Be a Better Realtor with Tom Ferry’s Real Estate Scripts
Tom Ferry is one of the most prestigious names in the real estate market. With over 30 years of industry experience, this guy knows how to make the most from the core of real estate. As such, it is not wonder that he put together a real estate coaching company, whose purpose is to train agents at different stages of their careers. Whether you are a beginner or a senior agent, Tom Ferry can help you earn more with less work. Over the years, he has provided numerous pieces of advice, but he always comes back to the core: the real estate scripts. What you say to a client matters greatly, and if you say it right, it can have an even bigger impact than the properties that you are trying to sell. So, if you are looking for a way to improve yourself, model your scripts on Tom’s best pieces of advice:
1. Ask your clients what they look for in the agent that represents them
In order to increase your chances of closing a deal, it is important for your lead to feel like they have a connection to you. Asking them what they look for in a realtor is a great way to show your clients that you put their interests first and that you will do your best to make sure that they get what they want.
2. Make sure your real estate scripts don’t make you sound like a robot
First of all, don’t recite your scrips like a poem. Your real estate scripts should be more like guidelines that you can easily adapt to any conversation. Instead of a standard script, focus on a few general ideas that you wish to transmit, and make sure to bring up each idea at the right time during the conversation. So, before you start reciting like a robot, listen to your clients and adapt your scripts according to their personalities and their needs.
3. Propose deals that your clients can’t refuse
If you are looking for a single phrase to catch anyone’s interest try this: If there was in advantage in the market at the right time and for the right price, would it be worth 15 minutes of your time to get together and talk about it. With this question, you are basically asking your customers if they want to make money, and who can really say no to that?
4. Convince your clients to settle for lower prices
Nobody is going to agree to listing their property for a lower price, unless they feel like they are the ones that came up to this idea. But how do you manage this? Simple, you provide your clients with 3 pricing strategy. Firstly, you propose that they list the property at a higher price, and suggest that if they are patient enough, the right buyer might show up. Secondly, you suggest that they sell it at the actual market value. However, if they were to list it under the market value, it will surely create a bidding war. By putting the problem like this, you are subtly suggesting that the third strategy is the best one, but you let your clients make the choice themselves.