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Sales Scripts Call 1: Discovery Call Objective​:​ ‘To see if we are a good fit’ (The real purpose is to create urgency, get them excited and create scarcity) Phase 1:​ Small talk Script​: N/A Phase 2:​ Discovery Script​: ​“Awesome, so I like to start these meetings off with a few questions just so I can find out a bit more about you and your business and if I feel like we’re a good fit I’ll let you know about the next steps. Would you like to jump into it? (Wait for the ‘Yes’)

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Questions: Can you tell me a bit about what motivated you to take this call with us today? What are your biggest pain points in your business at the moment? And you’re operating just inside of *CITY/STATE*? What are your biggest focus areas for growing your business at the moment? Are you looking to generate seller leads, which here means building up your listings/inventory or are you looking to sell What methods do you currently use to grab new business? Zillow? Trulia? Any traditional advertising platforms like billboards? Personal connections? Have you tried Facebook ads before for your business? (If ​‘Yes’​)​ -​ What were your biggest challenges you faced with them? (Respond with, yes we hear that all the time, eg. ‘​that is why we guarantee results’, ‘it takes more than throwing money at a simple ad to expect results as you saw in the video you watched we use at least 6 different systems alone to make sure that your leads are nurtured, actually book appointments, actually show up to those appointments.. We can go into more detail about all of that once we feel we will be a good fit together’ So, how many deals are you closing in a month? What is your average commission off a property? How many deals would you like to close in an ideal world?

Phase 3:​ ​Analysis & Close Off Script​: ​“Awesome, that’s great so we can definitely help you with that. So I have just 1 last question for you, our marketing teams are typically very selective with the clients that we take on. I’m sure you can understand that in order to maintain our high success rate we prefer to work with Agents and Brokers that are highly motivated and we feel will be a good fit. Let’s say hypothetically I go back to my team and they review everything and are happy to move forward what would it mean for you and your business, your family, any goals you may have in


your business or personal life to be able to have consistent clients on demand and be able to double or eventually triple the amount of deals you are closing every month? (They will give some standard answer) Awesome and just to find out a bit more about you and your long term financial goals, are you pushing for any particular goals, perhaps working towards an early retirement, children's university, a new home for yourself perhaps? (Wait for a more in depth answer - We will use this later. Let’s call this REASON ‘A’) Awesome *NAME*, that all sounds great, I would love to work with you to help you achieve those goals. We are very passionate about our clients success, our goal is to be our clients marketing partners. The more you grow, the more we grow. So the last thing I will need from you is access to your Facebook Business Manager as an Analyst in order to facilitate the review process. If you are okay with this I will send you through a request as an Analyst, this means we don’t have access to any sensitive information or would be able to touch anything significant or make any changes it simply means we will be able to get an idea of the activity on your backend and have a look at different target audiences etc. Sure... Perfect are you in front of your computer? (Walk them through the request to gain access)

I would rather not

I do not have a Business Manager

I’m not sure if I have Business Manager

No problem. As I said this does facilitate the review process and we are unable to access any sensitive information. You would prefer to skip this step? It really does help our marketing team speed up their analytics process.

No problem! Analyst of the Facebook Page will provide the same amount of information. Are you in front of your computer? (Walk them through the request to gain access)

No problem, are you in front of your computer? Just open up business.facebook.com Otherwise I will walk you through gaining analyst access to just the Facebook page. That will provide the same info for now.

Great, so here is what the next steps look like. I will pass everything along to our marketing teams for review. This typically takes about 24 hours. Given that they are happy to move forward which I’m sure they will be you seem great, I will be able talk you through the next steps and layout for you a strategy that they will have put together in order to achieve your specific goals. How would the same time tomorrow work for you to hop on a Strategy Call together? (Book them into calendly there and then and whilst on the phone get them to check their email to make sure the event invite has come through) **​Note: If you are asked for a cost, answer: ‘It is impossible to say right now, It depends on your application

it can vary due to a number of reasons depending on what it will take to achieve your goals. I just handle client satisfaction but as soon as we speak again I will be able to have an answer for you from the marketing teams.


Call 2: Strategy/Closing Call Objective:​ C ​ losing The Deal Phase 1:​ Small talk Script​​: N/A Phase 2:​ ​ Approval Script​​: Awesome, so the marketing teams have all gotten back to me after reviewing your application and all of my notes from our call yesterday. I’m excited to let you know that everything has been approved and we are happy to invite you to move forward with us. I would love to work with you and help you achieve ‘REASON A’ that you mentioned before. (Client: Great) Let me know how that sounds and I’ll hop right into the strategy that has been put together for you? Sounds great... Awesome! (Move onto phase 3)

Well... How much does it cost? - Y ​ es, of course, so let me run you through the strategy and what you can expect and then I’ll break down the cost structure for you. (For other questions/objections: See ‘Handling Objections’ section below)

Phase 3:​ Plan & Expectations Script​: ​So here is what the next steps are going to look like for your campaigns, and this will be completely handled on our end so no need to worry about anything you will be able to just sit back and relax, if we need anything from you I will get in contact with you but our team will be building out and managing everything on our end from the ads, to landing pages, to email sequences to database management etc. *See next page for potential strategies.


Option A:​​ Looking for ​seller leads/to build inventory

Option B:​​ ​Looking for ​buyer leads/to sell inventory

Option C:​​ ​Looking for both

Top of funnel: Facebook ads & Landing Pages: We use 3 main types to generate seller leads. ● A ‘Home evaluation appointment’ scheduler ● A ‘7 tips to increase home value in a day’ pdf ● An instant home valuation estimation calculator.

Top of funnel: Facebook ads & Landing Pages: We use 3 main types to generate seller leads. ● Open House ● Property Ad ● Listings Ad (Under 150k/200k/250k/500k list)

Top of funnel: ​Buyer Leads: ​Facebook ads

Middle of funnel: Email marketing and online scheduling tools will allow us to convert these leads into appointments while you sleep Bottom of funnel: With lead notifications, call tracking and sales training specific to the various campaigns that we will be running we will be able to make sure that your leads are actually showing up to your appointments. We will want to move onto buyer campaigns ASAP as it is important for bargaining power to be able to have an active list of home seekers/buyers in the area when closing the deal and grabbing listings.

Middle of funnel: Email marketing and online scheduling tools will allow us to convert these leads into appointments while you sleep Bottom of funnel: With lead notifications, call tracking and sales training specific to the various campaigns that we will be running we will be able to make sure that your leads are actually showing up to your appointments. We will want to move onto seller campaigns ASAP as it is important for bargaining power to be able to have an active list of home sellers in the area in order to continuously be able to move inventory quickly.

& Landing Pages: We use 3 main types to generate seller leads. ● Open House ● Property Ad ● Listings Ad (Under 150k/200k/250k/500k list) Seller Leads: F ​ acebook ads & Landing Pages: We use 3 main types to generate seller leads. ● A ‘Home evaluation appointment’ scheduler ● A ‘7 tips to increase home value in a day’ pdf ● An instant home valuation estimation calculator.

Middle of funnel: Email marketing and online scheduling tools will allow us to convert these leads into appointments while you sleep Bottom of funnel: With lead notifications, call tracking and sales training specific to the various campaigns that we will be running we will be able to make sure that your leads are actually showing up to your appointments.

This means that you will be able to get leads for your business, both buyers and sellers, build your inventory and sell homes in your sleep. Which means you can relax in knowing that your business and life is about to level up. I’m overly confident we will be able to help you achieve ‘REASON A’ in no time. And as I mentioned to you before we GUARANTEE our results so that there is no risk to you. We guarantee 30 leads per month and if we miss our targets by even 1 lead your next month is paid for, for free, on us. So you have nothing to lose.


Phase 4:​ C ​ ost & Contract Script:​ So moving onto the cost… We typically move forward with a minimum of 3 month contracts. After that don’t worry we won’t just shut everything off you can just let us know that you want to keep generating leads and closing deals. Our retainer fee is $1900 per month, we do have a signing and setup fee of $500. There are opportunities to waiver this fee which I will talk to you about in a second. And then it will be $500 per month of advertising budget which goes to Facebook in order to run the ads. Pause, let them absorb (Client: Okay…) Phase 5:​ ​ The Close Script: Great, so like I said our goal is to be our clients partners. The more you grow the more we grow so I’m super excited to help you achieve ‘REASON A’ and welcome you onboard. If you are happy to move forward and are happy to make a decision right now we are able to waiver our signing/setup fee of $500 so unless you have any other questions for me let’s do this! How does that sound to you?


Handling Objections Objection 1:​​ ​"I'm not ready to make a decision right now" Answer:​​ ​Well, I can see that something in particular is holding you back from jumping into this decision right now. So let me ask, what is holding you back? (Press for an actual answer here so you can answer the real objection)

Objection 2: ​“I’m just not convinced that it will actually works” Answer: ​“That’s totally fair, a lot of our clients had previously tried Facebook ads and had not seen a return on their advertising spend, or had partnered with other marketing agencies in the past that. What makes us unique is that we actually guarantee our results. We guarantee 30 new leads every single month or your next month is paid for for free on us.

Objection 3:​​ ​“It’s too expensive” Answer: ​“I understand, you know investing into your business and choosing where to invest into your business can be a difficult decision, but like I mentioned, we guarantee our results. So let me ask you what would it be like for your business, for your life, your family, to be able to consistently have appointments booked, to never have to worry about when you will next be able to add to your listings. When you are next going to sell a property. What would that be like for you? What is that worth to you?

Objection 4: ​“It sounds great, I unfortunately just can’t afford it right now” Answer​​:​ “That’s totally fair. I understand it can be stressful if you are tight on cash flow right now to take that decision to commit to your business and reinvest in it. What if it doesn’t work, right? Well as I mentioned we guarantee our results. So you don’t have to worry about that. And isn’t that the reason you took this call today? To find a solution to that cash flow problem? To find something that will allow your business to flourish?

Objection 5:​​ ​“I’ve been offered cheaper elsewhere” Answer​​:​ “I’m sure you have, we hear that a lot. And at the same time we have clients that pay more. But let me put it this way, do you think that the types of systems we are going to put in place and the types of results that we GUARANTEE can be achieved with such a low budget and still yield the same results?


Objection 6:​​ ​“I’m nervous to make the commitment it’s a lot of money” Answer:​​ (This is the kill shot) ​I understand, look like I said we guarantee our results so that this case be as risk free as possible to you. And I’m not asking you to marry us, if after your 3 month trial period ends you are not 100% satisfied with the results your getting you can tell me to get lost no hard feelings!.. Let me put it this way. Let’s say for the sake of argument I’m wrong, in which case your out of pocket $1,900… will that ruin you and put you out of business? (Wait for ‘​Well, no”​ ) Exactly and now let’s say I’m right, which I KNOW I am. What are the upsides. What will that be like for your business, for your life, your family, to be able to consistently have appointments booked, to never have to worry about when you will next be able to add to your listings. When you are next going to sell a property. To achieve ‘REASON A’? What would that be like for you? (It would be great) It would be awesome right! That is what our Clients on Demand system is doing, it is changing lives. So let’s do this. I will waiver you sign up fee if you say your ready to make a decision right now and let’s change your life together.

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