New Seller Script

Key Tips for Handling Seller Leads

1. Start with Empathy and Accuracy:

● Understand that the automated home valuation may not be entirely accurate.

Approach the conversation by acknowledging this upfront, showing that you’re

focused on getting them the most precise information possible. This sets a

collaborative tone from the start.

2. Ask Open-Ended Questions:

● Use open-ended questions to gather more details about the property. Questions

like “What updates have you made to your home recently?” or “Can you tell me

about any unique features your home has?” encourage the lead to share valuable

information that can help refine their home’s valuation.

3. Focus on Building Rapport:

● Sellers may be in different stages of their selling journey, from just curious about

their home’s value to seriously consider a sale. Build rapport by showing

genuine interest in their situation and providing value, whether they’re ready to sell now or in the future.

4. Avoid High-Pressure Tactics:

● Just like buyers, sellers can be turned off by a hard sell. Instead of pushing them

to list immediately, focus on being a resource. Offer insights into the market,

discuss potential next steps, and let them know you’re there to support them whenever they’re ready.

5. Highlight the Importance of Accurate Valuation:

● Explain that an accurate home valuation is crucial for making informed decisions. Whether they’re planning to sell or just exploring their options, understanding their home’s true value is a key step in the process.

6. Offer Value Without Commitment:

● Provide value-added services, such as a complimentary market analysis or advice on how to increase their home’s value. This positions you as a helpful resource, building trust and keeping the conversation open.

7. Listen Actively:

● Pay close attention to what the seller is saying about their home and their goals. This not only helps you provide better advice but also shows the seller that you’re invested in their needs, which can build trust and rapport.

Seller Script Introduction:

“Hi [Lead’s Name], this is [Your Name] with [Your Real Estate Agency]. I noticed you recently visited our site and requested a home valuation for your property. I wanted to follow up because I saw that an automatic valuation was sent to you, but I believe it might be a bit off. These automated valuations sometimes miss key details like recent renovations or unique features of your home. I’d love to ask you a few quick questions to make sure we get you a more accurate estimate.”

Segway into the Conversation - Assessing the Property:

“Have you done any recent renovations or upgrades to your home? Even things like a

new kitchen, bathroom remodel, or major landscaping can significantly impact your home’s value.”

Listen and respond accordingly:

● If they mention renovations: “That sounds fantastic! Renovations like that can really increase your home’s market value. I’ll make sure we take that into account

when updating your valuation.”

● If they haven’t made changes: “No problem at all. It’s just as important to know that your home’s value is based on its current condition. We’ll work with what you

have to ensure an accurate estimate.”

Determining Seller Motivation:

“Can you tell me what your plans are with the property? Are you considering selling soon, or are you just curious about the current market value?”

Use their response to guide the conversation:

● If they’re planning to sell: “That’s exciting! I can help you understand what similar

homes in your area are selling for and what steps we can take to maximize your home’s value on the market.”

● If they’re just curious: “It’s always good to stay informed. Even if you’re not planning to sell right now, knowing your home’s value can help you plan for the

future. I’m happy to keep you updated with any market changes.”

Building Rapport and Offering Value:

“Beyond the updated valuation, would you be interested in a complimentary market

analysis of your neighborhood? It can give you a broader perspective on how your home compares to others nearby.”

Call to Action:

“To really nail down an accurate valuation, it might be helpful to do a quick walk-through

of your home in person. During this visit, I can also suggest some small improvements that could increase your home’s value if that’s something you’re interested in—all at no cost to you. Would you be open to setting up a time on *day or the week* or prefer this weekend?

Closing:

“Thanks so much for your time, [Lead’s Name]. I’ll be in touch soon with your updated valuation. In the meantime, if you have any questions or need anything else, don’t

hesitate to reach out. I’m looking forward to helping you with whatever your next steps may be.”

Responses Based on Selling Reasons

Downsizing or Upsizing: “It sounds like your current place isn’t quite fitting your needs anymore. Whether you’re looking for something smaller and cozier or need more space to stretch out, I can help find a better fit. What kind of place are you envisioning next?”

Relocation for Work: “Moving for work? That’s a big transition! Let’s make sure selling your home is the easiest part so you can focus on your new adventure. How can I help make this move smoother for you?”

Financial Reasons: “If selling is on your mind because of finances, I completely understand—it can be stressful. Let’s discuss how we can make this process work best

for you. What’s your main goal in selling?”

Changes in Family Situation: “Life changes, and so do our housing needs. Whether your family is growing or you’re entering a new chapter, your home might need to change too. Let’s figure out what would work best for where you are in life right now. What’s your

next dream home like?”

Desire for a Different Neighborhood or Lifestyle: “Looking for a change of scenery or a new lifestyle? That’s a great reason to sell. Let’s find a spot that truly matches what

you’re looking for now. What kind of neighborhood or lifestyle are you envisioning?”

Maintenance Issues or Age of the Home: “If your current place is becoming too high-maintenance or showing its age, I get it. Let’s explore options that better fit your

needs without all the hassle. What kind of home are you thinking of moving to?”

Value Proposition: “We have buyers actively looking to purchase in your area, and we leverage advanced technology, access all the major property networks like MLS and Realtor.ca, and use our strong branding and showcasing strategies. These tools help us

sell your home faster and for top dollar.”

Close: “I know you’ve got some big decisions ahead with selling your place. How about

we meet up for a coffee and chat about it? Or, if it’s more convenient, I can swing by

your house, and we can take a look together. What works best for you?”