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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