Learn these buyer conversion scripts that successful real estate agents use to convert showing property into buyer consultation appointments. Whether it be at an open house, after answering a sign call or converting an internet lead, it is important to always have potential buyers come into the office to conduct a buyer consultation prior to showing more property. This helps to filter out the window shoppers, protect agent safety, set proper expectations, obtain loan pre-approval and get exclusive buyer agency agreements signed before committing significant time and effort showing homes. The use of tested buyer conversion scripts creates a level of agent assurance to transition house shoppers into home buyers.

Buyer Conversion Scripts: Mix Personal & Purposeful

Effective buyer conversion scripts blend a mix of personal and purposeful questions while agents show property to prospective buyers. This enables agents to discreetly blend relationship building in with action steps to help move would-be buyers into a purchasing mindset. This technique also helps home shoppers self discover that they may be getting ahead of themselves buy looking for homes when they are not yet ready to buy. Before utilizing the buyer conversion scripts below, watch this round table of top buyer specialists reveal the buyer conversion scripts and dialogues they use to turn showings into buyer consultation appointments in this video.

Agent Round Table: Buyer Conversion Scripts & Dialogues

Buyer Conversion Scripts

As previously explained, asking a serious of personal questions while weaving in purposeful inquiries forms the underlying pattern of effective buyer conversion scripts. Therefore, we have supplemented the following scripts with lists of both personal and purposeful questions for agents to use by alternating back and forth from each list until the opportunity for closing the buyer consultation appointment arises.

OPENING SCRIPT:

“Do you guys live in the area?” Use a few initial questions like this one from the personal questions list provided below. This will break the ice and start relationship building to establish rapport prior to probing into more purposeful home buying questions.

CORE SCRIPT:

“So if this was the right house for you, what . . . (lender would you use to handle your financing) . . ?” Begin mixing in purposeful questions from the list below by asking them questions to get them thinking about what they would do if they found their dream house. Do this by using the introductory script: So if this was the fight house for you, what/who . . .?” Not only will you learn a lot more about their situation and needs, but you may also help them self discover that they need the help of an agent to put them in a position to buy. Repeat this line of personal and purposeful questioning until it becomes evident that your services can be of help to them.

CLOSING SCRIPT:

“It sounds like you have a lot of research to do. Do you want me to help you with that?” (wait for a response) “Great! We just need to meet briefly at my office and then I’ll take it from there. Would 2:00pm tomorrow or 3:00pm on Tuesday be good for you?”