This Script Will:

• Market A Listing With A Particular Emphasis On Encouraging The Buyers To Attend Your 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:

I recommend that you begin doing "group showings" before you try a Tour Of Homes. This will give you the feel for how the process works. You will definitely see the Gold Rush "Auction Effect" at work when you get three or more buyers into the property at the same time.

The showing of a single home rather than a tour is always a good idea if you have different priced listings in different areas. It does not make sense to have a tour where you take people from a $70,000 home that needs work to a $220,000 home in an executive area.

Using the program outlined here will enable you to get groups of people to the home. Many buyers who are already working with another agent will read your ad, call and listen to your script, and attend – either with or without their agent. This is, of course, very powerful and creates even more energy at the showing. If you simply keep the seller's best interest at heart, decisions are easy to make in any event.

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!

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.

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.

Because of the owner's schedule, 4084 Lucaya will be shown only twice a week, at the following times:

Thursday evening at 7:00 PM sharp and Sunday afternoon at 3:00 PM sharp.

You can see 4084 Lucaya Ct at those times, without an appointment. This is not an open house, but a showing. You don't need to call and make an appointment. If you're already working with another real estate agent, you can ask him to accompany you on the showing, or you may attend on your own, and we will respect your relationship with that agent.

This is a very informal showing. 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. I'll be handing out all the home loan information about how the zero down home loans work with specific examples of the different options available to you.

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.

I look forward to meeting you at 4084 Lucaya Ct this Thursday evening at 7:00 PM sharp or Sunday afternoon at 3:00 PM sharp.

Feel free to call me 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.

Thanks for calling, and best wishes in your home search. To replay this message, press 5.

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