Rev5.

10

WORDSTHATWORK
RealWorldConversationsandDialoguesforTodaysRealEstateProfessional

Rehearse,MemorizeandInternalize
Thedeliveryofdialogues,inanysituation,ismostefficientandeffectivewhenit
becomesahabitinducedskill.Toaccomplishthis,practiceyourdialogues,daily,for
atleast30minuteseachmorning.Thefollowingexercisewillhelpyouinternalizeyour
messagesothatyoucanstayfocusedonacustomerandtheirreactionsandnotonthe
wordsyouaresaying.
1.Readthewords4timestoyourselfslowly.
2.Readthemtoyourself10timesasfastasyoucan.
3.Readthemoutloud4timesslowlyusebodylanguageandtonality.
4.Readthemoutloud6timesasfastasyoucan.

Thedifferencebetween
anamateurandaprois
thelevelofpractice.

5.Readthemonce,asyouwouldliketodeliverthem.
6.Repeatsteps1through5twicedaily.

HowtoRolePlayEffectively
1. Standup!
2. Smile,Smile,Smile!
3. Beenthusiastic!
4. Armsinreadyposition!

5. Headseton!
6. Positiveroleplaymanner!

7. Followthedialogues(scripts)verbatim!

Remember

Phonecallsaremoreefficient.

Facetofaceismoreeffective.

WordsThatWork

Affirmations
Note:Ofallthethingsyoucandotocreateasuccessfulmindset,affirmationsarethe
mostcriticalaspecttofocusupon.Thisiswherewelearntocontrolourselftalk
(internaldialoguethatwecarryonwithourselvesaboutourselvesandothers),where
wecreatethethoughtsthatproducethepositiveproductiveattitude.
Listento,writeout,orreadtheaffirmations,preferablydoallanddothemoften.The
twobesttimesfordoingaffirmations,areearlymorninguponawakeningand/orinthe
eveningjustpriortoretiring.Themorningisgreatbecauseithelpssetthetoneforthe
day.Evenings,justpriortoretiringisanexcellenttimealso,fortheimagesyouhave
beforefallingasleepseemtobemorepowerfulthanatanyothertime.Choose
highestpriorityaffirmationsandworkwiththem.Bepatient.Giveyourselftime.
Dontforcechange.Letithappen.Someseechangeimmediately;others,intwoor
threeweeks.Itwillhappen;justletit.

Itstherepetitionofaffirmationsthatleadstobelief.Andoncethatbeliefbecomesa
deepconviction,thingsbegintohappen(MuhammedAli)

SampleAffirmations
LeadGeneration

Iamagreatsalesperson

Iamagreatlistener

Iamalean,meanlistingmachine

Isetappointmentsdaily

Iqualifyallmyappointments
HealthandFitness

Mymindactsonhealthyinformation

Idevelopastrongerhealth
consciousness,everydayineveryway

Iamhealthy,IeatproperlyandI
exerciseregularly

InoticechangesinmylifeandIlike
them,Ifeelgreat

Stress

Iamthemasterofease

Iamincontrol

Ihaveanalertmindandcalmbody

Iamahighachiever
Goals

Isetshortandlongrangegoals

Iplanmywork,Iworkmyplan

Mygoalsareachievableandspecific

Ivisualizemygoals
SelfImage

Iattractgoodthings

Mymindhasunlimitedpotential

WordsThatWork

CallAroundAListing#1(YoursorCompany)
1. Hi,mynameis_________with___________.
2. ThereasonformycallistoletyouknowthatI/wejustlistedyourneighborshome
(anewproperty)forsalelocatedat___________.Itsa_____bedroom,______
bathhomeandiscurrentlylistedfor$_________.
3. Iwascheckingtoseeifyouknowofanyonethatmightliketoliveinyour
neighborhood(area)thatIshouldcontact?
4. OKthankyou.Bythewayinthecourseofmarketingthishome,wewillbe
attractingadditionalbuyerswhowillbeinterestedinlivinginyourarea.Whocan
youthinkofthatmightbeinterestedinsellingtheirhomewithinthenext___
months?
5. Howaboutyourselfdoyouhaveanyfutureplanstobuyorsell?
6. Thankyouverymuchforyourtime.Ifyouhappentothinkofsomeonewhomaybe
interested,orifyouhavefutureplans,pleasegivemeacall.Ireallyappreciateit.
7. Again,mynameis____________with___________.Haveagreatday!

CallAroundAListing#2(YoursorCompany)
1. Hello,mynameis__________with_________.
2. IwantedyoutoknowthatI/wejustlistedyourneighborshomeforsaleandImon
amissiontofindthemagreatbuyer!
3. Thehouseislocatedat__________.Ithas_____bedroomsand____bathsandis
currentlylistedfor$_________.
4. Whocanyouthinkofthatmightbeinterestedinlivinginyourarea?
5. Thatsnoproblematall!Ifyouhappentothinkofsomeone,wouldyoubekind
enoughtogivemeacall?Ireallyappreciateit.
6. WhileIhaveyouonthephone,doyouknowofanyoneelsethatmightbethinking
ofbuyingorselling?
7. Thankyouandbytheway,howaboutyourself,whendoyouplanonmoving?
8. Onceagain,mynameis_______with___________.Thankyouagainforyourtime
andhaveagreatday!

WordsThatWork

CallAroundAnotherCompanysListing
1. Hi,mynameis___________with___________.
2. Thereasonformycallistoletyouknowthatyourneighborshomelocatedat
_____________justcameonthemarketforsale(at$___________)andIwas
checkingtoseeifyouknowofsomeonethatmightliketomoveintothe
neighborhood?
3. Thankyouverymuchbythewaydoyouknowofanyoneelsethatmightbe
thinkingofselling?
4. Howaboutyourself,doyouhaveanyfutureplans?
5. Thankyouforyourtime.Again,mynameis_______with___________.Havea
greatday!

CallAroundASale#1(YoursorCompany)
1. Hi,mynameis_________with____________.Thereasonformycallistoletyou
knowthatI/wejustsoldyourneighborshomelocatedat________(for
$__________).
2. Iwascheckingtoseeifyouknowofanyoneelseintheneighborhoodthatmightbe
thinkingofsellingatthistime.
3. OK,thankyou.Bythewayhowaboutyourselfhaveyouthoughtaboutselling?
4. Thankyouforyourtime.Againmynameis________with_______andifIcanbe
ofassistancetoyouwithanyofyourfuturerealestateneeds,pleasedonthesitate
togivemeacall.Thankyouandahaveagreatday.

WordsThatWork

CallAroundASale#2(YoursorCompany)
1. Hello,thisis__________with_________.I/Wejustsoldyourneighborshome
locatedat___________for$________.
2. IamalwayslookingformorepeoplewhowanttobuyorsellandIwaswonderingif
youknowofanyonethatisplanningonsellinginyourneighborhood(area)within
thenextfewmonths?
3. Howaboutyourselfhaveyouconsideredmakingamove?
4. Thankyouverymuchforyourtime.Ifyouhappentothinkofsomeonewhomaybe
interestedorifyourplansshouldchangepleasegivemeacall.
5. Again,mynameis_________with_________.Haveagreatday!

CallAroundAnotherCompanysSale
1. Hi,mynameis________with________.Howareyoutoday?
2. Thereasonformycallistoletyouknowthatyourneighborshomelocatedat
___________wasrecentlysoldfor$_______.
3. Doyouknowofanyoneelsethatwouldliketosellwithinthenext30days?
4. ThankyouItrulyappreciateyourtime.Howaboutyourselfwhendoyouplanon
moving?
5. Onceagain,mynameis_______with___________.Thankyouverymuchforyour
timeandhaveagreatday!

QualifyingQuestions/GettinganAppointment
1. Howaboutyourself,haveyouconsideredmakingamove?(YES)
Howlonghaveyoulivedatyourcurrentaddress?
Wheredidyoumovefrom?
Ifyouweretomovewherewouldyougonext?
Andwhenmightthatbe?
Sohowmuchtimedoyouhavetogetyourhomesold?
2. Letssetanappointmenttoreviewaplanforgettingyouto______(gettingyour
homesold)assoonaspossible.Howdoesthatsound?
3. Whatdayworksbestforyou,_________or_________at_______?
WordsThatWork

ConversationalLeadGeneration
LocalBusinessOwners
1. Hi,Iamlookingfortheownerormanagerof_______.
2. Mynameis_______andImalocalrealestateagentwith________.
3. ImintheprocessofupdatingmylistofbusinessesthatIrecommendtomyclients
movingintothearea.WouldyoubeoffendedifIaddedyourbusinesstomy
directory?
4. MayIaskafavorinreturn?CouldIpleaseleavesomeofmybusinesscardswith
youtoprovidetopeopleyoumeetthatmayhavearealestateneed?Thatsafair
trade,isntit?
5. ThankyouandIhopeIseeyouagainsoon.Haveagreatday!

ASimpleRequest
1. Willyoudomeafavor?
2. I'dlikeyoutokeepmycardandwhenyoumeetsomeonethathasarealestate
needanywherepleaseaskthemtogivemeacall...OK?Thankyouverymuch.

WordsThatWork

ExpiredListings
1. Hi,mynameis________with________andIamjustcheckingonthestatusof
yourhome?
2. Isyourhomeoffthemarketbecauseyoudontwanttosellanylongerorbecause
youdontthinkitcanbesold?
3. Whenyourhomesells,willyoubestayinglocallyormovingoutofthearea?
4. Letmeaskyouthis.IfIcouldsellyourhomeinthenext30daysandgetyouto
yournewhome,wouldthatbeagoodthingorabadthing?
5. Sowhydontwedothis.Letssetupatime,atyourconvenience,whenIcantakea
walkthroughyourhome.ThenIwillworkupsomenewnumbersforyousincethe
markethasobviouslychangedsinceyoulisted____monthsago.Iwillthenshare
withyouwhyIthinkyourhomedidntsellandtellyouhonestlywhatyouneedto
dotogetyourhomesoldintodayscomplexmarket.
6. Imavailablelatertodaybetween3p.m.and6p.m.ortomorrowatthesametime.
Whichworksbestforyou?

HandlingExpiredObjections

Theiragentsaidnothingisselling:Thatsveryinteresting.Didyouknowthat____
homesweresoldinyourareaduringthe___monthsyourhomewasnotselling?
Thereisobviouslyamarketoutthere.
Theywillberelistingwiththesameagent:Beforeyourelistwiththesameagent
wouldntitmakesensetocomparethestrategiesIusetogethomessoldwith
thoseoftheotheragent?Attheendof30minutes,ifwhatIsaydoesntmake
goodbusinesssense,Iwillsimplywalkawayandwishyoutheverybest,ok?
Theirpreviousagentlistedtheirhomeat5%:Thepreviousagentlistedyourhome
for5%?Honestly,howdidthatworkoutforyou?
Theirlastagentdidntdowhattheysaidtheywould:Regardlessofwhatyouhave
experienced,someofusareverygoodatwhatwedo.Iwouldliketheopportunity
torestoreyourfaithinrealestateagents.Iamavailablelatertodaybetween3and
6ortomorrowatthesametime.Whichworksbestforyou?
Thesellerasksyoutosendtheminformation:Letssetupanappointmentnow.In
themeantime,Iwillsendyousomeinformationaboutme,mycompanyandthe
market.Youcancanceltheappointmentifyouarentinterested,ok?

WordsThatWork

ExpiredListing:QuestionstoAskSellers
1. Whenyousellyourhome,wherewillyougonext?
Howsoondoyouwanttobethere?
2. Whydoyouthinkyourhomedidntsell?
3. Whatmostinfluencedyourdecisiontohireyourpreviousagent?
Tellmewhatyouragentdidthatyoulikedthebestandtheleast?
Didyouragentcommunicatewithyouonaregularbasis?
4. Whatwillyouexpectthistimefromtheagentandcompanyyouhiretosellyour
home?
5. Wasthereanypartofthepreviousmarketingeffortthatyoufelthadvalue?
6. I/Wehavesold___propertiesinyourareainthelast___monthsforsomevery
satisfiedsellers.IfIstoppedbyfor2030minutesandshowedyouthemarketing
strategiesI/wecontinuetousetogethomessold,oftenwithin__days,wouldthat
beofinteresttoyou?
Thekeytosuccessfullyworkingexpiredsishavingtherightquestionstoaskandbeing
thickskinnedenoughtoaskthetoughquestions.Memorizingtheabovequestionsand
talkingpointswillhelpyoubeflexible,conversationalandimpactful.

WordsThatWork

ForSaleByOwner
1. Hi,mynameis_______with_______.Inoticedthatyouaresellingyourhomeand
Iwaswonderinghowlongyouwillbetryingtosellonyourown?
2. MayIaskwhyyoudecidedtosellbyyourselfinsteadofhiringaprofessionalagent?
3. Ifyourhomedoesntsellbyacertaintime,willyoubeinterviewingrealestate
agents?

Andwhenwillthattimebe?

MayIstopbyanddropoffmycardtobefirstinlineandwhileImthere,would
youbeoffendedifItookabrieftourofyourhome?

4. IfIcouldshowyouhowhiringmetosellyourhomecouldputthesameamountof
moneyinyourpocketattheclosingtableassellingityourselfandIwouldbedoing
alloftheworkwouldthatbeofinteresttoyou?
5. Letssetupatime,soIcanshowyouhowImaybeabletohelpyou.Justgiveme
30minutes.IfwhatIsaydoesntmakegoodbusinesssensetoyou,Iwillsimply
thankyouforyourtimeandleave,ok?
6. Icanseeyoulatertodayat______ortomorrowat_____.Whichisbetterforyou?

ForSaleByOwnerQuestions
1. Howlonghaveyoubeentryingtosellyourhome?
2. Whatwouldhappenifyourhomedidnotsell?
3. Onceyousellyourhome,wherewillyoubemovingnext?...Doyouneedtobethere
withinacertaintimeframe?
4. Imcurioushowdidyoudetermineyourcurrentprice?
5. Haveyouhadanywrittenoffersyet?
6. Withthenumberofhomesonthemarketrightnowwhatareyoudoing
differentlytomarketyours?
7. Areyouawarethattherearecurrentlyover_____homesforsaleintheareawithin
yourpricerange?
8. Areyouawarethatthelast___salesinyourareawerefor$_______andtookan
averageof_____daystosellwithaRealtor?
9. Iftherewereanadvantagetousingmetomarketyourhome,wouldyouconsider
it?
WordsThatWork

FSBO(PreviewingAppointmentAvoidsDNC)
1. Hi,mynameis__________with____________andInoticedyouhaveyourhome
onthemarketForSaleByOwner.Imakeapointofknowingwhatisavailableinthe
marketswhereIspecializeand Iwaswonderingwhenwouldbeagoodtimefor
metocomebyandpreviewyourhome...___________or_________at________?
2. ThanksforyourtimeIlookforwardtomeetingyouon________at______.
Seller:Doyouhaveabuyer?
1. SinceIhaventseenyourhomeyetIdontknowwhetheranyofthebuyersIam
currentlyworkingwithwouldbeinterestedinyourproperty.HoweverifIdohave
abuyerthatisinterestedinseeingyourhomeIwillcallyoutosetanappointment.
2. Ourmeetingshouldonlytake1015minutesWhichwouldbebetterforyou
_______or______at________?
Settingupapreviewonlyappointmentforgeneralmarketknowledgeallowsyouto
bypasstheDoNotContactrules.Donotturnthepreviewintoalistingappointment
unlessthesellerasksyouwhatyoudotogethomessold.Note:MostFSBOsarewilling
topayaBrokerfee.

ForSaleByOwner/Relocating
1. Hi,mynameis________with________.Inoticedyouaresellingyourhomeand
wonderedifyouwillbestayingintheareaonceyourpropertysells?
2. (YES)Great.Haveyoustartedyournewhomesearchyet?
(No)Ispecializeinsellingresidentialproperties.Wouldyouallowmetohelpyou
findyournewhome?
(Yes)AreyouworkingwithaRealtor?(NO)Ispecializeinsellingresidential
properties.Wouldyouallowmetohelpyoufindyournewhome?
3. (NO)Wherewillyoubemoving?(City)

Haveyoustartedyourhomesearchin______yet?(NO)

Throughourinternationalreferralnetworkwehavebrokersin_________who
canassistyouinfindingahomeandthereisnocostorobligationforthis
service!MayIhavesomeonein_________contactyouwithhousing
informationforthatarea?

4. Whenwouldbeabettertimetostopbyandtellyoumoreaboutmy/ourservices,
_______or_______at________?
WordsThatWork

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ForRentByOwner/FRBO
1. Hi!ImcallingabouttheadinthepaperunderHomeforRent.Areyouthe
owner?
2. Hi,mynameis______with_________.IamsureyouaregettingalotofcallssoI
promisetokeepthisshort.Ok?
3. Iwascallingtoseeifyouwouldconsidersellingyourinvestmentpropertyinstead
ofjustrentingit?
4. Somesellersbecomelandlords,notbecausetheywanttobeaninvestor,but
becausetheydontthinktheycangetagoodsalesprice.Isthatthesituationyou
arein?
5. Thereareanumberofbuyersouttherelookingtotakeadvantageofthisbuyers
marketandIhaveasuggestion.Whydontyouletmeworkupsomenewnumbers
foryouandseewhatthehighestpossiblepricecouldbeWecanevenputyour
propertyonthemarketforrentandforsalesimultaneouslyandseewhatcomes
first.IfyoudontlikethenumbersordontfeelIcanbeofanyhelptoyou,Iwill
simplythankyouandwishyouthebest,ok?Howdoesthatsound?
6. Icanseeyoulatertodayat______ortomorrowat_______.Whichisbetterfor
you?

WordsThatWork

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SphereOfInfluence/NewCareerAnnouncement
1. Hi________,thisis___________,howareyoudoing?(Ifcomfortable,chitchat.)
2. ________,IcalledbecauseIwantedtobringyouuptodateonmyrecentcareer
change.Doyouhave(a)(another)minuteforme?Thanks.
3. IvestartedarealestatecareerwithColdwellBankerRealEstateandafter
extensivetrainingIvehitthegroundrunning.(Optional)Infact,Iamcurrently
homehuntingwithseveralqualifiedbuyers(Ihaveanewlistingat________)(I
recentlyclosedmyfirstsale).
4. ________,Iwouldliketoaskforyourhelp.Idliketosendyouafewofmy
businesscardsandifyouknowofanyoneinterestedinbuyingorselling,would
youbewillingtotellthemaboutme?Idreallyappreciateit.Pleaselookformy
cardsinthemail.
5. _________movingforward,Iknowthisobviouslywontbethemainthingonyour
mind,sowouldyoumindifIcalledeverycoupleofmonthstocheckinwith
you?...withnopressurejustareminder?...Ipromise.(__)
6. _________...Iwanttothankyouinadvanceforyourhelp.Haveagreatevening!

SphereofInfluence/PastClient
1. Hi______,thisis_______with________,howareyoudoing?(Ifcomfortable,
chitchat.)
2. ________,doyouhaveaquickminuteforme?Thankyou!
3. _________,Ivesetanambitiousgoalformyselfthisyeartohelpatleast_____
familieseitherbuyorsellahomeandasyouknowreferralsarethelifelineof
mybusinessandIneedyourhelp.
4. Iwaswonderingwhoyoumightknowthathasaneedtobuyorsellahomeatthis
timeorinthenearfuture?
5. ThankyouverymuchIreallyappreciateyourtime.
6. _________movingforward,Iknowthisobviouslywontbethemainthingonyour
mind,sowouldyoumindifIcalledeverycoupleofmonthsjusttocheckinwith
you...withnopressurejustareminder?
7. _________...Iwanttothankyouinadvanceforyourhelp.Haveagreatevening!

WordsThatWork

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SphereofInfluence/PastClient
1. Hi______,thisis_______with________,howareyoudoing?(Ifcomfortable,
chitchat.)
2. Thisismyperiodiccheckincallsimplytoaskifyouknowofanyoneinterestedin
buyingorsellingthatcouldusemyrealestateservices?
3. Thankyouverymuchforyourtime.Ifyouhappentothinkofsomeonewhomaybe
interested,orifyouhavefutureplans,pleasegivemeacall.Ireallyappreciateit.
4. Haveagreatevening!

Note:Youcouldalsomentionarecentbusinesssuccesstoaddongoingcredibilityto
yourrequestssuchas:_____,Ijustsoldandclosedoneofmylistingsin
___________(city)andinanefforttoreplacethathomeinmylistinginventoryI
wonderedwhoyoumightknowthatisinterestedinsellingatthistime?

SphereOfInfluence/AddPastClienttoEmailList
1. Hi_________,thisis________with________.Howareyou?
2. IknowitsbeenawhileandIhopeyou(andyourfamily)aredoingwell.
3. ___________,itseemslikeeveryoneImeetthesedaysisaskingmehowthereal
estatemarketisdoing.So,Iamnowsendingoutamonthlyemailmarketreport
toselectpeopletokeeptheminformedaboutlocalrealestateactivityandtrends.
4. Isthatsomethingyoumightbeinterestedin?
5. Whatisthebestemailaddresstosenditto?Iwillmakesureyougetthenewest
reportimmediately.
6. Thankyou,Iappreciateyourtimeandifyouhaveanyquestionsaboutyournew
marketreport,orhaveafuturerealestateneed,pleasefeelfreetocontactme.
7. Haveagreatevening!
Note:UseTrendgraphixreportsoraLeadRouterActionPlanwithemailmarketreport
Tasks.

WordsThatWork

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SphereOfInfluence/PastClientRecentActivity
1. Hi,thisis________with________.Howhaveyoubeen?
2. Ijustwantedyoutoknowthatahousedownthestreetfromyoulocatedat
___________,wasjustlistedforsale(justsold)(reducedinprice).
3. TherehasbeenquiteabitofactivityinyourneighborhoodrecentlyandIthought
youwouldliketoknowwhatsgoingon.
4. IfIcanhelpyouoranyoneyouknow,withanyofyourrealestateneeds,please
feelfreetocontactme,ok?
5. Itwasgreattalkingwithyou.Thankyouandhaveagreatday!

SphereofInfluence/InvestmentOpportunity
1. Hi,thisis________with________.Howareyou?
2. Doyouhaveaquickminuteforme?
3. ______,anumberofmyclientshavebeenaskingmelatelyifthisisagoodtimeto
investinrealestate.Andthetruthis,withrealestatepricesdownlow
mortgageratesandgreatdealsavailable,forpeoplewithsomeextracash,this
canbeanexcellenttimetobuyrealestateasalongterminvestment.
4. Isthissomethingyoumighthaveaninterestin?
5. Whydontwegettogetheratyourconvenience?Iwillgiveyouanideaofwhats
availableandifyoulike,Iwillhavemymortgageadvisorgiveyouacallandletyou
knowwhatprogramsmightbesuitable.Howdoesthatsound?
6. Ifforanyreasonthetimingisntrightforyouatthemoment,noproblem.Well
keepintouch.
7. ThankyouforyourtimeandIamlookingforwardtomeetingwithyou.

WordsThatWork

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CurrentClient:AskingForAReferral
1. Mr/Mrs________,Iwanttothankyouforallowingmetohelpyousellyourhome
(buyyournewhome).
2. Wereyoupleasedwithmyservice?Great!
3. Becauseyourtransactioniscomingtoanend,Inowhaveavacancyinmy
schedule.
4. Canyoupleasehelpmefillmyschedulewithanotherclientwhocouldalsobenefit
frommyservice?
5. Whodoyouknowthatmightbethinkingofbuyingorsellingwithinthenext6090
days?
6. Thankyousomuch.Itrulyappreciateyourhelp.

HaveaBuyerLookingForTheRightHouse
1. Goodmorning.Mynameis________with________.
2. ThereasonformycallisthatImworkingwithanapprovedbuyerwhowouldlike
toliveinyourneighborhood.Wehavepreviewedthelistingsintheirpricerange
andsofarnoneofthemmatchtheircriteria.
3. Iwaswonderingwhodoyouknowthatmightbeinterestedinsellingtheirhome
withinthenext_____days?
4. Thankyouforyourtime.Ifyouhappentothinkofanyonewouldyoupleaseask
themtocallmeat____________?
5. Oh,bytheway.Howaboutyourself,doyouhaveanyfutureplans?
6. OKthanksagainandhaveagreatday!

WordsThatWork

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OpenHouseInvitation
1. Hello,thisis_______with_______.Thereasonformycallistoletyouknowthat
Illbeholdinganopenhouseatyourneighborshomelocatedat_______this
_______from_______until_______.
2. Idliketoinviteyoutocomebyandseethehomeandtoaskwhoyoumightknow
thatwouldliketoliveintheneighborhoodthatIshouldalsoinvite.
3. ThankyouforyourtimeandIhopethatyoullstopby.
4. Bytheway,Iamconfidentwearegoingtoattractanumberofqualifiedbuyers
whoaregoingtobeinterestedinlivinginyourneighborhood.Whocanyouthink
ofthatmightbesellingwithinthenextseveralmonths?
5. Well,thankyouagain.Hopetoseeyouthere.Haveagreatday!

LostSouls
1. Hi,mynameis________with________.AlthoughIwasnotapartofyourreal
estatetransaction,Iwantedtocongratulateyouontherecentpurchaseofyour
newhome,tointroducemyselftoyou,andtowelcomeyoutotheneighborhood!
2. Ihavebeenhelpingpeoplebuyandsellrealestateinthisareaforthepast____
yearsandIwascurious,...whatbroughtyoutoourarea?
Andwheredidyoumovefrom?
3. Great!Bytheway,Iprovideinformationaboutlocalrealestateactivityand
trends,byemail,onaregularbasistomanypeopleinthearea.Isthatsomething
youmightbeinterestedin?
4. Terrific,whatisthebestemailaddresstosenditto?Illmakesureyougetthe
newestreportimmediatelyandifyouhaveanyquestions,pleasefeelfreeto
contactme.
5. Thankyou.Iwishyouandyourfamilymanyhappyyearshere.Haveagreat
evening!
Note:UseTrendgraphixreportsoraLeadRouterActionPlanwithemailmarketreport
Tasks

WordsThatWork

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AbsenteeOwners
1. Hi,mynameis________with________.Howareyou?
2. Iunderstandyouownaninvestmentpropertylocatedat_________.Isthat
correct?
3. ThepurposeofmycallistoletyouknowthatIspecializeinhelpingoutofarea
investorswiththesaleorrentaloftheirproperties.
Doyoucurrentlyhavearealestateprofessionalthatprovidesyouwithmarket
updatesandtrendsthatmayaffectyourinvestment?
Wouldyouliketobeincludedinmymonthlyemailmarketupdates?Thisway
youwillalwaysbekeptintheloopwiththelistingandsaleofpropertiessimilar
toyours.Great!
Whatisthebestemailaddresstosendthesereportsto?Thankyou.
WhileIhaveyouonthephone,doyouplanonsellingorrentingyourpropertyin
thenearfuture?
Wouldyoulikemetomakeyouawareofotherinvestmentsthatcomeonthe
market?
4. Thankyouagain.Iwillkeepintouchfromtimetotime.Pleasedonthesitateto
contactmeifyoueverhaveaquestionorneedanything,ok?

WordsThatWork

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