Page 124 - Academy Mastermind Book

CALLS Presentation of Self

Qualifying Leads
SCRIPT: BUYER LEADS
CALLS Client Actions

Morning/Afternoon (Name) We were connected through (Where the Lead came from)
Recapping
Looks like you interested in purchasing a home? Is this something you are thinking of doing
in the next 6-12 months? Are you local or from out of state?
Start Follow Up
**If from out of state make sure to nd out why they are moving here and if they have
ever visited here. Ask where they have stayed in the past? What they did for fun?
People love to talk about themselves and about the fun stuff they have done** Where Are They
What part of the valley are you interested in? Will you be working in that area or do you
work from home? Are you open minded to other areas that are near by? FOLLOW UP Next Steps
Kids? Schools? Private or Public
Close Call and Next Steps
If you close your eyes what does that perfect home look like?
**This is where you want them to describe what it is they are looking for in a home**

Ok great, you want (Give description of home).....In the area of(Location)and you are open
minded to these (Other areas).....does that sound about right?
OMG....I almost forgot to ask you the most important part.....What's your budget on your
home? ok perfect SHOWINGS
**At this point you can recap the details of the conversation for and repeat back what
they said**
Now....I have some homework for you but it will be easy.......can you do me a huge favor and
send me some screen shots of homes you've seen on line? I want to get a better feel of what
you are looking for in this new home? You only need to send 2-3
?
***At this point they aren't ready to go out so you may need to nurture them, Plus you
are set up for the next follow-up call - You have something to talk about!!!**Always go
for the close on the next step, it could be sending screen shots, sending over prequal, OFFERS
or setting up appointment for a showing.......don't put the cart ahead of the
horse......one step at a time.**