Circle Prospecting for your Buyers

Are you feeling stuck with your buyers looking for a new home? With inventory so low, it can seem like an impossible task to find the perfect place. We understand how frustrating it is when you have customers who really need a specific type of house and there just isn’t anything that fits their criteria. But fear not! It’s time to put on your superhero cape and come to the rescue! In this blog post, we’ll discuss some ideas and tools that will help make sure even in these tough times you look like the hero helping your clients find their dream homes. Keep reading to see if any of our ideas could work for you!

“Conversational” Circle Prospecting Script

• Hi, is this [FIRST NAME]? 

• Hey [FIRST NAME], this is ____________. I’m a real estate professional in the area. I hope you’re having a great day!

• [FIRST NAME], I’m calling today because there has been interest in your neighborhood and
  • I’m wondering WHO YOU KNOW that might be thinking of making a move this year?
    • That’s okay, thanks for thinking about it for me. 

• Just out of curiosity, when do YOU plan on moving? (If they don’t really tell you then – )
  • How long have you lived in the neighborhood?
  • Where did you move here from?
  • How did you happen to pick THIS area?
  • So, if you were to make a move… where would you go next? And when would that be?

• GET EVERYONE’S EMAIL!!!
  • [FIRST NAME], I really appreciate your time today. You know, once every month, I send a market update to some of the neighbors to help keep their finger on the pulse of the market.
    • Would you like to receive that?
      • Great, what’s a good email I can send it to?
        • Fantastic, thanks so much for your time today. Enjoy the report! 

At any point they identify themselves as a potential Nurture, skip to Nurture Criteria Questions

Be willing to play the Hang-Up game. The first couple times you ask, you will get a reflex-No. The more conversational you are, and the deeper you dig, the higher the chance they will tell you their true plans to sell. 

Nurture Criteria Questions

1. Motivation – What’s got you thinking about making a move? (Dig 3 layers deep)
   1. What will that do for you?
   2. What’s important about that to you?
   3. Tell me more about that
   2. Motivation must be REAL and not just wanting to “test the market”
      1. If price is the motivation. Dig Deeper. 
         1. What price would motivate you to make a move?
         2. How much do you owe on the property?
         3. What will you be using the proceeds from the sale?
      2. If a different/bigger/smaller Home is the motivation. Dig Deeper.
         1. What would your ideal home look like? 
         2. Will you want to stay in this area?
         3. What do you like best about your current home?
         4. What do you like least about your current home? 
2. Time Frame – When do you see yourself being ready to make the move?
   1. If unsure about the time frame. Dig Deeper.
      1. What about that time frame is important to you?
      2. Are there circumstances that would enable you to make this happen sooner for you and your family? 
      3. Are there circumstances that would prohibit you from making this move happen?
3. Willing to Meet – I’m assuming your not already committed to another Realtor, correct?
4. Contact info – I’m going to have my assistant send you our info just in case you want to talk sooner. That way you’ll have it. What’s the best email address I can send that to?
5. Seller-directed follow up – I’d like to have an agent follow up when you are ready to talk more seriously about it. When would be the best time for that?

Objections

• How did you get my number?
  • You know, our technology team pulled this list together for me. Somehow your number was associated with this address through public records.
    • If they are upset – [FIRST NAME], I understand. . I will remove your number right now and you won’t receive another call from me. 
    • If they are just curious – Continue to ask questions
• Are you a licensed Realtor?
  • No, I assist a Realtor. 
• I have an agent already
  • Have you signed a contract with them yet?
    • If no – Great. I understand wanting to work with someone you are already familiar with. Just out of curiosity, would that relationship trump superior track record and skill? 
    • If yes – get off the phone
• If they ask real estate specific questions (Pricing/Tax Information/Market Related Information. 
  • [FIRST NAME], since I assist the Realtor, it might make sense for me to have them contact you directly to help out. In order to prepare them for that conversation, (go back to the nurture criteria questions)

When the prospect continues to question you or be agitated, your ONLY response should be humble, apologetic, and assuring that you won’t contact them again.  Never attempt to engage in debate with an upset prospect. 

Bonus Pro Tips

• Do not say a particular group you are calling from. If you are pushed on it, say you are with your Brokerage.
• If someone is really upset, and you are unable to calm a prospect down, let them know your manager will call them. Send to 
• If someone is ready to meet and all nurture criteria is met, and they are ready to list their home. Simply say: “It sounds like we should go ahead and meet now. Are afternoons or evenings typically better for you?” 
• SMILE. They can feel your energy. 
• Avoid Filler Words. Um, you know, like… etc. 
• When in doubt of what to say. ASK AN OPEN ENDED QUESTION!
• The prospect should be doing 80% of the talking. By asking questions you control the conversation.