today we're gonna add five scripts
they're gonna make you even more money
for over 20 years I've dedicated my life
to bringing you the very best selling
marketing and business building
strategies to keep your business
thriving get ready to experience the
success you've been searching for
welcome to the Tom Perry show hey
welcome to the tom ferry show today I
want to talk to you about five scripts
that can build some confidence and
ultimately help you win more business
you know many years ago I learned that
sales is the ability to ask a series of
questions that naturally and
automatically lead you and the prospect
to a mutually desired end result a yes
or a No
no maybes involved so again sales is the
ability to ask a series of questions
that naturally and automatically lead
you and the prospect to a mutually
desired end result a yes or a no so my
question for you is do you have enough
sales confidence enough sales scripts
and dialogues so in the moment of truth
you know what to say
you've heard me say before that
knowledge equals confidence and
ignorance equals fear when I know what
to say I'm more likely to take action
more likely to ask for the order more
likely to ask for the appointment more
likely to go engage with the prospect
but when I don't know what to say
suddenly doing paperwork or going to the
bathroom or finding something to eat
is a far better use of my time knowledge
equals confidence in ignorance equals
fear today I want to give you five sales
dialogues five scripts not in any order
of importance and some of them go
together and some of them don't but the
point is to simply have them into your
sales toolbox so the next time you're
out with a prospect you know what to say
and you get one step closer to that yes
so let's take a look at five that you
can add in right away
number one is what's important to you in
the agent you choose to represent you
what's important to you in the agent you
choose to represent you now I love that
question because it's a value
elicitation I'm trying to discover what
are their values as it relates to
choosing an agent to represent them in a
purchase or in selling their home would
it be great if you just ask the client
hey how would you like me to sell and
influence you
you can't ask that but you can out look
you've met lots of agents you've been
online now that you know what's
important to you in the agent you choose
to represent you well gosh time we're
looking for someone's gonna do a lot of
marketing have lots of communication get
us the highest possible net proceeds at
the lowest possible cost and and the
shortest amount of time if they tell me
all that now I can custom make my
presentation to feed in to their
criteria giving them exactly what they
want and ultimately when they yes so
that's a very powerful question I hope
you add it in looks like at number two
if there was an advantage if there was
an advantage in time money and marketing
exposure would it be worth just 15
minutes of your time for us to get
together and learn more about that if
there was an advantage if there was an
advantage in time money and marketing
exposure or better yet any one of the
criteria they shared above you can use
that criteria and alter this if there
was an advantage in time money marketing
would it be worth just 15 minutes of
your time for us to get together very
very simple yet effective script that
the vast majority of people just simply
aren't thinking about I'm thinking about
what's important to the client and if I
can deliver that to you in 15 minutes
would it be worth it now where does that
work what if I've already found out that
they're meeting with another agent and I
say well if there was an advantage to
get a second opinion that could cause
you to save time make more money and get
greater marketing exposure would it be
worth 15 minutes of your time they're
going to say yes they're gonna be open
to that possibility so that's a very
important script that should be in your
sales toolbox look at number three
you've heard me talk about this before
if the homes not selling that it's not
compelling to the buyers in today's
market if the homes not selling it means
it's not compelling to the buyers in
today's market and if you remember that
presentation I did on the tom ferry show
we talked about you know you
articulating in your marketplace what
are the three to four types of
properties that are compelling is it
just price remember if you leave with
just price you know that seller
potentially is gonna be a little bit
nervous right oh you just want to lower
the price so I would say you know finish
with price at the end or make that the
bow that wraps them all together the
properties that are compelling your
opportunity properties zoned are too
with a single old house on it that's an
opportunity for a builder as an example
it could be prime location near a school
near the freeways whatever it may be
near the subways prime location you know
your market you know it makes a property
compelling and then of course you can
wrap price at the end so that's another
great script you should be using all the
time number four have you had any
thoughts of selling and do you know
anyone who's had any thoughts of selling
this great script our wonderful client
Tim Smith and now you know tens of
thousands of clients all over the world
they're using these questions as a
simple way as you're out in your
day-to-day activities in line at
Starbucks go into the grocery store at
the drycleaner meeting with a friend
like talking to anybody
always being listing focused by saying
him just curious have you guys had any
thoughts of selling have you guys had
any thought if you guys had any thoughts
of selling it because at any thoughts of
selling it's such an easy no-brainer
question than you shut up if you guys
had any thoughts of selling well that's
a yes if they give you a definitive no
now we love our house we're totally
great you and I both know like you you
just ask the next question well do you
know anybody who said any thoughts of
selling well funny you asked my
brother-in-law's been thinking about it
or they just got pregnant or they just
got divorced or something just happened
so yeah there's that opportunity for
Earl as well those two questions added
into your sales toolbox we're gonna make
you more confident and win you more
business looks look at the last one
number five in the moment of truth when
we're talking pricing on a listing
appointment most agents have one pricing
strategy we believe that there's
actually three and what we have to do is
decide tonight which is the better
option for you so mister missus alert
number one we can price the property
above the comps we refer to this as the
trying to find the needle in the
haystack
you know pricing the property really
aggressively above fair market value
above the comps looking for that one
buyer who may buy your home number two
we price it right at fair market value
which is what the vast majority of
people do and then for my most savvy
clients we actually create a bidding war
by pricing it just below fair market
value we then do a
all of our marketing and unveil the
property to as many agents and buyers as
possible
creating a bidding war opportunity for
your home of those three pricing
strategies which is better for you very
very powerful now I know as we're going
through this and this is a shorter tom
fairy show what I'd love for you to do
is a couple things number one if you're
getting value from this have you
subscribed to my channel if you're
watching this on Tom Ferry yes I'm
actually going asked me to go back to
YouTube and subscribe to the channel I
would certainly appreciate you doing
that would you give me some comments on
if you've used some of these scripts
before I put it down in the comment
section let me know you know is your
sales confidence going up are you
getting value from these conversations I
hope you are that's why I'm doing it so
I'd love for you to do that and then if
it really makes sense to you share this
with a friend share it with a few of
your office mates you know there's
nothing better I think back to him the
early days of my selling career and
myself and Rachael golly and my brother
Matthew and all of us Richard Kendrick
we all got together and we practiced and
we role-played and we were constantly
using these lines on each other even
when we were single guys going out and
having fun we would be selling each
other all the time you want to know why
does knowledge equals confidence and
ignorance equals fear when you know what
to say and you're comfortable doing over
and over and over in the moment of truth
what bow you're ready and that's what
it's all about so I can't wait to read
your comments thank you in advance or
for subscribing to the channel and
remember always your strategy matters
and now more than ever your ability to
sell and ask questions
that's what rules Kate thanks so much
for watching we have a number of events
coming up we'd love to have you there
visit tom fairy calm forward-slash
events and reserve your spot today
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