Hi- i am looking for Free scripts online for appointment objections, and other good ones. i have books and others we use, but we are looking specifically for good ones that are proven winners. Also, any for answering machines (if that ever works), would be great too. Were calling expireds, but also managing contacts to convert to leads. thx!
ps- or if anyone knows of great books for objections- let me know

honestly, you dont need a script...just have a conversation with the person and find out hwat they are looking for and if it is something that you can help with you need to let them know.

for an answering machine, dont state the reason for the call, just state that you are making an inquiry on their home and you have some questions. for all they know you might be calling to buy it...

i dont leave messages anymore as it takes time away from live calls.

Well- we had some objections pretty consistently maybe you can help with:

-"Im happy with my current agent, its the market and there are nothing but bottom feeders out there" (she was very loyal to this agent who didnt sell the house).

-"Bring me a buyer and ill show you the house"

-"I want to wait until next year when the market is better..."

I'll comment on #3 - The correct answer to this objection is: "Okay." If someone wants to/is willing to wait, they probably aren't motivated enough for this market. You can follow up with "I'd be happy to keep you updated on the market and let you know when things start turning around." This response will surprise a seller who has been bombarded with expired-chasers, all of whom are trying to convince him or her that they must sell NOW! By NOT arguing with the seller, you might actually evoke a little curiosity out of them and get THEM asking YOU for your thoughts on the matter.

that is EXACTLY WHAT I DO!!!!

it is pretty easy too....they say they dont want ot sell and i tell them that is on, but i am sure that they might need some help with something re related in hte future. i tell them that i would like to keep in touch every month or so, just to see if there is anything that i can help them with, maybee they want to know about a neighbors house or something like that, maybee thye know someone who is in a jam and needs to sell now.....basically i tell them that i like to keep in touch so that when they do have a re need they have me at their fingertips and they konw they have someone competent on their side who thye have a relationship with.


you know what....it works....i put it into my 530-730 prospecting time...the first set of calls i make are follow up calls just to let people (all of whom are expireds or wtdrns) know i am alive and here to help.....a 1 minute call is all that it takes and when they are ready they will call you or tell you the next time that you call..


htey mr. expired....i was just calling to see how things were going....i wanted to touch base and find out if there is anything that i could help answer for you about the current market or if you are quorious what is going on in the neighbborhool(*remember you have already gotten permission to keep in touch) they say no and you remind them to keep in touch. and thank them for their time....its great....i hav had some call me and tell me that another agent started calling htem, but they said that they did not need anhything because they already had an agent that they felt comfortable with....its beautiful...

-"Im happy with my current agent, its the market and there are nothing but bottom feeders out there" (she was very loyal to this agent who didnt sell the house).- I understand your feelings but i'm not sure that bottom feeders is the correct term. Every buyer is looking out for their intrests, I look out for yours. Let me send you a free evalauation of what I feel the house is worth we can go from there. It would be more accurate if I could actually tour your home, when would be a good time?

"Bring me a buyer and ill show you the house" - I'll be more than happy to do so. All I can work from though is assumptions and past info. I won't assume anything when it comes to my clients. I will keep your house in mind and I thank you for your time (hangup).

-"I want to wait until next year when the market is better..." (Laugh) If you can wait I agree with you, wait. We can meet later and I can give you some tips and current market values so when the time is right, we will be ready. Why you selling though? This is the time for sellers. Sell your house at a discount, get a better house at a discount. Its up to you though. Lets take a look though so you do not waste money and I will give you mt opinions for free.

Thanks- wonderful ideas!

Can you make a suggestion for this "You are the 3rd person calling me tonight, from keller williams".

Our own office is our competition. sheesh. this doesnt look very good. any sugg's?

We did call in the early hours around 9-10ish, but got ans. machines. When is the best time to call? How do we get around our own agents calling?

The point of all objection handling is not to pin down the person, but rather instill DOUBT in their minds.

"Im happy with my current agent, its the market and there are nothing but bottom feeders out there"
- You're right, this is a different market right now. It takes quite a bit of work to get serious buyers to view your home. It sounds like you've been getting the casual lookers, unqualified buyers, and bargain hunters... not the kind of buyers I work with.

"Bring me a buyer and ill show you the house"
Have you had many qualified buyers look at your home yet? I have a number of clients I'm working with right now who are quite interested in this neighborhood.

"I want to wait until next year when the market is better..."
You're right the market might be a little better next year. Do you think interest rates will be lower next year also? A one-point rise in interest rates can make a huge difference in the number of qualified buyers in this price range. Despite the credit crunch, interest rates are actually very desirable for most buyers right now.

I've lived in my current home for two years and not ONCE had a Realtor call. Not once. Not from KW or any other brokerage!

You think something's wrong with my home?

Texas: LOl- Well, if you let your home expire- i think you may be surprised!

Heres another for ya- as Jennifer mentioned- we asked one guy if we could follow up with him. He said "Sure". We asked "ok, whats your email address" CLICK.......

Well, what does that tell you?

It tells me that many real estate agents are quite willing to pick up the phone and call a homeowner who's home is probably overpriced, or doesn't show well, or for some other reason is now utterly stale since it's been sitting in the MLS for 180 days or 365 days...

But most agents aren't willing to pick up the phone and call homeowners who MAY be thinking about listing their home in the next six months, and who may be willing to price it correctly and stage it appropriately.

Hmmmm...

I don't like scripts, somehow they just seem too lacking of the personal touch. And if one starts to rely on them they become speechless if the conversation takes a turn that you don't have a script for. I think it is better to learn how to think "on the go".

I agree with this 100%.

I won't ever call or knock and use a canned script. But the value of scripts as I see them is they can be used to study so you'll be ready 'on-the-go.' Reading scripts and practicing them with other agents in your office makes the ideas and salient points fresh in your mind... so that when the occasion arises you can just blurt the ideas out naturally and in your own words. It's not the words that matter... it's the ideas.

Texas- who do you suggest we DO call then?? Where is that magic list- i want in!!

Our SOI, to start. And part of building our business is to build that SOI. Part of the focus in my office right now is to work on calling our SOIs. And it's amazing how many agents are uncomfortable calling friends and past clients. People just don't like to call. Period. And I'm as guilty as anyone else, I'll admit it.

But back to scripts. Again, it's not so much the script as the idea and objection handling. And that is a talent that can be honed with practice. And it doesn't necessarily have to be used on the phone... but can work anywhere... at open houses, for instance.

Many open house visitors will tell you that they've got a home they're considering selling... but are waiting for the market to improve, or waiting to see if they want to make renovations, or waiting for this or that. So the seller objection scripts can come in very handy on those occasions.