Ask open ended questions using the Avenu Profile information to build rapport:
- As you might have noticed, the market is changing quickly (create urgency – homes are selling quickly, multiple offers, rates are going up)
- Do you mind if I ask you some questions?
- Have you considered possibly upgrading your current home?
- What would be the time frame that you would be interested in buying a new home?
- What would be your goals and desires in buying your next home?
- Let me tell you a little bit about how I work. (Explain how you work with Sellers and Buyers.)
- Repeat their needs & goals – If I understand you right, you would like to have … happen.
- It’s not about me – “These are your goals and I can help you achieve them – I’ve been able to do it many times with other buyers. I work by referral and want to make sure that I provide the kind of service that you will want to be my client for life.”
- Would you want to sell your current home or use it as a rental?
If they want to sell, go to Call & Door Knocking Campaign Dialogue - Seller.
Set up a time to meet with them:
- “When would be a good time to get together to take a look at some homes that would work for you?”
- End with a compliment.
- “You have been great to work with.”
- “I look forward to working with you.”