Value Proposition Script
This script will walk you through a value proposition for your online lead
Sarah
Last Update 4 jaar geleden
Buyer Value Proposition
This is the standard value proposition we will make to anyone looking to buy a home for any reason. It is an all-encompassing offer and one that is very hard to say no to. It is an offer that sounds as though there are no strings attached and is easy to get. Not until the client says yes to this value proposition do we move on to close the client for an appointment. This offer is for any “buy first”, “look first” or “first time buyer clients” we talk to. Also, remember that over 75% of the people you speak with will fall into these categories. Do not ‘ask’ the client if they want what you have, tell them what you will do for them.
Value Proposition:
Well, what we can do for you is set you up with daily emails of all the homes that match what you’re looking for. What we are going to send you will have the address, price and all available photos, all the information just like realtors get. It will update you daily on what is NEW or had a price change the instant it becomes available. Oh, and our clients also get access to our new listings before they hit the market and we list 7-10 homes a week. Would you be interested in this information as well?
Note: this extra information can be anything you choose, that represents a great value to the client on the phone, i.e. for investors it might be a list of the top 10 cap-rated opportunities on the market, or for resale buyers it might be the top 10 best buy list for a specific area.
If the person is using a lot of “early stages” language…
You are starting at the perfect time. In the early stages we will focus on getting you educated on all of your options. This way when you are ready in (the fall/7 months etc.) you will feel confident. Would that be of value to you?
The Close
Lead Conversion Partner Script:
Excellent, what we are going to do next is to meet with you for about 10-15 minutes to take down your wants and needs. When is the best time to do that – days, evenings, or weekends?
Don’t use the word weekend when booking on Mon, Tues, Wed to try and get them to book within 48 hours
Note: we do not ask for permission to meet. We tell them we must meet and ask when a good time for them to do that is. We will deal with the objections as they come.
Once you have set a date and time for the appointment, say:
Ok great so my partner and I have you booked in for @ at our office/ your home. They are an area specialist. They work on the outside and I work on the inside to make sure that you get our best service possible.
If they have a home to sell…
After we set you up for emails, would you like us to give you an idea of the value of your home in today’s market?
If Office: Will everyone involved in the searching process be available for the appointment or will there be anyone else going on title?
IF additional people: And that time works for them as well? – Can also ask for name(s)
If HOME: Will everyone involved in the searching process be available for the appointment or is there anyone else on title of the home?
IF additional people: And that time works for them as well? – Can also ask for name(s)
If Office: Ok great, we are all set for @ . Our main office is located in (office address), is that convenient for you?
- If yes… Ok great! Our address
- If no… Set up for a different office
If HOME: Ok great, we are set for @ at your home. Could you please confirm your address?
- If answered yes to wanting an evaluation done…
- Excellent, I am now going to ask you a couple of questions about your home to help us better prepare your evaluation (Go to vendor lead sheet)
Note: we want to say the full date to jog any memory of another appointment or obstacle they might have forgotten about. Many people remember appointments as ‘Tuesday morning I have a massage.’
IF APPT AT HOME:
The number that I am calling, can I text it? What I am going to do is send you my personal number as well as my partner’s name. That way if you (or you and your husband) have any questions before @ , please feel free to give me a call anytime.
IF APPT AT OFFICE:
The number that I am calling, can I text it? What I am going to do is send you my personal number as well as my partner’s name. I will also add the directions to our office. That way if you (or you and your husband) have any questions before @ , please feel free to give me a call anytime.
TEXT WILL READ AS FOLLOWS:
IF AT HOME:
Hi (name)!
It’s (name) from (brokerage-name). It was a pleasure speaking with you. My partner (Agent A) and I have you (or you and your wife) booked in for:
@ at your home.
This is my personal number. Please let me know if you have any questions.
Have a great day!
DIRECTLY AFTER THAT TEXT SEND:
If you could please confirm that you received this, that would be great!
IF AT OFFICE:
Hi (name)!
It’s (name) from (brokerage-name). It was a pleasure speaking with you. My partner (Agent A) and I have you (or you and your wife) booked in for:
@ at our office.
The exact address is (office-address).
This is my personal number. Please let me know if you have any questions.
Have a great day!
(DIRECTLY AFTER THAT TEXT SEND:)
If you could please confirm that you received this, that would be great!
Why do we say ‘the instant it becomes available?’
What we are attempting to do is draw the gap between what buyers will get online and what they will get with our service. It is necessary to create the perception that they will get it the instant it is available to them, and that is once a day.
Why do we say ‘all the information just like they get as a Realtor?’
Some of the public is under the impression that we hold back some information. We take advantage of this perception by telling them that they will get everything, just as we get it.
Why not ‘free’ or ‘without obligation?’
Because what we are offering is not completely free and there will be some obligation. Communicating that our value proposition can come free and without obligation starts the relationship poorly for some. It is best not to send mixed messages.