Table Of ContentPerfect Phrases for
Real Estate Agents
and Brokers
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Contents
Preface xi
Chapter 1.Telephone Dialogues 1
Answering the Telephone Correctly 2
Objective of the Broker When Advertising 4
Objective of the Agent When Answering the
Telephone 4
Objective of the Caller When Calling on a Real
Estate Advertisement 6
Rules for Handling a Buyer Call 6
Generic Dialogue 8
Additional Questions and Dialogue 9
“Place on Hold”Dialogue 12
“Get the N ame”Dialogue 14
“Provide Information”Dialogues 15
“Something Kinda Special”Dialogue 18
“Doing Things the Hard Way”Dialogues 19
“Alternate Choice”Dialogue 23
“Wrap-Up”Dialogue 24
“Get a Referral”Dialogues 27
v
Contents
“Lease-to-Buy Conversion”Dialogues 28
“Owner Finance”Dialogues 31
“Meet at Property”Dialogue 32
“I Am Not Paying”Dialogue 33
“Drive By and Call You”Dialogues 34
Chapter 2.Telemarketing for Real Estate Agents
and Brokers 35
Telemarketing—aka Cold Calling 36
Generic Telemarketing Dialogues 38
Calling to Do Survey 42
Calling about a Specific Property 45
Calling Specific Person 53
Calling an Out-of-Town Agent 57
Calling a Waif 58
Calling on a Mail-Out Card 61
Calling a For Rent By Owner 62
Calling Someone with Positive Life Changes 63
Calling Someone with Negative Life Changes 64
Calling Someone Who Wants Your Phone Number 65
Calling about a Great Property 66
Calling a Friend 68
Calling Someone in Your Sphere of Influence 69
Chapter 3.For Sale By Owner Dialogues 70
The Mentality of the For Sale By Owner 71
Assumptions for Calling For Sale By Owners 72
Generic Dialogue for Calling FSBOs 73
Secondary Dialogues for Calling FSBOs 75
Dialogue for Calling FSBOs—Market Availability 79
Dialogue for Calling FSBOs—Survey 81
More Generic Dialogues for Calling FSBOs 84
Dialogue for Calling FSBOs—Market Evaluation 91
vi
Contents
Handling Objections from the FSBO 93
Dialogues for Getting Outbound Referrals 100
Dialogue for Knocking on an FSBO’s Door 103
Dialogues for an FSBO Stop-By 104
Dialogues for Making a Presentation to an FSBO 108
Chapter 4.Expired-Listing Dialogues 112
The Expired-Listing Homeowner 113
Assumptions for Calling Expired Listings 114
How to Find Expired Listings 115
Dialogues for Calling on Expired Listings 116
More Dialogues for Calling on Expired Listings 132
Asking Extension Questions 137
Objections from Expired-Listing Homeowners 139
Expired Listings—Special Situation Dialogues 141
Chapter 5.Business Development
Door-to-Door Dialogues 145
Door-to-Door Marketing for Business 146
Dialogues for Door-to-Door Marketing—General 147
Dialogues for Door-to-Door Marketing—Survey 151
Dialogues for Door-to-Door Marketing—Specific Person 154
Dialogues for Door-to-Door Marketing—
Specific Property 157
Dialogue for Door-to-Door Marketing—
Choose Your Neighbor 159
Dialogue for Door-to-Door Marketing—Help Me 160
Dialogues for Handling Objections 161
Chapter 6.Dialogues for Working with Sellers 166
Preparing for the Listing Appointment 167
Questions for Getting Information about the Property
and Documents 168
Dialogue about Pre-Listing Packet 170
vii
Contents
Dialogue for Greeting the Seller 172
Dialogue for Introducing the Presentation 174
Making the Presentation 175
Dialogue for Explaining Agency 176
Dialogue for Asking Questions of Sellers 178
Dialogue for Taking a Tour of the Property 183
Dialogue for Presenting Your Qualifications 185
Dialogue for Closing Presentation of Qualifications 186
Dialogue for Discussing Your Company 188
Dialogue for Closing the Company Section 189
Dialogue for Presenting Your Custom Marketing Plan 190
Dialogue for Closing the Custom Marketing Plan
Section 193
Dialogue for Pricing—General 194
Dialogues on Pricing 195
Dialogue for the Final Close 198
Dialogues for Post-Signing Discussions 199
Chapter 7.Dialogues for Working with Buyers 206
Dialogue for Meeting with Buyers 208
Dialogue for Discussing Agency Law 209
Questions for Doing a Wants-and-Needs Analysis 210
Dialogue for Explaining How You Work 214
Dialogue for Presenting Personal Results 216
Dialogue for Closing the Personal Section 217
Dialogue for Presenting Company Results 218
Dialogue f or Closing the Company Section 219
Dialogue for Discussing the Activity Plan 220
Dialogue for Closing the Activity Plan Section 222
Dialogue for the Final Close 223
Questions to Ask Inside the Property 224
Dialogues for Closing the Sale 225
Questions to Use While Writing a Contract 227
viii
Contents
Dialogue to Use When Reviewing the Contract 228
Dialogues for Handling Buyer Objections 229
Dialogues to Use While Showing the Home 231
Chapter 8.Closes and Objection-Handling
Dialogues 234
Closing Dialogues 236
Objection-Handling Dialogues—Buyers 245
Objection-Handling Dialogues—Homeowners 251
ix
