Buyer Script

Key Tips for Handling Buyer Leads

When speaking with buyer leads, it’s crucial to ask open-ended questions that encourage conversation rather than shutting it down with a simple “yes” or “no.” Avoid

questions like “Are you interested in buying?” as they can easily lead to a dead-end response. Instead, focus on questions that allow the lead to share their thoughts and

preferences.

Remember, these leads are often in the early stages of their buying journey. They might be just exploring their options, so it’s essential to avoid coming across as overly sales-focused. If the lead feels pressured, they’re likely to say they’re “just looking” or “curious” and disengaged. Your goal is to build rapport and provide value without making them feel like they’re being sold to.

Additionally, when a lead first comes in, we automatically send them a property alert with listings matching their initial search or an article about buying. This is a great

starting point for your conversation.

Recommended Buyer Script

Introduction:

“Hi [Lead’s Name], this is [Your Name] with [Your Real Estate Agency]. I noticed you recently visited our site and requested homes for sale in [City]. I wanted to check in and make sure you received the property alert we sent over with some listings that might interest you. Did those come through okay?”

*Yes, this time it’s ok to ask a yes or no question.

If they say “yes”: “Great! I’m glad you received them. Segway needs analysis.”

If they say “no”: “No problem, I’ll resend that alert right away. While I have you…Segway to needs analysis.”

Segway into Needs Analysis:

“I see you’ve been exploring homes in [City], which is a pretty diverse area. What specific neighborhoods or features are you most drawn to?”

Building Rapport and Gathering Information:

“Tell me a bit about what you’re looking for in your next home. Are there any features that are particularly important to you, like the number of bedrooms, proximity to schools, or a large backyard?”

Providing Value Without Pressure:

“I’m here to help you at your own pace, whether you’re just starting to look or ready to move forward soon. I can send you more tailored property alerts or provide some

market insights if that would be helpful. What’s the best way for me to assist you as you continue your search?”

Avoiding Sales Pressure:

“No rush on any decisions—I know this process takes time. I’m here to answer any

questions and help you explore all your options whenever you’re ready.”

Call to Action:

“How about I keep you updated with new listings that match what you’re looking for? And if anything catches your eye, we can set up a time to see it in person or even just

chat about it over the phone.”

Closing:

“Thanks for your time today, [Lead’s Name]. I’ll keep sending you listings that fit your criteria, and feel free to reach out if there’s anything specific you’d like to know more about. Looking forward to helping you find the perfect home!”