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Insider Secrets to Lead Generation and Lead Conversion

By Dirk Zeller, CEO

You will have to change for everything to change

Because the economy has shifted, so has the motivation level of the buyers and sellers.
Economic shifts are followed by motivation shifts.

Passive Activity

Active Activity

You have to love looking for people to serve.
The right people: DNA2

Desire

Need

Ability

Authority

© Real Estate Champions, Inc. All Rights Reserved.

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This carries more weight than the words: _______ Visual: What people see when you speak. 2 .“We can evade reality. Inc. Words carry the least weight: _______ Vocal: This is the tone and pace of your delivery. All Rights Reserved.” – Ayn Rand Communication Verbal: These are the actual words and phrases you use to communicate to them. © Real Estate Champions. but we cannot evade the consequences of evading reality. Your body language subtly conveys how you perceive yourself and your service. If you visually convey you are the best your customers will have more faith in your claim: _______ The salesperson who exudes confidence and excitement will generate the same feeling in customers.

It basically guarantees you will pay the right price for a home and in most cases the lowest price for homes. at this point. 60 days ago. Let me give you my cell number. do you have a pen handy? It’s _____________. Would __________ on ________ be better for you? I have found in helping ________ families like yours in my career that by simply meeting for a short no-cost no-obligation appointment it enables me to understand your goals. How can I help you? We have a Market Trend Report that breaks down the marketplaces sales and inventory so you can see where the marketplace was 30. and you don’t know enough about me to know that I can’t help you. needs and objectives so I can serve people better when they decide to become clients. © Real Estate Champions.QuadraTrack™ Base Scripts Connection – Trust Building Scripts Safety Zone Scripts Objection Handling Scripts Hello. Inc. Let’s go ahead and at least get you a slot in my schedule. My schedule has a tendency to fill with appointments. Would you be interested in having a copy of our market trends report? Because we have just met over the phone. 3 . this ____ with _____. where it is today and where it’s trending to. I would need to check with __________ my ________ as well. All Rights Reserved. I don’t know enough about your situation to guarantee I can help you. so wouldn’t it be worth a few minutes to know with certainty? I can certainly understand.

additionally if they need to sell to buy they need to have a clear picture of the value of their home. Option: In case we get disconnected can I get your number so I might reach you back? What caught your eye about this home? Is that the most important feature of a new home for you? How did you hear about this home? ___________. needs and objectives so I can serve people better when they decide to become clients. for your patience. again with whom am I speaking.Base script: Hello. All Rights Reserved. or are you renting? Do you have a current Market Trends Report or market evaluation on your home? ________ I provide both of these because buyers today need to know where the market is heading to. please? Thank you _____________. How can I help you? That is a very interesting home. Inc. this is ________________ with ________________. Did you happen to drive by the property? Let me make sure that it’s still available if you can hold on for a moment I will pull up the information in my computer Thanks. 4 . it’s great to meet you. Are either of these something that might make sense for you? ________ I am sorry I didn’t even get your phone number. what is your current living situation? Do you own a home. this is ________. CLOSE OPTION YOU SAY: Alternate of Choice Î Do you have some time _____ or would _____ be better? Direct Option Î Could we meet at _____? Permission Close Î Would it be possible to meet this week? © Real Estate Champions. What’s the best number to reach you? Are you committed to another agent? I have found in helping ________ families like yours in my career that by simply meeting for a short no-cost no-obligation appointment it enables me to understand your goals.

It consists of the best values in key areas and price ranges for the marketplace. All Rights Reserved. 5 . Do you want me to send you a copy? _________.Trust Building Scripts: We have a Market Trend Report that breaks down the marketplaces sales and inventory so you can see where the marketplace was 30. That is going to help you understand your options in selection. It basically guarantees you will pay the right price for a home and in most cases the lowest price for homes. It’s also important to get the information on homes that have sold so you don’t pay too much… okay? You can get the first by yourself by looking online. Which of those works better? Direct Option Î Because the information is so valuable to you we should meet right away. You’re looking in the __________ area and the __________ price range is that correct? There are few homes that are on our best buy list that could meet your needs. I would be happy to give you the second and give you my professional analysis and we can meet to make sure you get the best value. Would you be interested in having a copy of our market trends report? We at ________ create a best buy list. where it is today and where it’s trending to. 60 days ago. Inc. Let’s meet at _____. this might have happened to you in your search for a home. Have you called about a home that you thought would be a nice home only to find out it was sold? Sometimes the very best buys are sold in a day because people are working with agents who are monitoring the inventory for them. If I have some clearer direction on what you are looking for I can help you gain access to that inside position on the best deals. what do you expect from a real estate agent? _____ the basic information of homes for sale is my part of the information that you will need. when would be a good time for us to meet? © Real Estate Champions. I am a go type of level service provider who gives more than my customs and clients expect. CLOSE OPTION YOU SAY: Alternate of Choice Î I am booked later this afternoon but I have an opening at ____ or ____. Does that work? Permission Close Î Given the value of the information. When that great deal comes up they buy it. Let me ask you. Is that something you would want? I’ll be happy to give you the information above and beyond what you called on and requested.

I can sense your apprehension about giving out your name and number because you are fearful of being bugged or pestered by a salesperson trying to sell you or sell you something you don’t want… Do I have that about right? I really don’t operate that way. I would not want to waste your time. Permission Close Î With your permission. is that something you would want to know about? Because the best values just happen they are unplanned. 6 . would you allow me to share something with you please? I wouldn’t take up your time or mine unless I felt that I could be of service to you. However. I am free later at _______ or _______. so let’s spend a few minutes focusing on that. Suppose such a home becomes available.Safety Zone Scripts: Associate: Because we have just met over the phone. let’s meet later this week. I understand no one wants to feel pressured. Tell me what you are really looking for in a home? “When the tide goes out you know who has been skinny dipping. I specialize in finding the best values in the marketplace for any clients. The most important service I offer a buyer is gaining them access to that inside world then show them how to secure a home in it. I don’t know enough about your situation to guarantee I can help you. All Rights Reserved. okay? Objections Handling Scripts: Won’t give out name: Associate: I know exactly how you feel. Inc. so wouldn’t it be worth a few minutes to know with certainty? CLOSE OPTION YOU SAY: Alternate of Choice Î I am just heading into another appointment currently. How can I reach you? Sir or maim. Which is better in your schedule? Direct Option Î I have an opening at _______.” – Warren Buffet © Real Estate Champions. If a really good buy comes up. at this point. and you don’t know enough about me to know that I can’t help you.

” – Dirk Zeller © Real Estate Champions. All Rights Reserved. 7 . “It’s a lot easier to sell to someone what they want to buy than what you have to sell them. Inc.Offer Response Message Direct Offer Indirect Offer Response Your message must match the marketplace and consumers wants and desires.

Inc. but every two week is better. 8 . All Rights Reserved.” – Wayne Gretzky © Real Estate Champions. at least monthly. not to where it has been. Lead generation and lead conversion strategies: “Skate to where the puck is going.Fantastic Marketing / Lead Generation hook: Foreclosure Best Buy List Updated frequently.

91% of the U. Faster information 3.S. More information 2. 80 million people in 2011 transitioned to smart phones. Ease of service 4. All Rights Reserved. population has cell phones. Faster service © Real Estate Champions. * Neilson Company You have to strategically be more effective in selling the prospect what they want: 1. Inc. 9 . 51% of all cell users will be smart phone users.