1.

New Listing Script

This script is perfect for agents who have a new listing and are looking to expand their reach in
the area. Whenever you put a new sign in the ground, use this script to reach out to the
surrounding property owners and solicit new business.

Hi, this is ___________ with ________ Real Estate. We just listed a home over on _______.
It’s got ____ bedrooms and ____ baths and it is listed at $_____.

Do you mind if I asked you a few questions to help me understand a little bit more about
your neighborhood? (Great, thanks for your help!)

1. How did you decide on this particular area?

2. How long have you lived in the area?
3. Where did you move from?
4. If you did move, where would you consider going next?
5. And when would that be?

(If the answer is THREE MONTHS or less):

1. Well, in this market it is taking about 1-3 months to sell a home, were you
aware of that?
2. My question for you then is: Do you have to be sold in 1 month, or start selling at that
time?
3. I can get you one step closer to (the place you want to move to), all we need to do is set
an appointment and that enables me to put my feet on the ground and get you what you
want, won’t that be great?
4. Which is better for you, Tuesday or Wednesday – later in the afternoon, say 4:00
o’clock?
2. Sold Property Script
Directly after you’ve represented a buyer or a seller in a neighborhood is a great time to prospect
the area and use that positive experience to talk to the neighbors. After you complete a sale, use
this script to hunt for new listings.

Hi, this is _____________ with ______ Real Estate, and I’m calling because there are virtually no
homes for sale in (Neighborhood/City). I know this because I just sold the last one available
last week/month.

There are many Buyers who are looking to move into your neighborhood. The problem is,
they’ve got nothing to look at because virtually everything that is on the market has already
sold!

Do you have any friends or neighbors who have thought about moving, this year?
(SILENCE, Let them answer!)

Great, thanks! Have you thought about moving in today’s hot market?

Thank you for thinking about that.

We have a “neighborhood market update” system that will automatically update you on
your specific market area with an email once a month. Would you like to receive this?

May I have your Email?

Is this the best phone number to contact you?

Do you live at this address or is it a rental property?

Would you like a free Comparable Market Analysis on your home or another home?
3. Non-Occupant Owner Script
Prospecting property owners that don’t actually live in the homes they own is a great way to pick
up investor clients. Not only do these owners typically have less emotional attachment to their
properties, they also are more likely to buy and sell more often, so these are great relationships
to have. Use this script to break the ice with non-occupant owners.

Hi, my name is __________ with _____ Real Estate. I am calling about your property on
__________ (address).

I was wondering … (choose one)

(a) “Is it a rental property or a second home?”

(b) “How long have you owned the property?”
(c) “I’m curious, how did you happen to purchase an investment in this area?”
(d) “If you ever were to sell when would that be?”
(e). “Are you interested in purchasing any other investment properties in this area?”

I am a Real Estate Agent in the area. If we brought you an offer today for a price acceptable
to you would you look at it?

(If the owner is out of town, schedule an over the phone listing appointment scheduled for
after the pre-listing package including CMA, Completed Net Sheet, and Contract has
arrived at their home)

May I send you a FREE Comparative Market Analysis?

If the CMA indicates a price that is acceptable to you /or if your CPA approves of the sale,
are you ready to list the property right away?

(If the answer is no; “Please call me when you are closer to being ready to sell so that I may
update the CMA to be accurate.” Place them in your database)

(If Yes; “Would you be willing to interview me for the job of selling the property?”)
4. Notice of Election and Demand
Pre-foreclosure and foreclosure situations can be really challenging, both for homeowners going
through it, and for Realtors trying to provide options on how to help. Here’s a great script for
starting the conversation.

Hi, my name is _______________ with _______ Real Estate.

The reason I (am calling/came by today) is because a Notice of Election and Demand has
been filed with your county. This means that your Mortgage Company has an intent to
Foreclose on your home. (I/We) wish to prevent this!

(I/We) specialize in helping people specifically in this situation. At ________ Real Estate, we
make sure that people know all their rights and options. Keeping you in your home is our #1
goal.

May I ask you, “Do you know your rights and options?”

((Pause) They may not answer, we want them to respond with what they are going to do to
resolve the foreclosure, re-state the question)

You have seven options, do you know what you are going to do?
I would like to set up a time to discuss the seven options with you. Do evenings or
weekends work best for you?

Is (tonight/Saturday) at 4:00 or 6:00 better?

5. Expired Listing Introduction Script
If you’re not prospecting expired listings, you’re really not prospecting. This is one of the best
ways for agents (especially new agents) to pick up listings, but the problem with this lead source
is it’s free and everyone knows about it, so there’s bound to be a lot of competition. Using a
script to standardize your approach to expired listings is a great way to increase your
productivity.

Hello, the reason I am calling today is to find out if your home is still available for sale?

1. (Yes, still for sale or Why do you ask)

The reason I ask is because your home has shown up on the Multiple Listing Service as an
expired listing, this means that it is showing that it is no longer for sale.

I am a Real Estate Agent in the area. I specialize in working with homes that didn’t sell the
first time. Even some of the best homes don’t sell the first time.

The reason I am calling is to set a meeting with you to show you my unique approach to get
houses SOLD!

Are you available for 20 minutes today at ___________________?

2. (Not for sale)

Did you sell the house?

a) If the home sold... Did you find a replacement home?

b) We decided...Not to sell...To rent it...To wait…

If you were to have sold, where were you moving?

I’m a Real Estate Agent in the area. I specialize in working with homes that didn’t sell the
first time. Even some of the best homes don’t sell the first time.

If we brought you an offer today for a price acceptable to you would you look at it? So there
is still a desire to sell!
The reason I am calling is to set a meeting with you to show you my unique approach to get
houses SOLD!

Are you available for 20 minutes, today at ___________________?

6. FSBO Seller — “I Don’t Want to Pay a
Commission”

Many FSBO sellers are trying to sell their home on their own in an effort to save some money.
What many of them don’t realize is that what they’re saving in commission they’re also giving up
in terms of valuable market exposure, professional representation, and a guide through what
can be a costly process. When you’ve got a seller who doesn’t want to pay a commission, this
script is a great guide through the initial conversation.

If you were to get an offer from a buyer with an agent would you pay them a commission?
(to find out if they are opposed to paying an agent)

“Yes”

Great, What I hear is you are not opposed to paying an agent with a buyer. You feel you can
market your property yourself and get top dollar. The issue is it takes more than marketing
to get top dollar...

If you were to buy a brand new car today and drive it home. If you were to place it in your
driveway today and try to sell it how much would you get for the car? 100%? (Wait for them
to reply)

“No, probably 80%”

Now if you drove the car back to the dealership and parked it right back on the lot where
you bought it how much would they sell the car for? (Wait for them to reply)

“95%”

Exactly! Why? Because buyers expect to pay more when a salesperson is involved this is
exactly why homes sell for more money when they are working with a strong agent like me.
In fact, you may be missing out on the Top Price simply because you don’t have a
salesperson involved.

I’d love to tell you more about my process and how we can get you the top of what the
market will bear for your home. Is there a time we can get together to talk? How about
tomorrow afternoon?
7. Expired Listing Script

Hi, is this the homeowner? I’m _____ with _____. You know, I work in the neighborhood, and
I noticed that your home was no longer for sale. Are you planning to put it back on the
market?

(Listen – they will sometimes say ‘maybe later,’ or ‘not for a while’)

I can understand why you might feel pretty discouraged — it’s a great house. Any idea why
it didn’t sell? Any offers?

(Listen to what they have to say)

I was just surprised to see it on the market for ___days, I assumed it would be gone in a few
weeks. What made you all decide to sell? Where are you moving to?

I know you’ve likely had a few people calling you, but as I said, I’ve worked in the
neighborhood for # years, I know this neighborhood, I’ve sold homes in this neighborhood,
and I’d love a chance to sell your home or at least take a tour and see what might be holding
it back.

Would you mind if I came by this Saturday at _____? I’m happy to give you some feedback.
8. FSBO Script

“Hello, this is (name) calling from the (brokerage). I noticed you have a house for sale in my
coverage area. Is it still available?”

“Yes.”

“Great, are you cooperating with real estate agents?”

“No.”

“Okay, I know the area well, and I’m wondering how much you’re asking for the house?”

“$264,900.”

“If I had a buyer who would be a fit, would that be helpful for you?”

“Yes.”

“Great, what I’d like to do is schedule a time to come by and look at the house to see if it
would work for any of our clients. I’d also like to share some of the things we do to help
FSBOs like yourself. Do you have time this afternoon, or would tomorrow work better for
you?”

“You know, I really don’t want to work with an agent. If you have someone who’s serious, you
can send them by, but I’m not looking to sit down for a sales pitch with an agent.”

“Sure, I can appreciate that. Let me ask you this: why did you decide to sell your house
without hiring a professional agent?”

“Well, I wanted to save money. A five or six percent commission would be a lot.”

“Yeah, I can understand that completely. Interestingly enough, 90 percent of the FSBOs I
speak with tell me the exact same thing. If I could show you a way that I could net you the
same or possibly even more money by using our services, would that be something you’d be
open to?”

“Well, basically what we’re trying to do is break even. We bought the house two years ago, and
the value hasn’t really gone up.”
“So, what is the main reason for your sale?”

“I’ve been transferred. We’re moving to Arkansas.”

“Oh, congratulations. And when will you need to be in Arkansas?”

“We need to be in Little Rock in 90 days.”

“Gotcha, so the clock’s ticking for you. And if the house doesn’t sell in 90 days, what’s your
plan B?”

“Well, we’re going to have to go — the house will just be empty.”

“Oh, yeah, I’d hate to have that happen to you. If I could sell the house, have you break
even, and get it done before you get to Arkansas, would that be a win for you?”

“Yeah.”

“Okay, perfect. Why don’t we meet? I’d love to see if I can do that for you. I’ll be 100
percent honest with you. If I can do it, I’ll let you know. If I can’t, I’ll let you know that as
well. How does that sound?”

“Yeah, that’s fine. If you want to give it a shot, you can come on over.”

“Awesome, I appreciate that. I’ll see you this afternoon at four. Will that work?”

“Sure, see you then.”

9. Circle Prospecting Script

Hello, is this Mr. / Mrs. __________? Hey Mr. / Mrs., this is (your name) with (your company).

(Pause) How are you today?

That’s good. Me too. Just enjoying this good weather outside. Isn’t it gorgeous today?

(Pause and let them talk. Listen to what they say. Chances are high that you get into a
conversation about the weather, back and forth. This will set the comfort level of the call. If
it’s raining, talk about how nasty it is today. Adjust your opening to what the current
weather is doing. When this part of the conversation is over, transition into the reason for
your call.)

Well look, I don’t want to take up too much of your time today, but (market information —
“a house/condo was just listed in your neighborhood/complex” or “a house/condo just sold
in your neighborhood/complex”), and I didn’t know if there was anything I could do for you
regarding buying or selling real estate at this time.

(Pause and listen. If they say YES. Follow up and make a deal happen.)

(If they say NO, continue below.)

I gotcha. Well, is there an agent in the area that you would work with if you did buy or sell
in the area?

(If the answer is no…)

Ok, well one day you will want to buy or sell, and I would like the opportunity to work with
you when that day comes. Would it be ok if we stayed in touch?

(If they say yes…)

Great! What is your email address?

Awesome. Thanks so much, I look forward to speaking again soon.