Diploma ­ Instant Credibility Script 

                           ●  Can they TRUST YOU?  
                     ●  Are you GOOD at what you do?  
                         ● Do you care about them?  

So YOU know a little about who we are and how we are VERY qualified to help you 
reach your goal.... 

40 - We’ve been selling real estate for over 40 Years with CENTURY 21  
1st - We are the “1st Family” of CENTURY 21 bringing the Brand to Florida 
#1(2) -   CENTURY 21 is the #1 Real Estate Organization in the WORLD, 
                                ....and.... 
          CENTURY 21 Beggins is the #1 CENTURY 21 company in Florida 
5 -       We are recognized as the Top workplace in Tampa Bay 5 years running 
11 -     We have 11 locations to capture buyers for our YOU. 
350 -     We have over 350 highly trained sales people to find buyers for YOU. 
3000-    We will sell over 3000 properties this year 
98% -   We have over 98% satisfaction (Still working on the guy from Brandon) :) 

NOW .... knowing that you are in good hands… it’s all about YOU.... Let’s talk about 
how we can help YOU...  



SOI Script  


                               SPHERE OF INFLUENCE 
(Mirror/Match Introduction)______, its _______  This is a business call, do you have a quick minute for 
me? (_____)Wonderful! (We can catch up on personal stuff later.)  

As you know I’m with CENTURY 21 Beggins. We are the #1 CENTURY 21 company in the entire State and 
we are really proud of that, and Real Estate is Awesome right now and I have set REALLY HIGH GOALS 
for myself this year, and I really could use your help…  

Who do you know that is thinking about SELLING or BUYING Real Estate in the next 30/60/90 days. 
(_____)Great!  
(Chunk Down if they can’t think of anyone)  
Ok, who can you think of in your (office, church group, family, neighborhood) that may be thinking 
about moving soon.  
(Who do you know that’s getting married, divorced, Job transfer, having kids, etc)  (_____) Great!  

It would be OK if I called them …right. What’s their contact info______________________________. 
(WRITE CONTACT INFO) 

                         plan on moving/buying investment property. (_____)Terrific!   
By the way, when do YOU 
(Set Appointment/Set them up on listing book/Confirm their Email Address for Business Builder 
campaign...etc.)   
Thank you SO much… I’ll check in with you periodically to see who you know who is interested, okay. 
(_____) Great! Have a great day!  



                     SPHERE OF INFLUENCE - Follow-Up 

(Mirror/Match Introduction)It’s (_____) I was thinking about our last conversation and I was wondering, 
who did you see, hear about, or think of who is selling or buying real estate in the next 30/60/90 days. 
(_____) (Great)  

If they have a lead…. 
Thanks! What’s their number? _______________________(Record number) Awesome! I’ll give them a call! I 
really appreciate your help and I know you are going to keep looking for me...right! 

Excellent! Talk to you soon. Have a great day!  

If they don’t have a lead for you yet...  
No Problem, I know you’ll keep looking for me, right… Thanks!   (_____)   


  
Expired Listing Script  


(                           ) … I’m ______ from CENTURY 21 Beggins... The reason I’m here ( or calling) is your 
Mirror/Match Introduction 
property came up on our computer as an expired listing and what I am curious about is … when I can 
interview for the job of getting this property sold for you… You do still want to SELL YOUR PROPERTY 
right...  

Let me ask you: (REMEMBER TO FIND WAYS TO CONNECT)  

                                                           Wow! ( Find a way to Connect)  
If you sold this property … where would you go next.  (_____) 

                                           Ouch!  
How soon do you have to be there. (_____) 

                                                             Really!  
What do you think stopped your property from selling. (_____) 

                                                                     Great!  
How did you happen to pick the last company that you listed with. (_____) 

                                                     You’re kidding!  
What did that company do that you liked best. (_____) 

What do you feel they should have done to get your property sold                 OK  
                                                                 for you. (_____) 

                                                                      Terrific!  
What will you expect from the next company that you choose.  (_____) 

                                                        Wonderful!  
Have you already chosen a company to work with. (_____) 

Let’s do this… let me show you what your house is REALLY worth in today’s market and … show you the tools 
that only CENTURY 21 BEGGINS has … that allow us to sell 20-30 homes a day which is more than any of our 
competitors. You do expect the best...right.  

This way at least you REALLY ...know your options...                      , it makes sense...if it doesn’t, it 
                                                    and if it makes sense 
doesn’t.   

The worst case scenario is...you’ll know what your house is REALLY going to sell for… and that will be nice to 
know, right.  

So… What would be the best time for me to come back with today’s real value, show you how much money you 
would put in your pocket and interview for the job of selling your property.  

Either you will like what I have to say and want to … hire us                                 ...and either one is 
                                                         … or you won’t want to... hire us 
fine.  

What’s better for you (_____)           . Fantastic!!! See you then!  
                            or (_____) 

When can I take a look around to ensure that I fully understand your property so I can ...maximize your value 
                                                                                                        … 
Now since I’m here...or ___ or ___ at ___.  




For Sale By Owner Script  


     (__)                                                                                           Great!  
         Mirror/Match intoduction 
                                    , I’m here (calling) about the home for sale is it still available (___) 
     I’m (_____) 
                 with CENTURY 21 Beggins, and I know you are going to try it on your own for a little while... 
     and I’m here to interview for the job when you are ready and that’s why … I’m curious…  when’s the next 
     time you have free to... INTERVIEW CENTURY 21 BEGGINS 
                                                                 for the job of getting your property sold! 
             Ok!  
     (_____) 

1.                                                           Great.  
     If you sold this home, where would you go next. (_____) 
2.                                              No Problem.  
     How soon do you have to be there. (_____) 
3.   How long have you been trying to sell your property                      OK.   
                                                         on your own. (_____) 
4.                                     in the next 30 days, would that be OK. (______) Great.  
     If we were able to sell your home 
5.                                                                 Interesting!  
     What methods are you using for marketing your home. (_____) 
6.                                                 OK!  
     How did you determine your sales price. (_____) 
7.   Are you prepared to adjust your price down                                   Great.  
                                                  when working with a buyer. (_____) 
8.   Why did you decide to sell yourself rather than to hire the best 
                                                                   Real Estate Company. (_____) 
     Understandable.  
9.   If you were to hire the best Company                                                          for 
                                            what would you expect us to do to get your property sold 
                 Excellent!  
     you. (_____) 
10.  When do you think you will at least interview me and CENTURY 21 BEGGINS 
                                                                                   for the job of selling your 
                   Wonderful! (If NO APPT is set)  
     home. (_____) 
11.  What would have to happen to cause you to make the decision                               CENTURY 
                                                                    to HIRE THE BEST COMPANY 
     21 Beggins for the job of selling your property. (_____) 
                                                          OK! 

12.  Let’s do this let me show you what your house is REALLY worth in today’s market and show you the tools 
     that only CENTURY 21 BEGGINS has that allow us to sell 20-30 homes a day which is more than any of 
     our competitors. You do expect the best                  . Of course!  
                                             don’t you. (_____) 
13.  This way at least you REALLY... know your options and if … it makes sense 
                                                                                 ... it makes sense. If it 
     doesn’t... it doesn’t. Either way let’s find out 
                                                .  
14. The worst case scenario is you’ll know what your house is REALLY going to sell for. That will be nice to 
                    RIGHT!  
     know. (_____) 
15.  So what would be the best time for me to come back by with today’s real value, show you how much 
     you would put in your pocket and interview for the job of selling your property.  
16. Either you will like what I have to say and want to... hire us                                 … and 
                                                                … or you won’t want to... hire us 
     either one is fine. What’s better for you (_____)            Fantastic!!!   
                                                    or (_____) 

17.  In order to maximize the value for you and do the best job when would be a good time for me to take a look 
     at your home. NOW … since I’m here or (_____)            at (_____) 
                                                       or (_____)           . Great.  
     (Get Phone # and Email address) 


 

                  “5-5-10-Preview”  Just Listed/Just Sold  
                     Door Knock Script  


____(Mirror/Match Introduction) …. I’m (_____) 
                                               with CENTURY 21 Beggins. The reason I’m here is I just looked 
at the property over on (_____)              bedrooms and (_____)                                 .   
                             it has (_____)                      baths and it sold/listed for $(_____) 

I’m curious...who do you know that might be interested in moving to OUR area! (_____) 
                                                                               . (Pick your own 
neighbor)!  
The _(area)_ 
            market is heating up, we are selling about 20-30 houses a day as a company, mortgage rates are 
low and the inventory VERY limited so it’s a great time to move up, move down or move around.  

So … I was wondering:  
   ●   When do you plan on moving. (_____) 
                                             Terrific! 

   ●   How long have you lived at this address.  (_____) 
                                                     Great! 

   ●   Where did you move from. (_____) 
                                        Good for You! 

   ●   How did you happen to pick this area. (_____) 
                                                  Excellent! / Ouch! 

   ●   I know you said you weren’t going to move but I’m curious, if you were to move (hypothetically), where 
       would you go next. (_____) 

              ***KEEP ASKING UNTIL YOU GET AN ANSWER!!!!!*** 
              (Bigger house/Smaller House/ Condo/ In Florida/ Out of State/etc.)  

   ●                                                   Fantastic!  
       And when would that be (“Hypothetically”) (_____) 
   ●   You’re probably curious as to what your properties REALLY worth in today’s  rising market, aren’t you?  

   ●  Let’s do this let me show you what your house is REALLY worth in today’s market and show you 
       the tools that only CENTURY 21 BEGGINS has that allow us to sell 20-30 homes a day which is 
       more than any of our competitors. You do expect the best don’t you. (_____) 
                                                                                    . Of course! 

   ●  This way at least you REALLY... know your options and if … it makes sense 
                                                                                    ... it makes sense. If 
       it doesn’t... it doesn’t. Either way let’s find out 
                                                     .  

   ●  The worst case scenario is you’ll know what your house is REALLY going to sell for. That will be nice 
       to know. (_____) 
                         RIGHT! 

   ●  So what would be the best time for me to come back by with today’s real value, show you how 
       much you would put in your pocket and interview for the job of selling your property.  
   ●  Either you will like what I have to say and want to... hire us                                  … 
                                                                   … or you won’t want to... hire us 
       and either one is fine. What’s better for you (_____)            Fantastic!!!   
                                                           or (_____) 

   ●  In order to maximize the value for you and do the best job when would be a good time for me to 
       take a look at your home. NOW … since I’m here or (_____)            at (_____) 
                                                                     or (_____)           . Great.  

 

(Get Phone # and Email address) 


 

    Property Wizard Farming Script  


___(Mirror/Match Introduction)..... I’m (_____) 
                                                 with CENTURY 21 Beggins. I am delivering the latest 
edition of the Property Wizard to keep you informed on Real estate activity in OUR neighborhood.  
(There is a new listing /a recent sale/an open house/etc. (Find something of interest to discuss with them)  

I’m curious. Who do you know that might be interested in moving into OUR area?  

The _(area)_ 
             market is heating up, we are selling about 20-30 houses a day as a company, mortgage 
rates are low and the inventory VERY limited so it’s a great time to move up, move down or just 
move around town.   

So I was wondering:  
   ●  When do you plan on moving?  (_____) 
                                             Terrific! 

   ●  How long have you lived at this address? (_____) 
                                                        Great! 

   ●  Where did you move from? (_____) 
                                         Good for You! 

   ●                                                Excellent! / Ouch!  
       How did you happen to pick this area?  (_____) 

   ●  I know you said you weren’t going to move but I’m curious. If you were to move (hypothetically) 
      where would you go next? (_____)                                                  Fantastic!  
                                         And when would that be (“Hypothetically”)? (_____) 

             ***KEEP ASKING UNTIL YOU GET AN ANSWER!!!!!*** 
      (Bigger house/Smaller House/ Condo/ In Florida/ Out of State/etc.)  

   ●  You’re probably curious as to what your property is REALLY worth in today’s rising market, aren’t 
      you.    ****(If they are curious- continue)**** (If not leave them with positive impression) 
   ● Let’s do this let me show you what your house is REALLY worth in today’s market and show you 
      the tools that only CENTURY 21 BEGGINS has that allow us to sell 20-30 homes a day which is 
      more than any of our competitors. You do expect the best                  . Of course!  
                                                               don’t you. (_____) 
   ● This way at least you REALLY... know your options and if … it makes sense 
                                                                                 ... it makes sense. If 
      it doesn’t... it doesn’t. Either way let’s find out 
                                                   .  
   ● The worst case scenario is you’ll know what your house is REALLY going to sell for. That will be nice 
                        RIGHT!  
      to know. (_____) 
   ● So what would be the best time for me to come back by with today’s real value, show you how 
      much you would put in your pocket and interview for the job of selling your property.  
   ● Either you will like what I have to say and want to... hire us                                 … 
                                                                 … or you won’t want to... hire us 
      and either one is fine. What’s better for you (_____)            Fantastic!!!   
                                                         or (_____) 

   ● In order to maximize the value for you and do the best job when would be a good time for me to 
      take a look at your home. NOW … since I’m here or (_____)            at (_____) 
                                                                   or (_____)           . Great.  
(Get Phone # and Email address) 





 
      Vacant Land Prospecting Script 

(Mirror/Match introduction)  ______ This is _______.... _______this is _____ with 
CENTURY 21 Beggins …The reason that I’m calling is I know you have that piece of property 
over on ________...what a beautiful piece of property you have over there. I am working with 
a couple of people who are really looking for some vacant land right now to actually build some 
homes…. and I was wondering when would be a great time to actually realize a return on your 
investment on the property… 

If you are at least interested and would... consider an offer 
                                                           …let me work to bring you one… 

Why did you buy it originally…What was your plan…_____________ 
What I’m going to do for you is come back and show you what it’s really worth right now and 
show it to my investors and show you what it’s worth to them. 
If that number make sense..great..then we can work together..if their value doesn’t work then 
we also have an amazing global reach to find other end user buyers and we can see what we 
can do...to...maximize your return 
                                   ... 

Either way…let me show you what it’s worth today…and I can show you what a quick and 
painless sale would look like…and I can also show you what a worldwide exposure sale would 
look like…ok____ 

What’s your email address so I can send you the information once I get it..and I can call you to 
review it…. _____________________ 

Thanks for your time and I’ll give you call and send you the information soon. Let’s see what we 
can do to monetize that investment for you.  

  



        Facebook Private Message Script 


Hey  ______! 
It's been a while! Looks like you are doing well from checking out your wall! (Mention 

something you saw on their wall to CONNECT with)... I wanted to remind you that I 

am working hard with CENTURY 21 Beggins (#1 CENTURY 21 in Florida) and LOVE 

representing and protecting friends and friends of friends who want to buy or sell real 

estate! Who do you know that is thinking about buying or selling soon?  

(Anyone getting married/divorced/having kids/job transfers/ downsizing/ upsizing/ 

thinking about investing?) Your referral would mean so much to me and will take great 

care of anyone you send me! I have really high goals for myself this year and could 

really use your help in reaching them! Thank you and let's catch up soon! 


Listing Prequalification Script 

(Mirror/Match Introduction 
                              ) it’s (________________) with CENTURY 21 Beggins…I’m just calling to 
confirm our appointment at (______) on (____)…does that still work for you. 

Excellent…in order to make the most efficient use of our time…I’d like to confirm some information and 
ask you a few questions… 

If what I say makes sense, and you …feel confident and comfortable                   ​your      ​ 
                                                                      … that I can … sell​     ​      … 
                                                                                              ​home 
… when I come out on ____at ______. Excellent! 
are you planning to … hire​           ​   ​         ​ 
                          ​CENTURY    ​Beggins 
                                     ​21 

Are you interviewing more than one agent for the job of selling your home..... (Upswing 
                                                                                     ) 

(IF YOU HAVE NOT PREVIEWED THE PROPERTY YET….) 
Prior to our meeting, I need to take a quick look at the property so I can give you the most accurate 
pricing information and drop off some information for you. The preview will take less than 15 minutes. 
When can you meet me at the property.. (    
                                           ) Super! 

Will all of the decision-makers…be at our meeting 
                                                 ….I want to be sure that I bring information for 
everyone.    (    
                 ) Super! 

Tell me again...where will you be moving to.…(  
                                               ) Terrific! 

In a perfect world… what would be the ideal date for us to close the sale. (     
                                                                             ) Great!  

What do you feel is the approximate value of the property. (     
                                                              ) Really! 

And do you plan to…hire CENTURY 21 Beggins                      … at that price. (   
                                               … to… sell your home                  )  

Do you need to…sell this property                              …for you(______)  Great! 
                                  …in order to… make the move 

Will your plans change if …you can’t get your price                          Ouch! 
                                                   … for the property. (        ) 

How much do you owe on the property.(       
                                           ) Super 

Will you help finance the home for the buyer…or do you want your cash out.. 

(If you have already previewed the property...omit this 
                                                     )  
Please … in your words… briefly describe the property for me (I will see the details when I come out to 
preview it) _____________________________________ 

Have there been any recent improvements to the property. (      
                                                              ) Great! 
_____ Yes – Wonderful…would you tell me what they are.  (     ) 
                                                               Great! 
_____ No – Are any needed. (     
                                ) Great! 



Knowing what you know about your neighborhood, on a scale of 1 to 10 with “10” being    Model 
Perfect…how would you rate the overall condition of the property.    (     _     
                                                                                ) Super! 

What would make it a 10. (          
                                   ) Excellent! 

Is there anything else I should know before our meeting. (       
                                                                )Great! 

Do you have any questions before I arrive .. 

I’m going to send you a link to a brief overview presentation for you to watch before I arrive…will you take 
a few moments and watch it for me…it’s a link in an email that’s going to take you to a brief presentation 
to show you what we are going to do for you…it will save us a lot of time before we meet…your e-mail 
address is (_______________) (Repeat​  ​     ​  ​       ​          ​  
                                        ​it      ​to        ​accuracy) 
                                          ​back   ​ensure 

I will be sending over a package of information…It will make our meeting even more productive… (It will 
have our listing agreement and some marketing materials in it) I need you to take a few moments to… 
…. Ok. 
review​  ​ 
        ​it 

Great.  Thanks for taking the time to review all this information…it’ll make our meeting much more 
productive.  I look forward to seeing you _______ for the preview appointment and _____ for the 
marketing and pricing presentation. 

In the meantime, please …give me a call… if you need anything or have any questions. I think you’ll … be 
very pleased 
               … with the outcome of our meeting. 

 
The Beggins Listing Presentation Script 

Thanks​ ​again​ ​for​ ​having​ ​me​ ​over​ ​…​ ​so​ ​you​ ​know​ ​…​ ​our​ ​meeting​ ​should​ ​only​ ​take​ ​between​ ​​five​ ​​and 
twenty​ ​five​ ​​minutes.​ ​​ ​Let’s​ ​go​ ​have​ ​a​ ​seat​ ​at​ ​the​ ​Kitchen​ ​table… 

                      ____​ ​I​ ​wrote​ ​down​ ​​three​​ ​…​ ​​real​ ​important​ ​​questions​ ​for​ ​you​ ​… 

Number​ ​1​ ​​…​ ​Have​ ​you​ ​​absolutely​ ​​decided​ ​to​ ​…​​ ​​                         ​ ​​…​ ​now.​ ​​ ​​ ​__________ 
                                                               sell​ ​your​ ​property​ 

Number​ ​2​ ​​…​ ​Will​ ​you​ ​…​ ​​price​ ​your​ ​property​ ​to​ ​sell​ ​​ 
                                                                      …versus​ ​the​ ​competition​ ​… 
or...​ ​do​ ​you​ ​want​ ​to​ ​price​ ​it​ ​so​ ​it​ ​sits​ ​on​ ​the​ ​market​ ​for​ ​a​ ​long​ ​time...​ ​(______) 

Number​ ​3​ ​​…​ ​(And​ ​it’s​ ​OK​ ​to​ ​​Say​ ​“YES”​ ​​to​ ​this​ ​one) 
          Do​ ​you​ ​…​ ​​Want​ ​CENTURY​ ​21​ ​Beggins​ 
                                                              ​ ​​…​ ​to​ ​handle​ ​the​ ​sale​ ​for​ ​you.​ ​(__________)​ ​​Great! 
                    ***If​ ​they​ ​say​ ​yes,​ ​Go​ ​to​ ​the​ ​PRICING​ ​and​ ​​SIGN​ ​THE​ ​CONTRACT​, 
                             If​ ​“No”​ ​or​ ​they​ ​are​ ​not​ ​sure​ ​yet…​ ​then​ ​continue​ ​on!*** 

1.​ ​_________at​ ​the​ ​end​ ​of​ ​my​ ​presentation​ ​tonight​ ​…​ ​​one​ ​​…​ ​of​ ​​three​ ​​things​ ​will​ ​happen​ ​… 

Number​ ​1​ ​​…You’ll​ ​have​ ​the​ ​opportunity​ ​to​ ​…​ ​​HIRE​ ​CENTURY​ ​21​ ​BEGGIN​ 
                                                                                                 S​ ​​…or... 

Number​ ​2​ ​​…You’ll​ ​decide​ ​not​ ​to​ ​…​ ​​HIRE​ ​CENTURY​ ​21​ ​BEGGINS​ 
                                                                                      …​ ​and 

Number​ ​3​ ​​…​ ​We’ll​ ​decide​ ​not​ ​to​ ​…​ ​​Market​ ​Your​ ​Property​ 
                                                                            …​ ​anyone​ ​is​ ​fine.​ ​(This​ ​will​ ​only​ ​happen 
if​ ​we​ ​can’t​ ​come​ ​to​ ​agreement​ ​on​ ​price​ ​and​ ​terms) 

2.​ ​Let’s​ ​​quickly​ ​​take​ ​a​ ​moment​ ​to​ ​​review​ ​​the​ ​questions​ ​​I​ ​​asked​ ​you​ ​over​ ​the​ ​phone… 

    a) You​ ​​said​ ​​you​ ​were​ ​moving​ ​to​ ​(___________________)​ ​Right. 

    b) And​ ​you​ ​said​ ​you​ ​have​ ​to​ ​​be​ ​there​ ​​by​ ​(______________)​ ​Correct. 

    c) You​ ​think​ ​you​ ​​would​ ​​like​ ​to​ ​price​ ​your​ ​property​ ​at​ ​(________________)​ ​Right. 

    d) And​ ​…​ ​you​ ​said​ ​you​ ​​owe​ ​​(_________________)​ ​…​ ​Right. 

    e) And​ ​…​ ​you​ ​did​ ​(did​ ​not)​ ​want​ ​your​ ​hold​ ​seller​ ​financing​ ​…(___________________)​ ​Correct. 
 


3.​ ​Did​ ​you​ ​have​ ​the​ ​opportunity​ ​to​ ​watch​ ​the​ ​presentation​ ​that​ ​I​ ​emailed​ ​to​ ​you. 

-YES-​ ​​Great!​ ​​What​ ​did​ ​you​ ​think​ ​about​ ​it..what​ ​was​ ​your​ ​​favorite​ ​part​. 

-NO-​ ​No​ ​Problem.​ ​Let’s​ ​take​ ​this​ ​opportunity​ ​to​ ​watch​ ​it​ ​together,  


4.​ ​Now​ ​______…​ ​there​ ​are​ ​really​ ​only​ ​​two​ ​issues​ ​​we​ ​have​ ​to​ ​look​ ​at​ ​today​ ​…​ ​​number​ ​one​ ​​…​ ​your 
motivation​ ​to​ ​…​ ​​sell​ ​your​ ​property​ 
                                              ​ ​​…​ ​and​ ​…​ ​​number​ ​two​ ​​…​ ​the​ ​​price​ ​​we​ ​set​ ​on​ ​your​ ​property​ ​…  

Now​ ​…​ ​It’s​ ​​important​ ​​that​ ​you​ ​understand​ ​…​ ​these​ ​are​ ​the​ ​​only​ ​two​ ​issues​ ​​in​ ​selling​ ​real​ ​estate 
today​ ​…​ ​are​ ​we​ ​clear​ ​on​ ​that​ ​…​ ​​Great! 

5. I​ ​have​ ​prepared​ ​what​ ​we​ ​call​ ​a​ ​​Strategic​ ​Pricing​ ​Analysis​…There​ ​are​ ​​2​ ​parts​ ​​to​ ​this 
research…​Part​ ​1…we​ ​call​ ​…”Fantasy​ ​Land,”​…what​ ​homeowners​ ​list​ ​homes​ ​for…​ ​​Part​ ​2…we 
call…“Reality,”​…​ ​what​ ​real​ ​estate​ ​professionals...​like​ ​me​ 
                                                                           ...​ ​​list​ ​and​ ​sell​ ​homes​ ​for​…​ ​We’re 
going​ ​to​ ​have​ ​to…​decide​ ​tonight​ 
                                           …​ ​where​ ​you’re​ ​going​ ​to​ ​spend​ ​your​ ​time… 

6. The​ ​purpose​ ​of​ ​the​ ​​Strategic​ ​Pricing​ ​Analysis​ ​​…is​ ​to​ ​determine​ ​the​ ​​value​ ​​of​ ​your​ ​home…​in 
the​ ​eyes​ ​of​ ​the​ ​BUYER​.​ ​Do​ ​you​ ​know​ ​how​ ​​Buyers​ ​​determine​ ​value?​ ​(_____________________) 

Buyers​ ​determine​ ​value​ ​by​ ​​comparison​ ​shopping​.​ ​They​ ​look​ ​at​ ​the​ ​price​ ​of​ ​​your​ ​​home​ ​based​ ​on 
its​ ​​features​ ​and​ ​benefits​,​ ​and​ ​they​ ​​compare​ ​it​ ​​with​ ​the​ ​​features​ ​and​ ​benefits​ ​of​ ​similar 
homes​ ​​that​ ​have​ ​​sold​ ​recently​ ​​or​ ​are​ ​​currently​ ​on​ ​the​ ​market​.​ ​Does​ ​that​ ​make​ ​sense.. 


7. What​ ​we​ ​have​ ​found​ ​is…that​ ​if​ ​you​ ​want​ ​to​ ​​increase​ ​VALUE​:​ ​You​ ​need​ ​to​ ​either 

          A) Lower​ ​the​ ​price​…or… 

          B)​ ​​Have​ ​more​ ​features​ ​and​ ​benefits​…for​ ​the​ ​​same​ ​price​.​ ​​ ​Does​ ​that​ ​make​ ​sense.. 

8. So…unless​ ​you’re​ ​planning​ ​to​ ​​add​ ​more​ ​features/benefits​ ​​to​ ​your​ ​home…Are​ ​you?​ ​(NO.)​ ​Then 
…​price​ ​is​ ​the​ ​only​ ​issue​.​ ​Can​ ​I​ ​show​ ​you​ ​what​ ​I​ ​mean.​ ​Let’s​ ​look​ ​at​ ​the​ ​Strategic​ ​Pricing​ ​Analysis 
that​ ​I​ ​prepared​ ​for​ ​you… 





9.​ ​​We​ ​are​ ​going​ ​to​ ​compare​ ​your​ ​property​ ​with: 
                 (5)​ ​Active​ ​properties​ ​(Current​ ​competition)​ ​​ ​-​ ​What​ ​Buyers​ ​Can​ ​Pay.  
                 (5)​ ​Sold​ ​-​ ​What​ ​Buyers​ ​Did​ ​Pay. 
                 (5)​ ​Expired/Withdrawn-​ ​What​ ​Buyers​ ​Refused​ ​to​ ​Pay. 

10.​ ​Here​ ​are​ ​my​ ​questions​ ​for​ ​you. 
                          (Do​ ​this​ ​for​ ​ACTIVES​ ​1st,​ ​SOLDS​ ​2nd,​ ​and​ ​EXPIREDS​ ​3rd) 

11.​ ​What’s​ ​the​ ​​most​ ​expensive​ ​home​​ ​we​ ​are​ ​competing​ ​with​ ​(ACTIVE)(SOLD)​ ​(EXPIRED)… 
CIRCLE​ ​THEIR​ ​ANSWER 

12.​ ​What’s​ ​the​ ​​least​ ​expensive​ ​home​​ ​we​ ​are​ ​competing​ ​with​ ​(ACTIVE)​ ​(SOLD)​ ​(EXPIRED)… 
CIRCLE​ ​THEIR​ ​ANSWER 

13.​ ​Which​ ​home​ ​is​ ​​most​ ​similar​ ​to​ ​yours​…​ ​(ACTIVE)​ ​(SOLD)​ ​(EXPIRED)... 
CIRCLE​ ​THEIR​ ​ANSWER 
                                            ________________________ 



You​ ​said​ ​that​ ​you​ ​would​ ​like​ ​to​ ​have​ ​this​ ​property​ ​sold​ ​by​ ​________,​ ​right... 


 OK.​ ​Let’s​ ​review​ ​our​ ​Seller’s​ ​Cost​ ​Estimator​ ​to​ ​see​ ​how​ ​much​ ​money​ ​you​ ​will​ ​put​ ​in​ ​your 
                                  pocket​ ​in​ ​the​ ​time​ ​frame​ ​that​ ​you​ ​want. 


                           Here​ ​is​ ​the​ ​range​ ​of​ ​values​ ​where​ ​your​ ​home​ ​should​ ​sell. 

                        Pricing​ ​​towards​ ​the​ ​left​ ​side​​ ​will​ ​result​ ​in​ ​a​ ​​SLOWER​ ​sale.  
                        Pricing​ ​​towards​ ​the​ ​right​ ​side​​ ​will​ ​result​ ​in​ ​a​ ​​FASTER​ ​sale.   
           Pricing​ ​​towards​ ​the​ ​middle​​ ​will​ ​result​ ​in​ ​a​ ​sale​ ​in​ ​the​ ​​AVERAGE​​ ​time​ ​on​ ​market. 


Now​ ​that​ ​you’ve​ ​seen​ ​these​ ​prices….what​ ​price​ ​do​ ​​you​​ ​feel​​ ​​we​ ​should​ ​use…to...​​ ​get​ ​this​ ​property 
sold​ 
     ...​ ​for​ ​you​ ​in​ ​​your​​ ​timeframe….​ ​___________________ 

Great.​ ​I​ ​will​ ​write​ ​that​ ​price​ ​in​ ​the​ ​listing​ ​agreement​ ​and​ ​let’s​ ​simply​ ​...​SIGN​ ​THE 
CONTRACT​                                               ... 
               …​and...​let’s​ ​get​ ​your​ ​property​ ​sold​ 


 Buyer Pre Qualification Script 

Hi, this is________________________     
                                          with CENTURY 21 Beggins 

The reason I’m calling is to …SET/CONFIRM our appointment…to get you into your next property... 
Would____ Or____work better for you.  _______ 

In order to make the most efficient use of our time…and provide you with the best service, I’d like to 
confirm some information and ask you a few questions prior to our meeting, Okay._____(Super) 

Buyer’s who … get pre-approved for a mortgage 
                                                   … are in a much better negotiating position than those 
who don’t … Have you, by any chance, already arranged financing for your new property._____(Good) 

If YES – Good for you! What lender are you working with.        
                                                              Super! 
Let me do you a favor … let’s see if our in house loan officer might be able to help you to … get a better 
rate 
    … I will have him/her call you when we are finished… 

If NO - Our In-House Loan Officers work with over 500 lenders to get you the best loan program.  I will 
have one of our loan officers call you later today… 

And, how much of a down payment do you plan to invest. __________Great! 

And, what price ranges are you entertaining.  $                      Super! 
                                                      To $      . 

Ideally, when would you like to move into your new home.       
                                                               Great! 

Do you have to sell the property you are in now before you buy the new on… 

I’m going to be sending you a link to a very brief overview presentation that I’d like you to watch before 
our meeting… 

Let me confirm your e-mail address.____________________________ 

I’m also going to send you a link to a cool service that I actually pay for …for you… which is going to send 
you daily updates of everything new that hits the inventory…that matches your criteria…its going to allow 
you to have a great understanding between now and the time anything new comes on the market before 
(_________). 

When we get together, we’re going to review all of your options as far as location…style of 
home…amenities…neighborhoods…everything you can possibly think of. In order to …save    time 
                                                                                         us     … I’d like 
to ask you to …complete our Lifestyle Profile 
                                               … it will tell me your wants and needs better…so I can do 
the VERY BEST JOB for you. I’ll e-mail it to you. (__) GREAT! 
What you are going to find is that we have a very thorough system for finding the right home for each of 
our clients.  Quite frankly…I think it’s the best system in the industry.  When we get together on 
____________ 
              , we’ll review the entire process and I’ll answer any questions that you may have.  

  

By the way, CENTURY 21 Beggins is the only real estate firm in the nation to provide our clients with her 
or his “Finest Real Estate Experience”  GUARANTEED! 
                                                            If for any reason you are dissatisfied with our 
service, my company will actually pay you!! That’s how sure we are that we are the best.  I can’t wait to 
prove it to you!...Have a Great Day! Buy now.