Real Estate
what is a realtor/how does someone become one?
a person who takes the real estate license exam to get their realtor license, then they help people buy/sell homes
What type of software is our platform?
what is a cold call? and what is the point of us doing cold calls now?
calling someone who's never heard of you/our company before to sell our product to them
By selling we mean getting to know them, finding their pain points, trying to schedule a demo with them, and converting them into a pilot user and/or future customer
"I already have a software/CRM"
"Understood, is that provided by your brokerage? Do you have any trouble with it? Or anything you wish was better?"
what are a few different fields within the real estate industry (name 2 at least for points)
residential, commercial, renting/leasing, investor (note if buyer agent and seller agent is said that counts)
What are the main modules of our platform?
Homepage, Calendar, CRM, Office, Market Map, Content Studio, Taxes/Expenses, To-Do List/Tasks, CMS/IDX Website (if profile settings are mentioned that's bonus)
what is the intro to our cold call script?
Two Versions (both are acceptable or your own if you know it off the top of your head):
"Hey is this John? __ Hey John, my name is David, and, I'm not a potential client, but may I say why I'm calling?"
"Hi is this __? How are you? My name is __, I'll be honest, this is a bit of a cold call, but do you have a few seconds for a quick chat?"
"I'm too busy/don't have time to look at it"
“I hear you, that’s the point of our product though is to save you time so you won’t be as busy, our AI can do all the heavy lifting so you can just focus on relationships with your clients"
what is MLS?
Multi-listing Service, stores all property data and is a software that realtors use to have the most up to date info for their clients
What are 2 main objectives with our product that we wish to help realtors with?
Saving time and making more money/doing more business.
What is the best mentality to have in sales?
there's no failing as long as you make the call, be a good listener, stay positive, consistent, and resilient.
"Send me info via email"
"Happy to but when’s the last time you read and responded to a sales email? The demo is actually quicker and tailored for you. Do you have time next Thursday at 3 PM CST?"
what is a CMA report and what does it entail?
Comparitive Market Analysis, it's a report that compares other similar properties to determine the price/value of the home, based on things like # of beds, baths, sq ft, year built, etc.
name at least 3 competitors
Boldtrail, Lofty, Wise Agent, FollowUpBoss, GoHighLevel, BoomTown, Top Producer, Real Geeks, & Cinc
what is mirroring?
matching the energy/pace of the prospect, if they're talkig slow you also talk slow, if they talk fast you talk fast
"It's not really for me"
"Totally understand (you already have something in place), do you know any other realtors with the issues/pain points/ that we talked about today? A referral would be greatly appreciated."
What are the stages of a transaction?
Coming Soon→Active→Contingent / Under Contract→Pending→Closed
what AI model(s) does our AI chatbot use? what AI model/service do we use to help program our platform in general?
We've used a few, but mostly Gemini and currently it's running on Deep Seek
Claude for coding our platform/app (also Codex)
What are the main discovery questions? (name at least 5)
What software/platform they use, if they have any issues, do they work with buyers/sellers more, how they get leads, what transaction management they use, canva/chapgpt, if they work with investors, residential or commercial, how many calls/time spent on the phone, etc.
"Not Interested/Don't call me back"
if they actually sound mean/really busy just say no worries, but if they're more nonchalant just trying to get you off the phone: "Understood so that means you're happy about the platform you're using and you wouldn't change anything about it to make it better?"