NEPQ Framework Discovery Call
Connecting Stage
Introduction:
“Hey, is this **First Name**?” It’s just Pierre with Grow SOI“
I had a few mins here. I think you were texting with Jeff, with
possibly getting some outside help getting some new listings so
you could grow your business a little bit. By the way, Is now still
an appropriate time?
**Only if it’s been sometimes since the schedule**
- “I should probably ask you first, have you found what you’re
looking for or, are you still looking?”
Engagement Stage
SITUATION QUESTIONS (Curious Tonality)
“When it comes to growing your business, do you know what
you’re looking for exactly? Don’t want to assume, is it for you or
your team?”
“I guess it might be appropriate if I ask you a few questions
just to see if what we do could even help you. So I guess,
what’s your current system of generating new leads right now if I
could ask?” Anything else?
1. And how long have you been in real estate?
2. And which areas are you covering?
3. How about the home values that you’re usually going after?
“So how many quality leads are you getting out of these?”
And out of those leads, how many deals have you closed in the
past 2 months?
Goal: “So let’s say in 6 months with the right system in place, how
many more closings do you want to be closing monthly on a
consistent basis if you can think about it?
Current: “Okay where are you at compared to that?
How long has that been the case?
- Is that your humble number?
PROBLEM AWARENESS QUESTIONS (Confused Old Man
Tonality)
Missing: In your mind, what is missing or possibly preventing you
from being at X Income already? How do you mean? Give me an
example
(Optional) Do you like the results that you’re getting from X?
It sounds like things are going fairly well for you, if you had to
change or improve on something in terms of type/ volume of
leads, what would that be?
“Just so I can understand a little more,
1. How long have been a realtor
2. What area you currently serving
3. What’s the value of houses your typically go after?
Do you feel it’s something that it’s important for you to change ..
possibly? Why do you feel that way
So let me see if I got this right, from what you said it sounds like
you're possibly wanting **More sellers/ Bigger team**, but you
might be struggling to do that due to **Lack of social media**.
Does that sounds correct … “
Ok cool, so the next step if it’s appropriate I’d give you a brief
overview about what we do, and book 30 minutes for the next call
so we can find out the specifics of what you’re truly needing to
see if we can possibly help.. And between now and then I’ll send
you a quick video explaining what we do and what we’ve done for
our previous clients, way better than I could ever explain it.
Do you know ChatGBT? We work with brokerages and single
agents, and every one we tailor it specifically for them. We’re
mainly using AI to position us in a place online with Google to catch
people looking to buy and sell in specific areas. And get all those sellers
and buyers looking to move to contact them instead of their
competition. Almost like an authority figure, And some we can’t
help so that’s why the next call is done to figure out the specifics
of what you’re really needing, because there’s some situations
that we cant do anything about. You know what I mean by that,
right?”
“Do you feel like you resonate with that?”
“Okay cool, so if it’s appropriate the next thing would be getting on
a call with me on Zoom just so we can find out the specifics of
what you’re truly needing to see if we can possibly help, as you
already know we can’t work with everybody.
Can we possibly do either tomorrow or day after?”
Reframes:
What do you do?
1. “We do a bunch of stuff, I hate to throw something at you
that’s random. Really the next step is getting on a call to
figure out what’s the most appropriate, and I’ll totally lay it
out all out of you.”
2. We work with different agents, and every one we tailor it
specifically for them. Because as you already know every
problem has a different solution
What’s the price?
“The price is dynamic, there's different pricing for someone that
wants instant results and someone else that wants more long-
term growth”
**SCHEDULE THE CALL**
“You’ll also find a video you can watch to that. It’ll give you some
better questions to ask when we’re on the call, because you’ll
have a better idea of some of the things we do for our clients, if
that would be helpful”
“Great! And before I let you go, is there anyone you’d like to have
with you on the call?”
Mindset and Tonality
- We are an agency that deals with big companies and smaller
ones, we tailor specific plans for them and sometimes we
can’t help.
- We are the experts
- Tonality must be very chill as if you’re having 20 of these
calls/ day
- Say ‘man’, ‘brother’
