Top Prospectors Always Say

the Right Thing to Set More

Listing Appointments—And
You Can Too
Power Prospector Dale Schrieber, of Irvine California, teaches Prospecting is the
that “prospecting is the backbone of your business... [and backbone of your
that] you will die on the line without it.” While difficult, with
business. You will die
determination and commitment, any agent can learn to
on the line without it
prospect and build a sustainable real estate business.
because you have to
Fortunately, the path to success is already laid out. You can
prospect to generate
duplicate the strategies and tactics implemented by other
successful agents in your own practice and expect to get their new clients or your
same results. business will dry
After interviewing the best prospectors in the country and up. Relying on your
analyzing over 1,000 pages of their interview transcripts, we’ve center of influence
discovered a three-step process to help you know what to say isn’t enough.
to set more listing appointments:

THREE STEPS TO SET MORE LISTING APPOINTMENTS DALE SCHRIEBER

Century 21 Masters
Irvine, CA

1. 2. 3.
How to start the How to build How to overcome
conversation to rapport & uncover any objection and
connect with more concerns quickly set the listing
homeowners appointment
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 How to Start the Conversation to
Connect With More Homeowners
You can increase your contact rate by 25% by asking for the homeowner in a few
different ways. Ask for them by first name, then first and last name, and then by the
address of the property. When you connect with the homeowner, proceed with your
script. Or, if you don’t reach the intended homeowner, use a standard real estate script
and take the opportunity to get a lead.

Use only their first name.

“HI, IS JOHN AVAILABLE”.

Try again using first and last name. YOU’VE SUCCESSFULLY

“OH OKAY, I’M LOOKING FOR REACHED THE HOMEOWNER!
JOHN SMITH”. Continue with your script.

Still no contact with homeowner

Try using address of the property. YOU’VE BEEN UNABLE TO

“OH NO PROBLEM, I’M LOOKING REACH THE HOMEOWNER.
FOR THE HOMEOWNER OF 123 Proceed with a standard real estate
MAIN STREET. IS THAT YOU?”. script and use this opportunity to
get a lead.

Because REDX data algorithms are designed to find phone numbers related to the
homeowner, by asking these additional questions, you maximize your chances of
reaching them and therefore will increase your contact rate.

3
STEP 2:

How to Build Rapport & Uncover

Concerns Quickly
Make it easier for prospects to trust you by asking questions relevant to their needs and
actively listening to their responses. By asking the seller “wide” questions like why they
think their home hasn’t already sold and why they need to sell the home, you’ll be able
to direct the conversation with “deeper” follow-up questions. The seller’s answers will
reveal their concerns, motivations, and hopes—all of which you can now address and
leverage to set a listing appointment.

ACTIVE LISTENING TIPS

Validate the homeowner’s Ask “wide” questions to As you discover

feelings with verbal and find their frustrations objections, use Step 3 to
non-verbal cues and then follow up with overcome any
(mhmm, smiles, nods, “deep” questions to objections
etc.) understand them

4
STEP 3:

Use This Formula to Overcome

Any Objections & Set the Listing
Appointment
After a prospect’s first objection, 44% of salespeople give up—but 73% of clients buy
after you get past their fourth objection. No matter what objection they throw at you,
stay on the phone and do your best to progress the call toward a listing appointment by
using this formula:

1.
Hear the seller’s
objection

2.
Concede to their point
(express you understand
why they feel that way)

3.
Why this works: Respond to
By conceding the seller’s the objection
objection, you put them at quickly
ease and buy yourself time
4.
to ask a follow-up question.
Immediately ask a
Because you’re the one asking
relevant follow-up
questions, you maintain
question to direct the
control of the conversation
conversation toward a
and have a higher likelihood of
listing appointment
setting an appointment.

5
Action Plan—
Moving Forward
Like any technical skill, prospecting can
be mastered. Top prospectors have all
followed a similar pattern in building and
refining their communication skills. Take
these steps to build your skills:
• Memorize your scripts
• Practice your scripts with a
roleplay partner
• Practice by prospecting
• Write every objection you
hear to use in your roleplay
practice
• Try to close every
conversation with a listing
appointment or a referral
Remember, as noted sales guru Zig
Ziglar said, “You don’t have to be great
to start. But you do have to start to be
great.”
6 Gilber, AZ
You can add 12 deals a year to your
production. That’s one deal a month.
What would 12 deals a year do for you?
And that’s not pie in the sky. That’s
real. If you prospected every morning
for two hours, you will list a house this
month from it. It is worth the pain, I’ll
tell you that.
STEVE MATTHEWS
Denver, CO
Agents quit after a few weeks when
they should give it six or seven months.
Even myself who’s been doing this for
years, I’ll go on dry spells of up to two
weeks sometimes where I’m not getting
any appointments. And then a week
later it’s just boom, boom, boom, boom,
boom. So, I just think you have to be
super disciplined and just know that if
you believe in it, it’s gonna work.
LEN NEVIN