Z REAL ESTATE EXPERTS 4 A £ ¢ N X d MARK Z°® TOP PRODUCER PLAYBOOK JalexpDRESS POLICY People make judgments about who you are in the first 10 seconds of looking at you. It is unfortunate that we as humans do that so consistently, but appearance is something we can control. If you want to be a professional in this business, then you need to look like you are a professional in this business. Perception is reality. As much as it may be common sense, be sure to have showered and have your personal hygiene taken care of. Attempt to avoid overpowering smells, such as creams, colognes, perfumes, or body odor. Men: Keep facial hair trimmed and professional. Suits and a button-down shirt are preferred. No jeans, no t-shirts, no baseball caps, no bandanas, no tennis shoes, no sweatshirts, no flip flops, no sandals, no shorts, no graphic tees. Be sure your hair doesn't look like you just rolled out of bed. Women: No tank tops, no spaghetti straps, no shorts, no belly shirts, no miniskirts, no jeans. Business casual attire preferred. of shoes. Slip-ons make it easier to take your shoes off and on ip: Be sure you have a comfortable p: ‘when you enter.and exit’ home. SOCIAL MEDIA POLICY DED | Social Media is an interesting issue to tackle. You need to he balance with your posts. Ifyou consistently post nothing but real estate related posts, then you profile becomes white noise to your sphere. if ou don't post anything aboutirealestate) people forgetiabout you when it comes to their real estateneeds, ‘Your non-real estate related posts need to show that you are a professional. When you are on a team, you are io longer just representing yourself; you are extension of the team and brand. Our Clients will Google you and they will find out who you are. They will see your profile and they make a judgment as to whether they are going to work with you based on your profile. We strongly suggest that you keep your profile clean, remove alcohal, drugs, and stay away from posting your opinions on polarizing issues. (Clients will also base their decisions on your beliefs, if they are opposite of theirs, then good luck keeping them.) Your real estate related posts should provide value to those who are reading them. They should not always be "Call me if you know if anyone who needs to buy or sell a house." Asking for something without giving anything will usually get you nowhere and is a great way to get ignored by your sphere quickly, Post "Did you know....2” And then provide information. Then put your tag on the bottom of "I ‘would be more than happy to help anyone you may know that could use our services, Message me their information and | will reach out to them personally." Post your open house videos. Take pictures of your clients at final walkthroughs with a sold sign, with their permission of course, and then tag them in the photo on Facebook. By tagging someone, your post shows up on their profile and puts you in front of their sphere. Use Company approved hash tags to increase search engine optimization,DO'S AND DON'TS FOR TRAINING Do Arrive on time and ready to learn Do Read through materials carefully Do Ask questions at the end of each session Do Practice! Practice! Practice! Don't » Compare yourself to others / Worry about sounding foolish10 KEYS TO SUCCESS IN REAL ESTATE 1 Success is a mind-set a. Believe you can achieve it b. Top-producing real estate agents don't dwell on failure c Everyone has bad days. Learn from mistakes and move on 2 Planning is essential 2. Success doesn't happen by accident. The good fortune you see in others is the result of hard work combined with trial and error. b. "Plan for success — don't wait for failure." 3, Be goal-obsessed_ ‘Youcan't manage what you don't measure 4, ‘Time blocking prevents burn out fay / —/ Succesfl agents undetstandnow to buds ther resources fand thelr energy i InBUETNGES re What you say and how you say it matters @ Good communicators attract more clients. b. — Customer-first attitude 6. Market in the digital world a. Leverage social media accounts b. Spend time curating content Manage your leads & Leverage your CRM b. Use your personal contacts& — Betenacious a. Acareer in real estate is a marathon, not a sprint b. Successful agents are prepared to contend with setbacks, a fluctuating market, and challenging clients 9, Beempathetic a. Communicate your value to clients by appealing to them emotionally b. Trust and respect lead to satisfied customers- and future referrals 10. Motivate yourself a, Embrace your strengths and weakness Focus on what you care most aboutSTRUCTURE OF A CONVERSATION - BUYER Location - Price - Motivation - Appointment LOCATION The home you called on is in the area, is that the only area you are looking to buy in? Just out of curiosity, what other areas are you looking to buy in? PRICE Inbound phone calls - While | am looking up that information, what price range are you looking to buy in? All other calls - The home you called on is listed at $ is that the price range you are looking to buy in? MOTIVATION Ideally, when would you like to move in to your new home? APPOINTMENT Based on the information you have given me, here is what | recommend we do.... Let's set up a time to meet in my office to go over the home buying process, do a complete market overview plus set up a time to go look at homes. HoW does that sound? I have or open, which ‘Works better for you? ‘THE BUYER (CONSULTATION Buying thé right home can bé very challenging thesé days, How's jt Working For You? [thell response] What | have found is most agents don't have a plan.to help their Buyers, Instead they just show them iid have seen online. By the way, are you looking for homes online? [Their response] Well jave developed a proven strategy called "The Z VIP Buying Strategy’ to assist our clients it home, the'tight location or terms and at the rightipricesls that something you would be interested in hearing about? | can't get into all of the details on this call but just a8 alteaser it does include access to off market inventory and our “Love it or Leave it" Guarantee where we will sell the home you buy from us for FREE. ATTRACTING BUYERS DIALOGUE 1. Based on what you have told me ...| am certain I can assist you! Let's schedule a time to sit down so I can show you exactly how we position you to win in this market. 2. What's your schedule like, this week? 3. Great, let's meet at my office, how's (day and time)? 4. Atthis meeting we will outline the best process for you and your family to buy a home Sound good? | can't wait to meet with youl ‘THE CONSULTATION Always start with the mindset of a consultant, not a salesperson. Discover their problems and challenges in finding the right home Be a resource and be resourceful (solve their problem)Prepare your environment and your presentation for your first meeting (remove sales barriers or distractions) Have all your paper work prepared for buyer rep agreement if you offer that ESTATE EXPERTSPART 1 - BUYER QUESTIONNAIRE DIALOGUE 1. Where do you live now? v . How long have you lived there? 2 . So tell me what you're looking to do or trying to accomplish? = . What are some of the reasons for making the move? a .. Home long have you been looking? 6. How soon do you want to make this happen? 7. What websites do you use to find property? How's it going so far? 8. Tell me...what hasn't worked for you...in the home buying process? 9 Have you seen anything you really like? Or written offers on? 10. Have you narrowed your focus to a specific community? 11. What's important to you about the location/community you live in? 12. Tell me about the ... ideal... new home, 13. How many bedrooms & bathrooms? 14. What additional rooms do you need? 45. Tell me about your ideal location. 16. Tell me about your ideal location.17. What are the five things you can't live without? 18. What should we avoid with your new home? 19. What's most important to you in buying a new home? 20. And how is that important to you? 24. So... let's recap ... you want to buy a home with (...) , and you also want a home with (..), and did I miss anything? (This is where you feed their values back to them.) 22. And how about the agent you choose to represent you, what's important about that? 23. What's your timing... how soon would you like to be in the new home? 24. What's your plan "B"... in case this doesn't work out? 25. What price range are you looking in?‘THE CONSULTATION EARNING EXCLUSIVITY 1. Now that | know exactly what's important to you ... and we are clear on the home buying process... 2. Iwant to spend some time quickly showing you what | do above and beyond for my client: 3. Fortunately... when you... hire me...to represent you...you'll recognize that | do so much more than the average agent 4. Bottom line ... of the stress as possible... Because we are one of the largest real estate teams in the country we list more homes than anyone else and what we do Is give our VIP buyers like yourself access to what we are about to list before it hits the market. So you'll have access to off market inventory. only work with a small number of great clients... ike you... to ensure a personal touch. Our team prospects for off market inventory calling expired listings and for sale by owners. j ; TATE, DT Veontact best agents for their "éoming Soon" listings getting You early notice, We have an entire department of inside sales agents who will call any neighborhood youlré interested in and seelfwe can pick up on anyone looking ‘to sell before they list their hom 1 rresearch bank owned and notice of defaults (if available) = Our love it or leave it guarantee gives you the peace of mind that if you buya— home using us and you're not happy for any reason during the first year, we will sell it for free. All you have to do is pay the buyers agent 3% commission but we make nothing on the transaction, | will only show you property that matches what you want. | will negotiate aggressively on your behalf. As long as the home purchase is $300,000 or more we will guarantee you a one year home warranty paid for by the seller or we will pay for it ourselves, | will work with your lender and our affiliates... to ensure a smooth transaction .. and close. buy a home ... it can be stressful and my job is to remove as much does that make sense? when you 5. So... would you... ike me ... to help you find a home?‘THE BUYER CONSULTATION OBJECTION HANDLERS "How about if | sign your agreement after we go out one or two times?" Thear you... in that case ... let's sign a one party showing agreement on the homes you'd like to see .. it's done everyday in real estate ... let me grab that. “thave a friend in the business who will give me a discount commission. Will you do the same?" No... I would suggest working with your friend instead... (pause)... (Name), 'm curious... is your friend willing to do all the extra work I'm willing to do? And do they have my contacts, resources and skills? “My listing agent Is giving me a point back if | buy a home through him. Will you do the same? If not, why should | use you?" Simple... Your listing agent is busy working to get your home sold ... I'm going to put my aggressive marketing plan to work to find your home... besides... my commission is paid by the seller... okay? "I don't want t6 coinmit to one person right now.” heart that @ lot... aiid guess what... most people start by talking to lots of agents... until they find one who: clearly, sstands Out... (Name)... based on everything I've shown you ... do you believe | can find, negotiate and get you Into your new home? Then put me to work! Loo f ] Vrminot buyingfor another three t@ shmonths."” | | Great, thenjt isan excellent time to do some research together. We'll have time to get to know each other. a f “whatif we is 1IK@ Gach other after we are working together?" | can appreciate that... and my experience isthe only way this will happen Is if we are not in Wehstant cognition and open and honest about what's important... does that make sense? “Ihaven't had a chance to interview anyone else. 'd like to take some time and see what other options Thave," I welcome it. Take your time to make sure you are making the best possible decision for you, (Help them to understand the difference between you and using a listing/ buyer agent. Help them to understand the game plan, representation, negotiating skills and the time you can devote to them.)ONLINE LEAD CONVERSION Remember that your intention from the call is to SET THE APPOINTMENT Hi/Hey name... 3, 4 12. 1B. 14, 15. 16. 7. 18. 19. - “st your Vilar en Yyouwet out ofthat AT E’E) this is (name) with (company). You were recently on our site www. and we wanted to thank you for registering. We received your request regarding getting a really good deal on a property in the area «ls that the area you're looking to buy in? What types of property do you like best... Condos or houses? (Wonderful) What price range are you looking to buy in? (Terrific) 1'm curious... are you currently renting or do you own your home? Do you need to sell before you buy? (Excellent) ‘ave you been Searching for oe nce you are looking online you arent working with an agent.ight? ‘Smet for 15-20 minutes... so I can show you what it will take to buy a home in today's competitive market and exactly what our team can do to assist you. What would work better for you? ... day/time or day/time. Great! My office is at ‘ My office number 2 IM send you out a confirmation emall to... Is your email address stil repeat (email address) Ant Grea this the best number to reach you? . thank you again and we look forward to assisting youl Name... wll you do me a favor and let me know if something comes up and you can't make it at,SHOWING PARTNER ROLE * Once lead Is converted and pre-approved showing partner gets lead and calls to introduce themselves and set buyer on customized search, * Showing partner schedules all thelr own showings and shows the homes. They are to call each list agent, prior to each showing, to verify if home is stil on market, and if they have any offers in hand, * Once buyer and showing partner find a home that buyer wants to make an offer on, they call buyer agent, and provide any information they have from list agent, regarding any offers on the table, etc. Also, provide buyer agent with the address of the subject home, * Once accepted, immediately an email will go out to buyer(s) and showing partner is bcc'd, with the two emails, "Your Home Inspection", and the email " What to expect next", .This Way showing partner knows what to collect at inspection, and then they drop it off = to bier agent, . “Buyer lets showing Partnetiand buyer agent know when homeinspeetion wil bay y; i! | 7 ecroiie poriners are to confirm all utilities are on immediately for inspection, with listing agent, * — shoviifig partner will j(eoneaeelt agent or cee PEGI on showing time, and make sure itis confirmed, ; * Showing partner attends inspection, * After we get clear to close, closing coordinator will make Invite and share with showing partner and buyer agent. Showing partner needs to keep their shared calendars up to date for buyer agent, * Showing partner to take photo of the buyer(s) in front of their new home, with a Mark Z Sold Sign, or ZOLD rider, and text it to buyer agent, and post it on Facebook. Or option 2, take a picture of buyer(s) at closing, and send to buyer agent and post on your Facebook page. (if you do not have a sign, see shed for one). * showing partner will coordinate the buyer's final walkthrough with buyer and confirm the walkthrough with listing agent or schedule it online and wait for confirmation. Showing partner confirms this time with buyer, once seller confirms it, and attends walkthrough with buyer, * Sometimes the list agent will ask if you can bring the lockbox to closing. Ifo occupancyis needed, showing partner to bring the keys to closing, * Showing partner to have a handful of red closing folders always, as they are to give this at closing to the closer for the title company, for buyers closing package, * Showing partner attends closing. If showing partner wants a copy of PA or all addendums for repairs, etc., they can obtain copies for themselves, to take to walkthrough and closing, to make sure they are in the dotloop. * Showing partner to turn in the closing package to admin staff.Innovative 29 Day Follow Up Plan Digtal Follow up's the Answer Implementing Dig! Concepts: de + act Links + elon + arTechnology + tox Rome search Webs + CAM Fallow up System socal Meda7 Reach-outs day 1 1- Phone Message 2- VIDEO Text 3- Video Email 4- Link to IDX Home Search 5- Calendly Schedule Opportunity 6- Send your Biz Page to their Social Media 7- Phone Call — if VM — leave summary of1- Phone Message 2- VIDEO Text 3- Video Email = 4- Link to IDX Home Searcl 5- Calendly Schedule Opportunity 6- Send your Biz Page to their Social Media 7- Phone Call — if VM — leave summary ofGUARANTEED FOR SUCCESS THE PERFECT 29 DAY FOLLOW-UP CAMPAIGN @—e—e 3 minutes, 3 minutes 15 e 6 @ days 2days e @ -®@ Adays 5 days 8 v @ ¢ 15 days 12 days days @—® 29 days 29 days3 minutes ‘ome 3 minutes Aromplun tat 15 minutes fromplon at 2days 8:09AM roman tat 3 days FOARHOTECD FOR SUCeeRS Send No Ring Voicemail To Lead: VM 4 neice ae ccc occ em re ie ea eM eee think there might be a couple things that might allow us to get more specific range on its value than what's ‘gonorated online. Anyway, give me a call back at this number, Thanks and make ita great day! Text Message To Lead Hi, are you the. Pe on ai eee Clea aa ones cone Co Hey, T Just tried leaving yous voicemail in regards to your home évaluation Fé Benn P Eyer te eae NaC Ee Eien act) Hc lamen ener vi cet eu Meena Cn ace AT looking at selling your Korie anytime in the next 12 months? pa Ca casey [agentconitact) i 4 CRMC CANN EIN pots eC LeaC ROC 3 Saeco tas Fe a en el uc operties for one of our buyers looking in your neighborhood. From what ive can find of tn ee ear cco Cesc Um EL ues in eer Bai een) (One eas ferme uke eukcy Peer ur muro ECE Send No Ring Voicemail To Agent: VM 2 Pe ee CC CeCe Coun other day about your online home valuation request. Intorestingly enough we actually have some home buyers ooking o buy In that area, and | have a couple of questions. Ono isto be sure that this phone number is for the ownor of the property. And two, getting a better Idea of whether you are looking for a more specific range, Ifyou are open to the idea of putting the property up forsale. If so, 1 would love to chat with you alte big about property. if you could give me a call back af when you have a chance. Thanks so much and make ita ero4 days 5:45 PM 5 days from plan eat 8 days 9:26AM ‘eomptntart 8 days 7:45AM 12 days 2:06 PM Paci ee ear cnr keke iy eee uncead a ee ee eee SOLE aera SLs econo [agentcontact] Bauer AACE e celui UC Peete cot aura Text Message To Lead: If you were thinking... Caos ren Sener Rit Dee rE ea GUO a a oes Peace are Thanks fren Repietes) ES RSM M aT relCel ASU CILE ‘What would it take to get you to sell your home in the next 6 months? You know that the market ol eee ee eee remi enn scene Mann sie gers Fe CU ane eta ae ee Pe a ree ta ea ne (aS) {etcetera Deion As CH Lue Rice ee ee ore Cow Rr rie ot29 days 44:17 AM 29 days 4:01 PM ieee eee CeraWRITING AN OFFER Information needed to write an offer. This isa list ofall the information you will need to get either from Sales Force or client. Client's name Address of the home they are making an offer on Have they spoken to the marketing specialist to see if there are any offers on the property? When did they talk to the marketing specialist? Discuss with agent, any needed occupancy or terms seller would like. Discuss appliances that are being offered, pool table, etc. Is there a preapproval letter in Sales Force, or proof of funds if paying cash? Is the preapproval letter dated within the last 60 days? i. If not, youneed to contact the buyer to instruct them that they need to contact the lender for an updated preapproval letter or contact lender yourself, ii, Is their offer contingent upon the closing of a current home? iii Do we have email addresses for all parties that will be on the purchase agreement/that je, &f€ dn the preapproval letter? |v. If FHACt VA approved, did you contact Summit Funding to confirm property is FH or VA { approved ifit's a condo, : | yates pull det, nave you dnt wh ne matgepe URebr that Preapproval amount sti reflects that amount, as most likely with the monthly "association fee their approved amount will decrease, vi neem Conference with Listing Agent vil, Alert agent that we will be composing an offer, Verify the property is still available and as currently. there are any offers on the property, Review any specific questions regarding occupancy or appliances with the listing agent if applicable. If there are other offers on the property, ask agent if seller will choose the strongest offer that comes in, or if they feel seller will do a multiple offer bidding war. Ask agent if there is anything seller would be looking for in an offer that may help our buyer's offer to stand out amongst the rest. if our buyer is using ‘one of our preferred lenders, let the listing agent know that and assure them this will be a very smooth transaction for all parties. Verify the email address the listing agent wants offers to be sent to and let agent know we will text them when we send the offer their way, so they know to look for Call the buyer to discuss terms of their offer. Let buyers know the information that we discovered from the conversation with the listing agent. Example: any other offers on the property, occupancy terms, appliances not included, or any exclusions with the sale. If multiple offers, discuss the following items with the buyer as opportunities for them to strengthen their offer in the eyes of the seller: i, Explain that in a multiple offer situation, sellers will usually get asking price and overasking price offers, li. Getting the offer accepted is the first hurdle. The key to writing an offer in this situation is presenting the strongest offer in the eyes of the seller and getting the offer accepted and getting the home off the market, Explain the purchase agreement states that the home must appraise at sale price or higher or we go back into negotiations, so buyer will never pay more than what the home Is worth in the eyes of the appraiser, unless they waive or offer an appraisal overage, iv. An appraisal is conducted by the buyer's mortgage lender's appraiser, which is ordered by the mortgage lender and paid for by the buyer upon application of mortgage. If buyer is concerned about raising their purchase price, explain to them in the big picture, the difference in their mortgage payment would be approximately $5 per $1,000, in their mortgage. For example: Offering $5,000 more is only about $25 a month extra onthe mortgage payment, Vi. =e Afi Important factor in a bidding war is usually offering over asking price, vile | 1 ICAL C&C. i in| ‘a. For example: a buyer ean offer to pay seller up to 2 certain dollar amount such as $5,000 over the appraised value IF THE HOME DOES NOT nites APPRAISE AT PURCHASE PRICE ORIHIGHER) == b, Up toa maximum sale price of the written offer price, |. For example: If the purchase price is $250,000, and buyer is offering to pay up to $5,000 over appraised value IF home does ot appraise at sale price or higher, up to a maximum sale price of ‘$250,000 and the home appraises at $250,000 or more, buyer does not pay anything extra out of pocket, ji. Therefore, buyer is only paying extra IF the home appraises lower than purchase price, ANY OVERAGE WILL BE PAID OUT OF POCKET BY BUYER, THIS CANNOT BE ROLLED INTO YOUR MORTGAGE, d, If the home appraises at $245,000, the buyer will be expected to provide the additional full $5,000 out of pocket at closing as the agreed upon sales price is $250,000. €. If home appraises at $247,000, for example, the buyer will only need tocome out of pocket with $3,000 to make up the difference between appraised value and sale price, If home appraises for $240,000 buyer wil still pay the $5,000 out of pocket, making the sale price $245,000; UNLESS listing agent states on ‘the purchase agreement that sellers have the option to move forward at this amount, or if the agent has indicated a lowest amount for appraisal, Another option the buyer can use to strengthen their offer is to do an escalation clause: @. An escalation clause is a clause that is included with the sale stating that the buyer will pay, for example, $1,000 higher than the highest offer price and list agent will provide to buyer's agent a copy of the highest offer to ensure we are paying what we plan to pay. You can put a cap on price, by» This could be an addendum or typed in the remarks on page___, 6. This would only be applicable if we are NOT already the highest offer, ‘Another option is to offer an escalation on the appraisal overage. Stating: If another buyer is offering)an)"appralsal guarantee'"the) Cris. agrees to/pay $1,000.more than any other appraisal Taare Uptoamaximum of emountof$_ Evidence of the ‘appraisal guarantee that was beaten, must be presented for buyer to "review, prior to acceptance, a. Always urge buyer to put a very strong offer as, If not, buyer takes the chancé of allowing other offers to come in on the property and seller has the option of choosing another offer during negotiations, or they can choose to do a bidding war; allowing other buyers to present stronger offers and during a bidding war we know in most cases the seller will receive an offer over asking price. When discussing price always think outside the box and suggest an odd number to make the offer stand out, do not recommend a traditional, average number the average agent and buyer will think of, For example, if the home is listed at $230,000 suggesting $235,000 is predictable. Suggest buyer to offer $237,000, $237,500, $241,000. This can be the difference between getting an offer accepted and not. We are not average agents, so do not think like the average agent. i. We want to avoid a bidding war at all costs, ji, Urge buyer to offer full price or higher to show the seller their ‘motivation and seriousness of the offer.Discuss Earnest Money Deposit Amount EMD is offered in all purchase agreements, It is looked at in the eyes of the seller as a good faith deposit, showing motivation of the buyer that they will not, for example, fall to appear at closing, Should that happen, the seller would have rights to keep the EM. EMD is not in addition to any other costs. This deposit will be collected at the home inspection and deposited into the escrow account of EXp Realty once you've removed your inspection contingency and state you're moving forward with the purchase. At closing these monies will be taken out of the escrow account and applied toward any of your out of pocket costs, such as down payment or closing costs, Traditionally, your EMD is 1%-3% of the sale price. The stronger the deposit the more seller considers buyer's offer serious and strong. Ifthe home does not appraise for sale price or higher, AND we cannot come'tovnew ay Vthe Seller a/mutual release will id signed|by both parties; and the EMD will be released back to the buyer, \ffoF Some reason) thelbuyer-cannot get approved for the loan, there is a financing contingency in the offer andjjagain, we would ‘need to get a Copy of the denial of mortgage from the buyer's ‘mortgage lender and send that along with a miUtual release tolthe ‘agent to disburse the EMD to buyer, Traditionally in our offers, we will state the EMD will be deposited within 2 days of a successful home inspection and inspection contingency removed, although usually many agents want the deposit collected upon offer acceptance, vii. EMD can be in the form of a personal check, although if you do not have a personal checking account, you can use a certified bank check as your deposit. NO CASH.Discuss occupancy If sellers are offering immediate occupancy at closing, buyers will get the keys at closing, Hh, Ifsellers are requiring post-closing occupancy, we will state that the sellers will provide, at closing, a dollar amount that is equal to what the buyer will be paying equal to the principal, interest, taxes, insurance (and if applicable, monthly association dues). We would write this as: a. For example: if seller needs 20 days occupancy, that seller will pay |/30th PITI (A. Association if applicable), This will be noted as TBD as your mortgage lender will calculate this amount, These montes are collected at closing and held by the title company and disbursed accordingly upon key exchange form and sellers vacating property. i. For example: Ifseller only decides to stay 15 fo the seller, g. buyer can state in the in the same condition upon séllevaeating amount will be disbursed upon key exchani and buyer can conduct a walkthrough to ensure the home Is in good condition, d. _Ifina bidding war, offering seller FREE occupancy Is always favorable to seller. Discuss Down Payment of the Loan 1. Go over the terms that the mortgage lender has provided on the Preapproval letter to verify that is what buyer is intending to put down on the mortgage. And let buyer know they will apply for the ‘mortgage within 7 calendar days from offer acceptance, i, IF FHA purchase, an estimated close by date will be 40 to 45 days. lil, Ifa conventional offer, close by Is traditionally 30 to 35 daysdepending on lender, iv. Ifcash offer, we can close within 30 days or less. uss Home Warranty, i Buyer has the option to pay for their own home warranty at or after closing should they choose to do so. li, Buyer can ask seller to provide a home warranty at closing, paid for by the seller, lll, The seller will look at your offer as a net. So dependent on offer price and home warranty amount, that's the figure the sellers look at for the entire offer/what they'll net. iv. ‘Our team uses Home Warranty of America and the fee is $590 for 213 month home warranty, in which appliance, furnace, AC, hot OQ water tank, etc., are covered items. Buyer will pay a service fee of ¥ $50 to $100 and HWA will repair or replace with new. v Ina bidding war, it is not urged for a buyer to ask for a home r warranty. Ca my > Home inspection nic : AG ce | (Fi. Once an offer is accepted buyer traditionally has 7 days to conduct their own private Homelinspection and up to 2 days following that inspection to let sellers know, In writingyifthey are ‘removing the inspection contingency arid moving forward with <: “the sale, or if there are any items that need to be addressed with seller, li, For example, buyer has 3 options when addressing the seller: 1) reduction in sale price; 2) Seller to make repairs prior to buyer's final walk through; 3) Asking seller to provide buyer, at closing, with monies towards buyer's closing costs in lieu of repairs, ‘Once offer is accepted, email buyer 2 emails: a. One will provide 2 highly recommended home inspectors; b. And the other one is What to Expect Next. iv. Buyer will coordinate inspection with showing partner, asshowing partner will be present for home inspection, ve If there is a well and/or septic system on property we will also. provide a good contact for and inspector for that as well. ‘Traditionally, home Inspection and well and septic Inspection are conducted during the same timeframe, vi, For awell Inspection, the inspector will take water samples, they will be sent to a lab and results are usually within 2 business days to make sure the well water Is safe. vil. If property is a foreclosure, or a HUD home, it may be buyer's responsiblity to have the utilities turned on at buyer's expense and turned back off after Inspection and/or appraisal are completed, REMINDER: At this time is when the EMD Is usually collected, “, REMINDER: Inspection fees are due at the time the inspection Is i, conducted, Be sure to discuss accepted forms of payment with Inspector when scheduling inspection. DE [se CY BERT i CALL use ESAT ie. E PERT 12 2 le. Although, if working with a Quicken Loans employee, they will want to use their pelisting oon the: tation from listing source which title company will be used Tritis that buyer uses seller's title company, hi For a new construction, always use builder's title company, Administrative Fee The eXp Administrative fee of $595 is required by the broker and connot be walved without written permission from the broker, Additional Conditions |. This is where we state ifthere Is an association in the complex or neighborhood, the following phrase: “Seller to provide a copy of the most current Association Bylaws and building and deed restrictions, including all amendments, to buyer's agent within 2 days of a fully executed offer." li, In this section is where we would note if buyer Is offering an appraisal overage, a. For example: "Buyer will pay up to $5,000 over appraised value IF home does not appraise at sale price or higher, up to a maximum sale price of §This is where we note if buyer is asking seller for any seller paid closing costs: "Seller to provide % of sale price, or $ at closing, towards buyer's closing costs, tax prepaids, prorations, escrows, and insurance,’ iv. This is where we put if buyer's offer Is contingent on the closing of their current home: “Offer contingent upon closing of buyer's current home, scheduled to close on insert date located at insert buyer's home address." v. _ Thisis where we would also note if buyer is asking for extra appliances, home theater, surround sound, pool equipment, pool table, etc. vi. If legal description is too long for paragraph 1, you can also add the legal description in this section as well. Be sure to state on page 1 paragraph 1, that the legal description can be found on page 4 # 30, Before Composing the Offer Once you have all the information from talking with the listing agent, the buyer, etcyjthef@ afe a few steps you must take prior to composing the offer. Under the photo, there is alink talled "Does">Click that and download the Lead Base Paint and Seller's Disclosure, if these/digelésures are not available on MIS) contactthe li office and ask them to provide you with these disclosures. jing agent or their i, Open Sales Force ll, Search for buyer's name in contacts Iii, Go to Notes and Attachment section on contact page lv, Download preapproval letter. Dotloop - Composing the Offer In the search bar of your internet browser type this link: MykKW.KW.com See Admin staff, office manager for password and user name. i. Click "My Transactions" in the top right of the pageli, Click "Create a Loop" iil, Naming format Is: "Your first name"-Street Address, City-Buyer's First and Last lame a. Example, Mark-123 Main Street, Novidohn Smith iv, Click the loop name at the top of the page v. Select "Purchase under the drop-down menu for Transaction Type vi Select *Pre-Offer” under the drop down for loop status vil. Inthe "People" section, Click on Mark 2's name. i) We Pop-up screen, click the Role Drop down menu and select "Buying Broker" EXPE Hilt hes the out ae Input Buyer's name as written on the preapproval letter, input the cor address, select their role as "Buyer" xv, Click Save SH, Property Address Section i Input street number, address, zip code and county, ete. ji, Youdo not need MLS number, or parcel tax ID Financial Section 1. The only item to fill in is purchase price. i, Input offer date from the drop-down calendar,Geographic Description i, This is where you enter the legal description (if it's not too long) Ifit's too long type: "See Page 4 Section 30" and we will put it down in the “Additional Comments" section. Click Save. At the top click "Back to Loop" Adding Documents: iil, Click "Add Documents" iv, Click "Templates'* "Mark Z Purchase Agreement” v. Select the following pages: IFFHA, FHA Addendum Affiliated Business Affiliated Business-Legacy = vi. Click Copy vii. Click "Browse" and upload the Lead Base Paint and Seller's Disclosure, as well as the preapproval letter, Click the check box next to "Folder" to select all documents ix, Click "Open" (top right) The AutoFill Box will pop up> Click "AutoFill" xi. Once AutoFill is done, review the document to ensure all the information is correct, xl, NOTE: IF ONLY ONE BUYER MUST GO THROUGH ALL DOCS AND REMOVE THE ‘SECOND BUYER!“Exclusive Designated Buyer Agency Contract" Paragraph 4: Enter the date we were engaged by the buyer, either the Ast or the 15th depending on where you're at in the month. For example: If the date is the 1st through the 14th use the 1st, if after the 15th, use the 15th, ‘Agreement to expire on: enter a date 6 months from the date we were engaged by the buyer, the buyer only wants to use us for this home, note this in the Box 16: igreement only applies to the property located at insert address of home.” NoTE Commission: 3% Agreement is for 6 months f/ REAL LO UA Ni | ‘/Thisis an auto filed document, except for paragraph 1, Line 9 should state: “All appliances included, as seen on insert date of walk though, having no cash value." e oe aes x = -BESURETO VERIFY THAT ALL-APPLIANCES. BEING OFFERED.CONTACT LISTING AGENT, OR CONSULT MLS TICKET. Sale to be consummated, i If cash, check box " and skip to #2 li, Iffinancing, check box "B" and go to paragraph "B" and fill in the mortgage type, the amount that will be mortgaged, the down payment, a, We usually use percentages for FHA. For example, the Mortgage amount will be 96.5% and the down payment will be 3.5%. b. If going with a conventional mortgage, the down payment can be any percentage, depending on buyer qualifications, . Ifthe preapproval letter provides for specific amounts, use those amounts in the boxes instead of percentages, . Purchaser ~ le. > Purchaser must apply for the mortgage within 7 days - input 7. = “thust comply with lender's request forall information... here you { 3 ae 3 to4 days prior to target closing date IF Cash, 3 to 4 weeks, lv. IFVA, 40 to 45 days. v, Close by dates: Input a 3 to S-day window depending on where the weekends fall. Occupat i, Check box "A" for immediate occupancy ji, Check box "B" and input the occupancy terms for seller to vacate, If seller needs 30 days occupancy, that seller will pay I/30th PITI (A. Association if applicable). This will be noted as TBD as your mortgage lender will calculate this, amount. Additional Security i. Usually this is N/A unless seller needs occupancy and buyer is requiring seller to put down a security deposit,il. tfoccupancy is applicable, buyer can state in the purchase agreement that they would lke a security deposit also held at closing to ensure the home is in the same condition upon seller vacating. This amount will be disbursed upon key exchange form; and buyer can conduct a walkthrough to ensure the home is in ‘good condi Property Taxes, Assessments, Water i. Check the box next to "advance" Home Warranty. i, Ifthere is a home warranty check box and input cap on amount of plan. i, Ifinot check box "8" “igo Checkbox next to "Buyer's Agent" Paragraphs 7 DI { Ire ‘Check whether you have or have not recei "Click the Is" box next to Contingency Page 100 69. li, Input 7- the inspection takes place within 7 calendar days iii, Input 2 days to let seller know we want to move forward following inspection, iv. Thereafter the seller has 2 days to respond to buyer and confirm sale is moving forward. City Certification i Check box "Seller" and then check box "Seller will make all necessary repairs" Approval of Easements and Restrictions i. We donot commonly deal with these, so we usually input 3 and 3 in the empty. boxes. Input these figures ONLY if there is an Association; otherwise, put 0 and 0.Flood Certification Ifa regular residential, input 5 to 7 days ji, Forvacant land, we put 10 to 15 days Lender's Policy of Title Insurance i, Input Legacy Title, unless buyer works for Quicken. Then they will want to use their in-house title company of Title Source. Earnest Money Deposit Input EMD amount ii, Check the box next to form of payment (check box next to "Deposit to be collected by Broker (Other)" © es ivi Check the box next to EXp Realty Additional Conditions / I fl ees f y DEI Bylaws and building aiid deed Festrietionsyjincluding all amendments, to buyer's 17) Bgent within 2 days of a fully executed offer" . in this section is where we would note if buyer is offering an ‘appraisal overage, a For example: "Buyer will pay up to $5,000 over appraised value IF home does not appraise at sale price or higher, up to a maximum sale price of $ ix. This is where we note if buyer is asking seller for any seller paid closing costs: "Seller to provide % of sale price, or $ at closing, towards buyer's closing costs, tax prepaids, prorations, escrows, and insurance.” x. This is where we put if buyer's offer is contingent on the closing of their current home: “Offer contingent upon closing of buyer's current home, scheduled to close on insert date located at insert buyer's home address.” Xi, __Thisis where we would also note if buyer is asking for extra appliances, home theater, surround sound, pool equipment, pool table, etc, If legal description is too long for paragraph 1, you can also add the legaldescription in this section as well. Be sure to state on page 1 paragraph 1, that the legal description can be found on page 4 #f 30, Documents i. Check box for: a. Seller Disclosure b, Lead Base Paint c.—_IFFHA, check FHA Addendum Time Limit i. Expiration of the purchase agreement, which should be dependent on the ‘situation. Traditionally, 24 hours, but consider the following when deciding on a How many offers are on the property p | Hodder an te Ho | | Ar How quickly the buyer is going to sign the document ss Person ID: FHA Disclosures: IF AN FHA OFFER MUST SUBMIT FHA DISCLOSURE |. Hover the "Add" button and click "Add Text" from drop down menu |i, Drag the text box to the blank space in the middle of the paragraph, lil, Input the offer amount Go back to main page (showing list of all docs in the folder) lick the box next to folder to select all documents ii, Click "Share" button,In the pop-up box, ensure that the drop down next to all signers7 names are on "Can Sign" Ww. Click the Share button Wrapping Up v. _Text/ call buyer to inform them that you've sent them the offer to e-sign and ask them to email or text you when all parties have completed signing, vi. Once the buyer has signed, Buyer Agent must e-sign. vil, Documents to send to listing agent: a. Purchase Agreement XPERTS i) 1 poner ATE ue Rin A E>!Si CS © SELLERS expSTRUCTURE OF A CONVERSATION - SELLERS LMPAPA Location ‘Where is your property located? Will you be staying in the area? Motivation Just out of curiosity, how soon do you want to move? Why are you selling your property? Price Do you have an asking price in mind? ‘Are you working with an agent? ‘Have you signed a contract with an agent? : i F 7 f Payoff ' f / _ Bythe way, what do you currently owe on the property? Appointment _Based om the information you have given me, here is what | fecommend We do... Let's set up a time to meet at your home to go over the home selling process, we will do a complete market analysis plus discuss my marketing strategy to get your property sold quickly. How does that sound?SELLER QUESTIONNAIRE Inbound: How did you hear about us? |s this your first time contacting our team? What is the address of your property (city/zip)? ‘Timeframe/Motivation: ‘What has you needing to get this home on the market? When your home sells where will you be moving to? Once motivation is established, go deeper into it: What i850 Important about. ? plan o ropes e agent oe Eee Ir hor (yes) That's great, i's important to chodse the right agent to represent you, aie joose the agents you'll be interviewing? ay y did Niven oyu sTSEESAENET BG OUT GA aIEHTe? Great! So you'aré looking for bye = = Now, if we can sell your home in the next 30 days, would that pose a problem for you? Financial: Do you have a price in mind that you would like us to list your home at? What is the price you won't go below? Is there a mortgage on the home? ‘What will you need to net from the sale of this home for the purchase of your next home? If Currently Listed: Ifyou don't mind me asking how did you find your current agent?What has you looking to make a change? ‘What kind of feedback have you received regarding your current showings? Do you know what kind of marketing strategies your agent is going for you to try and sell this home? Home Specs: Review specifics of the home you pulled up on HAR to double check you have the correct address Confirm all details on listed home specs: G2niVou please confirm the square footage of your home, 1 or 2 story and number of j bedrooms/baths? year was the home built? yf DE! ceT; > / Do you Have ulead room, gairie roof or bonus rooms? | , _ What finishes are in the home? Fin appliances) = : Any updates have you made recently to your home? (Any kitchen details) And do You “haVe @ 2 or 3 car garage? Detached? ~ Does your home have a pool and/or spa? (If not mentioned in updates) How would you rate your home ona scale of 1 to 10? What would make it a 10? Is there anything that would positively or negatively affect the value of your house? What are the top 3 things you're looking for in your agent? Thank you for sharing with me about your home, and your goals to get the home sold. Now let's set up a consultation so we can meet go through the comparable homes that recently sold near you and discuss pricing, as well as our unique marketing strategies that will ensure your home gets sold for top dollar in the least amount of time. What works better for you, (day/time) or (day/time)? Great, and can you please tell me your best email address, so | can send you a confirmation of this meeting?‘Thanks, ow when you meet with us, we will also be explaining how our team operates, our provided services, and our team's Promise. Our promise is critically important to us as it stands to ensure that you receive the outstanding experience you deserve, and then some, while you are working with us. Will all the decision makers be there when our marketing specialist arrives? Can | get his/her name as well? And what is the best contact number/email for them as well? Do you have any other questions before we meet? Now you mentioned you were going to (location). Do you have your next home picked out yet, or can we assist you with that as well? If they are moving local also discuss needs and set them an appointment with Buyers Agent ASAP, if relocating out of area offer to set them up with a fantastic agent in (location) and get a referral set up! ‘When you meet with our marketing specialist and HIRE US, we will get a plan in place to get this HOME SOLD.as quickly) iS possible, AR Dae aw Oe How does that: CLOSE 7 / SlOse Z PE AL CTAT YPC DRTrE So, we are all et tomméet of (deyAtre) ab (tele ome address), | will email you Pe eo appointment shortly, and it will include my contact information in case you have any questions in the ‘meantime, Also, when you choose to work with us know that lam also available iffor some reason you're tunable to get a hold of your marketing'spedalist. Il be touching base (the day before or the morning of) ‘to make sure thisttimie still works well, Thanks again, and we look forward to gettinglyourhome SOLDLEVERAGING THE DATABASE GENERATING MORE REPEAT AND REFERRAL BUSINESS Hi (Name). This is (Name) with MARK Z. Real Estate Experts, Do you have a quick minute for me? (Thank you) Iwas wondering if | could help you with any real estate questions you might have. (Great) [Examples] * Are you curious about the value of your home? © Doyou want to know what is going on in your neighborhood? © Doyou want to know general market conditions? ulsit time to sell your home? Should you be refinancing now? [eh As youknow. | want to be your resource for everything real estate related. Please call , “mefyou ever Have questions ..Jokay? (Terrific) | ‘ In I sme)... my business is based on referrals from great lents (friends, pedple) like you. Reece et you go... Who do you know that needs to buy or sella home now orn | appreciate your help and i anyone should come to mind please don't hesitate to cal) me! (Thank You) [This dialogue is meant to be used somewhat loosely. You will be calling your Past Clients/Center of Influence four to six times per year, alter the dialogue when necessary.)Mark Z Training - Just Listed/Just Sold Script Hi, is this ? This is , ’m a local real estate agent. | just listed (or just sold) a home in your area over at 123 Main Street. If you don’t have a listing or sale in the area: “A home was just listed (or just sold...)”. By any chance, did you happen to see the for sale sign (or are you familiar with that property)? It has bedrooms baths and it’s listed at (or it sold for) $. . I'm just wondering... do you know anyone who might be looking to buy (anyone else who might be looking to sell) a home in our area? Do you have any plans to move any time in the near future? Do you have any questions about home prices in the neighborhood or what’s going on with the real estate market in general? If they have questions about the value of their home: We can do one of 3 things: 1. | can give you a general price range over the phone. (Give them a WIDE price range).2. | can take a few minutes and do a quick market analysis, and call you back with a more specific number. 8. We can meet for 20 minutes. I'll prepare a detailed market analysis, take a look at your home and determine what is the highest price that we can sell your home for in today’s market. Which would you prefer? If they are not interested right now and you have good rapport: | offer a great service to my clients, where | periodically update them on the real estate market in our area. May | have your email address so we can set you up to receive this valuable information? (Add them to your sphere of influence database) Before | let you go, who do you know right now that needs to buy or sell Real Estate that | can help? Can you think of anyone, maybe a friend, a relative or a co- worker who is looking to buy or sell Real Estate anywhere in our area? If yes, “Great, may | have their name and number so | can give them a call?”SPHERE OF INFLUENCE SCRIPT Hey its, How are you doing? (Wait for response) That’s great... or 'm doing great! Hey, listen, | know you're busy, so | won't take too much of your time. I'm calling today because | wanted to ask you a quick question, do you have a quick minute? ‘Awesome...Well, I don’t know if you know or not, that I’m working in real estate now and I've joined a GREAT Team and my team is having a competition and | REALLY want to win this competition...In order to do so, | need to come up with at least 10 names of people who we can help BUY a Home...SELL a Home...or even INVEST in Real Estate...and so when I thought about who to cal, | immediately thought ‘of you, because | know you'd be able to help me. So, my question for you is...Would you be able te HELP ME.... identify people that you know that might be ready to BUY A HOME... SELLA HOME...or INVEST In Real Estate? (iF Yes...) That’s great...Let’s do this, let me write down their contact information so that | can DO THE RIGHT THING and call them right away! I'm ready to write down their information when you're ready. ‘Awesome, Thank you very much. Is there anyone else you can think of? Okay great...Thank you for helping me with that, Out of curiosity our Association of REALTORS has alliances with many companies that offer us REALTORS )great deals to pass along to our friends, family and clients. One of my favoritesisia‘10% off coupon to Lowes Home Improvement Store. Is that something you might be ‘interested in? It Is? GREAT! What's the best email address | can send this to you right away? OK...before go; did any of your contact. information change that | need toknow about? Awesome, Well, letme ask youtthis...Fyou happen to ome across anyone else that iproeintenes nee home, selling a jhome or even’ Investing in reat’ estate, will "you CALL ME™ right | away? ‘www. TransforminglivesCoaching.com Great...And just know, | can assist anyone throughout the country with finding a TOP agent that can BEST, serve theinreal estateneeds so let me know about them as well, You okay with that?Great. Well, let me let you go, Thanks again for helpingimevout. Let me know if | can ever help you out! Have a great day! (Ifo) No-one? Okay, no problem. Thanks for taking the time to think about that Well let me ask you this... you happen to come across anyone that might be interested in Buying a Home, selling a Home or even Investing in real estate, will you CALL ME right away? Great...And just know, | can assist anyone throughout the country with finding a TOP agent that can BEST serve their real estate need so let me know about them as well. You ok with that? Great...Well, et me let you go. Thanks again for helping me out. Let me know if can ever help you out! Have a great dayl {Condition Response): “Well, let me call them and I'll have them call You!” Okay, well...Let me ask you. Has there ever beena time when you meant to call someone and got so busy that you completely forgot? Yeah me too...You see, what | would not want to see happen Is you get busy and forget to call your friend and then the person that you are thinking about that has a real estate need ends up hiring a weak agent that results in a bad experience. You see, Buying and Selling Real Estate is no easy task would you agree? Yeah, I'm sure your friend would agree too and so I'm certain that the person you are thinking of would be GLAD that you cared enough to make sure that you referred me and my Team over to them. You think they would be happy knowing they have one of the BEST teams assisting them? Awesome! Well, Let's do this...Let’s DO THE RIGHT THING and let me get their contact information from you and | will make sure I call them RIGHT AWAY so we both can make sure that they get the BEST possible service available to them! Sound good? Great, I'm prepared to write down their information when you are.Mark Z Training ~ Pre-Qualifying Script a Sol can better prepare for our meeting, | have a couple of quick questions. 2. When we... SELL YOUR HOME..., where will you be moving to? 3. How soon would you like to be there? 4. What is it important to you about being in by id 5. Are you planning on interviewing any other agents for the job of ... SELLING YOUR HOUSE? (Upswing here) 6. What specifically are you looking for in the agent that you will hire? 7. When | see you, how much do you want to... LIST YOUR HOME... for? 8. What would happen if your house doesn't sell? 9. How much do you owe on the property? 10. At the end of our meeting, if you are confident that... HIRING ME... is the best decision you can make, will you be ready to... LIST YOUR HOME WITH ME... so we can go ahead and get it sold? 11. Will all the decision makers be there when | arrive? 12. | look forward to our meeting, and | am confident that you will clearly see why we should be working together.SAMPLE DIALOGUE TO INVITE NEIGHBORS TO YOUR OPEN HOUSE ‘THE MEGA OPEN HOUSE Hello ... my name is (name) with (company) ... and ... | will be hosting a special open house at (location) on (day) from (1 to 4) ... did you know this home was for sale? (hand them a flyer/invite) 1. I promised the seller I would get the word out in the neighborhood... and I was curious = who do you know ... that might want to live in our area? 2, Wonderful... again .. t's this Sunday from 1 to 4... feel free to stop by... 'd love to show you the home... 3, By the way... have you ever considered selling your home? Hi, my name is ee Pee ee Ee Par y i | 4 A mes ed | 4. / What kind oth are you looking for? (Fantastic) 10. i. erica at =? (Excellent) P c i areas have you faprsenayag ilyoulr Homelsearch? (Super) 6, [es EE ESET jomes have you seen that you like? (Terrific) What prevented you from making an offer? (Wonderful) What's your price range? (Excellent) What's the name of your lender? (Great) How much have you been approved for? (Fantastic)4 | Agi | FOR SALE BY OWNER wexeFOR SALE BY OWNER CONTACTING FOR SALE BY OWNERS On the first call, you have 3 objectives in mind: 1. Obviously, is to SET A LEGITIMATE LISTING APPOINTMENT. When you ask when they will list the home, you want them to say they are ready now. This will probably not happen often but if you call enough FSBOs, it will happen. It is important to set this as your intention on every call you make to a FSBO. 2. SET A PREVIEW APPOINTMENT. A preview is simply when you go aut to take a look at the home and meet with the seller for a few minutes. (There are certain parameters a FSBO must meet before you want to preview their home which will be discussed shortly). 3, Decide if you ever want to call them back, Ifthe seller is rude and you feel you would never want to work with them, throw them away. You are in control. Also, if you determine they absolutely have an agent they would list with, dump them. WHAT-TO SAY TE | “Are you Cooperating with agents/on the sale?" ( | EE If they say "what do you mean?" respond with "If | bring you a buyer.and you net the money you want, will you pay me a commission?" iE PREVIEW APPOINTMENT WHAT TO SAY ON THE PREVIEW/APPOINTMENT Your:main objective at the home is to build good rapport and to really dig into their motivation, The meeting should only take 5-10 minutes. Thank them for having you over. Acknowlédge the fact that they have received lots of calls from agents and that you really appreciate that they asked you to come over. Ask them for a quick tour of the home. As they are pointing out the drapes and carpet, re-ask all the qualifying questions, You will ind that in person you will get much more truthful answers. You are now in their home and not just a telemarketing stranger. This is when 30 days on their own turns into a week or so before they'llist. ‘A FEW CRITICAL QUESTIONS TO ASK: * "Realistically, how long will you try to sell this on your own before you will list?" * Use drama when asking this one. "Mrs. Seller... you mentioned on the phone you'd try for 30 days. Clearly you want to move to San Fran right away ... you've got a couple kids ..@ husband ... a full time job... | mean selling on your own is a full time job in itself! Based on all that... realistically, how long will you try to sell this on your own?"Mark Z - Fsbo Script I'm calling about the home for sale, is this. ? This is. , ’m a local real estate agent. | noticed that you have your house for sale and it looks like you're selling it yourself, right? | decided to give you a call because | work with a lot of buyers and sellers in the area, and | am just calling to see how things are working out for you? Is the commission the main reason why you decided to sell it yourself instead of using an agent? If | can show you a way where you can ...NET MORE MONEY... by working with me, would you consider it? - Objection - I’m not interested or | don’t want to pay a commission. | completely understand, if you thought that an agent could do that for you, you would have hired one already, right? And at the same time, if there was a financial benefit for you to... LIST WITH ME... instead of selling of it yourself, especially in today’s market, is that something that you would be interested in looking at?- Objection - | don’t need an agent, or | can sell it myself. | have no doubt that you can, and if there was a better way to get your home sold, wouldn’t you at least want to know about it? - Objection — | don’t see how you can do that. | completely understand your hesitation. Let me stop by for just 20 minutes and show you how | can benefit you in the sale of your home... and at the end of our meeting, you can decide what’s best for yourself. Would 3 o’clock work for you today or would 4 be better? Before | let you go, who do you know right now that needs to buy or sell Real Estate that | can help? Can you think of anyone, maybe a friend, a relative or a co- worker who is looking to buy or sell Real Estate anywhere in our area? If yes, “Great, may | have their name and number so | can give them a call?”Mark Z Training - FSBO Closes ~ If can show you a way where you can.,.NETMORE MONEY... by = —-—— working with me, would you consider it? ~ If there was a financial benefit for you to... LIST WITH ME... instead of selling on your own, you would consider it, right? - If there was a significant advantage for you to ...LIST WITH ME... rather than sell it yourself, would you be interested in looking at it? ~ If can show you how | can put more money in your pocket, net, net bottom line, even after my commission is paid, it would make sense for us to meat, wouldn’t it? - Ifthere was a better way to get your home sold... wouldn’t you at least want to know about it? - What’s more important to you, to sell it on your own or net the most money? Obviously, you want to do what is best for yourself financially, right? - You sound like a very smart person. | wouldn’t expect you to do anything that doesn’t make sense for you, and | am confident that when we meet, you'll clearly see why we should be working together. All | need is 20 minutes, would 3 o’clock work for you today or would A be better?~ Are you aware that in 2019 the average For Sale By Owner nationwide, according to the National Association of Realtors sold for 28% less than the agent assisted sales? That means that you can pay me a commission and still end up with thousands of dollars more in your pocket. That’s what you want, isn’t it? What is the best time for us to meet, 3 o'clock today or would 4 be better? ~ If you were as confident as | am that | can... SELL YOUR HOUSE... and... NET YOU MORE MONEY... it would make sense for us to meet, wouldn't it? - Let's set up a time to meet for just 20 minutes, so | can show you how I can maximize your bottom line in today’s market, that's what you want, isn't it? What would be the best time for us to meet 3 or 4 today?APPOINTMENT SETTING DIALOGUE Hi, 'm looking for the owner of the home for sale, This Is (name) with (company). As an area specialist, my goal is to know about all the homes for sale in the market place for the buyers I'm working with. Do you mind if | ask you a few questions about your property? Excellent! 1, I know the ad in the paper said it had (#) bedrooms and (H) baths, © Are the rooms a good size? © How is the kitchen? * Have the bathrooms been remodeled? * Would you tell me about the yard? > \sTell’me’about your neighborhood: do you feel it's nice for ‘Is there anything else that is important to know? a CAI rCc*TAT I q I 7 2. Sounds ike you have great home, why ate you selling? (Great) | 3. Where are you moving? (Terrific) 4. “How did youdecide on that area? (Fantastic) * 5./ Who did you'want to sell your home to: a friend, neighbor or a relative? (Great) 6. How much is the new house you are buying? (Good for you) 7. So, do you have to sell this home first to close on the new one? (Great) 8 Whatiis your time frame? Okay ... a. How did you determine your sales price? Got it. 10. You know, with as many homes as are on the market right now, what are you doing differently to market yours? What else? 11, If there was an advantage to... use me... to market your home would you consider it? 12. Normally at this point... ! would say... let's get together for 20 minutes or so... so we can discuss how we can help you achieve your goal... |have some time ( ) or would () be better for you?