Real Estate Agent: Buyer Script Intro!

So many of my clients have asked "what do you say on the phone when you call for me?" After many years selling on my clients' behalf, I thought it might be helpful to breakdown how I introduce my calls to prospective buyers!

Before I dive into the execution, I want to spend a moment outlining the theory.

Over the years, I've found that the "add value phone call" approach is becoming stale, overused and quite frankly predictable (at least in the way that most people do it). As a homeowner, you've received the call, and if you're an agent, you've probably made it yourself a few times....

"Hey John!! How are the kids? Jessica still in ballet? How is work? How are things?

Hey that's great....listen I wanted to reach out because I was wondering if you or anyone you know has had any thoughts of moving in the near future."

There are a few things wrong with this approach...

First and foremost: ??. Anytime someone receives a call from a Realtor, they know why you're calling - and that's okay!! Just be straight up with them about it from the get-go! And look - this isn't to say "skip" the pleasantries. But this is to say: get to the point faster. Don't dance around in the rain of conversation together - they're busy, you're busy, and you have a reason that you're calling. Don't mask it. Don't hide it. Lay it out immediately.

Second: this approach is called a "touchpoint" or a "value call" (if you're including a CMA or something which, again, is self-serving and they know that), however the ultimate intention of the call is still masked.

Third: it's over-used!!! I think every single agent that's ever called me has started the call with two minutes of chit-chat that I know is either disingenuous or is masking the real reason for their call. Which, for the record, isn't a bad call to receive! I have nothing but respect for the agents who call me asking for referrals and the agents who cold call me asking if I need their services. Just get to the reason you're calling and let's talk.

My Introduction

In order to solve these three problems, I tend to approach prospective home-buyer calls with a level of directness. Here's the intro I use:

Part 1: Hey John! It's Andrew calling from (CLIENT NAME)'s Real Estate office.

How ya doin' today?

Part 2: I didn't catch you at a bad time, did I?

Part 3: Awesome, I'll be brief. The reason for the call today is CLIENT NAME has hired me as their personal assistant to connect with some of the people they've spoken to in the past to see if we could be of service to you.

Part 4: So real quick, let me ask...if the perfect real estate opportunity were to present itself to you today, would you be open to it?

Part 1 Breakdown - Introduction...

Simple stuff: tell them where you're calling from. Something that can't be translated in this article is the tonality with which you deliver these points. Jordan Belfort has some incredible training on tonality. Check out this video to learn about delivering your message with passion and influence.

Part 2 Breakdown - Respect Their Time...

Zig Ziglar speaks a lot about showing respect for your prospect's time. If you don't determine whether or not now is an acceptable time to speak, not only are you showing a lack of respect for their time, but even IF they give you their time and it ISN'T a good time, the chances that they'll be engaged and/or listening are low. Who wants to be pitching to someone who isn't listening?

Part 3 Breakdown - The Reason for the Call...

People need to know why you're calling them. That's all they're interested in. So give it to them. Quickly. Now that they know why your'e calling, they can decide if they want to stay on the phone with you. Because again, if they don't want to be there, I'd like to know that as quickly as possible so I can get to the next person.

Part 4 Breakdown - The Hook...

This is where you're going to determine who is and who is not interested in what you have to say. The true beauty of this is that you'll know within 20 seconds of the call beginning so you don't waste your time (and just as importantly, theirs). And let's be honest - who isn't open to the perfect opportunity? (Disclaimer: a lot of people will still say no hahaha).

So give it a shot! Make your calls and use this direct introduction to get you in and see what comes of it. You'll be surprised at how people appreciate your candor, and at the same time, give you answers in the affirmative!

Happy selling!