Realtor Scripts
Don't pitch your voice up, always pitch your voice down at the end of a sentence.
"How are you doing" Ok to use, if you pitch your voice down at the end.
Think less intense Joey Tribbiasni. Also, never add "today" at the end.
Tip: To get warmed up, make the easy calls first.
Always BAMFAM: Book A Meeting From A Meeting (book the next step)
Objection Handling "ARP": Acknowledge, Respond, Pivot - "Great question...
Connect using “FROG": Family, Recreation, Occupation, and Goals.
Cold Call
(Permission Based) Ring, ring…
Hi, [Realtor’s Name]?
Let them respond.
Hi, [Realtor’s Name]. It's Kurt Kessler, a mortgage broker with Barrett Financial.
I just want to let you know this is a cold call. You can hang up right now, no hard feelings.
But before you do, I’d like to share with you how I'm helping my realtor partners secure an extra 2-3 deals a year without spending any more time or money.
Would you be willing to invest 30 minutes in a Virtual Coffee via Zoom?
Pause
Now, I know you’re busy, and I’m sure you already have a lender you know, like, and trust. Probably a backup one too. Every good Realtor does.
I’m not calling to replace either of them.
I've built a predictable process that generates referrals and reviews while reducing stress for you and your clients.
Let's grab 30 minutes…
I’ll learn more about your business and show you how our plug and play process can create predictable growth with referrals and reviews.
Worst case, you spend 30 minutes and walk away with a few plays that you can run with on your own right away.
Best case, we're adding 3 more deals to your business.
If you don't find it valuable, I won't call again.
Deal?
(Status Based) Ring, ring…
Can I speak with [Realtor’s Name]?
Let them respond.
Hi, [Realtor’s Name]. It's Kurt Kessler. How are you doing? (never add "today" at the end)
Hopefully, my name rings a bell.
"No"
Well, you have been receiving my Friday Rate updates for awhile. I am with Barrett Financial, the largest mortgage broker in the US.
“Yes"
Great!
I’d like to share with you how I'm helping my realtor partners secure an extra 2-3 deals a year without spending any more time or money and avoiding chaos.
Would you be willing to invest 30 minutes in a Virtual Coffee via Zoom?
Pause
Now, I known you’re busy, and I’m sure you already have a lender you know, like, and trust. Probably a backup one too. Every good Realtor does.
I’m not calling to replace either of them.
I've built a predictable process that generates referrals and reviews while reducing stress for you and your clients.
Let's grab 30 minutes…
I’ll learn more about your business and show you how our plug and play process can create predictable growth with referrals and reviews.
Worst case, you spend 30 minutes and walk away with a few plays that you can run in your business right away.
Best case, we're adding 3 more deals to your business.
If you don't find it valuable, I won't call again.
Deal?
"How are you" is a weapon when you say it right.
People think "how are you" sounds salesy. It does not. It sounds salesy when it is said wrong, with the pitch rising up at the end.
Say it flat, the way you would to a friend you already know, and it does the opposite of what people fear: it puts the focus on them, not on you, which is exactly where you want it while they still do not know who you are.
One hard rule: you can use "how are you", "how's it going", or "how you doing". You can never put "today" on the end. "How are you today" is the end of the world. Way too salesy.
Realtor Meeting
Virtual Coffee - 1st Realtor Meeting
Thank you for meeting with me. I know your time is precious. We have 30 minutes scheduled, and I want to make sure I respect your time.
Honor Them:
"I did a little research" (Recap the research that you have done about their career)
I’m excited to go deeper into your business and, in turn, show you how I'm helping my realtor partners earn more referrals without spending any extra time or money. Sometimes this can take more than 30 minutes. At the end of our 30 minutes, I’ll check whether you have time to continue, or we can schedule a second meeting.
I believe that the best partners help each other grow their businesses. I know that if I can grow your business, my business will grow.
How does that sound?
What are your business goals?
What time frame do you want to get there?
Did you get a chance to complete the “All About You” form that was in the email?
What did you think of it? (review it and the purpose)
Do you use a CRM? Which one?
What are you doing to market your database?
Approximately how many closed clients do you have in your database?
On average how many referrals do you get from each client that you close?
Do you have a formal lead follow up process?
Do you have a Post Close Campaign?
How many deals have your current partners been able to generate from your database?
NAR stated that an effective post-close campaign should generate a referral rate of 10%. So if you have 100 clients, you should get 10 referrals per year. If I shared some systems, solutions, and processes to get that number up 10%, would that help?
Are you or your business partners taking advantage of key moments during the transaction to spark referral business?
And do you have a consistent system in place for asking for reviews and referrals?
Do you have a Google Business Page?
Are you leveraging moments to generate Referrals & Reviews?
Do you have prospects that you have worked with in the last 3 years who should have bought that didn't?
What do you need in your business? What is missing?
Do you have a Formal Buyers Presentation?
Where are you finding success in your business right now?
Do you create or update your business plan every year?
Do you share it with your business partners?
What are your 3 non-negotiables in your business and personal relationships?
What do you do for fun?
I appreciate you letting me go deep into your business.
Okay, I have three solutions I can share with you right away to help you grow your business immediately. And more we can implement over time.
Do you mind if I share my screen with you?
Share the BuidlwithKurt.com presentation.
BAMFAM:
Hey, listen, this seems like there could be a great fit. I think the next step is to set up and implement the 8-minute Guarantee along with talktokurt.com. That will take me 2 days to set up.
Also, I think we should get your database up and going with Home Report and Stikkum.
Let's schedule our next meeting for next week. Does Tuesday work for you?
Ask Referral:
Before I go and to prove that I live by my Real Time Referral promise I need to ask…who do you have today that I can help get Pre-Approved, to ensure it's a good use of your time?
Or
Who have you been working with in the last 6-12 months who wanted to buy a home but didn't end up buying?
Objections, Rebuttals and Scripts
Ask for Referral
Who do you have today that I can help get Pre-Approved, to ensure it's a good use of your time?
Who have you been working with in the last 6-12 months who wanted to buy a home but didn't end up buying?
or
Hey Susan, who are five prospective buyers you put in your car in the last 90 days who should have bought a house, but for whatever reason didn’t?
Then follow with:
Would it make sense for me to reach out to them to get them to talk about why they were thinking about buying in the first place and reengage with them to help them move across the finish line with you? What have we got to lose? Let’s get started, sound good?
What homeowners have you talked to in the last year that expressed any interest in moving at all, but didn't end up doing anything?
I just gave your information to a client (Use the “So That” method)
That's great, thank you.
Would you mind if I got their information so that I can call them right now and help them get started, so that I ensure that they're able to get pre-approved and not waste any of your time?
Why should I work with you?
Great Question.
What am I known for is making my partners more money and removing chaos.
I'll be glad to show you how, let's grab a virtual coffee via zoom
I’ll learn more about your business and show you how our predictable process creates referrals and reviews.
Worst case, you spend 30 minutes and walk away with a few plays that you can run in your business.
Best case, we're adding 3 more deals to your business each year.
Besides, we need to find out if we like each other.
Does Thursday at 1 work?
Just email it to me…
I could… but you and I both know that email is going to end up sitting in the inbox here good intentions go to die.
I'm confident I can show you how to create an extra $80,000 or more per year... that's not something I would just leave to email.
Honestly, have you ever received an email that you thought was better than having a conversation?
I have a lender
All great agents do and I appreciate your loyalty. However, I find that most lenders are costing their realtor partners money because they are leaving opportunities on the table.
And I would love the opportunity to work with you. Not a transaction, work with you. And show you how I work and create financially fired up clients.
I'm a listing Agent...
That's great. A lot of realtors would love to be in your position.
What do you do with the sellers when they need a loan?
Have you reviewed any buy before you sell strategies?
Have you explored marketing a seller buydown in lieu of a price reduction to save your sellers money?
I have an open house marketing package that you might find valuable, it includes a co-branded financing flyer, Real Estate Report Card and an extremely helpful Neighborhood Info Graphics - which makes an open house a neighborhood expert.
I give out 3 lenders
I can understand the reason agents do that.
However, I think you might be losing the ability to help your clients make a faster educated decision.
When someone has too many options they often put off making a decision. I can share with you the 5 ways realtors refer lenders, two which hurt your business, one is good and two are great.
What if I told you, I guarantee that I would be in touch with your client within 8 minutes of you referring them to me.
If you are open to it, I would love to show you how?
Let's grab 30 minutes… I’ll learn more about your business and show you how our plug and play process creates predictable growth with referrals and reviews.
Worst case, you spend 30 minutes and walk away with a few plays that you can run with on your own. Best case, we're adding 3 more deals to your business.
We have an in-house lender
How do you feel about your company controlling your commission? Does that bother you?
Have they ever dropped the ball?
Do they have a predictable process to make sure your client is served?
Are they helping you grow you business by creating referrals and reviews?
What if I told you, I guarantee that I would be in touch with you client within 8 minutes of you referring them.
Let's grab 30 minutes… I’ll learn more about your business and show you how our plug and play process can create predictable growth with referrals and reviews.
Worst case, you spend 30 minutes and walk away with a few plays that you can run with on your own. Best case, we're adding 3 more deals to your business.
Most of my clients already have a lender
I understand. That can happen.
Do you feel you have control when they have a lender that you haven’t worked with?
The bigger question is that lender helping you to build your business? Are they creating referrals and reviews for your business?
Let's grab 30 minutes… I’ll learn more about your business and show you how our plug and play process can create predictable growth with referrals and reviews.
Worst case, you spend 30 minutes and walk away with a few plays that you can run with on your own.
Best case, we're adding 3 more deals to your business.
I'm too busy...I don't have time
Of course you don’t! You are a top agent and you have a lot going on.
This why I only schedule Virtual Coffees with Partners, out of respect for your time
Worst case, you spend 30 minutes and walk away with a few plays that you can run right now with on your own. Best case, we're adding 3 more deals to your business.
If you don't find it valuable, I won't call again.
Send my a referral first..
I completely understand. And honestly, that’s a fair request.
Here’s the way I look at it.
When someone starts their home buying journey, talking to a Realtor and looking at homes is the dessert, the cake. That’s the fun part.
Talking to a lender? That’s broccoli.
Most buyers aren’t excited about talking about income, assets, credit, debt and documentation.
And in most cases, you’re going to be contacted before they ever talk to a lender.
But here’s where I’m different.
When I work with your clients, I don’t just focus on getting the loan approved. I go much deeper into their financial picture.
That often uncovers their circle of influence and potential future opportunities: family members, friends, business partners, investors and others they know who may have real estate or financing needs.
So instead of simply asking you for referrals, my goal is to create referrals for you.
I become more than the person who finances your transaction. I become a deal multiplier for your business.
So rather than asking you to send me a referral first, let me show you what I can do for your business first.
Give me 30 minutes. I’ll learn more about your business, show you our process and give you a few strategies you can actually use right away.
Worst case, you spend 30 minutes and walk away with a few new plays you can run yourself.
Best case, we build a relationship that helps you add three or more transactions to your business.
And if you don’t see the value, I won’t call you again.
Fair enough?
Pay for Zillow Leads
That’s a bold and direct request and I appreciate it
So what I'll will tell you is I never like to start a new relationship, especially not a new partnership with us diving right into a financial commitment.
I think it's probably best if we get to know each other, we get to learn more about each other's businesses.
If you have 20-30 minutes, you’ll see how I grow my partners’ businesses, relieve anxiety with a predictable process and understand how I create referrals and reviews for you.
The Brush Off
Hey I don't need any more business
Good for you! That is awesome. How did you do that? Listen, I am a student of success. And if you don’t need another $80,000, I need to be a student of yours. Can I come and just learn from you for 15 minutes?
No
Is it OK if I call you from time to time to see if another week is better?”
If “Yes,” call them every week.
If “No,” take them off your list and put somebody in the slot.
Cold DM to Realtor
1 Always lead with something for them
2 Always end with a question.
3 Never ignore what they say.
4 Never talk about you; it's on you profile, so always focus on them.
5 The goal is to get off LinkedIn.
6 Reply ASAP
7 Objects will happen.
8 Have follow-up messages that aren’t boring.
9 Don’t be pushy.
10 Remind them that you have something valuable that they want.
Hi Susan,
Looking to connect to share free tools to grow your business with costing you any time or money. Do you have time to jump on a Virtual Coffee?
Event you don't attend i.e. Open House
Thank you for the invitation.
I am going to respectfully decline...
I have an obligation with...
Second Realtor Meeting Solutions
Bulletproof Buyer Presentation
UltimateClientCareProgram.com
36% Higher Conversion Rate
Monthly Home Report
Monthly Rate Monitoring with Strike Rate
8MinuteGuarantee.com
The Pre-Approval Strategy
TalkToKurt.com
Real Time Referral Program
Database Reactivation
Client All About You Form
Client Protection Program
Total Cost Analysis - Online Loan Comparison
Open House Engagement Program
Open Financing Flyer
TheBuyerPlaybook.com
Cost of Waiting Analysis
Rent vs Own Comparison
2-1 Buydown Presentation
Circle of Wealth = 2 Way Referrals
Annual Financial Review
Co-Branded Client Closing Gift
Buyer Presentations Templates, Buyer Questionnaire, Top Agents Calendar Strategy
Free Coaching - The YouTube Channels You Should Be Following
Cheat Sheet - Exactly What To Say For Realtors
Cheat Sheet - Seller Credits
Cheat Sheet - How to Hold Tite
Cheat Sheet - How to Read a Credit Report
Neighborhood infographics
Automated Co-Branded Marketing w 27 touch points per year
Forecasted Appreciation Report
Online Co-Branded Application
Real Estate Report Card
Stats, Stats, Stats...List Appreciation and Home Price Stats
Warm Call - Reasons for Calling
Do you have any buyers who need to increase their buying power?
Me: Hey Deborah, it's Kurt
(we do the small talk right da da da)
Me: Hey do you have any buyers that are looking to increase their pre-approval … anybody you're working with right now who maybe if they qualified for $500,000 would appreciate $550?
Realtor: “Nope everybody's good (because they always say everybody's good)
Me: Cool well if you have any clients you're out there showing and maybe they want to qualify for a little bit more let me know because we've been able to help some people qualify for more and I know every dollar counts, especially when you're in multiple offer situations.
Realtor: cool I'll let you know next time
Do you have any buyers who are self employed?
Hey Deborah, it's Kurt
(do the small talk right da da da)
Do you work with any self-employed Buyers? We've got a great program for self-employed borrowers next time you have somebody who's self-employed think about me because I'd love to help them make sure they maximize their approval right
We have an awesome P&L Program and Bank and Statement Program.
Offer the Seller buydown:
Hello...
Dave it's Kurt Kessler with Barrett Financial, hey the purpose of my call today is that I noticed you have three listings that have been sitting on the market for over 31 days and I would love to go over a solution where I can help you sell those homes and not have to reduce the price by 10% to get an offer accepted.
Any homes coming on the market?
Me: Hey Dave, it's Kurt Kessler with Barrett FinancialRealtor:
Hi Kurt, what do you need.
Me: I don't need anything I was calling to see if I could help you with any challenges you're having in the market right now. I don't know if you are experiencing them but I'm having challenges in the market right now with getting buyers into contract because there's such little inventory. Are you having the same challenges? Are you seeing anything like this? Do you have any homes that are coming on the market that someone would want to sell off the market? I'd be happy to take a look at my pre-approval list and see if I have a good fit for your house if your seller doesn't want to put it on the market.
Data Base Adoption
Hey Oleg
I don't want to take a lot of your time but I wanted to talk to you about loss and I want to talk to you about future business and how I can help you get to that next level by making sure that you don't miss out on any future opportunities.
I have a system called myhomeIQ, number one it doesn't cost you any money, going to have a financial conversation right now, but what this system does is it's identified some future business for you as well as some loss and you've just so happened to miss out on a few listings over the last few years and it could very well be to maybe some of the marketing is just not reaching your clients the way that you would hope.
So this system gives you roughly around 84% email open rate and the report in itself is built for engagement so that you can control your client's education, reduce some of their Zillow visits, create opportunities to have conversations as well all their activities being tracked so you can reach out to your clients and have those conversational checkpoints so that you stay top of mind throughout that life cycle.
I'm going to create your account right now and I want you to see this and it's up to you on how you use this but my team over at home IQ will be reaching out to you and they're going to um show you this system in detail and see if this is something that you like to move forward with.
This system has a lot of your transactions built in here and I want you to see how many of your past clients are likely to sell in the next six to 12 months so it's either A) you can start to you know increase your visibility and use this report or B) at least have a conversation with these people because there is a 72% chance that 25 people in your past Client List will be selling in the next year.
I would love to help you get those listings.
Let's not talk about going to Coffee, let's talk about me making you more money and moving forward losing less business.
Listing Agent
"The Offer" Call
Call
Hi Listing Agent.
This is Kurt Kessler. I am working with the "Smiths" who wrote the offer on 1234 Main Street. They're well qualified and Pre-approved. Assets have been verified, Credit scores are above guidelines, the DTI is blow guidelines. If you have any questions, feel free to give me a call. I look forward to working with you and your team.
Email: The Pre-Approval Letter and "Single Option" TCA with revised video, include Buyer and Buyer's Agent on email.
Text: "Single Option" TCA and my contact info
"In Contact" Call
Hi Realtor.
I am excited to be working with you and your team.
A couple of things I want to point out. We will get the fees from title today, send disclosures to our client and order the appraisal on a rush.
That way, we can get the file back into underwriting and clear it to close that much faster.
We do that so you know we have everything buttoned down at the very beginning of the transaction, reducing anxiety for both you and your seller.
Something else...
Every Tuesday, I will give you an update before noon as to where we are with the file. That way, you can update the seller and ensure there's no chaos or uncertainty about where we're at.
And the third thing is I'm going to re-text you my contact information.
So you can call or text anytime you have a question now. Don't be afraid to call me in the evenings and on weekends, as I work when you guys do. I work when you work. I understand the importance of fast responses.
"Deal Update" Call -Every Tuesday before noon
Give update.
Quick question while I have you. Does your seller have a next move? Are they purchasing another home after this one
sells?
If you get voicemail, leave a message so that they call you back. The win is not in the transaction; the win is in the conversation.
Hey, it's Kurt calling on your listing at 123 Maple. I've got a super important update for you. Want to make sure you call me back so I can tell you exactly where we stand on the transaction.
"Clear to Close" Call
Great News. We are clear to close. Loans docs are scheduled to be release today.
Hey, just so you know, Mr. Realtor, you've got a great reputation, and I'd love to work with you. I see the business you're doing. This is such a great listing, and you've got great listings in the marketplace. Do you have anybody today that I can get pre-approved to make sure it's a good use of your time
"Post Close" Call
I just wanted to let you know it was great doing business with you and your team. I'd like to see if we can jump on a quick virtual coffee via Zoom, and I can show you how, in addition to what I did for you on this transaction, I can grow your business.
Does next Thursday at 3:00 work for you?