Scripts Book - Steve Olson Group Ops Centralsogops.com/.../2016/01/bbt-workbook-scripts_book.pdf · 1. Business Professionals Script 1 2. Business Professionals Follow-up Script 2

© 2007 TomFerry-yourcoach �

get connected.

Sales Power!A Tom Ferry Training Event

Scripts Book


Table of Contents

Referral Scripts 1. Business Professionals Script 1 2. Business Professionals Follow-up Script 23. Current Client Referrals Scripts 34. Ex-Realtors-PastClientsandCentersofInfluenceScript 55. PastClient/CenterofInfluenceScript#1 66. PastClient/CenterofInfluenceScript#2 77. StaffCOIReferralScript 8

Direct Calls Scripts1. Builder and New Home Sales Script 92. Expired Script 10 3. FSBOScript#1114. FSBOScript#2135. FSBOScript#3 156. PC/COIInvestorsScript 177. CallingAroundYourListingandSalesScript 198. ForeclosureandNoticeofDefaultPre-QualificationScript209. NonOwnerOccupiedScript21

Inbound Scripts1. BuyerPre-QualificationScriptforFloorTimeandSignCalls 232. OpenHouseScriptforBuyers 253. OpenHouseScriptforNeighbors 264. 800-CallCaptureScript 275. RelocationScript 29 LeadFollow-upScripts 1. LeadFollow-UpScript#1302. LeadFollow-upScriptforBuyers#2 313. LeadFollow-upScriptforSellers#232

Pre-qualifyingScripts1. OverthePhone“WhatDoYouCharge?” 332. Pre-QualificationScriptForSellers 34

ListingPresentationScript1. “WhyChooseMeasYourAgent?”ListingPresentation 36

ObjectionHandlersScripts1. ObjectionHandlerforDiscountBroker 382. “InterviewingOtherAgents”ObjectionHandler 393. ThreeCommonObjections 414. FiveAdditionalCommissionObjectionHandlers 42

Price Reduction Script1. Price Reduction Script 44


Business Professionals Script

1. Hi,I’mlookingfor__________.Hi(Name)…thisis__________with ________,yourprofessionalrealtor…howareyoutoday?Excellent!

2. I’mcallingbecauseIknowfromtimetotimeyouhaveclientswhomay needanopinionorapricequoteontheirrealestate…andIwascurious… whodoyounormallyreferthemto?(X) Great!

3. Asoneofthetoprealtorsintown,Iwouldliketobearesourceforyou andyourclients(orbeasecondopinion).Whatwouldbethebestwayfor ustoconnect:afacetofacemeeting,orshouldIforwardsome informationonmyservices?(X) Perfect!

4. (Name)…I’vestartedaprogramcalled“ProfessionalsServing Professionals,”withthegoaltobeyouronestopshopforeveryrealestate needyouoryourclientsmayhave.

5. OneoftheservicesthatIprovidemyclientsisanannualmarketanalysis, freeofcharge,sotheyknowthemostcurrentvaluesoftheirproperties… wouldyoulikemetoforwardyouasample?Wonderful!

6. (Name)…istheresomeoneonyourstaff,aspecialclient,orapersonal propertyyoumayown,thatyou’dlikethispreparedfor?Terrific!

7. Statisticsshowthatfourtofivepeopleyouknowwillbebuyingor sellingahomethisyear,didyouknowthat?Interesting

8. (Name)…movingforward,Iknowthatthisobviouslywon’tbethe mainthingonyourmind,sowouldyoumindifIcalledeverycouple ofmonthstocheckinwithyou?Terrific!

9. (Name)…Iwanttothankyouinadvanceforyourhelp!

© 2007 TomFerry-yourcoach 2

Business Professionals Follow-up Script

1. Hi,I’mlookingfor__________,Hi(Name)…thisis__________with _______,yourprofessionalrealtor…howareyoutoday?

2. I’mfollowinguptoseeifyouoranyofyourclientsneedanyrealestate relatedservicesatthistime?Great!

3. (Name)doyouknowanyonepersonallywhoisbeenconsideringmoving up,down,oroutofthearea?Excellent!

4. (Name)…Iappreciateyourtime!Ifthere’sanythingyouneeddon’t hesitatetocall.Otherwise,I’llspeakwithyousoon.Haveagreatday!


Current Client Referrals Scripts

ScriptforNewListing

Mr. and Mrs. Seller…Thank you so much for your listing; I have two goals while working with you. First, is to sell your home as quickly as possible for the highest price. Second, is to give you such great service that you automatically refer me to anyone you know who wants to buy or sell for the rest of your life! Sound good? Before I let you go...who else do you know now that might need my services?

ScriptforNewSale(YourSeller)

Mr. and Mrs. Seller…I am so happy we were able to sell your home. At this point, ________, my closing coordinator will take over to make sure your sale closes smoothly. As you know, my business is based on referrals from great clients like you. You’ve probably been involved in lots of conversations about moving lately. Before I let you go…who else do you know that may need my services at this time?

ScriptforNewSale(YourBuyer)

Mr. and Mrs. Buyer…I am so happy we were able to sell you a home. At this point, ________, my closing coordinator will take over to make sure your sale closes smoothly. As you know, my business is based on referrals from great clients like you. You’ve probably been involved in lots of conversations about moving lately. Before I let you go…who else do you know that may need my services at this time?

ScripttoCallActiveListings

(After discussing their property) – Mr. and Mrs. Seller…referrals are the lifeblood of my business. Before I let you go…can you think of anyone else I can help at this time?


ScripttoCallPendingClients(Ifsomeoneelsebesidesyouisdoingthe

transaction follow-up)

Hello…its _________ calling…how are you? I am in regular communication with _______, your closing coordinator, who assures me everything is on track with your sale. Now that your home is sold, I am calling to see…who else do you know that needs to buy or sell in the near future? Thank you so much. Referrals from great clients like you are the lifeblood of my business.


Ex-Realtors-PastClientsandCentersofInfluenceScript

1. Hi (Name)…Mynameis______with______...Iwasreferredtoyouby ______,yourformerrealestateagent…doyouhaveaminutefor me?Great!

2. (Name of former agent) wanted me to contact you personally to let you knowhe/shehaschosenmeastheirpreferredagentforalltheirfriends andfamily…whenwasthelasttimeyouspokewith(former agent)? Excellent!

3. (Name)withyourpermission…I’dliketoaddyoutomymailinglistand beginprovidingyouwiththesamehighlevelofserviceIdoforallof myclients…wouldthatbeokaywithyou? Wonderful!

4. Let’sgoaheadandupdateyourrecords: •Address •PhoneNumbers • E-mail address

5. (Name)…beforeIletyougo…statisticsshowthatyou’llruninto4to5 peoplethatwanttobuyorsellrealestateinthenext12months…didyou knowthat? Terrific!

6. Isthereanyoneyouknownow…thatneedssomeadviceonrealestate? Great!

7. Whodoyouknowthatmaybelookingtomovetoabiggerhome,buytheir firsthome,buyaninvestmentproperty…ormoveoutofthearea? Excellent!

8. (Name)…Ireallyappreciateyourtime…movingforward,obviouslyfinding mereferralswon’tbethemainthingonyourmind…soI’llcheckin everyfewmonthstoseehowyou’redoingandwhoyoumayknow… untilthen…youhaveagreatday,okay?


PastClient/CenterofInfluenceScript#1

1. Hi…thisis______with______.Ihopeyouandyourfamilyarewell.Do youhaveaquickminuteforme?Thank you!

2. IwaswonderingifIcouldhelpyouwithanyrealestatequestionsyou mighthave.Great! Examples: •Areyoucuriousaboutthevalueofyourhome? •Doyouwanttoknowwhatisgoingoninyourneighborhood? •Doyouwanttoknowgeneralmarketconditions? •Isittimetosellyourhome? •Shouldyoubere-financingnow?

3. Asyouknow…Iwanttobeyourresourceforeverythingrealestate-related. Pleasecallmeifyoueverhavequestions…okay? Terrific!

4. _______(name)…mybusinessisbasedonreferralsfromgreatclients (friends,people)likeyou.So…BeforeIletyougo…Whodoyouknow thatneedstobuyorsellahomenoworinthenearfuture?Excellent!

5. Canyouthinkofanyonefromyouroffice,neighborhood,familyorchurch? Super!

6. Iappreciateyourhelpandifanyoneshouldcometomindpleasedon’t hesitatetocallme!Thank You!

Thisscriptismeanttobeusedsomewhatloosely.YouwillbecallingyourPC/COIfourtosixtimesperyear,alterthescriptwhennecessary.


PastClient/CenterofInfluenceScript#2

1. Hi,thisis______________with______________,(Name). How are you?Terrific! 2. (Name),IcalledbecauseIwantedtoaskyouafavor.Doyouhavea second?Thankyou.

3. I’vesetagoalformyselftohelp_______familiesbuyorsellahomethis yearandasyouknow,referralsarethelifelineofmybusiness.

4. (Name),canIaskyouaquestion?Great!Wouldyoufeelcomfortable referringpeopletomeasarealestateagent?Excellent!

5. Whodoyouknowrightnowthatislookingtobuyorsellahome? Great!

6. WhataretheirnamesandthebestnumberwhereIcanreachthem?Super!

7. Statisticsshowthatfourtofivepeopleyouknowwillbebuyingor sellingahomethisyear.Didyouknowthat? Interesting

8. (Name),movingforward,Iknowthatthisobviouslywon’tbethe mainthingonyourmind,sowouldyoumindifIcalledeverycouple ofmonthstocheckinwithyou?Terrific!

9. (Name),Iwanttothankyouinadvanceforyourhelp!


StaffCOIReferralScript

1. Hi (Name),thisis_______,nowwith(team/agents name). How are you today?Excellent!

2. Iwasfollowinguptomakesureyoureceivedmyannouncementletter.Did youseeit? Great!

3. Thankssomuch!I’msoexcitedtobeactiveinrealestate,andofcourse it’sreallygreattobeassociatedwith(team/agents name).

4. (Name)…therearesomanyagentsinthisbusinessthatjustdon’tprovide thelevelofservicetheyshould;it’sscary!Don’t you agree?

5. So,areyouokaywithmeaddingyoutoourpreferredclientmailers? Wonderful!

6. Periodically,(agent)orIwillbecontactingyoutoseeifthere’sanythingwe candoforyouorifyouknowsomeonethatneedsagreatrealestate agent.(Name)wereceivealotofreferrals,andwe’dloveitif you’dreferusaswellokay?

7. (Name)I’llletyougo…thankssomuchforyourtime,andhaveagreatday!


Builder and New Home Sales Script

1. Hello,_______________.Thisis___________with___________.Howare youtoday?Great!

2. (Name),IamcallingtoseeifyouandIcanhelpeachother.Doyouhave amoment?Excellent!

3. Iwascurious…doyouhaveanyhomesthatyoucouldcloseifthebuyers didn’thaveahometosell?Great!

4. Doyouknowifthosebuyersarecurrentlylisted?

5. (Name),mygoalistohelpyousellyourhomesfaster.Ifyour perspecivebuyershaveanagenttoassistthemthroughtheselling process,itwouldmakeyourjobmucheasier.Wouldn’tyouagree? Fantastic!

6. (Name),couldyoudomeafavor?IfIsendyoumycards…wouldyou handthemouttoyourprospectivebuyers?Wonderful!

7. BeforeIletyougo,Iwaswondering…whoishelpingyouwiththe marketingofyourproperties?Terrific!

8. Mymarketingplanwillonlytake10to15minutesofyourtime.WhencanI comebyandquicklyshowyouhowIcangetyourpropertiessold?Is __________or__________betterforyou?

9. Thankyou,andIlookforwardtomeetingwithyouon__________at __________!

© 2007 TomFerry-yourcoach �0

TheExpiredScript

Hi,Iamlookingfor______.Thisis_____with_____.Ofcourse,youknowyourhomeisnolongerlistedwithyourpreviousagent,andIwaswondering…whendoyouplantohireanagentwhowillgetyourhomesold? Terrific!

-or-Hi,Iamlookingfor______.Thisis_____with_____.Inoticedyourhomewasnolongeronthemarket.Iwascallingtosee…doyoustillwanttosellit?

If it is clear they are getting lots of calls, use these effective lines:

Are you just taking your home off the market?

Are you getting a lot of calls?

These agents are like rats coming out of the woodwork…aren’t they?

Can you imagine if you had to work with these people everyday like I do?

1. Ifyouhadsoldthishome,wherewouldyoubegoing?And you’re still here!

2. Whatisyourtimeframetobemoved? Ouch!

3. Whydoyouthinkyourhomedidnotsell?Really.

4. Howdidyoupickthelastagent?That obviously didn’t qualify them to sell your home.

5. Hasanyonetoldyouexactlywhyyourhomedidnotsell?Great!

6. Theonlyreasonahomedoesnotsellintoday’smarketisbecauseof exposure…didyouknowthat?

7. IfIcanshowyouhowtoupgradeyourexposuretothemarketandgetyour homesold,wouldthatbeofinteresttoyou? Perfect!

8. Let’smeetfor15-20minutessoyoucanseeexactlywhatitwilltaketosell yourhome.CanIcomebytodayat4,oris6betterforyou?

© 2007 TomFerry-yourcoach ��

FSBOScript#1

1. Hi,I’mlookingfortheownerofthehomeforsale.

2. Thisis______________________with____________________.Asanarea specialist,mygoalistoknowaboutallthehomesforsaleinthemarket placeforthebuyersI’mworkingwith.DoyoumindifIaskyouafew questionsaboutyourproperty?Excellent!

3. Iknowtheadinthepapersaidithad______bedroomsand__baths, •Aretheroomsagoodsize? •Howisthekitchen? •Havethebathroomsbeenremodeled? •Wouldyoutellmeabouttheyard? •Tellmeaboutyourneighborhood;doyoufeelit’sniceforraisinga family? •Isthereanythingelsethatisimportanttoknow?

4. Soundslikeyouhaveagreathome,whyareyouselling?Great!

5. Whereareyoumoving?Terrific!

6. Howdidyoudecideonthatarea? Fantastic!

7. Whodidyouwanttosellyourhometo;afriend,neighbororarelative? Great!

8. Howmuchisthenewhouseyouarebuying?Good for you!

9. So,doyouhavetosellthishomefirsttocloseonthenewone? Great!

10. Whatisyourtimeframe? Okay…

11. Howdidyoudetermineyoursalesprice?Got it.

12. Youknow,withasmanyhomesasareonthemarketrightnow,what

areyoudoingdifferentlytomarketyours?What else?


13. Iftherewasanadvantagetousingmetomarketyourhome,wouldyou considerit?

14. NormallyatthispointIwouldsaylet’sgettogetherfor20 minutesorsotodiscusshowwecanhelpyouachieveyour goal.Ihavesometime(_______)orwould(______)bebetterfor you?

15. I’dliketohavesomeinformationdeliveredbeforewemeet.Where shouldIsendit...toyourhomeoroffice?

16. Ilookforwardtomeetingwithyouon(____)!Thanksagainand haveagreatday!


FSBOScript#2

Hi,Iamcallingabouttheadinthepaper;yousoundliketheowner.Great_________,thisis___________representing_____________.Iknowyouhavethehomeupforsalebyowner,andIunderstandyouaretryingtosellthehomeyourselfsoIwon’ttakeupmuchofyourtime.

1. Iwaswondering...areyoucooperatingwithRealEstateAgents?

2. Wherespecificallyisthepropertylocated?Get address.

3. Whatsubdivisionisthatin?Terrific!

4. Couldyoudescribethelandscaping?Sounds great!

5. Howwouldyouratetheinterior?Average,aboveaverage,orneeds improvement?Excellent!

6. Wow,thishomesoundsgreat…whywouldyouevenwanttosellit? Good for you!

7. Ifyousoldthishome,wherewouldyougonext?That’s exciting!

8. Howsoondoyouhavetobethere?Really?

9. Howlonghaveyouownedthishome?Good for you!

10. Notthatthepriceistoohighortoolow,howeverI’mcurious...how didyoudeterminethesalesprice?Wonderful!

12. Whydidyoudecidetosellyourselfratherthanhireapowerful agent…like_________...forthejobofsellingthehome?Excellent!

13a. Whattimeframehaveyougivenyourselfbeforeyouwill interviewapowerfulagent,likeme,________at__________, forthejobofsellingyourhome?Wonderful!

13b. (Iftheysaynever)Whathastohappen…beforeyouwill consider…hiringapowerfulagent,likeme,forthejobofselling yourhome?I see.


14. Thissoundsgreat.Sinceyou’resellingahomeinthe_______area andIsellalotofhomeshere,youshouldinvitemeover so I can seeyourhome.ThiswayIcoulddescribeittoapotentialbuyer.Does thatmakesense?Super!

15. Great,whichworksbetterforyou_________or__________? Excellent!

16. Bytheway,didyouknowthatwhenyouhiremeasyouragent,I cannetyouthesameamountofmoneyandsometimesmore,than youcouldselling“byowner?”

17. Great,wecantake15-20minutestogooverthatwhenIcomebyto seethehomeon_______at______.Wonderful!

18. JustsoIknow,isthereanyreasonyouwouldnotbeabletokeep thisappointmentatthetimeweset?

19. Okay,great.ThenIcanbesureyou’llbethereon_________at _______.Ilookforwardtoseeingyouthen!Bye.


FSBOScript#3

Hi,Iamcallingabouttheadinthepaper,(pause)yousoundliketheowner?_______Great!Thisis___________representing____________.IjustwantyoutoknowupfrontthatIamaRealEstateAgent,okay?By the way, compliment the area.

1. Now,youaresellingthehomeyourselfwithoutanagent,right? Wonderful!

2. Whattimeframehaveyougivenyourselfbeforeyouwouldconsider listingandsellingthroughaRealEstateAgent?

3. Specifically,whereisthepropertylocated?Get address!

4. Whattypeoflandscapingdoyouhaveontheproperty?Great!

5. Howwouldyouratetheinterior?Average,AboveAverage,orNeeds Improvement?Interesting.

6. WOW…Thishomesoundsgreat!Whywouldyouevenwanttosell it?Really!

7. Howsoondoyouhavetobeoutofthere?I understand.

8. So…howlonghaveyouownedthishome? Wow!

9. Areyoupreparedtoadjustyourpricedownwhenworkingwith abuyer? Great!

10. Whydidyoudecidetosellyourself,ratherthanhireapowerful agentlikemeforthejobofsellingthehome? 11. Whattimeframehaveyougivenyourselfbeforeyouinterviewan agentlikeme,forthejobofsellingyourhome?

12a. (If they say never)Whathastohappenbeforeyouwill considerhiringapowerfulagentlikeme,________at ___________forthejobofsellingyourhome?Perfect!

12. Thissoundsgreat.Sinceyou’resellingahomeinthe________area andIsellalotofhomeshere,youshouldinvitemeover so I can see yourhome.ThiswayIcoulddescribeittoapotentialbuyer,does thatmakesense? Doesn’t that make sense?


13. Great,whichworksbetterforyou,___________or__________?

14. Bytheway,didyouknowwhenyouhiremeasyouragent,I cannetyouthesameamountofmoneyandsometimesmorethan youcouldsellingbyowner? 15. Great,wecantake15-20minutestogooverthatwhenIcomebyto seethehomeon__________(day)at________(time).

16. JustsoIknow,isthereanyreasonyouwouldnotbeabletokeep thisappointmentatthetimeweset?

17. Okay,great.ThenIcanbesureyou’llbethereon_________at _________.

Ilookforwardtoseeingyourhomethen!Bye


PC/COIInvestorsScript

1. Hi,__________thisis__________from__________,howareyoudoing?

2. Great,I’vebeentalkingtoanumberofmyclientsandtheyhavebeen askingmeaboutinvestinginpropertyandwhattheywouldneedtodoto getstarted.

3. Sothatgotmetothinkingaboutyou,andwithyourpermissionIwould liketoaskyouafewquestions.I’vedonesomeinterestingresearch onsomeofmypastclientsandfoundoutthatalotofthemhaveastrong desiretoeitherretireearly,orinvestinsomerealestateopportunities. Iwouldliketoaskyouwhatyourthoughtsareinrelationto some of my past customers. Is that alright?

4. Firstofall_________,haveyougivenanyconsiderationastowhenyou wouldliketoretire?(Their answer)

5. (Their answer),howoldareyounow?(Their answer)

6. (Their answer)____yearsfromnow.Great!

7. _______,doyouhaveaplaninplaceforwhatyouneedtodotoretirein ___years?

8. Soletmeaskyou,areyoulookingtohaveyourmortgagepaidoffin___ years,areyoulookingforaminimalmortgagepayment,orareyou lookingforpositivecashflowfromyourincomeproperties?Tellmeideally whatyouwouldliketoaccomplishsothatperhapswecandesignaplan together.Okay?9. (Their answer)Andhowmanypropertiesdoyouseeyourselfowning inthenext___years?Howmanydoyouownnow?

10. Areyouworkingwitharealtorwhoislookingoutforwhatyou wantrightnow,intermsofyourlong-rangegoalsofacquiringthe other_____properties?


11. Ifyouhadtorateyourmotivationonascalefrom1to10onhow seriousyouareinaccomplishingyourgoalof____properties,where wouldyoube?

12. (Repeat their answer)Great,hereiswhatI’dlikeyou todo:comedowntomyofficesowecanstartcustomizingyourplan toacquire__propertiesinthenextfewyears.Howdoesthatsound?


CallingAroundYourListingandSalesScript

1. Hi…thisis_____with_____.Ijustsoldyourneighbor’shomeon(street name).Iamalwayslookingformorepeoplewhowanttobuyorsell,andI wascuriousifyouhadanyplansonmovinginthenearfuture?Great!

2. I’mcurious,howlonghaveyoulivedintheneighborhood? Really!

3. You’vebeenthereforawhile…doyouknowanyonewho’sconsidering sellingtheirhome? Really! 4. Soifyouweretomove,wherewouldyoumoveto?Exciting!

5. Areyoulookingatproperties?Wouldyouliketo?Great!

6. Whatisarealistictimeframe,ifwefoundyouagreathome,tosellthis one?Excellent!

7. Asyouknow,nowisagreattimetoputyourhomeonthemarket.Let’s gettogethersoyoucanseewhatitwillsellforandhowlongitshould take…okay?Perfect!

8. Shouldwemeettodayat_______,oristomorrowbetter?


TheForeclosureandNoticeofDefaultPre-QualificationScript

1. MayIhaveyourname?____________________________________________

2. MayIhaveyourphonenumberwiththeareacode,please?______________

3. IsthisyourHome,Office,orCellnumber?____________________________

4. Whatisanotherphonenumbertoreachyouby?_______________________

5. IsthisyourHome,Office,orCellnumber?____________________________

6. WhatistheAddressandCity?______________________________________

7. Andhowdidyoufindus?__________________________________________

8. Whendoyouwanttomove?_______________________________________

9. Whatareyouaskingforthehouse?_________________________________

10. Whatdoyouoweonthehouse?____________________________________

11. Areyourpaymentscurrentorbehind?_______________________________

12. Realistically,howmuchareyoulookingto“NET”or“WalkAway” with?___________________________________________________________

13. Doesthehouseneedanyrepairs?___________________________________

14. Whenisthebesttimeforustomeet..._________at_____or_____?

15. Comments (If caller has any):

© 2007 TomFerry-yourcoach 2�

NonOwnerOccupiedScript

1. Hi!I’mcallingabouttheadinthepaperunder“HomeforRent.” (Pause)

2. Yousoundliketheowner.(Pause)Mynameis______andIamwith____ _____.IamaRealEstateagent.Iamsureyouaregettingabunchofcalls, soIpromisetokeepthisshort.

3. Iwascallingtoseeifyouhaveconsideredsellingyourrentalpropertyand cashingin? 4. Iamsureyouhavenoticedthehundredsofhomesthatarecurrentlyfor rent today. Right?

5. Andsincetherearealotlesspeoplerentingthanpurchasing,manyland lordsaretiredofpayingforavacantrentalpropertyandtheyhavedecided tosell.Haveyoueverexperiencedthis?

6. So,ifyouweretosell,howmuchwouldyouconsidersellingfor, realistically?

7a. If no…Whathastohappenforyoutoconsidersellingandmakinga profit?I see.

7b. If yes…Justoutofcuriosity,howdidyouarriveatthatfigure? Wonderful!

7c. If I don’t know…So,ifwecangetyoutopdollarwouldyouwant tocashout?Great!

8. Ifwecandelivertoppricefortheproperty,Iamsureyouwouldsell it,Right?Excellent!

9. So,allweneedtodonowtogetyoutoppriceforthepropertyisto simplysetanappointment!Whichwouldbebetterforyou,________ or________?

10. Bytheway,justafewquickitemsIneed.


11. Address:_________________________________________________ _________________________________________________________

12. Yourfullname:____________________________________________

13. Phonenumbers:___________________________________________ 14. Approximateloanbalance:__________________________________

15. I/Mypartner_______________willcallyouoncewecompletethe CompetitiveMarketAnalysis;I/MyPartnerwillprobablyhavea fewmorequestions.Whatisthebesttimetoreachyou? GREAT!!!!!

16. I/Welookforwardtoseeingyouon___________at____________.


BuyerPre-QualificationScriptforFloorTimeandSignCalls

Date:________________________________________________________________

Name:_______________________________________________________________

WorkNumber:________________________________________________________

HomeNumber:_______________________________________________________

CellNumber:_________________________________________________________

E-mail:______________________________________________________________

1. Whatpricerangeareyoulookingin?________________________________

2. Whohasbeenhelpingyouwithyourhomesearch?___________________

3. Areyoucurrentlyrentingthepropertyyoulivein,ordoyouown?_______

4. Whendoesyourleaseend?_______________________________________

5. Doyouneedtosellbeforebuying?_____Ifyes:Excellent! Whatwecan doismeettodiscusswhatyourhomeisworthintoday’smarket,aswellas whatisavailableforyoutopurchase.Would________at_________ workforyou? SET APPOINTMENT!

6. Willtherebeanyoneelsepurchasingthepropertywithyou? ________________________________________________________________

7. WhenwouldbeagoodtimeforyoutomeetwithmesoIcanshowyouhow Icanhelpyoufindthehomeyouarelookingfor?Would________or _________atmyofficeworkforyou?

8. Whendoyouseeyourselfinyournewhome?___________________


9. Tellmeaboutthehomeyouwouldliketobuy:

•Location/subdivision:________________________________ •Bedrooms:______________Bathrooms:________________ •Squarefeet:_______________Garage:_________________ •Style:______________________________________________

10. Whatotherspecialrequirementsdoyouwantinyournewproperty?

11. Ihaveaccesstoeverysinglepropertyavailable.Haveyouseenany otherhomesinamagazine,newspaperordrivingaroundthatIcan checkoutforyou?

12. Doyoualreadyhavealender?_______________________________

13. If yes:Whoisthelender?___________________________________

14. Prequalificationamount:____________________________________

15. Mylenderisextremelyaggressiveandfindstheabsolutebestrates; wouldyouliketogetasecondopiniononyourloan______(Name)? 16. Iwillhavemylendercontactyou.His/hernameis_____with____.

17. Let’sgettogetheron_____at____tostarttheprocess,soundgood?

18. Iwanttothankyouforcalling.Therearemanyagentstochoose fromandIappreciateyouworkingwithme!


OpenHouseScriptforBuyers

1. Hi,mynameis__________with___________.Howareyoutoday?Great! Whatisyourname?Wonderful!

2. (Name)…howdidyoufindoutaboutmyopenhouse?Excellent!

3. Whatkindofhomeareyoulookingfor?Fantastic!

4. Whohasbeenhelpingyouwithyourhomesearch?Super!

5. Whatareashaveyoubeenlookingat?Great!

6. Whathomeshaveyouseenthatyoulike?Terrific!

7. Whatpreventedyoufrommakinganoffer?Wonderful!

8. What’syourpricerange?Excellent!

9. What’sthenameofyourlender?Great!

10. Howmuchhaveyoubeenapprovedfor?Fantastic!

11. Whenwillyoubereadytolookatpropertywithanagent?Terrific!

12. Whattimeisgoodforyou?Tomorrowat___________or__________at __________? Wonderful!

13. Ilookforwardtomeetingwithyouandifyoushouldhaveany questionsbeforethan,pleasegivemeacall.Thank you!


OpenHouseScriptforNeighbors

1. Hi,mynameis__________with__________andwelcometomyopen house.Howareyoutoday? Great!Whatisyourname?Wonderful! 2. Whatbroughtyouheretoday?Excellent!

3. (Name)…thisisagreatneighborhoodandIwascurious…whichstreetdo youliveon? Terrific!

4. Howmanybedroomsdoyouhave?Great!

5. Howlonghaveyoulivedintheneighborhood?Wonderful!

6. (Name)…ifyouweretomove,wherewouldyoumoveto? Excellent!

7. Howsoonwouldyouliketobethere?Terrific!

8. Didyouknowitcantakeafewmonthstosellandcloseescrowonyour home?Somyquestionis…howsoondoyouwanttostarttheprocess? Excellent!

9. Whenwillyoubereadytoputyourhomeonthemarketsothatyoucanbe in_______________by_______________?Great!

10. (Name)…whencanwemeetsoIcanhelpyougetto__________in__________?Whatdayisbestforyou_________or_______? Wonderful! 11. Ilookforwardtoseeingyouat___________at_____________.


The800-CallCaptureScript

Initial Contact:

1. Hi,I’mreturningyourcallaboutthepropertythatIhaveforsaleon _____________street.Great!

2. Mynameis______________with____________,whoamIspeakingwith? Wonderful!

3. Hello__________,thatisagreatpropertyyoucalledonandIwasfollowing uptogiveyouadditionalinformationonthepropertythatwecouldnotfit ontheautomatedflyer…

4. Soletmegiveyouafewhighlightsonthatpropertythatmaybeappealing toyou,ready?Fantastic!

Seller Prospect:

1. WhileIpullthatout,I’mcuriouswhichhomeintheareadoyouown? Great!

2. Whereisyourpropertylocated?Great!

3. Doyouneedthatsoldbeforeyoubuythenextone?Excellent!

4. Haveyouseenthesalesthathavetakenplacewithinthelastmonthinyour area?Super!

5. Well,obviouslyI’dliketoapplyforthejobofhelpingyousellthatproperty, so,whydon’twesetatimeforustomeetandseeyourpropertyand I’llbringallthedetailsonthehomeyoucalledonwithme.I’msure thatmakessense,right?Great!

6. Allweneedtodonowispickatimethatworks.Icurrentlyhave openingsat________or________,whichworksbetterforyou?


Buyer Prospect:

1. Bytheway,Inoticedyoucalledoffthesource code; i.e.; sign, ad, internet, etc. Isthathowyouaresearchingforproperty?Great! 2. I’msureyou’reawarethebestpropertiesaresoldbeforethey get source type; ads in paper, magazine, or a sign in yard.Soifwecouldgetthebest propertiestoyouthemomentthey’reavailableandyougettheinsidetrack tobefirsttoseeit,wouldyoumind? Of course not!

3. Let’sdothis,let’smeetsowecandiscussthepropertyyoucalledonand anyothersyou’reinterestedinandI’llpullupsomemore“HotProperties” youmightwanttosee!Allweneedtodonowissetatimeforyoutomeet meatmyoffice;Ihaveopeningsat_______and________,whichworks betterforyou?

Enclosed is information on a recommended 800-call capture service. The name of the firm is www.800service.com.

Tom Ferry’s contact is the CEO, Jordan Wexler. He is offering a waived ignition fee of $295.00. If you sign up over the phone, please mention Tom Ferry to receive the discount or if you resister online, type in the user pass code T. F. to receive the discount.


Relocation Script

1. Hello.Thisis_______________with_________________.

2. MayIhavethenameofthepersoninchargeofdecidingwhatrealestate firmsyouworkwithinthe_______________area?Thank you!

3. MayIspeakwith_______________(name of the person you were given).

4. Hello.Thisis_______________with_______________.Thanksfor speakingwithmetoday.Areyouthepersonwhodecideswhatrealestate firmsyouuseforreferringyourrelocationclients?Terrific!

5. Mynameis_________________andI’mwith________________.Wework withseveralrelocationcompanieswhohavebeenthrilledwithour performance.Iknowthatit’scriticaltohaverelationshipswithlocal firmswhoareresponsivetotheneedsofbothyouandyourvaluable clients.Wewouldliketobuildarelationshipwithyouinthisarea. Isn’tthatwhatyouarelookingforinarealestatefirm?Wonderful!

6. (Name)…whatspecificcriteriadoyouuseinassessingpotentialreal estatefirmagents?Terrific.

7. MayIsendsomeinformationtoyouaboutmeandmyservices?Thank you!

8. Whatisthebesttimetocallandreviewtheinformationwithyou?Great! (If it is a local company, set an appointment to meet face-to-face)

9. ThankyouandIwillspeaktoyouon__________at__________.


LeadFollow-UpScript#1

For Sellers:

1. Hi,thisis_________with_________.Iamexcitedaboutgettingyour homeonthemarketandgettingitsold.

2. Canyoumeetwithmetonighttodiscussitoristomorrowbetter?

OR

1. Hi,thisis_________with_________.Ijustsoldanotherhomelikeyours andIhaveotherpeoplelookingtobuy.

2. Canwegettogethertonighttodiscussyourmove?

For Buyers:

1. Hi,thisis_________with_________.Iamexcitedabouthelpingyoufind ahome.Ihavesomegreatpossibilitiesforyou.

2. Canyoulookatthemtodayoristomorrowbetter?

OR

1. Hi,thisis_________with_________.Areyoustilllookingtobuyahome? Ihavesomegreathomestoshowyou.

2. Canyoulooktodayoristomorrowbetter?


LeadFollow-upScriptforBuyers#2

1. Hi,thisis__________with__________,howareyoutoday?Great!

2. (Name)I’vebeendoingsomeextensiveresearchandIbelieveI’vefound (Number of homes)perfecthome(s).Isn’tthatexciting?

3. Whenwouldyoubeavailabletoseeit/them? Wonderful!

4. (Name)…greatpropertiesmovequickly!Couldwegoouton __________orwould__________bebetterforyour?Excellent!


LeadFollow-upScriptforSellers#2

1. Hi,I’mcallingfor__________.Hi(Name)thisis__________with __________.I’mexcitedtohaveyouonthephone…isnowagoodtime? Great!

2. Iwascallingtofindout…whenwouldbethebesttimeforustomeetfor15 to20minutes.Is__________or__________betterforyou?Excellent!

Confirm motivation or go to prequalification script.

3. Tellmeagain…wherewereyouplanningtomoveto?Wonderful!

4. Andhowsoondidyouwanttobethere? Terrific!

5. (Name)…why_______vs.alltheotheroptions?Great!

6. So,basedonthatandthemarket,that’sexactlywhyweshouldsetan appointment.Doesthatmakesense?Excellent!

7. Sowhichisbetterforyou…__________or__________? Wonderful!


OverthePhone“WhatDoYouCharge?”ObjectionHandler

You know, that is probably the question I am asked more than any other question, right before my clients hire me; and what I find they are asking is whether or not commissions are flexible. Is that what you are asking? Let me answer that by saying, “Yes,” commissions are absolutely flexible. I want to be clear that your goal is the same as mine, which is to get you the highest net possible. That is want you want, right?

AdditionalDialogue:

What a great question….and you know, I try to not make a blanket statement that I charge “X“ or I charge “Y,” rather I leave it up to the individual situation so I can determine what is the best way to absolutely put the most amount of money in your pocket. That is what you want, right?

Possible: Would you rather try to save a few bucks on the commission or would you rather I just go get you the highest net possible from the sale of your home?


Pre-QualificationScriptFor Sellers

1. Hi,thisis______with______.Iamcallingtoconfirmourappointmentfor ______(day)at_____(time).

2. Iam(weare)veryexcitedabouttheopportunitytoworkwithyou.Itake myjobveryseriouslyandIamcommittedtogettingyourhomesold. Iwanttobe100%preparedbeforeIcomeout,soIhavesome questionsforyou…doyouhaveaminute? Thanks.

3. Let’sjustconfirmafewbasics…youaremovingto___________,correct? Fabulous!

4. Andyouwanttobethereby_____________,right? Good!

5. So,howsoonwillitbebeforewecanletour(hot)buyersknowaboutyour property?

6. Samewiththepublicandotheragentswiththeirbuyers?

7. Tellmeagain…yourmainreasonsforsellingare…?Excellent!

8. Whatpriceareyouthinkingoflistingyourhomeat?

9. (If they don’t answer):I’msureyouhaveaballparknumber,right? Perfect!

10. Howdidyoudeterminethatprice?

11. Andhowmuchdoyouoweonthehome?Okay.

12. (Name)…manyofmyclientsappreciateasimplenetsheetsoyou canseeexactlyhowmuchyou’llwalkawaywithafterthesale.Wouldyou likemetoprepareoneforyou?Perfect!

13. Pleasegivemeabriefdescriptionofthehome.Thanks.

14. Arethereanyspecialfeaturesofthehomeyoufeelwouldimpact thevalue?

15. (Name)…whatI’dliketodoisdeliveraproposaltoyouin


advancesoyoucanreviewitbeforewemeet.Isthatokaywith you?Thanks!

16. Isthereanythingspecialyou’dliketoseefromarealestateagent thatwouldassistyouinmakingadecisiontohiremetobegin marketingthepropertyimmediately?

17. Doyouhaveanyquestionsformebeforewegettogether?

18. Obviously,ifyouareasconfidentasIamthatIcansellyour home,willyoubereadytolistwithmeattheappointment?

19. (If NO) ask:Areyouinterviewinganyotheragents?

20. Pleasehaveacopyofyourkeyandyourmortgageinformation handyforme,okay?Thanks!

21. That’sall!Iwillseeyouon________at_______.Thanksagain!


“WhyChooseMeasYourAgent?”ListingPresentation

Hi(Names),Thanksagainforinvitingmeovertoday…

(Name)…Iknowyouhavealotofchoiceswhenitcomestorealtors,soIreallyappreciatetheopportunitytomeetwithyoutoday.

Whydon’twetakeaminuteandtakealookaroundyourhome…wouldthatbeokay?

(While previewing)

Tellmeaboutsomeofthemostdesirablefeaturesoftheproperty.

Ifyouweretobuythehome,whataresomeofthefeaturesyoumightchange?“More details”Tellmemoreaboutthat.

Whodoyouseeastheidealbuyerforyourhome?

Nowthatwe’veseenthehome…whereshouldwesit,thediningroomorkitchentable?

So(Names)…Letmesharewithyouwhatwe’regoingtocovertoday.Basedonmyexperience,thereare3criticalareasmostsellerswanttodiscusswithme…

#1– Howmuchyourhomewillsellfor,andhowmuchyou’llreceiveafterthe sale…

#2– WhatI’mgoingtodotoexposeyourpropertytothehighestnumberof qualifiedbuyers,and…

#3– Ultimately,whyyoushouldchoosemeastheagenttorepresentthe saleofyourhome.Doesthatmakesense? (Name)…isthereanythingelseimportanttoyou?

Sobeforewediscussthese,let’sconfirmyourplans.Now…

1. Yousaidyouweremoving/downsizing/buyingabiggerhome, correct? •Tellme…what’smostimportanttoyouinmakingthismove?


2. Andyou’vedecidedtomoveto(location),isthatright? 3. Howdidyouchoosethatarea? 4. Intermsoftiming…howsooncanIbeginmarketingtheproperty? 5. Andinaperfectworld…wewouldsellthishome…andhaveyou movedbywhen? 6. (Names)…ifthehome,doesn’tsell…isthereaplan“B”?

Ihaddeliveredamarketingproposalwithallofthenecessarypaperwork…didyouhaveanopportunitytoreviewit?

(Trialclose)

(Names)…doyouhaveanyquestionsabouthowwe’regoingtomarkettheproperty?

Handle their questions… remember to close after each answer with a tie down. “Is that

what you want?” “Do you see the value in that?” “Is that the marketing you’re looking for?”

Didyouhaveanyquestionsaboutthepaperwork?

(Commission?)

(Names),thecommissionwechooseisveryimportant.Ratherthanjumpingtothatnow…let’sfirstfocusonwhatwe’regoingtodotosellthehome,isthatokay?

Marketing

(Names),inmyprofessionalopinion…therearetwoimportantdecisionswe’regoingtomaketonightregardingthemarketingofyourhome…bothwillallowustoattractthehighestnumberofqualifiedbuyers…whichisthegoal,right?

Theyare,#1–Thepricewesetforyourhome…and#2–Choosingafullserviceapproachtothemarketingofyourproperty…Canyouseehowthosetwowillimpactthesaleofyourhome?Let’sspendsometimeandgothroughwhatmyclientstellme…issimplywhatIdobetter…andmoreeffectivelythanmycompetition…that’sofcourse,howImarketyourhome,okay?


ObjectionHandlerforDiscountBroker

Mr. Seller may I ask you a question? Do you know what WAL-MART is? That’s right; it is the biggest retailer in the world, correct? And, they have been able to accomplish that because the public perceives that they have the same goods and services at a substantially lower price, right?

Now, the companies that you mentioned have been in business for quite a while, and they have been offering lower commissions as their primary point of differentiation... Doesn’t it make sense that if they could actually deliver the same services at a much lower price that they would have become the WAL-MART of the real estate industry and put the rest of us out of business?But, they haven’t, have they?

And that’s because it doesn’t work, so let’s not make a mistake doing something we already know doesn’t work…let’s decide now to choose what has worked for over the past 100 + years and hire a full-service agent…like me…and lets get you on to your next home, now that’s what you want isn’t it?

And, let me ask you another question…selling your home…probably one of your largest assets, right? Naturally and this is a big decision, isn’t it? So, I guess the question is…has there ever been a time in your life when you chose to get the cheapest, only to be disappointed that it did work the way it was intended? Has that ever happened? I know…and anytime I’ve done that I have to go back and get a better one to get the job done right…and that always costs me more in the long run, do you know what I mean?

(Name), let’s do the right thing…for you…and simply sign the contract, so I can…get the job done right the first time, that’s what you want, right?


“InterviewingOtherAgents”ObjectionHandler

This is an objection handler to use when you have tried everything to get the homeowners to sign the contract at 6%, incorporating “The Potato Chip Close,” and have reviewed with the homeowners what the pricing should be for their house. It’s important that the client themselves say the right price and they agree with the fact that overpricing will actually hurt them in the long run based upon the information you have provided. After the presentation the homeowners reply:

“Ineedtokeepmywordandinterviewtwoormoreagents.” (Name), I completely appreciate the fact that you want to interview a few more agents. You know, I’ve got to ask you...what do you feel would happen if you were to sign the contract right now and HIRE ME to sell your home? (Your goal is to have them agree with the fact that they know you’re the best.) In that case, here’s the test I want you to use when you’re interviewing the remainder of the agents. I want you to tell them before they get started with their presentation that you’re going to be interviewing three to four agents for the job of selling your home. (Name), I want you to pay close attention to the look on their face when you say that. They will automatically change their approach and take a position of saying whatever you want to hear just to get your business...you don’t want an agent like that do you? Second, I want you to notice how quick they are to cut their commissions. Obviously, based on my presentation tonight, you can see why that will actually generate fewer showings, smaller number of offers and less money for your home. And, based upon today’s market, you can’t afford that to happen can you? Finally, I want you to think of the price that both you and I know is right for your home. I want you to notice how quick they are to overprice your home and make you think they can get you more money for your house....just to get your business. We both know that overpricing your home will cause it to sit on the market with no activity at all. And that’s not what you want, right?

Once you see these three things happen, you will automatically remember how strong my presentation was, and you’ll immediately be attracted to the fact that I was able to look you in the eye and tell you the absolute truth about what it is going to take to get your home sold. That’s when you’ll know that I am the right agent for the job. Right? Now you can go through all that experience or I can save you the hassle. Shouldn’t we just get started? I will start as your agent today, and my first call will be to the other


agents and I will describe your great home to them and give them the first opportunity to sell it! Okay? (Name), when should I be expecting your call confirming you’re going to hire me to sell your house?


ThreeCommonObjections

Commission:

(Name), you’re right, there are a number of firms and agents in town that promote and offer “reduced fees.” Let me ask you…are you more interested in saving a few dollars on the commission, or is this ultimately about netting you top dollar for the sale of your home?(Name), I charge 3% for my services, so the real question we have to address is what shall we offer the buyers agent, okay? Let me explain how agents choose which properties to show their hot buyers. May I? They see the following next to each of the properties that match their property search…3%, 2.5%, 3%, 2.8%, 2%, 2.2%, 3.5%, 3%, 2%…this represents the commissions the agents will receive. If you’re only going to show three or four homes, which will you show? Let’s not allow that to happen to your home okay?

Thinkitover:

(Name), you’re right…this is a big decision, isn’t it? I agree. It’s probably one of the biggest decisions you’ll make financially. Let’s do this…I want you to feel very comfortable and confident in your decision, so let’s take a minute and discuss what you’re not comfortable with, okay?

We’veplannedtomeetwithanotherAgent:

(Name), I can appreciate that. Let me ask you a question…based on what we’ve dis-cussed today, do you feel confident in our marketing approach? Are you comfortable with our support team and the level of service we’re going to provide?We’re comfortable on price, right? Let’s do this…with your permission, why don’t I call the other agent and let them know we’ve met and you agreed to list your home with me. This way the pressure’s off of you, and I can start the process of marketing your home immediately.(Name), put me to work! I just need signature right here...


FiveAdditionalCommissionObjectionHandlers

1. (Name), let me ask you a question…have you, or anyone you know, ever had major surgery? When that occurred, I have to imagine you searched out the very best doctor, correct? Someone with a successful track record, right? Once you selected the doctor, then did you ask him/her to reduce his fees? (No) And yet there are doctors that may have been cheaper and charged you less money for the same service, right? So, why didn’t you go with the discount doctor? (Name), that’s exactly why you should hire me and avoid the discount brokers…does that make sense?

2. (Name), let me explain how the commissions work. The first issue to discuss is what we offer the other agents, okay? Now, with _________ homes on the market and the average buyers’ agent only selling 3-4 homes annually, it’s important that we position your home for maximum exposure with the other agents. Example: (2.5%, 3%, 2.8%, 3%, 2%, 2.2%, 3%, 1.5%, 3%) • If you were only going to show 4 homes, which would you show? • Don’t you think most agents would do the same? • So let’s agree that the first step is to offer the buyer’s side 3%. Again, that will give your home the competitive advantage, okay? • Now, we just match that with 3% on our side, and it’s 6% commission.

3. (Name), let’s talk marketing. You know when you walk into a grocery store…specifically the potato chip isle…you’ll notice the very best brands are on the top shelf. They refer to this as “eye level marketing,” are you familiar with that concept? Were you aware that “eye level” sells 38 times more than the medium shelf, and hundreds of times more than the bottom?


Here’s why I bring this up…

If you knew you could reach 38 times more buyers at eye level, which would you like to offer to the buyer agents?Then we just match it on the other side and it’s a _________ commission.

4. (Name), let’s get back to your net sheet… You‘re going to earn $________________ I’m going to earn $_________________ Sounds like you’re getting the better end of the deal, right? I just need a signature to get started…press hard, lot’s of copies!

5. (Name), I know it looks like we make a lot of money. Let me show you how it works… • 3% commission • 1% goes to my broker • 1% goes to my team, my marketing, running my business • 1% goes to me - by the way, then I pay taxes...


Price Reduction Script

1. (Name),I’mcallingtogiveyouarealestatemarketupdate…isnow agoodtime?Great!

2. Asyouknow,yourhomehasbeenonthemarketfor(X days/months) …andduringthistimethemarkethasmadesomeobviousandnot-so- obviousadjustments.Haveyoureadaboutthisinthepaper?Whathave youread/heard? Interesting.

(Discuss trends, number of homes on the market, number of sales, etc)

3. So,here’swhatweknow:therearethreeprimarydriversthat causehomestosell,regardlessofmarketconditions.Theyare:

#1–Ofcourse,accessibilityandhowtheproperty shows.(Name),you’vedoneagreatjobthere,haven’tyou?(Or describe the challenge). #2–Howthepropertyismarketed,bothtotheagentsandthe public. (Name),we’redoingtheintensivemarketingthathas causedallofourlistingstosellthisyearandlastyear,soweknow that’snotit.Now,IhavearecommendationforanapproachI knowwillmakeadifference.I’llpresentthattoyouinamoment, okay?

#3–Thepricewechosetomarketyourhomefor.(Name)… obviouslytheagents,themarketandthebuyershaverejectedthe price of ($ current price).ThereforeI’mgoingtorecommendwe amendthepriceto,again,makeitmoreattractivetothemarket… doesthatmakesense?

4. I’mcertainlynotrecommendingwe“giveitaway.”Atthesame time,let’smakeapriceadjustmentthatwillcauseyourhometosell now,versushavingtocomebackin30to60daysanddoa muchlargeradjustmentifthemarketcontinuesonthistrend.So whatareyouthinking,5,8,10,15%...whatwouldyouliketodo?

5. I’malsogoingtorecommendweincreasethecommissiononthe buyersideto__%.MayIexplainwhy?


6. With______homesonthemarketdirectlycompetingwithyour property,oneofthefastestwaystoincreaseshowingsandmarket awarenessistoimprovethefinancialopportunityfortheagentwith thebuyer…doesthatmakesense?Let’smotivatethemtobringtheir buyertoyourhomeversusoneofourcompetitionokay?So.5,1%, 1.5%...whatwouldyouliketodo?

7. Excellent(Name),I’llgetrightonthis.Thankyouforyourtime and commitment today.


Notes:


Documents

Scripts Book - Steve Olson Group Ops Centralsogops.com/.../2016/01/bbt-workbook-scripts_book.pdf · 1. Business Professionals Script 1 2. Business Professionals Follow-up Script 2