
Imagine this. A crowd of people gathered outside a home they’d all like to buy. 50% of them are paying cash. If you were the seller of this home, which offers would you consider; cash or finance? Emphasize the competitive market
That means, any Buyer’s who are financing, will most likely be placed at the bottom of the list. Their offer won’t ever be considered. It’s that bad!
Are you financing or paying cash? If financing, we can put you closer to the top of the list. Would like your offer to be at the top of the list instead of the bottom? You’ve heard that old saying, “Cash is King”? How would you like to be King?
Would you like to be at the top of a Seller’s consideration or, at the bottom? You’d like to be King, right? So would we. Last year, we did something extraordinary. We too got frustrated and, as disappointed as our clients, so we did something about it, and fixed it. We created Mortgage Ready Buyer. With our Mortgage Partner, we created a program that allows our clients to be equal to Cash Buyer’s King’s. It’s important they understand
Our Mortgage Ready Buyer Program puts you at the top of the list when a Seller is reviewing offers. Why? Because we’ve demonstrated you’re a ready, willing and, very able Buyer.
You want to be at the top of the list, right? Great! We can help you, but first!
Building The Relationship Repeat back what they have told you
So far, you’ve told me you are in the market for a home because you are relocating to Florida within the next 120 days, right? And, that you are looking for a 3-bedroom, 2-bath home close to XXXX, with a budget of $XXX - $XXXX, right?
Two things. First, you originally contacted us about our Zero Energy homes. I’m happy to report, or I’m sad to report, our Zero Energy Homes meets exactly what you’re looking for or, I’m sorry to say our Zero Energy Homes doesn’t appear to be a good fit. Get them to acknowledge one or the other
Good news though! We can help ease the pain of your loss in not being able to purchase one of our Zero Energy Homes.
Transition To Resale Opportunity We’re also a Full Service Realty Company as well. Greenergy Realty is a major seller of pre-existing homes in XXXX,FL. Because of that, we can help you purchase a pre-existing home. Setting up the incentive. Emphasize the value!
Remember what I said earlier about easing the pain of your loss in being able to purchase a Zero Energy Home?
Well, I’m sure your curious how we can do that, ease the pain. By allowing us help you purchase a home in Florida, we’re going to help you make your next home as energy efficient as possible - FREE! We’re going to provide you with a GE Hybrid Advanced Water Heater and, an LED Lighting Package. Were you aware, that the water heater is the second most energy consuming device in your home? Yup, it’s second to the HVAC System. Surprising isn’t it? Anyway, when you purchase your home through me, Greenergy Communities will give you a FREE GE Hybrid Advanced Water Heater and, an LED Lighting Package. Pretty cool, huh?
Reaffirmation - Repeat What They’ve Acknowledged During our conversation, you mentioned you wanted to purchase your new home within 120 days, right? Ok, we have lots of time, but none to waste. 120 days is around the corner.
Here’s what I’d like to suggest. Tell them what they can immediately expect the very minute you hang up
1)I’m going to send you information about our FREE energy saving offer - GE Hybrid Water Heater and, an LED Lighting Package. 2)Then, I’m going to send you a selection of homes for sale in XXXX, FL for you to review, and you give me feedback, ok? 3)Finally, I want to make you King. I want you at the top of the list when we go out and look at homes. Is that okay?
Great, here’s what to expect. 1) You’ll get an email from the “creator” of Mortgage Ready Buyer, Scott Hoag. 2) Then, within 2-24 hours, Scott will call you. You’ll be speaking to a celebrity. 3) Scott, will call, introduce himself, then ask you a few questions. Is that acceptable? Great, then look for Scott to contact you. VERY IMPORTANT! Get them to confirm.
How does this sound so far? Are you ready to move to Florida?
Closing Great. As we’ve discussed today, I’m going to send you a recap of everything we discussed
Earlier, I mentioned we offer concierge level of service. I think, based on our conversation today, you’ll have to agree, I’ve demonstrated my level of professionalism of market knowledge and expertise? Sell them the Typically, service and information such as this would cost a $1,000. value of YOU! YOU have a However, for you, It’s FREE to you. worth!
It’s all part of our concierge level of professional services we provide. Again, there is NO cost to you.
So, my last question to you is…
HOW HARD DO YOU WANT ME TO WORK FOR YOU? VERY IMPORTANT! Wait for them to respond!
Ok, great. Then, look for an an email from me with homes for sale, and Scott’s email, plus his phone call. Let’s catch up with one another in a couple days. Okay?