The idea is simple. Each morning between 9 a.m. and 10 a.m., every member of the Keller Williams Realty family starts the day with an hour of focused lead generation. The results are simple too: you close more deals and make more money.  

Keller Williams Realty’s culture is rooted in the concept of TEAM: Together Everyone Achieves More! At Keller Williams Realty, our associates do not have to ‘reinvent the wheel’.  Our most successful agents are willing to share with other KW agents  their secrets, models and yes…scripts too!  The below expired scripts have been used by our top real estate associates and are now being used by KW associates  around the country with great success during their Power Hour lead generation sessions.

Current Client Scripts

Good News Referrals:

Every time you or your staff calls a current client with good news, ask for referrals.

Good news situations are:

1. Inspections completed

2. Appraisal okay

3. Lender Approval complete

4. Title Work Completed

5. Closing Time

6. At the closing or after Escrow

“From now on, I or my assistants/associates/title company will be taking care of getting your home closed. They are experts in their field and will work hardto do a good job for you. Everything should go smoothly, but please call me ifthere are any problems, OK?”

“I will be calling you every week to make sure that we are taking good care of you, and to ask you for referrals. When you mention to others that you bought/sold a home, they will tell you of their moving plans.”

“Would you send them my way? That’s great!”

“Hi, I’m just calling to make sure we are taking good care of you. Are we? Terrific! Now, who has mentioned to you that they are thinking of buying or selling?”“Thanks, I appreciate your support.”

Other Great Scripts From MAPS:

Prequalifying A Listing Appointment

For Sale By Owners

Selling a Home at Market Value

Handling Pricing Objections

A Listing Presentation

Why Run YOUR Real Estate Business At Keller Williams Realty?

The Keller Williams Realty Agent Compensation Models(Commission & Profit Sharing Models)

Prequalifying Script For A Listing Appointment

The old adage “time is money” has never been truer than in the real estate industry.  The cost of a listing appointment with a seller who is not ready to put their house on the market may be the $6,000-$10,000 commission you lost from another appointment you could have had instead.  Because the opportunity cost is so high, it is important to do everything possible to ensure a seller is ready to list.  You can accomplish this through prequalifying your appointments. You ask questions to demonstrate a seller’s intention and willingness to begin the real estate process.  Sellers who are qualified will list faster, are more motivated to sell, and will typically be more flexible with their listing price.

Incorporate the following prequalifying questions into your appointment setting dialogue and see how much time and money you can save. 

Prequalifying Questions:

1)     Where are you moving to? 

2)     When do you need to be there? 

3)     Why are you moving? 

4)     What price do you realistically want to list for? 

5)     What do you owe on your home, 1^st, 2^nd, 3^rd? 

6)     Are your payments current? 

7)     Have you thought of selling for sale by owner? 

    What would happen if your home doesn’t sell? 

9)     What are you looking for in a Realtor to sell your home? 

10) Please tell me about your home: how many bedrooms, bathrooms, size of the garage, etc. 

11) How would you rate your home on a scale of 1–10, 10 being great. 

12) What would make it a 10, please explain. 

13) Should I talk to any other decision makers? 

14) Do you have any questions of me?

Keller Williams Realty’s Spring 2008 Masterminds Recap

Keller Williams NEWS: Mega Camp and Masterminds in Austin The Same Week!

Free Seth Godin Book From Keller Williams Realty’s MAPS Coaching

Chris Heller Joins Keller Willilams Realty’s MAPS as a Coach

Why Run YOUR Real Estate Business At Keller Williams Realty?

How often do you review your monthly/yearly goals?  Do you have your goals posted in front of you so you can see them constantly throughout the day?  Are you consistent in your goal setting?  Are the things you are NOT DOING affecting your level of success?

In our current market, the business does not seek us out.  Therefore, it takes more discipline, more effort, and more focus to achieve your goals.  Don’t fret, that does not mean more work.  On the contrary, discipline equals more freedom.  By staying on task, sticking to a schedule, and remaining focused you achieve MORE in less time.  Discipline, however, is not easy.  The easy road is to take things as they come and not adhere to a schedule, but the results are minimal. For maximum effectiveness and efficiency, you have to maintain stringent guidelines for yourself.

The system I employ utilizes discipline as its cornerstone and achieves exceptional results year after year, regardless of the market.  There is no magic formula.  There is undeniable purpose to knowing that by holding yourself to a higher standard than any colleague or co-worker you will be successful at the highest level.

Having discipline in your daily routine keeps you focused.  We all have days when we don’t want to do anything. Yet, without the self-control to move forward despite how we feel, our goals will never be realized.  On those days that you do not want to lead generate, or go into the office, discipline is the difference. 

Your success, in business and in life, can be traced back to not only what you do every day but also what you STOP doing.

About the author:  Since receiving the Rookie Of The Year award in 1989, Chris Heller has increased his sales productivity to an uncommon level and has been selected for inclusion in Who’s Who Among Rising Young Americans, Prudential’s Hall of Fame, and ranked #3 nationally, individually, out of more than 74,000 Keller Williams agents. Chris Heller has also ranked as one of the top two producers in San Diego County for the last two years according to the San Diego MLS statistics. 

To date, Chris has sold more than 2,200 homes!  For fourteen consecutive years Chris has sold over 100 homes per year.  In the last five years, his sales volume has totaled more than $450 million and he has sold an average of 132 homes per year. Chris will be coaching a new Fast Track program called “An Hour with Heller the Home Seller,” starting soon. 

Blogging Fast Track

Cutting costs is not enough to make your business profitable, you have to increase production. As a first-class businessperson you are trying to get the most for your money … The best, and fastest, return on your investment.  

Blogging is an easy and fun way to connect with your prospects. Learn how to significantly increase your income by just writing what you think or reporting on the market, with MAPS’ Blogging Fast Track.

Why Run YOUR Real Estate Business At Keller Williams Realty?

KW Agent Commission & Profit Sharing Models

KW Luxury Home Division

Wealth Building Wednesdays