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9020
Market a Listing #2: Double-Duty Script To Market A Listing And Pick Up New Ready-To-Buy Buyers

This Script Will:

  • Market A Listing
  • Encourage The Buyer To Attend A Group Showing
  • Capture The Interest Of Buyers Who Are Not Interested In This Particular Listing And Create Desire For Them To Know More About Your Services.

The Marketing:

The power of this script comes from that fact that everybody "knows" that homes in Grandville cost $120,000 to $180,000 and that you need "at least" $10,000 to $20,000 to buy there.

This particular script shattered the advertising protection armor of buyers and resulted in a higher than full price sale in 4 days. The seller, the president of a bank, wrote me one heck of a testimonial letter.

The script works to create urgency to encourage the caller to attend the showing. Because the buyer knows that there is a group showing, if he is serious, he is more interested than ever, and may want to see it before the group showing. That's why these types of ads increase the number of showings from other Realtors.

Also, the group showing principle gives skeptical or cautious buyers "safety in numbers." They don't have to commit to an appointment with a Realtor where they know from experience that they will be made to feel obligated.

The Ad:

GRANDVILLE – Lovely executive home. Quiet street.
4 bedrooms, 3 baths. $160,000. Zero down payment.
24-hour free recorded message. U.S. Home. 555-1212.

The Script:

Thanks for calling Terry Hunefeld's US HomeLine. This is Terry Hunefeld.

On a very quiet street in Grandville, I have a lovely executive home for sale for $160,000. This is a spectacular home, but what is even more extraordinary is the fact that you can own it for zero down payment.

4084 Lucaya Ct is very spacious, with 2,307 square feet including 4 large bedrooms and 3 bathrooms. Living areas include an elegant formal living room, a main floor family room with fireplace and sliders to the patio, and a recreation room or children's playroom. 4084 Lucaya Ct is a lovely home - it's in perfect condition.

You'll thrill to the professional decorating and exquisite decor found in every room... from the sunny brand new fully-equipped oak kitchen to the 3 lovely bathrooms. Everything here has been completely updated. It's listed on the Grand Rapids Association of Realtors Multiple Listing Service with the highest possible rating... four A's!

(Note to members: The "4-A" rating is mine. I invented it. I put it in the remarks section of the listing card. I put 4-A on all my listings that are in great condition. It sets them apart from everything else in both the listing card and the ad and the script. This is a powerful marketing concept called pre-emptive positioning that we talk about in the $100,000 Weekends)

4084 Lucaya Ct has a big 2-1/2 car garage, central air conditioning, underground sprinkling, big entertainment deck, backyard patio, and a big quiet back yard, 135 feet deep.

Lucaya Ct is a tranquil cul-de-sac street - very safe for children playing outdoors... and it's located in a great neighborhood of well maintained homes. To find Lucaya Ct, go west off the 4100 block of Canal on 41st Street to Lucaya Ct and turn right.

Note: Every parent wants a safe, quiet street and neighborhood for their children. Children are the most important things in the life of your prospects. If you're not hitting this hot button in every script, you're missing the boat!)

The owners have been transferred to St. Joseph and wish they could take this home with them... over the past several years they have spent many thousands of dollars making their home perfect... and now you can benefit from their efforts.

You can see 4084 Lucaya Ct this Wednesday evening without an appoinment at 7:00 PM sharp. This is not an open house, but a showing. You don't need to call and make an appointment. You won't be asked to sign a guest book or in any way be made to feel obligated like at some real estate open houses. I'll be there to unlock the home at 6:55 PM and will be handing out all the home loan information about how the zero down home loans work.

Here's an option that you can test: Or, if you want more information right now, you can request a fax-on-demand with the zero down home loan information as well as a fact sheet on the home.

For more information, you can call me directly at 456-1930 anytime, 24 hours a day. If Lucaya Ct doesn't sound like the perfect home for you, I also know of three other homes in the Grandville area that qualify for my special zero down home loans.

My specialty is researching the very best buys in Grandville, listed by both my company and every other Realtor in the Grand Rapids area. Every night my computers automatically research all the new listings in Grandville entered into the Realtor Multiple Listing Service by all companies during the previous day. Then I review those listings and make recommendations to my clients about the five best buys available.

For information about these other homes, you can call me directly at 456-1930 anytime, 24 hours a day.

I am often asked how I can help buyers get such wonderful homes for such low down payments in areas like Grandville and Jenison. The answer is simple: It's my specialty. You see, there are over 85 different types of home loans. Most real estate companies use only 3 or 4 types of home loans, all with much higher down payments than I offer. Try calling any other real estate company and ask how much money you will need to buy a $120,000 to 160,000 home. They will tell you that you need at least $12,000 - $20,000. This just isn't true.

Then why do they say that?

It's because obtaining these great home loans takes a lot of work and knowledge. Other real estate companies just don't want to be bothered with all the regulations and paperwork involved with these surprisingly low down payment home loans. But I find that it's worth a little hassle to save my clients thousand of dollars up front, as well as more thousands of dollars when they own their home because of the lower monthly payments and interest rates that I know how to get for them.

If you've been frustrated by what other real estate companies say about how much homes cost or how much money you need for a down payment, give me a call and ask me about my free, no obligation HomeFinder service.

I'll tell you about the zero down payment home loans that I have available in the Grandville and Jenison areas. If you would like, I'll send you a copy of my weekly Hotlist of best the buys in Grandville and Jension. listed by both my company and every other Realtor®. With this list, you will know every week where the best homes are, when they were listed, when they sold, and for how much they were listed and sold for… all the information you need to help you get the feel of the market and then find the best buy on the best home for you – all with zero sales pressure or feelings of obligation.

Feel free to call me for advice anytime, 24 hours a day, at 456-1930. Just ask for me, Terry Hunefeld, and I promise to answer all of your questions – all without any obligation. To replay this message, press 5.

Thanks for calling, and best wishes in your home search.

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