Tell me if this sounds familiar…
You open the MLS to find a new listing from the “usual suspect” in your market…
Or you drive down the street and there’s yet another new sign in a yard, and yep, it’s from that same agent…
“HOW DO THEY KEEP GETTING ALL THESE LISTINGS WHEN ALL I’M GETTING ARE BUYERS?” you scream to yourself.
I think there’s a really simple answer: It’s all about who talks to the most people.
If you’re honest with yourself, are you talking to enough people to find those listing opportunities that are out in the market?
I want to show you how, and I’ll give you four scripts you should use to make it easier. Let’s get right to it.
More Listings Script No. 1: The Big Question for Today’s Market
To make this work, you’ve gotta be willing to pick up the phone.
That means committing to your Hours of Power and speaking to as many people in your database as possible.
In fact, I challenge you to talk to every person in your database between now and the end of August.
When you get them on the phone, start with some rapport building before getting to this essential question:
“With everything that’s transpired and is happening with COVID, I have to ask you… are you living in your dream or ideal home right now?”
Then just stop and listen. Wait for them to talk. The pauses or hemming and hawing are your clues that there’s opportunity there.
Let the conversation unfold naturally and ask strategic follow-up questions to find out what their “dream home” would consist of. Remember, with more people working from home now and into the future, their needs may be changing rapidly. Don’t be afraid to ask!
More Listings Script No. 2: Put It Out There
The next question in this sequence is to just put it bluntly…
“Have you had any thoughts of selling? Maybe trading up or trading down?”
Again, shut up and listen for the clues. If they hesitate or give anything other than a straightforward “No,” there’s room for conversation there.