Read time: 2 minutes
The Neighbour in your street script
One of the easiest appraisal setups and one that I personally use frequently is the neighbour in your street script.
STOP – don’t skip reading. We know you’ve seen countless fliers, letters and scripts like this before. However there are a few key aspects to the success of this script, and can I tell you – it just works.
The basic premise for this call is that you’re calling your client informing them that you are going to be in the street to do an appraisal for someone else in their street, and offering them an appraisal while you’re there. It can look a little something like this:
“Hi Mr Client, it’s XXX from the real estate – I won’t keep you long. How are you today?”
“Not so bad, yourself?”
“Yeah, I’m pretty good, thanks. I know you’re busy Mr Client, so I’ll cut right to the chase. I’m booked to be in Charlotte Street and surrounding streets to do an appraisal for a neighbour of yours next Tuesday afternoon. Would you be interested in an update yourself while I’m there?
“I’m not selling!”
“Oh no of course not, I don’t blame you. Your neighbour isn’t selling either, they’re just interested in getting an update as there’s been so much movement in the market of late. Would you like me to pop past your place on Tuesday too, or would Friday afternoon be better?”
This short and effective script does two things.
Number one, it takes a lot of the pressure off of the client. If they didn’t have any tangible interest, it can let them know that you are going to be in the area (regardless if that is true or not) and that they can receive the same information as someone else without them thinking you’re going to be making a special trip just for them – especially if they have no plans to sell in the near future.
Number two, you’ve let them know that their neighbour is also unlikely to sell. This eases their minds that you’re not just trying to get them to sell and you make a meaningful in-person connection with a client.
The key to success with this script is being specific about where you are going, and when you are going to be there. We do this by saying their street name and the day and time you will be there. For example; Charlotte Street on Tuesday afternoon and Friday morning, rather than “I’ll be in the area” or “around the suburb” in the “coming weeks”. This type of approach is not only inauthentic, but it’s kind of weird. Why would you just be hanging around the area for days or weeks at a time?
Make your ploy believable by being specific. This tried and tested script works time and again and is flexible as it can be used across suburbs and price ranges.
This easy-to-implement script should be in every agent or BDM’s repertoire. Make sure that you’ve left detailed notes to ensure you don’t overuse this script with any one particular client and behold your new busy schedule!