PEP Scripts Week 1a

Week 1 General Prospecting Tips  Have a reason to call or knock on the door  Pre-plan your talk track o “Planned” presentation, versus “Canned” presentation.

 If you use a script, don’t read it o Practice beforehand o Learn the concept and then say it in your own words  Always have a smile on your face or in your voice.  Phone Tips: o Keep a mirror to be sure you are smiling o No distractions in your area o Keep energy in your voice. A headset allows you to move and gesture with your hands as you talk. o Don’t waste time between calls. After making follow-up notes, immediately call the next number.  Face to face Tips: o Smile o Look them in the eyes

o Take a small step away from them as you start to speak (this helps to put them at ease) o Have your hands in sight (again this helps put them at ease). o Have a hand-out to give them or a “Leave Behind” if they are not home. o Be safe. Don’t go in the house at this time. Set an appointment to come back (so someone knows where you are). o Whatever your face is saying – so is your voice

Writing a Talk Track  Once you have decided on the reason to contact, write yourself a talk track  A good talk track should cover four main components o Step1: Introduce yourself  “Good afternoon, I am _________ with Century 21 ________ o Step 2: Tell them why you are contacting them  “With interest rates still low now is a good time to purchase your next home”  “We recently sold the Jones’ house around the corner. In marketing their house we found several buyers who were interested in this area, but that house did not work for them.”

 “I am in the neighborhood offer people a free market analysis on their house”  “We just put the Smith’s house down the street up for sale. I am out asking the neighbors if they know of anyone who might be thinking about purchasing a house.”  “I am going to be holding the Frazeur’s house around the corner open this Sunday. I am talking to the neighbors to see if any of them know of someone who might be in the market to purchase a house at this time.”  Make yourself a service to them:  “I am passing out football schedules for the “Flyers” (local high school) and thought someone in your household might like to have one.”  “I am passing out XXXXX * and thought someone in your household might like to have one”  *Use this script for any kind of handout Home Selling Tips, Interest Rate chart, Getting your House ready to sell tips, statistics on how much of your home improvement dollar you can expect to get back when you sell, etc. Can you think of others?

o Step 3: Ask for the business  “Who do you know that might be interested in buying or selling right now?”  “Have you given any thought to buying or selling now or in the near future?”  “Do you know of anyone who might be thinking of buying or selling a house?”

o Step 4: Close  “Thanks for your time. In case you or someone you know would like to buy or sell a home, please keep me in mind”  Tip on face to face contacts:  Leave something behind that they might keep in addition to your card. Like: an article on Real Estate, Interest rate chart, Tip Conversion chart, list of often used or important phone numbers ( Hospital, School, Library, Post Office, Police non-emergency number, etc), blank grocery lists, Important phone numbers for the baby sitter, etc.

Make your contact a service to them….not a bother to them.

Talk Tracks Prospecting based Low Interest Rates Hello, Mr./Mrs.___________. My name is __________ and I am with Century 21 _______________.

With interest rates still low, now is a great time to be buying a home. Who do you know that might be interested in buying or selling right now? Have you given any thought to buying or selling now or in the near future?

Are you familiar with all the different financing options available now? If not, I would be glad to send you some information about it. (or, if at the door, be sure to have information printed on your letterhead to give them).

Well, thanks for your time. If you do think of someone, would you please keep me in mind?

Again, I am name is __________ and I am with Century 21 _______________.

Prospecting Based on Just Listed or Just Sold

Just Listed Hello, Mr./Mrs.___________. My name is __________ and I am with Century 21 ______________________.

I am stopping by to let you know that we just listed the Bradshaw’s home at 123 Elm St. We always contact the neighbors of our new listings in the event they may be thinking of selling, or may know of a buyer for the property?

Who do you know that may be thinking of buying or selling, now or in the near future?

Well, thanks for giving me a few minutes of your time. I would like to leave a brochure on the home with you and a few of my cards in case you think of someone. Would you have a bulletin board at work that you could post a flyer on to help the Vincent’s out?

Just Sold

Hello, Mr./Mrs.___________. My name is __________ and I am with Century 21 ______________________.

I am stopping by to let you know that we just sold the Bradshaw’s home at 123 Elm St. The Bradshaw’s property generated potential buyers for properties in this neighborhood.

Who would you know that would possibly be interested in selling a home in this area?

Well, thanks for giving me a few minutes of your time. I would like to leave you a brochure that tells you more about the property, its sales’ price, days on market and features. Here’s a few of my cards in case you or someone you know may be thinking about selling.