WHAT WOULD THE OFFER BE / COUPON SAY?**
I’VE DONE THIS KIND OF THING, IT DIDN’T WORK
I ALREADY KNOW THE AGENTS IN THAT OFFICE
FINAL REBUTTAL / CAN’T DECIDE NOW / MUST ASK BIZ PARTNERS / WANT TO THINK ABOUT IT
ARE YOU A REALTOR / WHERE (WHO) ARE YOU?
DON’T HAVE CARD / WON’T GIVE OVER PHONE
**These are buying questions. They want it. They are ready to buy! Make sure they know the price, and close them!
HOW MUCH IS IT?** (BACK TO TOP)
Good question. Let me tell you exactly what this is and how it works.
(RETURN TO SCRIPT. CONTINUE WHERE YOU WERE INTERRUPTED AND MAKE THE COMPLETE PITCH. CLOSE)
WHAT WOULD THE OFFER BE / COUPON SAY?** (BACK TO TOP)
Whatever you want, really. A contractor might offer 10% off a Remodel. A mortgage lender might offer a free appraisal or $500 lender credit. We’ll help come up with an offer that works for you, and it’ll also help you track how well this will work for you. (IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) So what do you think, wanna give this a try? (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
WHEN IS THE MEET AND GREET** (BACK TO TOP)
That’s a good question. Here’s the timeframe – once we get the last of the sponsors on board, get everyone’s art done for the book, and make sure everything looks right, we go to print. And once they arrive at the office, we schedule the meet and greet. We’re looking to go to print in about XX weeks. And just to make sure you don’t miss it, we’ll get in touch with you and ask you to RSVP at least two to three weeks in advance, so you have time to prepare. And if for some reason, you can’t make that date, we will reach out to set another time for you. (IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) So let’s give this a shot! You want me to send the paperwork over to you, and get this thing going? (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
WOULD I BE EXCLUSIVE?** (BACK TO TOP)
Good question. I have to allow two spaces for each industry, because part of RESPA law states that there has to be fair competition in publications like these. But a lot of the time there’s just one, because we’ve gotta have a good variety of industries, and these spots fill up fast. (IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) So what do you think? I think this is gonna make you some money! Let’s give it a shot! (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
HOW MANY WILL BE PRINTED?** (BACK TO TOP)
We always start out with at least 1,000 for the year. Our agreement with the office, though, is that we’ll print as many as they need if they run out at any time during the year. And if we have to print extras, you don’t have to pay anything. (IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) So I think that about covers it! Let’s give this a shot! (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
WHEN WOULD IT BE PRINTED?** (BACK TO TOP)
We’re gonna go into production in XX weeks. Once they arrive in the office, we set the exact date once everyone checks their calendars and finds a good day that works for everybody. Seems like most of these events are scheduled to go along with their agent meetings on Tuesdays, that’s when most people are able to make it. But we’ll ask you to RSVP and give you at least two to three weeks’ advance notice to make sure you can go. We would need to get your space reserved, though, which just takes two minutes, so…(IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) what’s the best way to get the paperwork over to you? Email? (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
I’M TOO BUSY/I’M BOOKED SOLID (BACK TO TOP)
That’s fine, and at this time of the year, you will be. But this will keep you busy all year round, through the slow season, because these will be out for a whole year. And we don’t expect you to take every client that comes out of this – it just allows you to have more control over who you do business with. And the price really is just a drop in the bucket…did we go over what it costs yet? (IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) So what do you think? Let’s get on board! (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
I’VE DONE THIS KIND OF THING, IT DIDN’T WORK (BACK TO TOP)
I know there are companies out there that don’t do this right. That happens – but not with us. If you do your homework on us, you’ll find that our BBB rating is excellent and we’ve been doing this for years for over 200 offices nationwide. And with us, this isn’t just an ad – it’s in the realtors’ best interest to save their buyers as much money as possible, because that means more money in their pocket. Did you get a change to meet up with the agents last time you tried this? (OVERCOME OBJECTIONS, RETURN TO SCRIPT / RECLOSE)
I DON’T DO PRINT ADS (BACK TO TOP)
Well, this is all about networking. What makes this work so well is that we give you the chance to meet with the agents who will be recommending you. When these get printed, we’ll invite you to come into the office, meet any of these agents that you don’t know, point yourself out in the books that they’ll be using, shake some hands, kiss some babies, meet some good people! You’re gonna get to show off your work. This is a chance to be in their network. And it will definitely pay for itself over and over if you do that. So it’s not just an ad, really – it’s a whole lot more. And have we even talked about the cost yet? (IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) So what do you think? At this price, you really ought to at least give this a shot! (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
I’M BROKE / NO BUDGET 1 (BACK TO TOP)
Well, it’s a great tax write-off for you. If you put the money here, it won’t count against you at tax time. And this way, it actually gets you business. You’ll be able to measure your return on investment on this for THE ENTIRE UPCOMING YEAR. And as far as the price? It’s way less than it should be. Did we go over that yet? (IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) So if I can make this make sense for you in terms of price, you think you might want to get on board? (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
I’M BROKE / NO BUDGET 2 (BACK TO TOP)
I totally understand, times are pretty tough out there, and getting business is critical to stay afloat. If I ask my boss – he sometimes will let me do this – if I ask him to make some kind of payment arrangement, do you think we might be able to get your spot secured? (IF YES OR MAYBE PLACE ON HOLD FOR 20 SECONDS, THEN SAY:) OK, wow, I guess they’re in a good mood or something – because they told me we could do half down – we can do just $200 now – set the balance out 90 days, and still give you the paid-in-full discount! (RETURN TO SCRIPT / RECLOSE)
I ALREADY KNOW THE AGENTS IN THAT OFFICE (BACK TO TOP)
Right. But a big reason we’re doing this is to help that Real Estate office grow as well. They’re adding new agents all the time, and this is a great way for those new agents to get properly introduced to your company and your services. This way, you get to meet with the new agents and their new buyers! And I know that when you measure your return on this at the end of the year, you’ll see why it makes good sense to do this for as long as you run your business. This is definitely worth a shot, especially considering the cost. Did I mention the cost? (IF THEY ALREADY KNOW THE PRICE, CONTINUE) So let’s get this going, I know it’s gonna pay for itself several times over. Is it time for me to send the paperwork over? (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
FINAL REBUTTAL / CAN’T DECIDE NOW / MUST ASK BIZ PARTNERS / WANT TO THINK ABOUT IT (Not to be used on first contact) (BACK TO TOP)
I hear you. The way this works is that I have to try to reach out to all of the best businesses in the area who are on my list. Now, I only have a few spots available here, and people always call me up a day or two after the project is sold out and I have to tell them no. And chances are, whoever bought it will renew next year because it’s a good business decision. So I don’t wanna say “it’s now or never,” but obviously you wouldn’t take the time to think about this unless you were seriously interested, is that true? (THEY SHOULD SAY YES) And I trust that over the next day or so, you are going to give this very careful consideration? (YES) I’m curious, what is it that you need to think about? Is it dealing with my company? (NO) Is it the idea of putting yourself in front of homebuyers? (NO) Is it me personally? (NO) SAY SOFTLY: <THEIR NAME>, there’s really only one thing left, is it the money? (YES) If I’m able to make this real easy, in terms of cost, do you think we can get this done today? (YES – PLACE ON HOLD – APPROVE PAYMENT PLAN
– CLOSE)
ARE YOU A REALTOR / WHERE (WHO) ARE YOU? (BACK TO TOP)
I’m at our corporate headquarters here in Portland, Oregon. I’m with a company called Vendors United, we do this for hundreds of independently owned offices across the country, and we are under exclusive contract with the (office name) office for a three year period to manage this project. And I’m talking to you because I do research on what new homeowners need most, and come up with a short list of the best <INDUSTRIES> in the area, and you are on that list, and that’s why I want to make sure these people find you first. (OVERCOME OBJECTIONS / RETURN TO SCRIPT / RECLOSE)
HOW DID YOU GET MY NAME? (BACK TO TOP)
Well, first I do some research on what new homeowners need most, and then I find the best businesses in the area that can meet those needs. I look at the Chamber, networking groups, some of the most trusted Realtors in the office, and I come up with a short list of the best <INDUSTRIES> in the area. YOU are on that list, and that’s why I want to make sure these homebuyers find you first. (RETURN TO SCRIPT / CLOSE)
I DON’T ADVERTISE (BACK TO TOP)
Well sure, but this isn’t what you’d call advertising in the traditional sense. And it doesn’t cost anywhere near what you’d think. And, since you’re reaching these customers through Realtors when they first move in, you’re making customers FOR LIFE. That’s what we all want, right? (IF THEY ALREADY KNOW THE PRICE, CONTINUE WITH CLOSE) So if I can make this make sense for you in terms of price, you think you might want to get on board? (IF THEY HAVEN’T HEARD THE PRICE, RETURN TO BRIDGE ¶ 3, RECLOSE)
DON’T HAVE CARD / WON’T GIVE OVER PHONE (BACK TO TOP)
I completely understand, and of course, the safest way to do any transaction is with a card, because you have a record of exactly who we are. And you’re also protected by whoever issued that card, as well as by federal law. What kind of card would you normally use for this type of thing? (IF STILL NO) Okay, we can do a check, we can even do a check by phone. Will a check work? (RECLOSE, GET INFO ON CHECK FORM FOR E-CHECK.)
**These are buying questions. They want it. They are ready to buy! Make sure they know the price, and close them!