The Best Script for Buyers: A Secret Weapon for Closing

Dale Archdekin has been prospecting since he was 17 years old, giving him decades to hone his skills and improve his real estate scripts. On a recent Real Estate Rockstars, Dale shared three of his most effective scripts, including his best script for buyers.

In this post, you can read the complete transcript from one of his role-play sessions with Pat, who played the part of a potential buyer.

To hear all three of the scripts shared during the interview, and to learn why these scripts work so well with real estate prospects, listen to the complete podcast with Dale below.

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Dale’s Best Script for Buyers

Hello, this is Dale with Keller Williams. I’d love to answer your questions about the property on Mason Street. What would you like to know?

You know, it just looked kind of cool.

Yeah, it’s awesome; it’s a great house. Are you in the market to purchase a home?

Well, I want to. I’ve got four kids and everything’s a little crazy. Eventually, we need to move.

Okay, eventually you need to move. When do you think that would be?

I think that, ideally, I’d like to wait until the market gets better. I think the prices in my area could go up. In a year or two, we might be able to sell for an additional $100 thousand.

Would you only want to move if you were able to sell your current home for an additional $100 thousand?

It’s not that specific, but yeah. My wife and I have talked about it. We want to move, it’s just that we think the timing might not be right economically. We think that if we wait a year or two, it’ll be a smarter decision.

Got it. Okay, so you think it’d be smarter to wait because in a year or two years you’d be able to get an extra $100 thousand for your current home.

Exactly.

So, tell me why were you interested in moving in the first place?

We need more bedrooms. We’ve got two boys and two girls, and they share rooms.

Sounds kind of tight.

Oh my God, bedtime is just nuts in this house.

Oh, I know. I have two kids of my own, and bedtime can just be crazy. So, let me ask you this: which is more important, getting more space for your family now and the quality of life that will provide, or waiting a year or two to gamble on making more money?

Well, the quality of life. If we didn’t have kids, I wouldn’t have considered the new place.

And what about your wife? Would she say the quality of life is more important or the $100 thousand?

Yeah, quality of life. She’d move tomorrow.

So, you’re just not too sure about the timing?

Yeah, that’s my gig, right? I’m supposed to make financial decisions. She’s putting her faith in me to do the right thing financially.

Okay, well it sounds like you really want to make a sound financial decision and operate from a place of really knowing what you’re doing in order to make a sound judgement.

Absolutely.

You know, I’m thinking that the best way for you to be able to do that would be to meet with a neighborhood expert, someone who sells most of the homes in the area, to help you get your questions answered and give you the information you need to make the best decision for your family.

Yeah, sure. That makes sense. I mean, I am curious.

Great. Well, you know, I’m available in the afternoon on both Wednesday and Friday to get together and talk so that we can get some of your questions answered. Which of those days would work better for you?

Why Dale’s Script for Buyers Works

So, why is Dale’s script for buyers so effective?

Well, most importantly, Dale never makes the prospect wrong. For instance, when the buyer discussed wanting to wait until the market improved, Dale didn’t try to dissuade him. Instead, he asked additional questions in order to identify the prospect’s motivations and better understand his thinking process.

By carefully bringing out this information in a nonconfrontational manner, Dale was able to construct his strategy for closing that acknowledged the buyer’s concerns while exploring the benefits of buying now.

Staying on the prospect’s side throughout your initial call is the key to increasing your chances of setting an appointment successfully.

Get All of Dale’s Real Estate Scripts

After you’ve heard Pat’s complete podcast interview with Dale Archdekin, visit the Agent Success Toolbox. There, you’ll find a free download link for Dale’s complete script manual. Not only does it have Dale’s best script for buyers, it has scripts for sellers, FSBOs, and more.

To learn even more about converting buyer leads, sign up for Rebus University’s Certified Inbound Lead Specialist Course led by Pat, Dale, and Sam Monreal.