Lead Generation Scripts for Administrative Assistants

Administrative assistants generally help real estate agents provide better customer service to their clients, yet their activities should not be limited to business servicing duties alone. Try these lead generation scripts that real estate assistants and transaction coordinators can systematically use to provide higher customer service while developing new business. Past client follow up and staying in touch with an agent’s center of influence (COI) should be the foundation of any real estate agent’s marketing plan, and demonstrating proactive methods to sell homes evidences an agent’s great customer service. These scripts are designed to leverage a large part of both of these duties to the administrative support side of a real estate team.

How Administrative Assistants Create Income

In the following video, the administrative managers of two top producing real estate teams explain how they have shifted their mindsets to embrace income producing activities as part of their job descriptions. Then use the lead generation scripts provided below to increase the services your team provides and generate more clients.

Lead Generation Scripts for Administrative Assistants

1. PAST CLIENT FOLLOW UP SCRIPT – should be conducted 1 or 2 times annually.

“Hi _____________ , it’s Katie with the John Smith Real Estate Team. I’m just calling as a customer service to check in with you to see how you’re doing in your new home. How has your new home been treating you? (Remember that the key is to continue to ask questions to uncover a need that you can help with.)

-What have you done to it?

-Are you planning on doing any work or improvements to it in the future?

Would it help if we gave you the contact information of some professionals that we trust that could help you get that done at a reasonable cost?

You see, we want you to think of us as your total home resource. Like your own personal Angie’s List. So you can save yourself some time & frustration by letting us refer you to a tested & trusted company for any home ownership needs that may come up. Would that benefit you?

Great? Oh and by the way, we want to work with more clients like you, and we find that people typically hang around similar people. So do you know anyone else looking to move in the near future?

2. CONTACTING NEGLECTED PAST CLIENTS – for clients that have not been contacted for more than a year.

“Hi _______, this is Katie with the John Smith Real Estate Team, how have you been? (Wait for response) In case you don’t remember, we sold your home and forgive me for not calling for so long. We had a bad client database system and we are now upgrading that, and I just wanted to touch back and see how everything is going. So how is everything?” “Great! Since we’re in the process of trying to update our databases and do better at staying in communication, is it okay if we keep you in our database, mail to you and touch base every now and then?” “Thank you! And thanks for letting me apologize for not following up and staying in better touch with you, and if there is anything we can do to be of service in the future please let us know?”

3. UPDATING YOUR DATABASE – for periodic COI contacts.

“Hi ________, this is Katie with the John Smith Real Estate Team, how are you today?” I’m calling because we are reviewing our database and noticed that we are missing some information like email addresses, phone numbers and etc. So that we can stay in touch with you, we need to get our records updated, is that okay?” “Great! So let’s see, it looks like we need your email address . . (Obtain address and ask for any other information needed). Perfect, thank you!

How has your new home been treating you? (Remember that the key is to continue to ask questions to uncover a need that you can help with.)

-Are you planning on doing any work or improvements to it in the future?

Would it help if we gave you the contact information of some professionals that we trust that could help you get that done at a reasonable cost?

You see, we want you to think of us as your total home resource. Like your own personal Angie’s List. So you can save yourself some time & frustration by letting us refer you to a tested & trusted company for any home ownership needs that may come up. Would that benefit you?

4. OPEN HOUSE SCRIPT – for calling a neighborhood to promote an open house & attract new listings.

“Hi, I’m Katie with the John Smith Real Estate Team. We have your neighbor’s home at 123 Main Street up for sale and we are holding a special open house on Saturday from 11:00am to 3:00pm. Since we know that the ultimate purchaser of a home is often a friend, family member or acquaintance of someone that already lives in the same neighborhood, we are inviting the entire neighborhood to come by to take a look. So if you happen to know or meet someone looking to move into your community, this is a great way for you to hand-pick pick your own neighbors! Do you think you can swing by?” (Wait for response and proceed with . . .)

(If Yes): “Great! And since we are doing everything we can to get your neighbor’s home sold, I promised my seller that I’d ask: Do you know anyone looking to buy or sell a home in the area?”

(If No): “No problem, I totally understand. And since we are doing everything we can to get your neighbor’s home sold, we promised our seller that we’d ask: Do you know anyone looking to buy or sell a home in the near future?”

5. “JUST LISTED” SCRIPT – for calling around the neighborhood after a home was just put on the market.

“Hi, I’m Katie with the John Smith Real Estate Team, and we just put your neighbor’s home on 123 Main Street up for sale. Did you notice that it was now on the market?” Wait for a response and proceed with: “Great! On the John Smith Real Estate Team we do everything we can to get homes sold, and we know that the ultimate purchaser of a home is often a friend, family member or acquaintance of someone that already lives in the same neighborhood. So do you know anyone looking to buy or sell a home in the near future?”

6. “JUST SOLD” or “SALE PENDING” SCRIPT – for calling the neighborhood after a listing goes under contract or sells.

“Hi, I’m Katie with the John Smith Real Estate Team, and I’m proud to say that we just sold your neighbor’s home over on 123 Main Street. But we have a new problem. We generated so much interest in marketing the home that we had several interested home buyers that also want to live in your neighborhood. So we are now reaching out to all of the neighbors to see if you know anyone else looking to sell their home in the near future?”