Realtor Virtual Coffee
And how do you build Realtor Relationships?
Conversations.
Compelling offers.
Follow-up.
Doing what you said you would do
"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.
Summary: Think of a less intense Joey Tribbiasni. Never add "today" at the end.
Don't pitch your voice up, always pitch your voice down or flat at the end of a sentence.
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.
Realtor Meetings
Virtual Coffee - 1st Realtor Meeting
Virtual Coffee: Getting to Know Your Business'
Thank you for meeting with me. I know your time is valuable. We have 30 minutes scheduled, and I want to respect that. If there’s more we want to explore, we can always schedule another conversation.
I believe the best partnerships help both people grow. If I can help you build your business, I believe mine will grow along with it. Today, I’d like to understand what’s working, where you want to go, and where some additional support would be valuable.
Make a Personal Connection
I did a little research before our meeting, and I noticed [mention something specific about their career, business, or accomplishments].
[Acknowledge something you genuinely appreciate and invite them to expand.]
How did you get started in real estate?
And when you’re not working, what do you enjoy doing?
Set Up the Discovery Conversation
Would you mind if I asked you a few questions about your business and where you’d like to take it?
Did you get a chance to complete the All About You form I sent?
[If yes, use their answers to guide the conversation without repeating questions. If no: No problem—we can cover those things as we talk.]
What’s Working and Where They Want to Go
Where are you finding the most success in your business right now?
What would you most like to accomplish over the next 12 months?
As you think about getting there, where could you use the most support?
Do you have a Google Business Profile? How are you using it, and does it generate inquiries?
Leads, Follow-Up, and Buyer Readiness
Where does most of your business come from today?
Walk me through what happens when a new buyer reaches out—from that first conversation through getting pre-approved and ready to make an offer.
[Choose relevant follow-ups. You don’t need to ask every question.]
What does your follow-up look like for someone who isn’t ready to move forward yet? Do you a way to show the money that is lost by putting by waiting?
Does your lending partner convert leads for you?
How do you introduce buyers to your lending partner?
Can you book a client directly onto your lending partner’s calendar?
How does your lending partner keep you informed about contact attempts, conversations, and next steps?
Do you track how many of the leads you refer become pre-approved buyers or closed transactions?
Does your lending partner follow a structured buyer consultation process? What does that look like?
How do they help buyers understand their financing and feel confident enough to make timely, informed decisions?
When buyers say they’re waiting for rates to come down, do you have a way to walk them through the potential costs and benefits of waiting?
Where in that process do buyers tend to get stuck—or where do you find yourself doing more follow-up than you’d like?
Listings and Open Houses
Tell me about how you market your listings and approach open houses. What’s working well?
[Explore the areas relevant to their business.]
How do you capture visitors’ information, and what happens after they leave?
How involved is your lending partner before, during, and after an open house?
Do you have a standard set of marketing materials you use for each open house?
When a listing isn’t getting traction, how do you and the seller decide what to change?
Do you have a clear way to compare how a buydown or seller credit could affect a buyer’s payment versus a price reduction?
What part of your listing or open-house process would you most like to improve?
Reviews and Referrals During the Transaction
During a transaction, when do you find clients are most excited or appreciative, do you use those moments to start a conversation about referrals or reviews?
Does your lending partner do that for you?
[Follow up as appropriate.]
Do those conversations happen consistently, or mostly when an opportunity comes up?
Do you and your business partners coordinate those requests?
How comfortable are you asking, and how do clients typically respond?
Closed Client Care and Database Reactivation
Once the transaction closes, what does staying in touch with that client look like?
[Explore their current process before suggesting changes.]
Approximately how many past clients are in your database? Do you have and use a CRM?
Do you have a structured closed-client care program? What does it include?
What are you doing to stay connected and give past clients a reason to reach out?
About how many referrals does your database generate each year?
How do reviews and referral requests fit into your post-close follow-up?
How do your current business partners help you generate repeat business and referrals?
For clients you’ve lost touch with, do you have a process for reconnecting?
What about prospects from the past few years who wanted to buy but never did? Do you know what held them back, and are you still in contact?
How satisfied are you with the business your database is generating?
Where do you see the biggest opportunity?
Go Deeper on Their Main Challenge
[Use these questions whenever a meaningful challenge comes up. You don’t need to wait until this point.]
You mentioned [specific challenge]. Tell me a little more about that.
What have you tried so far?
What worked, and what didn’t?
How is that affecting your business or your time?
What would you like to see happen instead?
If you could get help solving just one of the things we’ve discussed, which would make the biggest difference?
What They Value in a Partnership
What are your three non-negotiables when choosing a business partner?
Is there anything else you wish a lending partner would help you with that we haven’t covered?
Confirm What You Heard
I appreciate you letting me go deeper into your business. Let me make sure I’ve understood what matters most.
You’d like to [goal]. You’re having success with [strength], and the biggest opportunity seems to be [gap or challenge]. If you could improve [priority], it would help you [desired outcome].
Did I get that right? Is there anything important I missed?
[If several priorities emerged:]
Which of those would you want to tackle first?
Transition to Relevant Solutions
Based on what you’ve shared, I have a couple of ideas that could help with [their stated priority]. Would you be open to walking through those together?
[Introduce one relevant solution at a time. Connect it directly to the need they identified, then ask:]
How would that fit into the way you work?
What questions or concerns would you have about putting that into place?
Respect the 30-Minute Mark
[Use this whenever you approach the scheduled end time. Leave time to agree on next steps.]
We’re coming up on our 30 minutes, and I want to respect your schedule. Do you have a few more minutes, or should we get our next conversation on the calendar?
BAMFAM: Book a Meeting From a Meeting
I think there’s a good opportunity for us to work together. Based on what matters most to you, I’d suggest we start with [agreed priority].
[Recommend only the next steps that fit the needs they identified.]
For connecting buyers with me, I can set up the 8-Minute Guarantee along with TalktoKurt.com, so you have a clear process for making introductions and getting that first conversation scheduled. That will take me about two days to set up.
For staying connected with past clients, we can walk through Home Report and Stikkum and agree on how they would fit into your client care process.
How does that sound? Is there anything you’d prioritize differently?
[Agree on the first steps.]
And with your permission, I’d like to add you to my Friday email, Today’s Rates and Weekend Talking Points. It gives you information you can use in buyer and seller conversations heading into the weekend. Would you like me to include you?
Book the Next Meeting
Let’s get our next meeting on the calendar so we can review [agreed next step] and walk through how you’ll use it.
Does Tuesday work for you? Would morning or afternoon be better?
[Confirm the date and time, then send the calendar invitation.]
Ask for an Introduction
Before we wrap up, we talked about making referral conversations a consistent part of doing business, so let me put that into practice.
Who are you working with right now who would benefit from a financing conversation or pre-approval, so you can both move forward with a clear plan?
[Pause. If someone comes to mind:]
What’s their situation, and what do you think they need the most help with?
Would you be comfortable introducing us through a group text or email? I’ll follow up and keep you updated.
Alternative: Reengage a Past Prospect
[If no current buyer comes to mind:]
What about someone you worked with in the last six to twelve months who wanted to buy but never moved forward?
[If someone comes to mind:]
What held them back?
Would it make sense for you to introduce us? I could help them revisit what they wanted to accomplish, see what’s changed, and explore whether there’s a path forward now.
Close with a Clear Commitment
Great. I’ll take care of [your agreed action], and you’ll [their agreed action]. We’ll reconnect on [day and time] to review [specific next step].
I appreciate your time. I’m looking forward to putting this into motion with you.
Second Realtor Meeting Solutions
MyOpen.House
Buyer Sign-In, Property website and
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
Train Your Realtor
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?
Event that you don't want to attend i.e. Open House
Thank you for the invitation.
I am going to respectfully decline...
I have an obligation with...
Have you seen MyOpen.House, please let me show you how we can collect leads and nurture them
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?