Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
866.396.3656 (Office) 813.645.7766 (Fax)
Fitzgerald Seminars
Top Producer Productivity Packages For 2002
The Scripts and Dialogues Package
Hello friends and top producers! First and foremost, we want to thank you for investing in our new and improved Productivity Packages for the year 2002 and beyond. Remember, that these scripts and dialogues only work when YOU WORK so now is the time to improve the quality of your life! Good luck!
All success starts and ends with ACTION! Keep the following points in mind as you begin the journey:
1. You need to know your "WHY" and once you do, your work will have ultimate passion and meaning.
2. Based on your "WHY", identify the daily actions necessary to help you achieve your objectives.
3. Set up a schedule that will accommodate both time for growth and the needs of your day.
4. The key to lasting success is CONSISTENCY. Be consistent by developing good work habits.
The Scripts are designed to be a guide for your conversations, not necessarily an exact set of words for you to recite. Listen to the client and adjust your dialogue as needed. Also, keep in mind that your prospect doesn't have a copy of your script so they do not know what you were supposed to say. So don't worry about making mistakes! Just treat your calls as practice in the beginning and do not be attached to the outcome!
Remember- "If someone is being what you want to be... or doing what you want to do... or has what you want to have... then one thing is certain and that is- IT IS POSSIBLE!"
Let’s Win Together!
Bob Fitzgerald
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
IF IT’S BEEN AWHILE SINCE YOU SPOKE TO THEM – REMEMBER TO DISCLOSE
Good morning (name of Past Customer), this is (your name) from Realty. I know it’s been a long time since we’ve spoken and I feel terrible about that, but you know how life gets.
(THEY’LL TELL YOU HOW LIFE GETS!)
TALK BUSINESS FIRST
PAST CLIENT
The reason for my call today is to apologize for taking so long to get in touch with you and to let you know that I intend to change that. I’ve actually started a program this year to stay in better contact with my past customers and I wanted to take a minute to tell you about it, is this a good time?
SPHERE OF INFLUENCE
The reason for my call today is to let you know about a new service program I’ve started this year to stay in better contact with my past customers and I wanted to take a minute to tell you about it because I thought you would find it helpful also, is this a good time?
BRIEFLY DESCRIBE THE PROGRAM
Great, the way it works is that I will call you every 45-60 days simply to…
- Keep you updated on what is happening in the marketplace.
- Answer any questions about homes in your neighborhood.
- Provide information about home improvements.
- Tax assessments
- Basically anything having to do with real estate.
I would like for you to consider me your real estate resource in the community
Obviously there’s no obligation for being a part of it. Is that a program you’d like to be involved in?
ACTIVELY ASK FOR REFERRALS
Great, I really appreciate that and I’ll put you down for a phone call in 45 days. What I am hoping for in return is that you will call me if you hear of anyone that is thinking of SELLING their home, would you do that for me?
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
“Good morning this is (your name) from (your company). I was calling today because I have been sending a number of mailers to the area over the last (however long) and I actually had just one quick question for you today.
Do you have a real estate agent that you are sure you would call if you had a real estate need or a question? Does any one particular agent come to mind that you know you would want to use or that you would recommend?”
IF YES…
Great, would you mind sharing who that agent is with me?
If they give you a name you can assume they are telling the truth and not just trying to get you off the phone.
Thank them, delete them from your list, and move on.
IF NO…
“Oh, that’s interesting. I would like to earn the right for that business should you or anyone you know ever have a need for a real estate agent. Do you have a couple minutes now or would it be better to reach you later?”
CALL BACK OR GO INTO ADVOCATE SCRIPT
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
SITUATION
You are calling your past customers or SOI and tell them that the marketplace is critically short on listings right now and ask them to think about whether they know of someone who is thinking of selling (even if it won’t be for the next few months).
Get them to think about specific groups of people (people they work with, people they attend church with, friends, family, neighbors, etc.).
IF THEY CAN’T THINK OF ANYONE KELLY SAYS:
“That’s OK, I realize I hadn’t told you that I would be calling today. Would it be okay if I called you back in about 2 weeks so you have some time to give it a little thought and maybe come up with someone for me? Great, do you happen to have your calendar or day planner handy? Good, let’s go ahead and write my name in for 2 weeks from today so that you’ll be expecting my call. This way you’ll have a few weeks to ask around work and your friends and family members so that you’ll have someone for me to call.”
The key to this is that she gets her advocates to SCHEDULE her name in their calendar for 2 weeks and it obligates them to come up with a name of someone by the time she calls.
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
SITUATION
Creating an advocate after you have asked them if they know of anyone considering a move OR if they have considered making a move if an acceptable offer were presented to them.
“Well, thank you for taking a moment to think about that, but let me ask you one more question before I let you go. Do you currently have an agent that you would feel comfortable calling IF you had a real estate need or question, or if you knew of someone who was considering a move?”
IF NO
“The reason I ask is because I actually have a program by which I stay in touch with a large group of people.
I call it my Client Care Program (or whatever you want to call it).
The way it works is that I would call you every 45 days just to see if you have any real estate related questions or concerns, I also can answer questions about mortgage rates, tax assessment concerns, referrals for home improvement or provide information on any properties that are available or have sold in your neighborhood.
Is that something you would like to be a part of?
Let them know that there is absolutely no obligation to be involved.
If “yes...” to the last question
“Great, I’ll put you down for a call in 45 days. Here’s what I’m hoping for in return; I realize that you will probably know of a few people this year who WILL be making a move. Would you be willing to call me when you hear of someone so that I might have a chance to work with them?”
If “yes...” to the last question
Great, I really appreciate that, as you probably know real estate depends on referrals so I look forward to helping your friends and referrals.
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Mr. Smith, this is ______from ______Realty,
I just wanted to touch base with you and let you know that we had a great year last year thanks to all the folks who remembered to recommend us when they knew people that had a real estate need.
I’m just making a point to show all of my friends my gratitude and to let them know how important your referrals are to my business.
Would you keep me in mind if you meet anyone else that is looking to buy or sell a home?
Great!
What about you folks, have you thought about making a move anytime in the next 6 months or so?
Have a great day.
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Hello, Mr. Smith, this is______with______Realty. I just wanted to let you know that I have set a goal to sell 50 homes this year and I need your help!
You see, most of my business comes from people that I've worked with before who remember me when they hear of anyone that needs to buy or sell a house.
Would you mind keeping me in mind this year if you hear of anyone who is looking to make a move? Great!
My business really depends on it, so thank you!
By the way, before I let you go, do you have any plans to make a move in the next 6 months or so? Thanks and have a great day!
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Hello, Mr. Smith, this is______from ______Realty. I haven't touched base with you in a while so I thought I'd give you a call and see how you were doing...
1. The real estate market is very good right now. Do you know of anyone that may need advice regarding real estate?
OR
2. The market is so good right now that I have buyers waiting for the right property to become available. Do you happen to know of anyone that is thinking of selling that I may be able to help?
What about you folks, have you considered buying or selling within the next year or so?
Have a great day, and if you hear of anyone would you call me directly with their name and phone number?
Great, I really appreciate that!
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Hello, Mr. Smith, this is ______with ______Realty. I just wanted to let you know that I have set a goal to sell 50 homes this year and I need your help!
You see... MOST of my business comes from people that I know remembering me when they hear of anyone that needs to buy or sell a house.
Would you mind keeping me in your thoughts if you hear of anyone?
Great, my business really depends on it so thank you.
By the way, do you have any plans to make a move in the next 6 months or so?
Thanks and have a great day.
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Good morning Mr. Smith, this is with . I was wondering if I could ask you a few questions about your home?
I noticed that the home was taken off the market….
- Is your home still available?
- If the home were to have sold where were you going to go? Are you staying local or are you leaving the area?
- How soon did you want to be there? Did you have a time frame in mind?
- If a buyer were to make an offer on your home would there be any flexibility in your price?
- If I had a buyer interested in your home and willing to give you the price and terms that you needed would you still consider selling, and making the move to ….?
Great, I haven't seen the home yet but I do have scheduled time today or tomorrow. When would be the best time for me to come take a look at your home?
OR
Great, would it be OK if I sent you some information and my business card, that way if you need any help you can call me?
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Mr. Seller, this is with Realty. Are you aware that your home came OFF the market this morning?
Mr. Seller, did your home sell or was that just your listing agreement expiring?
Do you still want to sell your home?
(I / My company) specializes in selling homes other agents could not...
In fact, did you know that last year, according to the Board of Realtors, the average agent sold only 8 homes. (I / My company) sold #- (this year / last year) and I can show you how we did it.
When would be a good time for me to see your home and discuss your options? Would 6:00 be OK or would 7:00 be better?
Set appointment then go to the qualifying questions!
OR
Mr. Seller, if I had a buyer, or could find one that wanted to buy your home, would you still sell?
Great! I have some time to see your home at 6:00 and at 7:00, which is best for you?
IF THEY SAY: WHY DO YOU NEED TO COME OVER?
Good question, you see, I can't tell you if I have a buyer until I see your home and know what it has to offer. So would 6:00 or 7:00 be best for you?
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Good morning Mr. Smith, this is with . I was wondering if could I ask you a few questions about your home? I noticed that the home was taken of the market…
IF THEY SAY THAT THEY HAVE ALREADY GOTTEN A HUNDRED CALLS:
Mr. Expired... I appreciate your frustration, but are you aware that there are over 2500 Realtors in this market and every one of us found out your home came off the market?
How many agents called you?
I bet you are glad that everyone didn't call…. Right?
Well, the good news is that the agents who DID call are the most aggressive. In fact, generally the more times an agent calls, the more qualified they are to get your home sold. I realize that may not make sense to you now, considering how frustrated you are. However, since I already have you on the phone, may I take a few minutes to ask you the questions I have written down?
GO BACK TO THE EXPIRED LISTING QUESTION SCRIPT
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Mr. Expired, this is with Realty, I have some VERY IMPORTANT questions I need to ask you about your home. ...
Please call me as soon as possible at #______
Again it is IMPORTANT at #______
Thank you
OR
Mr. Expired, this is with Realty, you are probably aware by now that your home has come off the market.…
If you still want to sell, then call me right away at # , because I have some IMPORTANT questions that I needto ask you.
I specialize in selling homes others could not, so call at # as soon as you can.
Thanks
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
DAY # ONE
- Mr. Expired, this is ______with ______Realty, I have some VERY IMPORTANT questions I need to ask you about your home….
Please call me at # ______. Again it is IMPORTANT at # ______. Thank you.
DAY # TWO
- Mr. Expired, this is ______with ______Realty. I have some VERY IMPORTANT questions I need to ask you about your home….
This is the second time I’ve tried to reach you….
Please call me when you get this message at # ______.
Again it is IMPORTANT at #______. Thank you.
DAY # THREE
- Mr. Expired, this is ______with ______Realty. I have some VERY IMPORTANT questions need to ask you about your home….
I am sure by now that you know that your home has come off the market….
If you still want to sell… call me at #______right away!
I specialize in selling homes others could not, so again call me at #______.
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
DAY # FOUR
- Mr. Expired, this is ______with ______Realty. I have some VERY IMPORTANT questions I need to ask you about your home….
In this market you need an aggressive agent if you still want to sell your home….
This is the 4th time I have tried to contact you…. I hope to prove that I am that aggressive agent.
Call me at #______. I only need a few minutes of your time.
DAY # FIVE
- Hi folks, this is ______with ______Realty again. I was just calling to see if you would like to talk with the most aggressive agent in the market about selling your home. If so my # is____
Thanks!
DAY FIVE IS REPEATED AS NECESSARY EVERY 3 TO 7 DAYS
USE SOME OF THESE OTHER OPTIONS
- I can’t take you out of my system until I hear from you…
- If I don’t hear back from you today I’ll call tomorrow…
- I’m sure you’re as tired of hearing my voice on your machine as I am of dialing your number…
MOST TOP PRODUCERS QUIT AFTER 3 TO 4 WEEKS
NOTE : THE AVERAGE EXPIRED THAT RELISTS, DOES SO AFTER 28 DAYS.
!!!SO YOU NEED TO KEEP FOLLOWING UP!!!
Fitzgerald Seminars
Seminars, Business Management Personal Coaching
6544 US Highway 41 W, Suite 208B, Apollo Beach, Florida 33572
Mr. Expired this is ______with ______Realty. I was going through some old files and I noticed that your home had been for sale (whatever time period ago) and I was wondering…
If I had a buyer that was interested in seeing your home would still consider making a move?