The prospecting playbook that flips tradition—and objections—on its head. In crisp, swipe-able pages, this interactive flipbook packs AgentLeap’s proven Reverse Selling Method into fast, actionable lessons you can learn in minutes and revisit anytime. What You’ll Find Inside Foundation First – Why reverse selling beats scripts, ads, and cold calls for today’s Realtors® and MLOs. Psychology of the Ask – A question-led framework that gets prospects talking—and qualifying themselves—before you ever pitch. EHAP® Integration – Real examples showing how the Employee Homeownership Assistance Program® delivers ready buyers and sellers. AgentVoice® Hotlinks – Jump straight from theory to practice inside our AI role-play app. Using AgentVoice® is strongly recommended for rapid mastery, but not required. Why the Flipbook Format Works Flip, Swipe, Zoom – Read on any device, anywhere.. Stop chasing low-quality leads and start attracting clients who value your expertise. Open the AgentLeap® Real-Estate Lead-Generation Reverse Selling Method flipbook today—then supercharge your skills with AgentVoice® to leap beyond listings and build a legacy-ready book of business. AgentLeap.net AgentVoice.co And AgentCommand will be coming soon
AgentLeap ® Real Estate Lead Generation Reverse Selling Method
Leap Beyond Listings. Build Your Legacy. Predictable Closings, Lifetime Income
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AgentLeap ® | Lead Generation | Reverse Selling Method
Forget pushy sales pitches. Imagine engaging clients in genuine conversations about their needs, goals, and unique challenges. That's the power of AgentLeap ® LEAD GENERATION's "Reverse Selling METHOD." We believe in building trust and uncovering win-win solutions through deep understanding. This can be achieved through several techniques: 1. Negative Reverse Selling: ● This method uses reverse psychology to address objections or resistance. Instead of arguing against the objection, the salesperson might agree with it and suggest that the product might not be a good fit. This can prompt the customer to reconsider their objection and highlight the benefits of the product themselves. 2. Asking Open-Ended Questions: ● By focusing on open-ended questions, the salesperson encourages the customer to talk about their problems and challenges. This helps the salesperson understand the customer's specific needs and tailor their presentation accordingly. 3. Active Listening: ● Paying close attention to the customer's responses and verbal cues is key in reverse selling. This allows the salesperson to identify areas of concern and address them effectively. 4. Building Trust and Rapport: ● Developing a genuine connection with the customer is crucial in this approach. By establishing trust and demonstrating a genuine interest in their needs, the salesperson can overcome any initial skepticism and guide the customer toward a solution. However, it's important to use reverse selling cautiously. If applied incorrectly, it can come across as disingenuous or pushy. Be sure to consider the specific context and the customer's personality before employing this strategy.
OK READY-LETS TAKE THE Leap Together
Tired of robotic real estate interactions? Inject some personality and crush your goals with this curated list of scripts and rebuttals! Presented in a conversational bullet-point format, these are your powerful tools for winning over clients, negotiating favorable terms, and presenting properties with confidence. Adapt them to your unique style and watch as they transform your interactions from robotic to remarkable. 1. Quick Chat, Big Impact; Friends/Family Connect Me with Decision-Makers for a Special Employee Benefit 2. Quick Connect with Past Clients: Request to Share EHAP With Decision-Makers at Their Workplace
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3. Initial Phone Introduction to Decision-Makers Requesting a Meeting, To Discuss the Employee Homeownership Assistance Benefits Package 4. First Meeting with Decision Makers 5. Recruiting Agents: Conversation with Peers to Expand Your Team 6. Engaging with Lenders, Title Real Estate Attorneys, and Non-Profit Credit Counselors for Referral Partnerships 7. Agents Introducing EHAP to Employees and Their Friends/Family 8. Connecting with Off-Market Homeowners: Expired, Temporary Off-Market, Canceled, and FSBO 9. Conversations at Open Houses: Strategies for Agents 10. Engaging Small Business Owners for Business Brokering 11. Finding A Dream Business for a Qualified Buyer 12. Outsourced private firms: Payroll, HR, Benefits Providers **(WIN WIN FOR ALL PARTIES) 13. Networking Events: Crafting a Compelling Value Proposition 14. Responding To Objections: 5 Steps to Respond To Any Objections 15. Appointment Setting Scripts
16. Reverse Selling LISTING Consultation Script 17. Reverse Selling BUYERS Consultation Script
1. QUICK CHAT, BIG IMPACT: Friends/Family Connect Me with Decision-Makers for a Special Employee Benefit! ● Opening: "He y [friend/family member], I have a question for you. Are you happy with your company's benefits package?" ● Spark curiosity: "I'm working on a program called the employee homeownership assistance program. It helps employees achieve financial goals like homeownership, and I'm wondering if it's something your company might be interested in?" ● Focus on benefits: "Imagine if your colleagues could get expert guidance and financial support to buy their dream homes. It could boost morale, improve retention, and attract top talent. And best of all this benefits package doesn't cost your company a penny.” ● Choice and control: "Of course, it's entirely up to you, but if you think your company might be interested, I'd be happy to chat and drop off some materials with key decision-makers. “ ● Appreciation: "No pressure at all but let me know if you think it's worth exploring. I'm always happy to help if you have any questions."
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2. QUICK CONNECT WITH PAST CLIENTS: REQUEST TO SHARE EHAP WITH DECISION- MAKERS AT THEIR WORKPLACE ● Opening: " [Client Name] , it's a pleasure reconnecting! I’m taking a moment to reach out to my past clients, letting them know what my team and I are doing in the community.” ● Spark curiosity & value : "We are working on an exciting new community project for local businesses called the employee homeownership assistance program. It’s an innovative program designed to help employees achieve their dream of homeownership through education and financial services. The best part of this benefit package is it doesn't cost your company a penny. I was wondering if you can make an introduction for me to the decision-makers in your company." ● Empower & offer support : "Of course, it's entirely up to you, but if you think your fellow employees might benefit from learning about this amazing program, I'd be thrilled to tailor a presentation including a company-personalized website or workshop just for them. I can also drop off some materials with your HR department or business owner." ● Appreciation & close : "No pressure at all, but regardless, I truly appreciate your trust and the continued connection. And who knows, maybe this could lead to another win-win collaboration, just like our last one? 3. INITIAL PHONE INTRODUCTION TO DECISION-MAKERS REQUESTING A MEETING, TO DISCUSS THE EMPLOYEE HOMEOWNERSHIP ASSISTANCE BENEFITS PACKAGE Goal: Your only goal is to secure a sit-down meeting with key decision-makers [HR, business owners, recruiters, payroll administrators] to introduce EHAP-NOT A SALES CALL Key Points: ● Focus on mutual benefit: Highlight how your program can solve their needs, not just sell a product. ● Spark curiosity: Briefly hint at program benefits without overloading them with details. ● Respect their time : Be concise and upfront about the meeting request. ● Offer flexibility: Suggest several meeting options to accommodate their schedules. ● Show professionalism and appreciation: Be polite, and confident, and express gratitude for their time. Pre-Call Power Prep: Research and Shine! Before jumping on that call, invest some time in research to impress and build rapport. Here's your ultimate pre-call checklist: Company Intel: ● Dive into their website: Explore their homepage, services, about us section, and any relevant news or blog posts. ● Social Media Safari: Stalk (in a good way!) their LinkedIn, Twitter, Facebook, and other platforms. Get a feel for their culture, brand voice, and recent activities. ● Key Personnel Profiles: Check out the profiles of your contact(s) and any influential figures on LinkedIn. Learn about their background, expertise, and even shared interests.
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Company Snapshot: ● Get the Numbers: Research their size [ # of employees], key locations, and any notable achievements or milestones. ● Branch Out: Do they have subsidiaries, partners, or any interesting connections to understand their ecosystem better? Remember: ● Tailor your research: Focus on aspects relevant to your call's purpose and objectives. ● Go beyond the surface: Look for insights that reveal their values, priorities, and company culture. ● Spark conversations: Use your findings to ask informed questions and build genuine connections. With this pre-call power prep, you'll walk into the conversation confidently, informed, and ready to shine! Bonus Tip : If you find something newsworthy or interesting about the company, mention it during the call! It shows you take the extra effort and can spark a dynamic conversation. ● Opening: "Hi [Decision-maker Name], this is [Your Name] from [Your Company]. I'm reaching out because our mutual acquaintance [Their Name] told me [Company Name] values its employees and their well-being." ● Spark Curiosity: "We've developed a unique community project for local businesses. This program helps employees achieve their financial goals through education, unwavering support, and crucial financial services. We call it the employee homeownership assistance program. The benefit for your organization is increased employee satisfaction, retention, and even talent acquisition. And the best part is there is no additional staffing required or allocation of funds. I'd love to share some insights and how this could benefit [Company Name]." ● Meeting Request: Would you be interested in a brief 15-minute meeting to learn more? I'm flexible with my schedule and could meet [Suggest Several Time Options] at your convenience." ● Flexibility & Next Steps: "Alternatively, if you're busy, I'd be happy to provide you with some additional information or answer any questions you might have." ● Close: "Thank you for your time and consideration. I look forward to connecting with you soon." Remember: ● Be confident and professional, but approachable. ● Tailor the script to the specific company and their potential program needs. ● Be prepared to answer basic questions about the program's benefits and eligibility. ● Follow up with a confirmation email after the call, regardless of their response. Bonus: If you have a success story of a company benefiting from your program, briefly mention it to add credibility.
By using this reverse selling approach, you can pique their interest and increase the chances of securing a meeting to showcase your program's value to their employees and company.
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4. FIRST MEETING WITH DECISION MAKERS Part 1 - Building Rapport and Setting Expectations: ● Warm welcome and acknowledge referral: "Hi [Name(s)], thanks for making time for me today! I'm [Your Name], and I'm with [Your Company] and I heard abou t [Company Name] originally through [Employee Name] . I had a brief conversation with [Someone in Leadership's Name]. They mentioned you were interested in exploring how we can potentially improve your [Specific pain point mentioned in the initial conversation, e.g., talent acquisition, employee retention, benefits administration]." ● Express genuine interest: "Before we dive in, I'd love to hear more about your current challenges and priorities in [Focus area, e.g., HR, recruitment, payroll]." ● Set expectations: "Today, I'm not here to sell you on any solutions. I want to learn from you and explore if there's a mutual fit where we can help you achieve your goals." Part 2 - Active Listening and Deep Dive: ● Ask open-ended questions: "What are your biggest frustrations with [Focus area] right now?" or "What do you envision as the ideal outcome for your [Challenge mentioned]?" ● Actively listen and demonstrate understanding: "That makes sense. It sounds like you're concerned about [Summarize their key pain point]." ● Probe deeper to uncover hidden needs: "Can you tell me more about the impact of [Challenge] on your team/business?" or "What would it mean for you to overcome this obstacle?" Part 3 - Introducing Your Value Proposition: ● Connect their needs to your expertise: "Based on what you've shared, it seems like [Your Company] could potentially help you in a few keyways, such as: 1. “Our employee homeownership assistance program builds financial security, boosts engagement, and attracts top talent – all while cultivating a thriving, loyal workforce”. 2. “Investing in your team/company, is investing in your future. Reduce stress, boost productivity, and attract the best with our unique homeownership initiatives.” 3. “Forget cookie-cutter benefits. Unlock financial well-being, unleash employee passion, and create a competitive edge. Partner with us to make homeownership a reality.” ● Share relevant success stories: "We've worked with companies similar to yours who achieved [Quantifiable results related to their pain points, e.g., a 20% reduction in onboarding time, a 15% increase in employee retention]." ● Focus on the "why" behind your solutions: "Our unique approach focuses on: 1. “Break down financial barriers: Forget hefty down payments and crippling closing costs. EHAP unlocks homeownership with tailored mortgage options and cost-saving solutions.” 2. “Empower informed decisions: Dive into our dedicated online portal for clear guides, insightful education, and expert counseling. Navigate the home-buying journey with confidence every step of the way.”
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3. “Seamless integration, zero hassle: Enhance your existing benefits without lifting a finger. EHAP effortlessly blends in, requiring no additional staffing or budget adjustments.” 4. “24/7 support at their fingertips: Your employees get a personal sanctuary – a dedicated website packed with resources, answers, and tools accessible anytime, anywhere.” Part 4 - Collaborative Approach and Next Steps: ● Emphasize collaboration and customization: "We believe in collaborating with you to create a tailored solution that fits your specific needs ." ● Address concerns proactively: "I understand you might have questions or concerns. Let's talk openly and ensure we're a good match." ● Outline the next steps: "Based on our conversation, I propose [Suggest specific next steps, e.g., a demo of our platform, a case study review, or a workshop on relevant topics]." ● Invite open dialogue: "This is just the beginning of the conversation. Please feel free to share any additional thoughts or questions." Remember: ● Focus on active listening and understanding their needs before presenting solutions. ● Quantify your results and highlight the "why" behind your approach.
● Emphasize collaboration and address concerns proactively. ● Clearly outline the next steps and invite open dialogue.
By following this script and adapting it to the specific needs of each stakeholder (HR, business owners, recruiters, etc.), you can build trust, showcase the value you offer, and set the stage for a successful partnership. 5. RECRUITING AGENTS: CONVERSATION WITH PEERS TO EXPAND YOUR TEAM Reverse Selling Consultation Script for Recruiting Realtors: Part 1 - Building Rapport and Setting Expectations: ● Warm welcome and introduction: "Hi [Realtor Name], great to meet you! I'm [Your Name], and I lead a team of Realtors at [Your Brokerage Name] who are changing the game." ● Express genuine interest: "I'd love to understand your journey so far. Where are you in your career, and what are your aspirations? " ● Set expectations: "Let's explore something unique today. Instead of selling you on our team, I want to see if our AgentLeap Lead Gen program aligns with your desire for consistent, predictable income." Part 2 - Uncovering the "Onesies Twosies" Pain Points: ● Ask about income consistency: "Tell me, is income predictability a challenge you face? I hear many Realtors struggle with the 'onesies twosies' model." ● Explore lead generation hurdles: " How much time and money do you currently invest in finding leads? Is it reliable?" ● Touch on marketing anxieties: " Does the pressure of constant marketing and lead generation ever feel overwhelming?"
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Part 3 – Introducing AgentLeap Lead Gen Program as the Solution: ● Introduce AgentLeap and its focus: "What if I told you there's a proven path to consistent income, without relying solely on cold calling or buying leads? That's what our AgentLeap Lead Gen program offers." ● Explain the core principles: "The AgentLeap Lead Gen Program leverages working with local community businesses in assisting employees to achieve the dream of homeownership through education and financial services. It’s an innovative program called the Employee Homeownership Assistance Program. " ● Showcase quantifiable results: "Our AgentLeap Lead Gen agents earn on average [Share income figures] on a predictable basis, thanks to the program's structure." Part 4 - Addressing Doubts and Demonstrating Proof: ● Be ready for skepticism: "It's natural to be curious. Can you tell me what aspects of AgentLeap pique your interest and what might raise concerns? " ● Offer concrete evidence: "Let's look at a real-world example. [John], one of our agents, increased his income by [Percentage] within [Timeframe] using this program." ● Emphasize no lead costs or marketing burdens: "With AgentLeap, you focus on client service and closing deals, while the program handles the lead generation and marketing, reducing your financial burdens." Part 5 - Reverse Close and Next Steps: ● Summarize and rephrase their insights: "So, it seems you value [Identify their pain points] and see potential in [Highlight AgentLeap's benefits]. Is that accurate?" ● Extend a tailored invitation: "I'm confident AgentLeap can transform your career. Would you be interested in a personalized demo to see how it could benefit you specifically?" ● Outline the next steps: "During the demo, we can answer any questions you have and show you how you can seamlessly integrate AgentLeap into your existing practice." Remember: ● Focus on understanding their struggles and presenting AgentLeap as the solution. ● Quantify results and use real-world examples to build trust.
● Address concerns transparently and emphasize the cost-saving benefits. ● Make the next steps clear and invite them to a personalized experience.
By utilizing this script and emphasizing the power of AgentLeap Lead Generation and Coaching System, you can attract Realtors tired of the "onesies twosies" model and show them a clear path to achieving consistent, predictable income without breaking the bank. 6. ENGAGING WITH LENDERS, TITLE, REAL ESTATE ATTORNEYS AND NON-FOR- PROFIT CREDIT COUNSELORS: FOR REFERRAL PARTNERSHIPS Goal: Spark productive conversations with lenders, title attorneys, and credit counselors to explore mutually beneficial referral partnerships. Key Points : ● Focus on win-win collaboration: Frame the partnership as a way to solve their clients' problems and expand their reach.
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● Highlight complementary services: Briefly explain how your services benefit clients already served by their businesses. ● Quantify your impact: Share success stories or data illustrating the value you provide. ● Propose a collaborative approach: Show your willingness to tailor solutions and build a strong working relationship. ● Make it easy to take the next step: Suggest specific actions like a follow-up meeting or referral program discussion.
Script Options: FOR LENDERS:
● Opening: "Hi [Lender Name], I'm [Your Name] from [Your Company]. I see you specialize in helping first-time homebuyers. We do the same but also offer a unique community project for local businesses. This program helps employees achieve their financial goals through education, continuous support, and crucial financial services. We call it the employee homeownership assistance program." ● Highlighting synergy: "Imagine a wave of mortgage-ready buyers flooding your doorstep. Our partners manage the legal and title magic, leaving you to focus on happy handshakes. Welcome to smoother transitions with [Your Company]”. ● Success story: "We recently partnered with [similar lender] and saw a 20% increase in client loan approvals. We'd love to explore similar success with you." ● Emphasize reciprocity and mutually beneficial outcomes: “ This is a two-way street. I bring you buyers, and you unlock value for them with your expertise. Plus, your past leads and business connections fuel even more opportunities. This partnership creates a perfect circle.” [Bring up past clients that didn’t purchase and past VOE connections.] ● Collaborative approach: "I'm open to discussing referral incentives, joint education workshops, or even co-branded resources. Let's tailor a win-win solution." ● Next step: "Would you be open to a quick coffee to brainstorm? I'm confident we can create a partnership that benefits both of us." FOR TITLE AND REAL ESTATE ATTORNEYS ● Opening: " Hi [Title/Attorney Name], I'm [Your Name] from [Your Company]. We offer a unique community project for local businesses. This program helps employees achieve their financial goals through education, continuous support, and crucial financial services. We call it the employee homeownership assistance program." ● Highlighting synergy: "We can equip first-time buyers to ask informed questions and feel confident navigating the closing process, easing your workload and improving client satisfaction." ● Quantify impact: "Our pre-closing education program reduces title-related and legal delays significantly." ● Collaborative approach: "We can tailor educational materials to align with your closing procedures and offer joint consultations for complex cases. Let's discuss co-creation." ● Emphasize reciprocity and mutually beneficial outcomes: "This is a two-way street. I bring you buyers, and you unlock value for them with your expertise. Plus, your
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past leads and business connections fuel even more opportunities. This partnership creates a perfect circle." ● Next step: "Would you be interested in a sample workshop outline or a case study of our partnership success? I'm eager to connect and explore possibilities." FOR NON-PROFIT CREDIT COUNSELORS ● Opening: "Hi [Counselor Name], I'm [Your Name] from [Your Company]. We offer a unique community project for local businesses. This program helps employees achieve their financial goals through education, continuous support, and crucial financial services. We call it the employee homeownership assistance program. This program provides financial coaching and budgeting tools for employees to become mortgage ready." ● Emphasize reciprocity and mutually beneficial outcomes: "This is a two-way street. I bring you buyers, and you unlock value for them with your expertise. Plus, your past leads and business connections fuel even more opportunities. This partnership creates a perfect circle." ● Collaborative approach: "I'm open to developing referral guidelines, co-hosting financial workshops, or even integrating your services into our program. Let's customize the partnership." ● Next step: Would you be available for a quick call to discuss clients’ needs and brainstorm how we can best collaborate? I'm excited to build a bridge between our services." Remember: ● Tailor the script to each professional's specific focus and challenges.
● Show genuine interest in their work and client needs. ● Be flexible and open to creative collaboration options. ● Make it easy for them to take the next step and engage further.
7. AGENTS INTRODUCING EHAP TO EMPLOYEES AND THEIR FRIENDS/FAMILY Goal: Realtors proactively introduce EHAP to employees and their networks. Key Points : ● Focus on benefits for employees: Frame EHAP as a valuable perk they should know about. ● Spark curiosity & relevance: Briefly hint at program benefits without overloading them with details. ● Emphasize accessibility & ease: Let them know it's easy to learn and share the program. ● Offer support & resources: Provide readily available materials and guidance for introductions. ● Show appreciation & reciprocity: Express gratitude for their help and offer future benefits.
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Script: ● Opening: "Hey [Employee], my name is [Your Name] and I’m from [Your Company]. Have you heard about the exciting new benefits package [Company Name] just rolled out, the Employee Homeownership Assistance Program? [Start with a friendly and informative tone.] ● Spark curiosity & benefits: "It's designed to help employees achieve their dream of homeownership through financial education, down payment assistance, exclusive discounts with preferred lenders, title companies, and real estate attorneys." [Highlight key benefits without bogging them down with details.] ● Accessibility & ease: "The best part is we have live educational workshops here at your organization or on your company's dedicated EHAP website. So, you have access 24/7” ● Support & resources: "Don't worry, we're here to support you every step of the way. We have dedicated EHAP specialists who can answer any questions you might have." [Provide reassurance and additional support.] "We'll also keep you updated on upcoming events, workshops, and resources related to the program." [Show ongoing commitment and value.] “Also, we will extend this benefits package to family members and friends.” Remember: ● Be enthusiastic and knowledgeable about the EHAP. ● Tailor the script to the specific employee and their preferred communication style.
● Answer any questions they have thoroughly and clearly. ● Offer ongoing support and guidance throughout the process. ● Show your appreciation for their involvement and potential referrals.
By using this reverse selling approach, you can empower the employee to become an ambassador for your EHAP, potentially reaching a wider audience and encouraging other employees and their family and friends to participate in the program.
Bonus: Offer incentives for employees who successfully connect you with family members and friends, such as a Starbucks gift card.
8. CONNECTING WITH OFF-MARKET HOMEOWNERS, EXPIRED, TEMPORARY OFF- MARKET, CANCELLED AND FSBO Headline: Uncover Hidden Gems: Partner with Us to Sell Your Home Faster and Easier Goal: Spark the interest of off-market homeowners [including expired listings, temporary off- market, canceled sales, and FSBOs] by highlighting the unique benefits of selling through your network of pre-approved buyers and local community businesses. Key Points: ● Focus on pain points: Acknowledge the potential frustrations off-market sellers might or have faced. ● Offer a quick and smooth solution: Emphasize the advantage of pre-approved buyers and a streamlined process.
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● Highlight community benefits: Showcase the added value of supporting local businesses through your service. ● Spark curiosity and build trust: Briefly explain your process and offer transparency. ● Make it easy to connect: Provide clear next steps for engagement. ● These scripts can work over the phone or face-to-face. Script Options: Connecting With Expired Listings, Temporary Off-Market, Canceled Sales: ● Opening: "Hi [Homeowner Name], my name is [Your Name], I'm a Realtor with a unique approach to selling homes. I noticed your property recently went off the market. I wasn’t sure if you had sold it privately, or if it's still available by chance?" ● Emphasizing Value and Curiosity: "I might have a solution that could address your concerns. I work with a special community program called the Employee Homeownership Assistance Program, which connects local businesses and their employees with potential homes in the area. These buyers are pre-approved, eager, and ready to move quickly. Would that be something you'd be open to exploring?" ● Addressing Concerns and Exploring Options: "If staying put is an option, I'd love to hear about your original moving plans. What were your goals and expectations? Understanding those could help me brainstorm alternative strategies that might align better with your needs." ● Reverse Close and Invitation: "I'm confident I can offer a fresh perspective and a unique approach to selling your home. If you're open to it, I'd be honored to share my strategies with you in a no-pressure, no-obligation consultation. Would you be available for a brief meeting this week, either at 4 pm or 6 pm on [pick 2 days] ?" ● Setting Expectations and Securing Commitment: "Wonderful! I'll send you an email with my resume and marketing plan so you can review them before our meeting. Please feel free to ask any questions you have. If anything changes on your end, just let me know, and we can reschedule. I look forward to seeing you soon!" Key Points: ● Focus on understanding the homeowner's experience and concerns. ● Emphasize the unique value of your EHAP program and its benefits to both the homeowner and their community. ● Position yourself as a curious problem-solver, not a pushy salesperson. ● Offer a no-obligation consultation to showcase your expertise and build trust. ● Set clear expectations and secure commitment for the next step. Remember to adapt your tone and language to match the homeowner's personality and communication style. Cultivate genuine empathy and curiosity to build a strong foundation for a successful partnership.
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Connecting With FSBOs:
● Opening: "Hi [Homeowner Name], my name is [Your Name], and I'm a Realtor in the area. I couldn't help but notice your beautiful home on the market. It's well-priced and looks fantastic! I'm sure you're already getting a lot of interest, but I was curious to see if it's still available." ● Building Rapport and Respecting Choice: "I completely respect your decision to sell on your own, and I'm not here to pressure you into anything. I'm curious about your experience so far." 1. “So let me ask you this before I let go, I’m sure you won’t have a problem selling it, but if in a few weeks, you still haven't sold it, then at that point would you be totally against the idea of interviewing agents to help you get it sold?” 2. “And in a perfect world, when did you plan on moving originally?” ● Introducing the Unique Value Proposition: "I partner with a special community program called the Employee Homeownership Assistance Program. It connects local businesses and their employees with potential homes in the area. These buyers are pre-approved and eager to move quickly , would you be open to learning more about this unique buyer pool?" ● Addressing Specific Needs and Concerns: "I understand that avoiding the uncertainty of the traditional market and securing a guaranteed sale without delay are often top priorities for FSBO sellers. This program could potentially address those concerns and provide you with a much more streamlined experience." ● Reverse Close and Invitation: "If you're open to exploring this possibility further, I'd love to offer you a free home valuation and market analysis, even if you decide not to list with me. It's a great way for you to get an expert opinion on your home's value and potential. Would you be available for a brief consultation this week, either at 4 pm or 6 pm on [pick 2 days]?" ● Handling Hesitation and Building Trust: "I realize you might prefer to handle things yourself, and that's perfectly fine. But if you're open to it, I'd be happy to hold a few open houses for you with my broker's approval. This would give you the chance to see my expertise in action without any long-term commitment. If the home doesn't sell within that time, we can simply move on." ● Setting Expectations and Securing Commitment: "I'll send you an email with my resume and marketing plan so you can review them before our meeting. Please feel free to ask any questions you have. If anything changes on your end, just let me know, and we can reschedule. I look forward to seeing you soon!" Key Points: ● Start with genuine compliments and respect for their choice. ● Highlight the unique benefits of the EHAP program and its alignment with their values. ● Address their specific needs for certainty and a stress-free experience. ● Offer valuable expertise (valuation, market analysis) without obligation. ● Propose a low-risk trial (open houses) to build trust and showcase your skills. ● Set clear expectations and secure commitment for the next step.
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Connecting with Off-Market Homeowners: Heading: Thinking of a Move? Sell Discreetly & Quickly with Pre-Approved Buyers Goal: Spark the interest of off-market homeowners by highlighting a low-key selling option, pre- approved buyers, and community benefits through your local business network. Key Points: ● Respect privacy: Emphasize "discreet" and "off-market" selling approaches. ● Highlight pre-approved buyers and fast closings: Assure them of qualified purchasers and minimal inconvenience. ● Showcase local impact: Show the added value of supporting their community and businesses. ● Build trust and transparency: Offer a clear process and open communication. ● Make it easy to connect: Provide multiple ways to engage with you. Script: ● Opening: "Hi [Homeowner Name], my name is [Your Name] and I’m from [Your Brokerage]. I'm not calling to pressure you into anything, but I was hoping to ask you a quick question about your home, would that be, ok? I was calling because of the home that just sold, you know the one over there on [123 Main Street] which I’m sure you saw, right? So that property had a ton of buyer interest, and some people missed out that wanted to be in [Town, School District or Close To...] and to have a home like yours, so, I just didn't know if you had any potential plans on making a move in the future. ● Introducing the Off-Market Approach: "I specialize in discreet, off-market sales, connecting hidden gems like yours with pre-approved buyers who are actively seeking homes in your area. This means a smooth, hassle-free experience for you, with no public listings or open houses, if you choose not to.” ● Emphasize Pre-Approved Buyers and Community Impact: "My network includes local businesses participating in an employee homeownership assistance program. These buyers are thoroughly vetted and ready to move quickly, often with guaranteed financing." ● Connect and Next Steps: "I'd love to learn more about your plans and see if this discreet option might be a good fit for you or not. Would you be open to a quick, no-pressure 15-minute chat to discuss your options? I'm happy to answer any questions and address any concerns you might have." 1. "Before we meet, I'll send you a copy of my resume and marketing plan so you can get a better sense of my approach. What time works best for you this week?" 2. "Perfect. And if for some reason I don't reach you at that time, just shoot me a text or email, and we'll reschedule. There's no obligation at all." Bonus: ● Offer a free home valuation or market analysis to add value and showcase expertise. ● Mention specific success stories of discreet off-market sales to build credibility. ● Be flexible and open to discussing their individual needs and preferences.
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Remember: ● Respect their privacy. No pushy tactics or intrusive questions. ● Focus on benefits that directly address their needs and desires. ● Offer clear next steps and make it easy for them to engage with you.
By using this script and remaining respectful, transparent, and focused on their specific needs, you can effectively connect with off-market homeowners and potentially turn them into clients.
9. CONVERSATIONS AT OPEN HOUSES: STRATEGIES FOR AGENTS Goal: Spark conversations at open houses with potential buyers about their potential access to the Employee Homeownership Assistance Program offered by their employers. Key Points: ● Plant the seed of EHAP benefits: Casually mention employee programs without sounding salesy. ● Have EHAP flyers prominently positioned with the question, “ Does Your Employee Offer the Employee Homeowner Assistance Program Yet?” make sure your dedicated QR code is on the flyer. ● Trigger curiosity and relevance: Frame EHAPs as a potential financial advantage. ● Focus on employer benefits: Ask about their company, not directly about the program. ● Offer helpful resources and guidance: Show willingness to connect them with information. ● Maintain a friendly and informative tone: Keep the conversation light and welcoming. Script: ● Opening: [After acknowledging their interest in the house]: "It's exciting to see someone passionate about finding their dream home! (Casually mention) By the way, does your company offer the EHAP? " [Start with a friendly inquiry about their employer] ● Planting the Seed: "They have a fantastic reputation, and I know they must offer some great employee benefits! [Casually mention the possibility of an EHAP without being pushy.] ● Triggering Curiosity & Relevance: "The Employee Homeownership Assistance Program is centered around education and clarity of service, and it also offers things like down payment assistance, closing cost discounts, or even exclusive mortgage rates and much more. Could be a real game-changer if you're planning to buy!" [Highlight potential benefits without revealing too much.] ● Focus on Employer Benefits: "I have some resources on company EHAPs. Would you be interested in knowing more about what your employer might offer?" [Shift the focus back to their company and offer helpful information. Get the buyer's contact info and place of employment on a sign-in sheet.] ● Helpful Resources & Guidance: " No pressure at all, but if you're curious, can you connect me with the company’s decision makers so that I can share common EHAP benefits? [Offer support and make it easy for them to explore further.]
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● Maintaining a Friendly Tone: "But of course, regardless of any programs, I'm here to help you find the perfect home that fits your needs and budget even off-market homes. " [This will pique their interest in a tight market, and you will gain a loyal customer.] Remember: ● Be natural and avoid forcing the conversation about EHAPs. ● Focus on their company and the potential benefits, not specific details about the program.
● Offer resources and guidance without sounding like a salesperson. ● Maintain a friendly and helpful demeanor throughout the interaction.
By using this reverse selling approach, you can open doors to unexpected leads and potentially connect potential buyers with valuable tools to unlock their dream home purchase. Bonus: ● Keep a list of company websites or HR contact information for common employers in your area to readily offer resources. ● Share success stories of buyers who benefited from EHAPs to add credibility and inspire potential clients. ● Remember, building trust and providing genuine support is key to establishing lasting relationships with buyers, regardless of their immediate purchase plans. 10. ENGAGING SMALL BUSINESS OWNERS FOR BUSINESS BROKERING Goal: Spark conversations with small business owners in your community, planting the seed of exploring their options without directly pushing the sale of their business. Key Points: ● Focus on their legacy and future: Frame business brokerage as a tool for creating a secure future or achieving their retirement goals. ● Emphasize community and relationships: Position yourself as a trusted local resource and advisor. ● Cold outreaches to business never work -this is a pure face-to-face casual meeting. Later, when business owners know what you are doing you can do this over the phone plus it becomes a lot easier. ● Highlight potential benefits: Briefly mention common advantages of selling, like financial security or pursuing new ventures. ● Plant the seed of curiosity and exploration: Open the door to further conversation without pressure. ● Offer valuable resources and support: Show your expertise and willingness to help, regardless of their immediate decision. ● One thing I learned in business brokering -is not to push or come off like a salesperson- business owners are a different breed. Everything with them is a casual conversation.
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● DO NOT PUSH THIS but depending on your relationship and the type of business ask if it is possible to post an EHAP flyer prominently positioned, “Does Your Employee Offer the Employee Homeowner Assistance Program Yet?” or “ This Business Supports the Employee Homeowner Assistance Program” make sure your dedicated QR code is on the flyers. Script: Opening: "Hi [Business Owner Name] , I'm [Your Name] from [Your Brokerage Name] . I'm very happy to see your thriving business in the community! How long have you been here?" [Start with a friendly greeting and show genuine interest in their business.] OR ● Casual Approach: Walk around to the businesses in your area and introduce yourself. “Hi, [Business Owner Name], I'm [Your Name] I'm a business owner in the community and I make it a point to meet the other owner's owners. I'm always interested in acquiring businesses in the area.” Then stay quiet.... ● They will without a doubt ask either what exactly do you do, or I’m not interested at this time. ● Legacy & Future: "It's incredible seeing someone build something lasting like this. Have you thought about what the future holds for your business? Maybe retirement, pursuing new ventures, or ensuring financial security for your family?" [Connect with their personal goals and aspirations.] ● Community & Relationships: "As a local business broker and realtor, I'm passionate about helping entrepreneurs like you navigate different stages of their business journey. Sometimes, exploring options like selling can unlock incredible possibilities." [Position yourself as a helpful local resource.] ● Potential Benefits: "For some business owners, selling opens doors to financial freedom, pursuing other passions, or even securing a comfortable retirement. Every situation is unique, but it's always worth considering your options." [Highlight potential benefits without overselling.] ● Curiosity & Exploration: "I'd love to chat more about your goals and vision for the future. Even if a sale isn't your immediate concern, having a trusted advisor by your side can be invaluable. No pressure at all, but would you be open to a quick coffee to discuss some possibilities?" [Open the door to further conversation without imposing.] ● Valuable Resources & Support: "Whether you're just starting to think about the future or actively exploring options, I can offer insightful resources, and market trends, and even connect you with other successful entrepreneurs who have navigated similar journeys." [Show your expertise and willingness to provide ongoing support.] Remember: ● Be genuine and build rapport with the business owner. ● Focus on their personal goals and aspirations, not just the business itself. ● Offer valuable insights and resources without pushing for a sale. ● Maintain a helpful and non-threatening demeanor throughout the interaction.
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● Leave a lasting impression as a trusted advisor they can turn to for guidance, regardless of their immediate decision. ● Also, keep in mind that most of these business owners own a home and 50% have also shown a tendency to sell their residence. Using this reverse selling approach, you can build trust and establish yourself as a valuable resource for small business owners in your community. This can lead to natural organic conversations about their plans and potentially open doors to future business opportunities as trusted advisors, even if they don't immediately consider selling their business. Bonus: ● Share success stories of businesses you've helped achieve their goals, highlighting different outcomes like successful sales, strategic partnerships, or exit strategies. ● Partner with local organizations or events specifically focused on small businesses to increase your visibility and build community connections. ● Remember, building long-term relationships is key to success in business brokerage. Focus on providing genuine value and support, and the rest will follow organically. 11. FINDING A DREAM BUSINESS FOR A QUALIFIED BUYER Goal: Spark conversations with individuals interested in buying small businesses in your community, highlighting exciting opportunities without immediately pushing specific listings. Key Points: ● Tap into their entrepreneurial dreams: Frame business ownership as a path to independence, passion, and community impact. ● This process, if done correctly by far is the easiest and the most rewarding. ● Focus on community and local appeal: Showcase the unique charm and advantages of businesses within your area. ● Emphasize personalized approach and guidance: Position yourself as their trusted partner in navigating the buying process. ● Spark curiosity and exploration: Open the door to learning more about diverse options without overwhelming them. ● Offer valuable resources and expertise: Show your knowledge of the local market and provide helpful tools for their search. Script: ● Opening: "Hi [Potential Buyer Name], I’m [Your Name] from [Your Brokerage Name] I was told you are interested in owning a business right here in our community! What kind of ventures are you particularly passionate about?" [Start with a friendly greeting and show genuine interest in their aspirations.] ● Personalized Approach & Guidance: "As a local realtor and business broker, I specialize in helping individuals like you find the perfect business match. I take a personalized approach, understanding your strengths, passions, and budget to guide you toward the best fit." Position yourself as their local guide and advisor.)
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● If they ask, where do you find these businesses? “I use multiple online platforms, but my true success comes from Off-Market Businesses. These are business owners that are ready to sell but have not yet pulled the trigger or don't know how to go about it”. ● Curiosity & Exploration: "Instead of bombarding you with listings, I'd love to learn more about your vision and what excites you. [Spark their curiosity and invite them to open about their ideal business.] ● Valuable Resources & Expertise: "Throughout the search process, I'll be your resource for market trends, financial analysis, and even connecting you with other entrepreneurs for insights. From finding the right business to navigating negotiations, I'm here to support you every step of the way." [Show your expertise and willingness to provide ongoing support.] Remember: ● Be enthusiastic and genuinely interested in their entrepreneurial journey. ● Focus on their motivations and goals, not just specific business types. ● Offer valuable insights and resources without overloading them with information. ● Maintain a friendly and supportive demeanor throughout the interaction. Leave a lasting impression as a trusted advisor they can rely on throughout their buying journey. By using this reverse selling approach, you can build trust and establish yourself as a valuable resource for individuals looking to buy small businesses in your community. This can lead to natural organic conversations about their specific interests and goals, potentially opening doors to successful business transactions and long-term collaborations. Bonus: ● Share success stories of buyers you've helped find their dream businesses, showcasing diverse outcomes and highlighting your track record. ● Host workshops or events focused on buying small businesses in your community, providing valuable information, and connecting potential buyers with local opportunities. ● Remember, building trust and relationships is key to success in business brokerage. Focus on providing genuine value and support, and the rest will follow organically.
I hope this script helps you connect with potential buyers and ignite their entrepreneurial journey within your vibrant community!
12. OUTSOURCED PRIVATE FIRMS: PAYROLL, HR, BENEFITS PROVIDERS **(WIN-WIN FOR ALL PARTIES) Part 1 - Building Rapport and Setting Expectations: ● Warm welcome and introduction: "Hi [Name], it's a pleasure to meet you! I'm [Your Name], I’m a Realtor with [Your Brokerage Name]. I'm always looking for ways to add value to my clients' lives beyond finding them their dream home." ● Express genuine interest: "I understand you work with [Company name], which provides [Briefly Outline Their Services, e.g., payroll, HR, benefits]. Would you mind sharing a bit about your role and how you help your clients?"
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● Set expectations: "Today, I'm not here to sell you anything. Instead, I want to explore a unique collaboration that benefits both of us. I believe I can help you reach new clients, and my program can enhance the value you offer your existing clients." Part 2 - Uncovering Client Engagement Opportunities: ● Ask about client retention strategies: "How do you currently keep your clients engaged and satisfied beyond fulfilling their initial needs? " ● Explore value-added services: "Do you offer additional services or insights that go beyond your core offerings, like referrals or financial resources?" ● Touch on client trust and loyalty: "Is building trust and fostering long-term relationships with your clients a key to your success?" Part 3 - Introducing Your Expertise and "AgentLeap" as the Bridge: ● Introduce your unique skills and services: "We are currently utilizing an exciting new community project for local businesses called the employee homeownership assistance program. It’s an innovative program designed to help employees achieve the dream of homeownership through education and financial services.” ● Explain how you connect with potential clients: "I leverage a network of trusted partners and utilize a program called "AgentLeap" that enables me to connect with qualified buyers seeking homes." ● Showcase tangible benefits: "By partnering with me, you can offer your clients valuable resources and connections to trusted agents who can help them find the perfect home, potentially leading to referrals, increased satisfaction, and stronger client loyalty." Part 4 - Addressing Doubts and Demonstrating Value: ● Be ready for skepticism: "I understand this might be a unique approach. What questions or concerns do you have about this potential collaboration?" ● Offer concrete examples: "For instance, I recently connected a client of mine wit h [Company name] which resulted in [Share a relevant success story, e.g., streamlining their payroll process]." ● Emphasize reciprocity and mutually beneficial outcomes: "This is a two-way street. Just as I can help you reach new clients, your expertise and services can add significant value for my clients, but also you currently have existing clients who can utilize our services, thus strengthening your relationship with them. Plus, you might have a list of companies you have been trying to get into. Let's combine forces to see if we can establish new clients together. This will create a win-win situation." Part 5 - Reverse Close and Next Steps: ● Summarize and rephrase their insights: "So, it seems you value [Identify Their Pain Points] and see potential in [Highlight how you can address them]. Is that accurate?" ● Extend a tailored invitation: "I'm confident we can create a mutually beneficial partnership. Would you be interested in a quick brainstorming session to explore specific ways we can collaborate and benefit each other's clients?"
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