DEMOGRAPHICS PROSPECTING

Option A ENG

Opener

“Hi, it's me ROBIN.

You don’t know me yet.

I’m a local realtor.

It’s totally fine if you want to hang up…

I just had a quick question, if that’s okay.”

Transition

“It’s about your property in Miami.

You’re not thinking about selling

in the next 2 to 3 years, right?”

Alternate phrasing

“You’re not considering selling your home

in the next 3 to 5 years, correct?”

###

Option A ESP

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Option B ENG

Intro / Pattern Interrupt

“Hey [Name], it's me ROBIN

I know this call is out of the blue,

I’ll be brief.

We just listed and sold two properties

in the last 30 days here in [Community],

and a few of your neighbors

have been asking

about the value of their homes.”

Engagement Question

ROBIN:
“If the right offer came across your table,

would you consider selling,

or are you planning to stay put for now?”

Objection Handling

If they’re not interested:

ROBIN:
“Totally understand.

Out of curiosity,

what would need to happen for you

to even consider a move in the future?”

If they ask about price/value:

ROBIN:
“Right now,

homes here are averaging about [$XXX] per square foot,

depending on upgrades and condition.

Have you made any improvements

to your property recently?”

If they’re busy:

“No problem.

What I can do...
(pause)

is keep you updated

with actual sales in your neighborhood,

so whenever you do think about selling,

you’ll know exactly

what the market is doing.

(pause)

Would that be helpful?”

Closing Softly

“Great.

What’s the best email for me

to send you those updates?

That way you’ll always know

the real value of your property.”

###

Option B ESP

Option C ENG

Opening & Pattern Interrupt

Robin:
Hey, I know this call is out of the blue, but I’ll be brief.

I just listed and sold two properties in the last 30 days here in XXX, and a few of our neighbors have been asking about the value of their homes.

...

If the right offer came across your table, would you consider selling?

Homeowner:
good for you... selling a couple properties.

What’s the average price per square foot here? Do you even know?

Robin:
Yes, the average price per square foot here in XXX is about $XXX.

Based on your 2,300 square feet, that puts your property around $XXX–$XXX.

Objection: “Can you get me more?”

Homeowner:
Yeah, but could you get me $XXX,000?

Robin:
That depends on upgrades or remodeling you’ve done.

And that’s exactly why I’d love to stop by.

I’ll be in the area tomorrow around 2:30 for a showing right down the street.

I could take a quick look, learn more about your goals, and give you a concrete number.

How does that sound?

Homeowner:
No, I’m okay for now.

You can keep me updated on the market.

Reframe with Value

Robin:
You mentioned $X00,000.

If I could realistically get you close to that, would it be worth 10 minutes of your time?

Homeowner:
Honestly, I’m a busy guy, not ready to commit right now.

Robin:
Totally understand.

Let me ask...have you done any recent upgrades or remodeling?

Homeowner:

Not much.

Robin:
That’s exactly why I’d want to see it.

Just a quick visit to check if that number is realistic.

Homeowner:
Call me in a couple weeks, I don’t want to commit now.

Future Pacing

Robin:
Fair enough.

If you were to move, would you relocate or stay in the area?

Homeowner:
I’d probably stay here.

Robin:
What does your future home have that this one doesn’t?

Homeowner:
Maybe a finished basement with a wet bar, and one on the main floor too.

Robin:
Perfect, I’ll note that.

If I see something like that come up, I’ll think of you.

Motivation Discovery

Robin:
When the time comes, what’s more important to you...

timing or getting the most money?

Homeowner:
Both.

Robin:
If moving your time frame up a little meant getting considerably more money and selling faster, would you at least consider it?

Homeowner:
It’s an awkward time right now, but it’s possible. Keep me in the loop.

Closing for Contact Info

Robin:
Absolutely.

Here’s what I’ll do—monitor sales and activity in XXX and send you periodic updates.

That way, even if you’re not selling yet, you’ll always know what’s going on in the community.

Does that sound fair?

Homeowner:
That’s fine.

Robin:
Great, what’s a good email for you?

Homeowner:

BATMAN&ROBIN.COM

Robin:
Perfect. I’ll keep you updated. Thanks, talk soon.