Smart scripts help you frame and practice important conversations with your clients. Learn how to convert expired and FSBO listings, fill your pipeline, convert online leads and more.
SCRIPTS
A real estate script that will come in handy is one for online lead conversions. When it comes to online follow-ups, it’s important to remember that setting the appointment should always be your first goal. Below is a prospecting script for real estate agents for online lead conversion:
You: Hi (user’s name), my name is (name) with (company). After receiving your request for a deal on a property in the area, is that where you’re looking to buy in?
User: Hello, thanks for reaching out. Yes, that’s the area I’m looking to buy in.
You: Do you have a price range?
User: Around $400,000.
You: Is your house on the market?
User: Yes, it’s on the market.
You: Do you not have an agent since you’re looking online?
User: Correct, I’m not working with an agent at the moment.
You: Would you be interested in working with a realtor?
User: Yes, I’d be interested in discussing my options!
You: Perfect! Let’s meet for 15-20 minutes, so I can show you what it takes to buy a home.
*Scripts provided are meant to be a template for a conversation. Before using any script, the user must observe any city ordinance on door-knocking and other activities; verify they are not violating any Do-Not-Call, Do-Not-Text, or Do-Not-Email lists to solicit, or any activity under the Telephone Consumer Protection Act; follow all of your MLS’ rules, including but not limited to, not using information obtained from the MLS to solicit sellers; and ensure that user is not interfering with any exclusive relationship with another Realtor.
Posted with permission from Tom Ferry
Downloadable PDF below:
As a REALTOR®, one of the easiest ways to boost sales is by leveraging your existing database.
Whether you have a Rolodex of client contacts or use CRM software to manage your clients, it’s important to have a real estate script on hand, so you can direct more leads down the sales funnel. If you find yourself looking for new customers, leverage your database first and follow this real estate prospecting script:
You: Hello, my name is (insert name), and I work for (insert company). I hope you are doing well. Do you have a quick minute to talk?
Client: Hi, yes, I’m free to talk.
You: Great! I was wondering if you need help answering any real estate questions. Do you want to know the price of your home or anything about the current market conditions?
Client: Yes, I’d love to hear more!
Another similar scenario where a real estate script may come in handy is asking for referrals from existing clients. This real estate prospecting script goes as follows:
You: Hello, my name is (name), and my business is based on referrals from clients like you. Before you go, do you know of anyone who’s looking to buy or sell a home now or in the future?
Client: Sorry, I don’t know of anyone at the moment.
You: That’s okay. I appreciate your time and help, and if you know of anyone in the future, please don’t hesitate to reach out.
When reading through these prospecting scripts for real estate agents, it’s important to remember to use them loosely. You never know how a conversation will pan out, so adapt it as needed.
*Scripts provided are meant to be a template for a conversation. Before using any script, the user must observe any city ordinance on door-knocking and other activities; verify they are not violating any Do-Not-Call, Do-Not-Text, or Do-Not-Email lists to solicit, or any activity under the Telephone Consumer Protection Act; follow all of your MLS’ rules, including but not limited to, not using information obtained from the MLS to solicit sellers; and ensure that user is not interfering with any exclusive relationship with another Realtor.
Posted with permission from Tom Ferry
Downloadable PDF below:
Hosting open houses is an excellent way to meet people in the area in which you work, along with finding leads and more potential buyers for your client. Open houses also serve as a great way to network, allowing you to spread brand awareness and the services you offer to those who visit the open house.
When a potential buyer walks through the doors of your open house, follow this real estate script below:
You: Hi, I’m (name) working with (company name). How are you doing today?
Potential buyer: Great! How are you?
You: Fantastic! What is your name?
Potential buyer: Provides name.
You: (Potential buyer’s name), what brought you to my open house?
Potential buyer: I saw a listing in the local newspaper
You: Do you have a type of home you’re looking for?
Potential buyer: A raised ranch with three bedrooms.
You: Has anyone been helping you with your home search?
Potential buyer: I’ve been looking by myself.
You: What areas have you been looking at?
Potential buyer: I’m interested in this neighborhood and surrounding neighborhoods.
You: Have you seen any homes that you’ve liked?
Potential buyer: I liked a few raised ranches and a couple of colonials I toured.
You: Wonderful! What held you back from making an offer?
Potential buyer: I wasn’t sure if it was right for me.
You: Do you have a price range?
Potential buyer: $750,000
You: Excellent! What’s your lender’s name and how much did they approve you for?
Through a conversation with a potential buyer at an open house, it’s important to understand their wants and needs. If they tour the home and decide it’s not right for them, make sure to let them know you have multiple other listings that might be a perfect match and that you’d be interested in showing them.
*Scripts provided are meant to be a template for a conversation. Before using any script, the user must observe any city ordinance on door-knocking and other activities; verify they are not violating any Do-Not-Call, Do-Not-Text, or Do-Not-Email lists to solicit, or any activity under the Telephone Consumer Protection Act; follow all of your MLS’ rules, including but not limited to, not using information obtained from the MLS to solicit sellers; and ensure that user is not interfering with any exclusive relationship with another Realtor.
Posted with permission from Tom Ferry
Download PDF below:
Mastering a For Sale By Owner (FSBO) script might be one of the most challenging tasks on your plate, as most FSBO property owners are selling their homes by themselves for a reason. During the listing appointment, it’s important to build trust, which can be done by thanking them for inviting you over, requesting a tour of the home, and asking them qualifying questions, such as:
“How long will you try to sell this home before you make the decision to list?”
“My original intention was just to preview the home. However, after touring, I am 100% confident I can sell it. By taking all of the work off of your shoulders, would you consider listing your home with me this week?”
Another strategy to secure FSBO listings is to drive through your area, identify FSBOs, and make cold calls. Below is a real estate script for FSBO listings:
You: Hi, I’m (insert name) working for (insert company), I’m looking for the owner of the home for sale.
Owner: Hello
You: I noticed you listed your property with X bedrooms and X bathrooms. Are the rooms in good condition? How is the kitchen? Can you tell me more about the neighborhood?
Owner: Provides answer
You: Can you tell me why you’re selling?
Owner: I’m relocating for a job
You: Where are you moving to, and how did you decide on the area?
Owner: I’m moving to (name of area) because it’s close to work and has great schools
You: Great! Are you looking to sell to a friend, family member, or someone you know?
Owner: No one in particular
You: Great, what is your time frame and selling price? Also, what is your marketing strategy? If there was an advantage of using me to market your property, would you consider it?
Owner: Provides answer
You: Awesome, let’s get together for 20 minutes to discuss ways to achieve your goals. I look forward to working with you.
*Scripts provided are meant to be a template for a conversation. Before using any script, the user must observe any city ordinance on door-knocking and other activities; verify they are not violating any Do-Not-Call, Do-Not-Text, or Do-Not-Email lists to solicit, or any activity under the Telephone Consumer Protection Act; follow all of your MLS’ rules, including but not limited to, not using information obtained from the MLS to solicit sellers; and ensure that user is not interfering with any exclusive relationship with another Realtor.
Posted with permission from Tom Ferry
Downloadable PDF below:
Expired listings pose great opportunities for other real estate agents to swoop in and help a homeowner sell their home. If you come across an expired listing, follow this real estate script:
You: Hi, I’m looking for (name). This is (name) with (company). I noticed your home was no longer listed online. Is it on or off the market?
Homeowner: Hello, yes, my home is no longer on the market.
You: For what reasons are you taking your home off the market?
Homeowner: I haven’t had any offers.
You: Okay. If you had sold this home, where would you move?
Homeowner: I would have moved to (location).
You: When did you plan on selling and moving?
Homeowner: In three months
You: Why do you think your home didn’t sell?
Homeowner: I don’t think we marketed very well.
You: Knowing what you know now, what will you expect from your next agent?
Homeowner: Someone who’s reliable, knowledgeable, and knows how to market properties.
With this script, you’ll be able to build a rapport with a homeowner who wasn’t able to sell their home, gaining their confidence and trust that you have what it takes to help them reach their goals.
*Scripts provided are meant to be a template for a conversation. Before using any script, the user must observe any city ordinance on door-knocking and other activities; verify they are not violating any Do-Not-Call, Do-Not-Text, or Do-Not-Email lists to solicit, or any activity under the Telephone Consumer Protection Act; follow all of your MLS’ rules, including but not limited to, not using information obtained from the MLS to solicit sellers; and ensure that user is not interfering with any exclusive relationship with another Realtor.
Posted with permission from Tom Ferry
Download PDF below:
Door-knocking is a great strategy for finding leads and homeowners looking to sell. While door-knocking may seem intimidating at first, having a real estate prospecting script memorized can help you gain their confidence and work with you to sell their property. Follow this script when door-knocking:
You: Hi, my name is (name) with (company), how are you today?
Owner: I’m doing well, how are you?
You: Great! I wanted to give you a quick update on the real estate market. Last month, we sold (X) homes, with (X) selling above the asking price. Were you aware of this?
Owner: No, I wasn’t aware.
You: Right now, we have more buyers than properties for sale. Are you interested in selling? This is just one of the many real estate prospecting scripts you can use when door-knocking. Just make sure to modify it to your needs to appeal to your potential client. *Scripts provided are meant to be a template for a conversation. Before using any script, the user must observe any city ordinance on door-knocking and other activities; verify they are not violating any Do-Not-Call, Do-Not-Text, or Do-Not-Email lists to solicit, or any activity under the Telephone Consumer Protection Act; follow all of your MLS’ rules, including but not limited to, not using information obtained from the MLS to solicit sellers; and ensure that user is not interfering with any exclusive relationship with another Realtor.
Posted with permission from Tom Ferry
Downloadable PDF below: