Use these Realtor scripts for buyers waiting to buy a home to create urgency, get them into action, and protect their best interests.
Today, we are going to talk about Realtor scripts for buyers who want to wait.
As real estate professionals working in a volatile, shifting market, we must find ways to create urgency. You are seeing interest rates move around, uncertainty about where home prices are going to end up, etc. The natural, knee-jerk response from humans in uncertain times is to pull back and wait it out.
Lots of buyers are saying that they’d like to “wait and see” what happens.
So, let’s dive in and talk about what you can say as a Realtor to get your client thinking logically about their choices, and increase the urgency.
VIDEO: Realtor Scripts for Buyers Waiting to Buy
Realtor scripts for buyers: establishing urgency
A lot of real estate agents have a hard time with applying pressure because they start to feel like a salesman. They don’t want to push too hard. They get uncomfortable.
It’s important that you understand that this is not what we are trying to do here.
If someone is looking to buy real estate, I firmly believe (for many reasons) that buying now is smarter than waiting.
You must believe that your client buying real estate sooner rather than later is a good idea. And your client must also believe that putting their life on hold is a bad idea.
Realtor scripts for buyers: show, don’t just tell
Below, I’m going to share with you a graph that I share often. It’s called “Median Sales Price of Houses Sold for the U.S.” and it shows that regardless of small blips here and there, sales prices continue to climb over time. It always goes up.
If you share this graph with your client, you can easily demonstrate, with hard data, that waiting for prices to come down is not wise. Plain and simple.
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The Buyer Lead Conversion Process
ONLINE COURSESLearn how to leverage your networks to get buyers on your side. We'll teach you all the tips, tools and techniques you need to address buyers' unique needs, get them in the door for a proper appointment, make the most of your consultations, and get them on board as your clients.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.Course curriculum
Enrollment includes access to the following course materials for 2 years
Course materials- The Buyer Lead Conversion Process
- Part One: Buyers don’t know what they don’t know
- Part Two: From contact to appointment
- Part Three: Buyer and lender consultations
- Part Four: Making things official
- Script: Presenting the exclusive buyer agency agreement
- Script: Handling objections to signing the buyer agency agreement
- Script: MLS Auto-Prospecting
- Buyer Questionnaire & Lead Sheet
- Quiz: Buyer Lead Conversion
- Action Steps
- Pre-Buyer Consult Video #1 Script
- Buyer Consultation Video Script
About this course
- $59.99
- 15 lessons
- 1 hour of video content
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Buyers Agent" or CBA upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume Instructor Brian Icenhower.A major part of succeeding in real estate is developing a strong sphere of influence — but you can't stop there.Once you've started leveraging your networks to generate leads, it's time to get to work on converting them into buyers and listings. In this mini-course, you'll learn all the ins and outs of getting buyers on your side. We'll teach you how to approach and address buyers' unique needs, get them in the door for a proper appointment, make the most of your consultations, and, of course, how to seal the deal by signing an exclusive agreement. Don't just work your SOI — make it work for you! This condensed course has everything you need; what are you waiting for? 
The buyer lead conversion process.
The hyper-focused content in this condensed course will help you quickly master the techniques top producing agents use to convert leads into buyers. You'll learn to assess buyer needs, guide them through the right conversations, and say the right thing at the right time to seal the deal. Add to CartTalk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
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The Seller Lead Conversion Process
ONLINE COURSESLearn how to use your sphere of influence to turn leads into listings. Packed with tips, tools and techniques, this mini course gives you the skills you need to get seller appointments, field phone calls and in-person meetings, handle objections and close the right way, every time.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.Course curriculum
Enrollment includes access to the following course materials for 2 years
Course materials- The Seller Lead Conversion process
- Video Part One: Overcoming common objections
- Video Part Two: Getting answers
- Video Part Three: The pre-listing packet
- Video Part Four: The kitchen table consultation
- Seller Lead Sheet
- Quiz
- Action Steps
- The Listing Consultation Script
- Scripts for Listing Consultation Objections about Price
- Objections about Finding a Home to Buy Before Listing
- Urgency Objections
- Overcoming Objections about Paying a Commission
- Price Reduction Graphic
- Listing Consultation
- Pre-Listing Consultation Video Scripts
- Pre-Listing Video #1 Script
- Pre-Listing Video #2 Script
- Pre-Listing Video #3 Script
- Pre-Listing Video #4 Script
- Pre-Listing Video #5
About this course
- $59.99
- 23 lessons
- 2 hours of video content
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Listing Agent" or CLA upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."Jake Rockwell
Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume Instructor Brian Icenhower.Are you ready to revolutionize how you think about closing, and get more listings than ever?
This condensed course gives you the tools and techniques you need to leverage your sphere of influence in all the right ways, focusing in on how you can convert leads into listings without getting stuck or getting ahead of yourself. With ICC's tried and tested scripts and systems, you'll have everything you need at your disposal to make the most of your networks and take full advantage of every opportunity to close on a seller lead.
Turn your leads into listings.
Discover the techniques top producing agents use to connect with and convert their seller clients, and take the next step to grow your real estate business. Add to CartTalk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
Realtor scripts for buyers: educate your clients
Every single year, it’s the same. Most markets experience seasonality with home prices. And, it’s true that the median sales prices goes down during the winter months, usually because this is when luxury homes are not listed for sale. Luxury homes typically have the ability to wait until the prime time for selling, in the spring and summer. Fewer homes on the market and more lower-priced homes cause this to happen.
It’s important to share this with buyers!
You as a professional need to get behind the idea that sooner is better. You need to believe it yourself if you hope to teach your clients about it.
So, when your client says that they’d like to wait until after the holidays to buy and sell, or they would like to wait until after the kids graduate … you need to have your own buy-in. You need to know the Realtor scripts for buyers and believe it, too. That’s the only way you’ll be able to share the facts and educate your clients.
You as a professional need to get behind the idea that sooner is better. You need to believe it yourself if you hope to teach your clients about it.
Brian Icenhower
Realtor scripts for buyers: this is your DUTY
Think about it this way. You are a professional, and it is your duty to give advice to the clients who are paying you for your help.
If you were a doctor, you would have the duty to tell your patient that they have lung cancer. It’s not fun. It’s awful and you know your patient is going to be very upset. But, it is your duty. It’s what you signed up for. As a doctor, you are in the business of helping your patient, and part of the help is the truth.
In a similar way, as a Realtor, you are the expert. You are the professional. You know the market and how it works, and it is your job to educate your clients on the facts. Ultimately, you want them to make the best choices and help them make the best financial moves.
Realtor scripts for buyers: have your client weigh their options
One thing I always do with clients is I present both sides and I have the client weigh their options. I clearly show the financial benefit of increased urgency, and then I reiterate their reasoning for waiting.
It’s uncomfortable to make this kind of decision, but showing the numbers helps.
Try to advise them and push them forward. You can remind them that it is your job to help them make the best financial decision possible.
People, in general, move away from discomfort. But, you can show them that getting uncomfortable can afford them a financial benefit, which can ultimately better their life.
FREE DOWNLOAD: Median Sales Price of Houses Sold Graph
You can download the helpful graph I shared in today’s video by subscribing to our weekly newsletter below. Feel free to download it and share it with your clients to help increase urgency, and be sure to use the Realtor scripts for buyers that I discussed in today’s video!
