KW’S MAPS COACHING & MASTERMINDS
For Sale By Owner Scripts
Agent: “Hello, this is __________ with Keller Williams Realty and I work with many buyers in the area and I was wondering how can I help you? Just out of curiosity, where are you moving to? The reason I ask is I have listings in the area and I was hoping you might be a buyer for one of my listings. You see, I call daily to find buyers for my sellers.”
“By the way, when do you have to be there? How long will you try to sell your home yourself before you would consider listing with an agent? Great. That’s exactly why I should come by your home. At a weak moment you might end up with a weak agent and I want you to meet an agent who many FSBOs have decided to list with because I help them get what they want. When could I stop by and see you for about 15 minutes? I can look at your home and tell potential buyers about it. Would today at 3:00 p.m. be OK or would 5:00 p.m. be better?”
“Hello, this is _________ with Keller Williams Realty and I am calling so I know about all the homes on the market, not just the ones in Multiple Listing Service.May I ask where are you moving to?
How soon do you need to be there?
What price are you asking for your property?
How did you choose the price?
How long have you been a for sale by owner?
Are you willing to drop your price when working with a buyer?
What type of marketing are you using to sell your home?
Are you aware of all the marketing techniques I use to get your home sold?”
“Great. I could come by and show you at 3:00 p.m., or would 4:00 p.m. be better? That way I can share with you ideas that may help sell your home.”
Some phrases to use:
“Luckily I called you today so I could share with you how I get homes sold. Maybe if I come by I could show you my marketing techniques and see if they work for you.”
“Undoubtedly you are sensing that an agent may be just what you need to sell your home in today’s market, aren’t you?”
“Let me ask you: why would a buyer buy directly from you when an agent doesn’t cost them any money, unless it was to get a great deal?”
“If I could show you a way that you could net more money by doing business with me, would you do so?”
Objections:
Seller: “We’ve sold homes in the past, so we’ll do it again.”
Agent: “I can appreciate that and let me ask you, what specifically causes you to believe the market now is anything like it was the last time you sold your home? In today’s market you already know that there are more homes on the market than there are buyers, so are you going to lower your price so buyers are interested or are you going to want the most money possible?”
or
“Mr. / Mrs. Seller, there are four types of buyers in today’s market.The first kind is in a hurry—they are transferring and need to find a place in 3–4 days. They are with a Realtor because they want to see as many homes as they can in the short time they are in town.
The second kind is not in a hurry, yet they want someone to hold their hand. They are frightened with all the new mortgage rules. They work with a Realtor because we hold their hand and explain every step.
The third kind are the sharks. They want to buy a home 10 cents on the dollar. They want you to lose so they can win. They don’t work with a Realtor because we would advise you not to take the offer they propose.
The fourth kind likes to look at homes. They don’t intend to buy nor can they buy, but they love to look at houses.
So, if the serious buyers are with Realtors, who does that leave to buy a for sale by owner?
Have you had anyone call and ask if you would take less?
They may have been an investor hoping to take your price down.”
