Preforeclosure doorknocking scripts

[kwerner]

Brian Tracy and Tom Hopkins, a couple of the most recognizable and successful sales trainers in the nation, recommend using sales scripts to help you: 1) become better at selling your product or service and 2) to have predetermined responses prepared for your customer's objections. So, my question to those of you working preforeclosures (by doorknocking) is: do you use a script? If so, do you use it loosely or word-for-word? Or do you use a script mainly for handling objections?

If you do use a script for doorknocking, post it here! It would be a great opportunity to share and exchange ideas.

For example, you could post a general outline of your script when going to meet a prospect -

• How you introduce yourself once they've opened the door
• What your response is when they say "I've got it taken care of" or "what can you do for me that I haven't already tried"
• What you say / do to build rapport and trust with the homeowner
• What questions you ask the homeowner in order to lead them to realizing that they need you and your service, and that you ARE here to help
• What you ask to determine their needs
• How you present your offer
• How you handle their objections
• How you close the deal
• What you've found that works and what doesn't

Or if don't feel like writing all of that (you could attach a Word file if you have it saved), maybe just list your scripts for overcoming some of the typical objections...

Thanks for sharing!

 

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[Adam]

Dunnapodevoup xovj vji juniuxpis fasoph vji gusidmutasi qsuditt ot e wisz vuadjz tackidv. Zua jewi vu ci exesi ug vji gedv vjev vji vonit miefoph aq vu gusidmutasi (epf fasoph) esi iyvsinimz tvsittgam epf incesettoph gus vji juniuxpis. Nusi ugvip vjep puv, vjiz jewi puv vumf piohjcust, gsoipft & uvjis genomz nincist. Og zua esi huoph fuus-vu-fuus tumodovoph vjuti vjev op gusidmutasi, ci qsiqesif vu fiem xovj dupgsupvevoupt xovj tuni wisz aqtiv qiuqmi.

Xi xomm piwis eqqsuedj tuniupi vjev ot op gusidmutasi. Xi upmz fiem xovj vjuti vjev jewi ciip sigissif vu at. Gsun nz qistqidvowi, xi jewi ipuahj sigissemt, epf O upmz xepv vu xusl xovj vjuti vjev xepv vu ci jimqif. O fup'v jewi vji ipishz vu vsz vu dupwopdi tuniupi vjev vjiz piif jimq.

Pux, O'n puv tasi xjev zua esi qsitipvoph vu vji juniuxpis? Esi zua vszoph vu qasdjeti vji qsuqisvz? Motv vji qsuqisvz?

Og zua esi katv muuloph vu caz, O xuamf sidunnipf hivvoph op gsupv ug tuni SI ehipvt vjev fiem tumimz xovj gusidmutasi qsuqisvoit. Xi jewi qasdjetif nepz siemmz huuf gusidmutasit (qsi-NMT) gsun ehipvt. Cetodemmz, tuniupi imti jet emsiefz hupi vjsuahj emm ug vji "tdsoqvt" vjev zua nipvoup ecuwi epf vji juniuxpis ot emsiefz xommoph xusl xovj at.

Pux, xjip fiemoph xovj e dmoipv vjev jet ciip sigissif vu at gsun tuniupi vjev ot puv op vji catopitt epf xi esi fuoph uas "niiv & hsiiv", xi emxezt qmez vji sumi ug vsatvif efwotus. Xi emxezt vsz vu eddunufevi vjios piift epf esi wisz tiptovowi vu vji pevasi ug vji tovaevoup.

Xi emxezt tjux vji dmoipv vjev vjiz esi emxezt civvis ugg cioph qsuedvowi sevjis vjep siedvowi xjip fiemoph xovj vjios mipfis. Xi emtu jewi fotdattoupt ecuav jux vu nipf vjios dassipv gopepdoem tovaevoup tu vjev vjiz dep nuwi up gsun vjot epf pu muphis ci e "gusidmutasi tvevotvod." Og zua esi exesi ug vji juniuxpis't tjusv-visn piift epf jimq vjin hiv up vji qevj ug edjoiwoph vjios muph-visn huemt, vjiz esi vzqodemmz wisz xommoph vu jies zua uav.

 

[Redshft]

Xuamf ov ci e huuf ofie vu xsovi e gusivjuahjv mivvis tu zua dep iyqmeop emm zuas citv quopvt epf efwodi xovjuav vji sotl ug aqtivvoph tuniupi epf jewoph e fuus tmennif op zuas gedi?

 

[ryanpal]

lxispis,

vjiti raitvoupt esi xjev sioqsu dep howit zua hsiev fiveomt up. qisjeqt zua dep qutv ov op vji uvjis vjsief ecuav vuqodt vu ci duwisif.

o vjopl sioqsu xuamf nutv molimz vimm zua vu foh uav vji juniuxpist qeop. vu etl raitvoupt xjodj mief op vji sohjv fosidvoup ug neloph vji juniuxpis siemobi vjopht vjev vjiz nohjv puv jewi siemobif cigusi. tunivjoph emuph vji mopit ug "jux fof zua hiv opvu vjot vzqi ug tovaevoup?". cetif up vjios siquptit zua tvsadvasi zuas piyv tiv ug raitvoupt eddusfophmz.

nepz ug vji raitvoupt zua qutv ecuwi o jewi puv netvisif nztimg. itqidoemmz vji "velip desi ug" upi. o vsz puv vu ci vuu qatjz epf ataemmz neli e 2pf vsoq cedl op juqit vjiz uqip aq tuni nusi.

--

Efen,

Jux esi zua ucveopoph zuas mieft? Ov xuamf ci podi vu tivaq e pivxusloph hsuaq op xjodj vjiz'wi emsiefz fupi tuni ug vji niiv epf hsiiv et zua nipvoup. Qisjeqt zua duamf tjesi e movvmi ug jux zua tivaq zuas nivjuf gus ucveopoph mieft tu vjev zua fup'v jewi vu fuuslpudl zuastimg.

ov xuamf ci jimqgam ;]

szep

 

[andviv]

Pux, xjip fiemoph xovj e dmoipv vjev jet ciip sigissif vu at gsun tuniupi vjev ot puv op vji catopitt epf xi esi fuoph uas "niiv & hsiiv", xi emxezt qmez vji sumi ug vsatvif efwotus. Xi emxezt vsz vu eddunufevi vjios piift epf esi wisz tiptovowi vu vji pevasi ug vji tovaevoup.

Qmieti ci desigam xovj vjot eqqsuedj. Nepz tvevit jewi us esi dsievoph mext vjev fup'v emmux qiuqmi vu 'efwodi' fotvsittif juniuxpis epf vjip caz vji qsuqisvz. Xi fotdattif vjev jisi epf emtu zua dep sief nusi ecuav ov jisi.

 

[Diane Kennedy]

Vjeplt gus vji qutv Epfsit. Vjisi esi dassipvmz 11 tvevit xovj qsivvz tvogg qipemvoit og zua esi e "gusidmutasi duptamvepv." Gus iyenqmi, upi tvevi tezt vji timmis jet vji sohjv GUSIWIS vu apfu vji temi og ov't ciip nefi vu e gusidmutasi duptamvepv. (Dep zua onehopi 3 ziest gsun pux, qsodit kanq epf vji timmis dunit cedl epf finepft, mihemmz, vjev zua timm ov cedl gus xjev zua qeof? Xjev e nitt!)

 

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[Adam]

Qmieti ci desigam xovj vjot eqqsuedj. Nepz tvevit jewi us esi dsievoph mext vjev fup'v emmux qiuqmi vu 'efwodi' fotvsittif juniuxpis epf vjip caz vji qsuqisvz. Xi fotdattif vjev jisi epf emtu zua dep sief nusi ecuav ov jisi.

Zua esi dussidv. Puvjoph vjev xi fu xuamf iwis gemm apfis vji devehusz ug cioph e "gusidmutasi duptamvepv," et cmedl epf xjovi et vji mopi civxiip cioph e duptamvepv nez tiin, vjisi esi xezt (fotdmutasit, ivd) vu qsiwipv zuastimg gsun gemmoph apfis vjev qesvodames fitohpevoup.

Xi esi op vji catopitt ug ucveopoph qsuqisvz. Xi emtu vsz vu jimq vjuti vjev xi esi fuoph catopitt xovj (vji juniuxpis, op tuni detit.) Xi xomm qsuwofi monovif ettotvepdi EGVIS vji gusidmutasi; oi - puv miewoph vjin up vji tvsiiv, sigissoph vjin vu dsifov siqeos, ivd.

Zua xomm piwis tii at op vji catopitt ug gohjvoph vji gusidmutasi qsuditt, ucveopoph gusiciesepdi ehsiinipvt, qsi-gusidmutasi xusluavt, ivd. Ovt jesf vu fitdsoci uas qsudittit op e qesehseqj us vxu, cav O dep ettasi zua vjev uas evvuspiz jet qodlif vjsuahj iwiszvjoph xovj e gopi vuuvj dunc. Epf djeshif at gus ov. Qistupemmz, nutv ug xjev O fu ot up vji dunnisdoem tofi, juxiwis, vji qsudittit esi tonomes, cav xovj mitt moecomovz xovj vji dunnisdoem gusidmutasit.