LEAD

GENERATION &
CONVERSION
STRATEGIES
 CONTENTS
TABLE OF
SOCIAL MEDIA OUTREACH
1 LinkedIn / Instagram / Facebook / etc...

13 COLD OUTREACH
Outbound Calling Types & Conversion

16 CALLING GUIDELINES

17 KPI'S

18 LEAD CONVERSION
Inbound Lead Conversion & Follow Up Strategies
SOCIAL
MEDIA
OUTREACH

1
DID
2.5 HRS / DAY
YOU is spent on social
networks

KNOW
The average
American has

There are over 7.1 SOCIAL MEDIA

accounts
65 SOCIAL PLATFORMS
with over

100 MILLION
users
3.48 BILLION
people use
social media
Reach people where they're
already spending their time!
2
LINKEDIN
WHY LINKEDIN?
LinkedIn operates the world's largest professional network on the
Internet with more than 630 million members in over 200 countries
and territories.

Linkedin allows you to message, call and video call prospects.

Professionals are
signing up to join Posts with images get
Linkedin at a rate of

2 New Users Per TWICE

Second as many comments
2 Million
Video posts are

5x posts, articles and videos

are published on LinkedIn
everyday
more likely to get
comments

CALLTEND STATS
LINKEDIN MESSAGING LINKEDIN INMAIL

75% Open Rate 40% Open Rate

Direct messages to 1st PAID Direct messages
Degree Connections

3
LINKEDIN
LINKEDIN HACK FOR GMAIL USERS

1 GO TO HTTPS://CONTACTS.GOOGLE.COM

2 UPLOAD YOUR DATABASE / DESIRED LEADS INTO "IMPORT

CONTACTS"

3 GO TO THE SETTINGS OF YOUR LINKEDIN ACCOUNT AND FIND

"IMPORT CONTACTS"

4 UPLOAD YOUR GOOGLE CONTACTS INTO LINKEDIN AND IT WILL

AUTO CONNECT WITH ALL OF YOUR CONTACTS.

LINKEDIN WILL THEN SEND THESE LEADS UP TO 4 EMAILS

REMINDING THEM TO CONNECT WITH YOU!

4
INSTAGRAM
"SLIDE INTO SOMEONE'S DM"
BEST PRACTICES FOR COLD OUTREACH
Follow prospective client.

If they follow back send a "DM" (Direct Message). It will go to their

direct message and leave a notification.

If they don't follow back:

Send a message. They may not see this message, as it will go
to the "other" folder.
The best way for them to see a notification from you, is to
comment on one of their posts.
For Example: Great photo (first name)! I sent you a direct
message :)

GOOGLE HANGOUT
IF YOU HAVE SOMEONE'S GMAIL, YOU CAN CALL THEM!

40% PICK UP RATE ON PURE COLD CALLING

5
FACEBOOK
MESSENGER
WHY MESSENGER?
Once you are friends with someone on Facebook, you
can call them, message them and video call them!

HOW TO USE MESSENGER FOR OUTREACH

Use a prospective lead's email to find their facebook profile.

Before sending them a cold message, add them as a friend! (If you don't
do this, your message will go to their other folder and they may not see
your message)

Once they accept your friend request, send them a follow up via
messenger.

CALLTEND STATS

83% OPEN RATE 80% RESPONSE RATE

Sent 31,302 messages
26,184 of those messages were opened
20,921 of those opened messages, were responded to.

6
FACEBOOK
GROUPS
WHY FACEBOOK GROUPS?
To be able to send a message to a prospect's main
mail folder without adding them as a friend!

GREAT for outbound! GREAT for hard to reach prospects!

HOW TO USE GROUPS FOR OUTREACH

Find and join a large group that your target audience would be a member
of.

On the tabs section of the group go to "CHATS"

Then click "Create Group Chat" - This will allow you to directly send a
message to anyone who is a member of the group!

7
FACEBOOK
PAGES
WHY FACEBOOK PAGES?
Social Validation Inbound Inquiries Utilization of Chat Bots

WHY USE A CHAT BOT FOR MESSENGER MARKETING?

ManyChat defines Messenger marketing as “the act of marketing to your
customers using a messaging app.”
Conceptually, it is similar to how email marketing works. The difference
stands in the fact that Messenger has a two-sided interaction.
When speaking about why you should consider using Facebook Messenger
as a marketing tool, the following graphs will make it easier to explain it why.

Continued...

8
FACEBOOK
PAGES : CHAT BOT

3 Set Up AI for your FAQ

Once your "Welcome Message" is ready, click on "Set Up AI" on your main
Chatfuel's Dashboard and insert your most-frequently asked questions, like:

You can set-up responses like:

Prospect Sends : "Thank You"

Chat Bot Reply : "You're Welcome"

Prospect Sends : "LOL"

Chat Bot Reply : "I'm glad I made you laugh."

You can test this anytime with the button "Test This Chatbot."

9
FACEBOOK
PAGES : CHAT BOT

This means that, while all the other marketers are busy using Social Media,
you can surpass them by surfing the growing trend of Messaging apps.
This assumption is also backed by a Nielsen’s Facebook Messaging
Survey which showed that messaging ranked second out of nine
possible modes of communication with business & that 53 percent of
people are more likely to shop with a company they can message
directly.
This means that they are not merely using it for personal communication as
many people think.

No wonder that Apple recently unveiled “Business Chat,”

or Chatbots for iMessage.

10
FACEBOOK
PAGES : CHAT BOT
HOW TO CREATE YOUR BUSINESS PAGE CHAT BOX
It will take you a minimum of 1 hour to build this.
In this example, we use https://chatfuel.com to build the Chat Bot

1 Do you have a Facebook Page?

You must first have a Facebook Business Page to connect your chatbot. If you
don’t have, just create it now.

Once you have it, click on “Connect to Facebook” on the main dashboard of
Chatfuel.

2 Setup your Welcome Message

Now click on your newly created chatbot, and the interface will show something
similar to the image below.

11
SMS
WHY SMS?
Great for building awareness
High open rates, if messages are delivered.
Low call to action clicks (button/link clicks) are low.

BULK SMS INSIGHTS

97% of your messages will not get delivered
This happens because there is no regulation for delivery of
messages. Large carriers determine what messages get delivered
and what to block (spam)... AT&T, Verizon, etc...

In order to ensure bulk message delivery, is to pre-negotiate a "Super

DID" number from the carrier. The cost is approx. $15,000 for 1 number.

RINGLESS VOICEMAIL
INSIGHTS
Great to use to touch base with your sphere of
influence
Most Iphones / Androides will auto transcribe
voicemails, almost like an SMS.
Cold Outreach: Experienced 10% Call Back
Rate
EXAMPLE:
"Hey (First Name)! I just wanted to call really quick & wish you and your
family a happy 4th of July. If you are free this week, I would love to buy you
coffee and see how everything is going.

12
 COLD
OUTREACH

IMPORTANT INSIGHTS
When using a dialer, it is important to have both an inbound & outbound line.
14% of the people you call, will call back into an inbound line.

More Conversations = More Nurtures

An easy way to increase contact rate is to the set the number of rings to 4.
Dial the number twice (back to back).

13
 OUTBOUND CALLING
CIRCLE AGENT FRANCHISE
PROSPECTING RECRUITING SALES
10% of sourced nurtures
Agent Focused Broker / Owner Focused
convert within 12 months!

CONVERSION TIMEFRAME CONVERSION TIMEFRAME CONVERSION TIMEFRAME

6 - 12 Months 6 - 9 Months 6 - 12 Months

SUGGESTED DIALER SUGGESTED DIALER SUGGESTED DIALER

Triple Line Triple Line Triple Line

TARGET CONVERSION TARGET CONVERSION TARGET CONVERSION

1 Nurture / 35 - 40 Contacts 1 Nurture / 30 Contacts 1 Nurture / 30 Contacts

TARGET CONTACT RATE TARGET CONTACT RATE TARGET CONTACT RATE

8 - 12% 15% 15%
100 dials/hour = 400 dials/day 100 dials/hour = 400 dials/day 100 dials/hour = 400 dials/day
10% contact rate = 40 contacts/day 15% contact rate = 60 contacts/day 15% contact rate = 60 contacts/day
40 contacts/day = 1 nurture/day 60 contacts/day = 2 nurtures/day 60 contacts/day = 2 nurtures/day

*this may vary due to data source & calling type.This is

also asuming a 6% turnover rate area

AVERAGE TALK TIME AVERAGE TALK TIME AVERAGE TALK TIME

5 - 10 minutes 5 - 10 minutes 5 - 10 minutes

14
 SPECIALTY CALLING
FSBO / EXPIREDS PROBATES EVENT INVITE

call expired data that is

varies the most Depends on Event Type
3 - 6 months old
CONVERSION TIMEFRAME CONVERSION TIMEFRAME CONVERSION TIMEFRAME

1 - 3 Months Immediate - 2 Years Depends on Event

SUGGESTED DIALER SUGGESTED DIALER SUGGESTED DIALER

Single Line Single Line Single Line

TARGET CONVERSION TARGET CONVERSION TARGET CONVERSION

1 Nurture / 30 Contacts 1 Nurture / 15 Contacts Depends on Event

TARGET CONTACT RATE TARGET CONTACT RATE TARGET CONTACT RATE

15% 10%
100 dials/hour = 400 dials/day 100 dials/hour = 400 dials/day
15% contact rate = 60 contacts/day 10% contact rate = 40 contacts/day Depends on Event
60 contacts/day = 2 nurtures/day 40 contacts/day = 2-3 nurtures/day

AVERAGE TALK TIME AVERAGE TALK TIME AVERAGE TALK TIME

2 - 5 minutes 5 - 7 minutes 1 - 2 minutes

15
CALLING GUIDELINES
MOTIVATION - finding out the "why"
Seller / Buyer Lead Franchise / Agent Recruiting
Upsize Better commission split
Downsize Technology
Relocation Brand Recognition
Price Ownership
Merge

TIMEFRAME - finding out the "when"

HARD SOFT
Within 1 year from now. Between 1 to 2 years from now

OPPORTUNITY - confirming that the lead is interested

Seller / Buyer Lead Franchise / Agent Recruiting

Verify the lead is not under contract Follow up with Recruiter / Regional
(listing agreement / buyer rep) with Leadership. Verify contracts /
a Realtor. restrictions.

FOLLOW UP - schedule the next call

VERIFICATION - confirm the details

Seller / Buyer Lead Franchise / Agent Recruiting
Name, Number, Email & Address License Type

16
 KPIs
Capture metrics that quantitatively measure success from calling
efforts / data and make adjustments as necessary.

CONTACT RATES Refer to calling type breakdown for

Average Contact Rate/Calling Type
Dials to conversions

AVERAGE TALK TIME Refer to calling type breakdown for

Average Talk Times/Calling Type
Length of conversations

WAIT TIME Never want to exceed 30 seconds!

Long wait times = new data needs to be
Time between calls
added.
DROP RATE Pay attention to # of Call attempts, as
the contact rate will decrease with an
Amount of pickups that do not connect increased # of call attempts (law of
diminishing returns).
CONVERSION
Conversations to leads For compliance purposes, do not exceed
Leads to appointments 3% drop rate of all outbound calls
Appointments to contracts placed.
Most auto dialers will allow for 3+ lines to
Contracts to close
dial at once.
If drop rate increases, you may need to
lower the number of lines you're dialing.

Refer to calling type breakdown for

Conversion Stats

17
 LEAD
CONVERSION
BEST PRACTICES OF HOW TO HANDLE A LEAD
ONCE THEY ARE QUALIFIED AND SENT TO YOU

18
 INBOUND LEADS

HOME REALTOR.COM SIGN CALLS &

EVALUATIONS ZILLOW.COM OTHER OPT INS
CONVERSION TIMEFRAME CONVERSION TIMEFRAME CONVERSION TIMEFRAME

1 - 3 Months 1 - 3 Months 1 - 6 Months

SUGGESTED DIALER SUGGESTED DIALER SUGGESTED DIALER

Single Line (Triple Line for Single Line (Triple Line for Single Line (Triple Line for
larger archives) larger archives) larger archives)

TARGET CONVERSION TARGET CONVERSION TARGET CONVERSION

1 Nurture / 20 Contacts 1 Nurture / 10 - 15 Contacts 1 Nurture / 10 - 15 Contacts

TARGET CONTACT RATE TARGET CONTACT RATE TARGET CONTACT RATE

10% 10% 10%
25 dials/hour = 100 dials/day 25 dials/hour = 100 dials/day 25 dials/hour = 100 dials/day
10% contact rate = 10 contacts/day 10% contact rate = 10 contacts/day 10% contact rate = 10 contacts/day
10 contacts/day = 1 nurture/day 10 contacts/day = 1 nurture/day 10 contacts/day = 1 nurture/day

AVERAGE TALK TIME AVERAGE TALK TIME AVERAGE TALK TIME

5 - 10 minutes 5 - 10 minutes 5 - 10 minutes

19
 INBOUND / OPT INS
It is trendy in the Real Estate Industry to respond to
inbound leads within 5 minutes...
FALSE
It is best to respond to an inbound lead around the
10 minute mark!

What to expect with an inbound lead

20
 GEO FARMING
CIRCLE PROSPECTING
As a reminder, these leads aren't usually ready to sell
ASAP. Therefore, you must work on building a
relationship with the lead and continually bringing the
lead value in order to gain their trust.

21
 EXPIREDS
These leads are the most URGENT leads and get called
the most. You will need to add value quickly, confirm the
appointment quickly, and push urgency to meet, Do not
be afraid to call/reach out multiple times.

22
 EVENT INVITE
These calls are a great way to remind people who know
about the event or need an extra push to commit. They
should already be contacted in other ways to know about
the event and have the information in place to sign up.

23
 AGENT RECRUIT
FRANCHISE SALES
These agents are constantly being contacted with
different offers and information. You will need to provide
a lot of supporting information and status in the
industry. Utilize the status from your social media,
brokerage, or others followings to gain trust.

24
 AGENT RECRUIT
FRANCHISE SALES
These agents are constantly being contacted with
different offers and information. You will need to provide
a lot of supporting information and status in the
industry. Utilize the status from your social media,
brokerage, or others followings to gain trust.

25
 DATABASE
Use texts, emails and automatic Facebook messages to
reach out to your database.

Never outsource or have someone else call your

databse.

EXAMPLES
Send out an automated email for coffee to your entire
database.
Go to coffee with those who respond.

Use automation bots to wish people Happy Birthday on

Facebook & LinkedIn

Text your entire database on major holidays.

Happy 4th of July (first name)!

26
SCRIPTS

27
 CIRCLE PROSPECTING

“Hi, is this (first name)?”

IF YES: Hi (first name)! My name is (your name) and I work with (brokerage name). I am calling to see if
you’ve had any thoughts of selling your home within the next year?

IF YES: Great! What has you thinking about selling the property? …move into Motivation section of
the script

IF NO: Okay, the reason I ask is because we’re seeing a lot of interest in your neighborhood… Do you
know anyone that may be thinking about selling?

IF YES: Perfect. What is the best number to reach them on? …Get as much contact information as
you can… name, address, #, email, etc

IF NO: I understand, when would be the soonest that you could see yourself selling this property?

IF ( x Months or x Years): So what has you thinking about selling your property in ____
months/years?

IF NO: Got it. Have you ever had any thoughts about buying an additional property?

IF YES: Great! What has you thinking about buying?... move into Motivation section of the
script.

IF NO: Politely end the call.

IF NO: I’m so sorry! Are you by any chance a homeowner?

IF YES: Proceed with introductory script above…

IF NO: Oh okay… Have you had any thoughts of buying a home within the next year or two?

IF YES: Great! What has you thinking about buying? …move into Motivation section of the script

IF NO: See if they know anyone else thinking about buying or selling. If not, politely end the call.

28
 CIRCLE PROSPECTING

CRITERIA POINT #1 : MOTIVATION

“What has you interested in selling your property (or buying a property)?”

Relocation Open Ended Questions

"What has you interested in leaving the area?"

"What area do you plan on moving to?"
"Have you started looking into properties in that area yet?"

Upsize/Downsize Open Ended Questions

"What has you interested in upsizing/downsizing?"

… Or … "What has you interested in a larger/smaller house?"
"How many bedrooms / bathrooms are you looking for?"
"Will you want to stay in this area?"
"Have you started looking at properties yet?"
"Have you spoken with a lender?"

Price / Offer Open Ended Questions

**Price is not an acceptable motivation. Need to find what else has them interested in selling **
"What do you plan to do once the property sells?"
"What will you do with the proceeds of the sale?"
"Any other circumstances that would motivate you to sell the property?"

.... once you've captured the motivation, move to criteria point #2 : timeframe ...

29
 CIRCLE PROSPECTING

CRITERIA POINT #2 : TIMEFRAME

"When do you see yourself selling / buying the property?”

"Is there anything important to you about that timeframe?"

... if the timeframe is over 6-12 months, ask:

"Are there any circumstances that would enable you to sell / buy sooner?"

Urgency Statement (If Needed):

“We are currently experiencing low inventory in the area, which is awesome for Sellers because it leads to
multiple offer situations and great opportunity. What circumstances would allow you to move sooner?”

CRITERIA POINT #3 : OPPORTUNITY

“Are you currently under contract with a Realtor?”

IF YES: Politely end the call.

IF NO: "Great. Would we have the opportunity to earn your business?"

IF YES: Move to Criteria Point #4 : Follow Up

IF NO: Politely end the call

30
 CIRCLE PROSPECTING

CRITERIA POINT #4 : FOLLOW UP

“Perfect! What would be the best time to have my Agent follow up with you to talk more
seriously about selling the property / buying a property ?”

“Do weekdays or weekends work better for you?”

“What about mornings or afternoons?”

“Does (day) at (time) or (day) at (time) work better for you?”

** If their timeframe is less than 6 months, set a follow up within 1-2 days **

CRITERIA POINT #5 : VERIFICATION

Email Address

“We would like to send over our team’s contact information, just in case you have any questions or would
like to do some research on our team. So what would be the best email address to send that to?”

Name & Address

“Just to verify, I’m speaking with (Name) at (property address)?”

Phone Number

“Perfect! And is this the best number to reach you on?”

Politely end the call …. “Thank you so much for your time today. My Agent looks forward to speaking with you. Bye!

31
 CIRCLE PROSPECTING
OBJECTION HANDLERS

OBJECTION: “Who do you work for??”

HANDLER: “I am calling on behalf of a Brokerage NameLocal Real Estate Team”

IF OKAY: Immediately go back to wherever you left off in the script.

IF LEAD SAYS: “But who do you work for?… Which Agent”

HANDLER: “I work with several Agents who belong to different brokerages."…Immediately go

back to wherever you left off in the script.

OBJECTION: “How did you get my number?!!!”

HANDLER: “Our tech team pulled a list together for me and somehow your number was associated with
this address through public records.”

IF OKAY: Immediately go back to wherever you left off in the script.

IF UPSET: “I completely understand. I will remove your number from our list immediately. Thank you
for your time.”

OBJECTION: “My number is on the DNC list!!!”

HANDLER: “I am so sorry! I will remove your number from our list right now. Thank you for your
time.”

OBJECTION: “Why are you calling me?!!”

HANDLER: “We have been seeing some interest in your area, so we’re just calling around to see who
might be selling over the next year.”.. Immediately go back to wherever you left off in the script.

OBJECTION: “Do you have a buyer for my house?!”

HANDLER: “Not specifically. However, we do have people who are looking into your area with different
timelines. So we’re just calling around to identify who is interested in selling their home within the next 1-
2 years.”... Immediately go back to wherever you left off in the script.

OBJECTION: “I’m not interested in selling my home.”

HANDLER: “I can understand that. Have you had any thoughts of buying an additional property within
the next 1 to 2 years?”
32
 CIRCLE PROSPECTING
OBJECTION HANDLERS

OBJECTION: “You have the wrong number!.”

HANDLER: “I’m so sorry! Since I have you on the line, are you by any chance a homeowner?”

IF YES: “That’s great! Have you had any thoughts of selling your home?”
IF NO: “Oh okay… Have you had any thoughts of buying a home within the next year or two?”

IF YES: “Great! What has you thinking about buying?”…move into Motivation section of the script
IF NO: See if they know anyone else thinking about buying or selling. If not, politely end the call.

OBJECTION: “Where are you calling me from?”

HANDLER: “The agent I assist is located in your area and I assist the agent remotely from (if within US,
state your city. If outside of US, state your country).... Immediately go back to wherever you left off in the
script.

OBJECTION: “I’m not interested, I’m a Realtor.”

HANDLER: “Oh okay. Thank you for your time. Hope you have a great day!”

OBJECTION: “You’re the 3rd person who’s called me. What do you want???”

HANDLER: “Ugh, I’m sorry! That must be super frustrating. Well, the reason I’m calling is because we’re
working with buyers right now who are interested in purchasing a home within your area. So… have you
had any thoughts of selling your home?!”

OBJECTION: “My home is already listed” or “My home is already for sale.”

HANDLER: “Awesome! Are you under contract with a Realtor?”

IF YES: “Okay. Do you happen to know of anyone else who may be looking to sell or buy a
property?”

IF YES: “Great! What is the best number to reach them on?”… If so, get as much information as
you can.
IF NO: “Oh okay. Thank you so much for your time today!”

IF NO: “Great! Would you be open to working with a Realtor to help you get your home sold?”

33
 CIRCLE PROSPECTING
OBJECTION HANDLERS

OBJECTION: “I’m not planning to sell for another 2-3+ years …..”

HANDLER: “Okay. Is there anything important to you about that timeframe?”

…… Based off response …. You can then ask : “What would need to happen in order for you to be able
to sell your home in 1 to 2 years vs. 2-3+ years from now?”

OBJECTION: “I’ll sell my home is I can get $________ for it”

HANDLER: “Okay. How did you come up with that price of $________?”
“What do you plan to do once the property sells?”

OBJECTION: “My friend or a family member is a Realtor…..”

HANDLER: “Got it. Would you be interested in hearing another approach to getting your property sold?”

OBJECTION: “How much can I sell my home for?” or “How much is my home worth?” or any Real
Estate specific question(s).

HANDLER: “That is a great question that my Agent can definitely assist you with during the follow up
call!”

OBJECTION: “I’m not comfortable with giving you my email.”

HANDLER: “I get that .. Don’t worry though, we don’t send out any spam. We just use this in order to
send you our team’s contact information (if buyer - & keep you updated on the market in your area). So
what would be the best email for us to send that to?”

34
 EXPIRED SCRIPT

Hi, is this (first name)?

Hey (first name)! My name is (your name) and I work with a real estate team in the area.

The reason I'm calling you today is because I saw your home came off the market and I wanted to find out
if it is still available or if it actually sold?

When will you be looking to …HIRE THE RIGHT AGENT… for the job to sell it?

Fantastic, well we specialize in selling homes that didn’t sell the first time AND I was hoping you’d be free
to …get together…for about 15 minutes or so to talk to my agent about why your house didn’t sell and what
needs to happen in order for it to sell at this point.

Which usually works better for you, weekdays or weekends? Mornings or Afternoons? (__) pm or (__)pm?

(If the Prospect would rather have the agent give them a call)
I can appreciate that and our agent will always give you a call ahead of time before heading out to the
property and in order for our team to determine the … best approach to getting the property sold… we
would need to see the house right? I see my agent will be in your area towards the end of the week.
Which usually works better for you, weekdays or weekends?
Mornings or Afternoons?
2pm or 6pm?

Too soon of a close? Ask questions:

Do you still NEED to sell your house?
May I ask where you are moving to?
How soon do you need to be there?
Why did you first put your home on the market?
Why do YOU think that your home didn’t sell?
How did you go about choosing the last agent you listed with?
What did the agent do that you liked the best?
What do you feel that they should have done?
How many showings did you have? Did you receive any feedback from those?
Did you receive any offers? How many?
Why didn’t any of those offers work out?

You know, I’m convinced it’s not for a lack of effort. You know, It’s more likely in the approach. You simply
need a different approach. That’s exactly why we need to get together.

35
 EXPIRED SCRIPT
OBJECTION HANDLERS

OBJECTION : They are tired of realtors and the processes involved in having their house on the
market.

HANDLER: Go back to motivation, what HAD you thinking about selling the home in the first place?

OBJECTION : They don’t want to pay commission or have chosen to list it as a FSBO.

HANDLER: There are generally four types of buyers who are attracted to homes that go for sale by
owner; Investors, buyers who are motivated but not in a hurry (first time homebuyers), buyers who are
motivated and IN a hurry, and people who are just always looking around... aka "Looky-lous"
Motivated homebuyers whether they are in a hurry or not are almost always working with a real
estate agent, in which case you would be expected to pay a buyers commission. What does that
leave you with?
Investors who may try to take advantage of you and “Looky-lous” who will just waste your time.

OBJECTION : Plans have changed.

HANDLER: Return to original motivation, why WERE you thinking of selling?

OBJECTION : They are going with the same agent.

HANDLER:
What’s your agent going to do differently this time?
How many showings did you have?
What was the feedback from those showings?
Did you receive any offers while the home was on the market?
Why didn’t those offers work out?

36
 EXPIRED SCRIPT
OBJECTION HANDLERS

OBJECTION : They've chosen to rent the property instead.

HANDLER:
Have you ever been a landlord before?
Are you comfortable writing up the appropriate contracts and handling those transactions?
Have you thought about having to go through the eviction process if the tenants don't work out and
what's entailed?
Wouldn't it make sense to...sell the home...and avoid the hassle of potentially having to deal with an
eviction or the repairs and upkeep of having someone you don't know in the property? Great, That’s
exactly why you should meet with one of my agents to discuss what needs to happen this time to get
the property sold.. What works best for you weekdays or weekends?

OBJECTION : They did not know it was expired.

HANDLER: Did you resign any paperwork with the agent?

IF YES: Politely end the call
IF NO: Go back to motivation. Find out what has the lead wanting to sell the property.

OBJECTION : "Why didn't you bring me a buyer when my property was on the market?"

HANDLER: Unfortunately, the home was not marketed appropriately, and as a result was not on our
radar.

OBJECTION: The lead has decided to renovate the property instead and stay in the home.

HANDLER: Return to the lead's motivation. Why were you interested in selling your property in the first
place?

37
 FSBO SCRIPT

Hello, my name is (Your Name) and I’m calling about the property at (address). Is this the owner?

IF YES: Great! Can you tell me about that house?

Wow! It sounds like a great property and clearly you’ve put a lot of love into it. Again my name is (your
name) and I’m an assistant to a local realtor. May I ask why you want to sell such a great home?

Terrific! Are you offering a buyer agent’s commission in the event one of our buyers wrote you an
acceptable offer?

IF YES : Great! In the event we were to bring you a qualified buyer, may I ask what commission you
are offering? (Proceed to questions below).
IF NO : Okay, no problem! So just to double check, if we had a willing and able buyer who wanted to
present you with an acceptable offer, you wouldn’t want us to present that to you?

Perfect! Just out of curiosity, why are you trying to sell your house yourself?

Excellent! Have you sold a house before?

Fantastic! How long have you been trying to sell this house?

Good for you! I’m sure by now you’ve gotten calls from a bunch of agents trying to shake you down.
Have you gotten any seriously interested buyers writing you offers yet?

Great! Just out of curiosity, how long are you going to try and sell this house on your own before you
decide to explore other options?

Outstanding! In that time frame, if you decide to... EXPLORE OTHER OPTIONS... do you have a
close friend or family member that you would feel obligated to work with?

Wonderful! If you knew that whether you sold the house yourself, or we sold it for you, that you’d
come out making the same amount of money in the end, and my agent can show this to you wouldn’t
it make sense to have a brief chat with them so we can show you how that is?

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 FSBO SCRIPT

Great! When typically would be a good time for you to briefly meet with my agent would (X TIME
FRAME) work for you or would (Y TIME FRAME) be better?

OR

Wonderful! If my agent could demonstrate to you that they could get your home sold for (commission
% they’re offering) or more than you could get it sold for, since you’re paying (commission % they’re
offering) to a buyer agent anyway, would you be interested in speaking with us about potentially
making more money in the sale?

Great! When typically would be a good time for you to briefly meet with my agent would (X TIME
FRAME) work for you or would (Y TIME FRAME) be better?

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 FRANCHISE SALES
SCRIPT

Hi this is (your name) with Exit realty and we are expanding in your area which requires us to look for
talented Broker owners, managers and agents looking to grow their businesses.

These opportunities include but are not limited to positions for ownership, management, trainers and
agents looking to grow.

Have you considered looking into opportunities in your real estate career?

Have you ever considered ownership?

Are you open to a conversation with our Regional Leadership ___________ and discuss the
opportunities that exist with Exit Realty? It’s only a conversation, you have nothing to lose.

Have you heard of EXIT Realty?

Right now we are the top 10 largest in the nation and have been around 20 years and are financially
stable, growing and privately-held.

We have a track record of successful brokerages. Are you open to a conversation?

What works best for you Tuesday or Thursday at 10?

Additional Questions:
Have you ever considered ownership?
If an owner are you looking to grow, sell or merge currently?
As an agent have you ever thought about getting involved in leadership or ownership
As team owner have you considered ownership
As a leader are you considering growing or adding on your team?
Are you interested in earning more than 100%?

As an agent are you looking to grow your business and does a pay raise without all the fees interest
you.
Are you open to a conversation? Can I send you a short video before we move further?

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 INBOUND BUYER
SCRIPT

“Hi is this (Name)?”

“Hey! This is (your name) and I work with (Team/Brokerage Name). We saw that you recently viewed
one of our properties online and wanted to see if you were still looking at purchasing a home in the
area?
If YES:
“Great, Tell me more about that. What would your ideal home look like?”
“How soon do you see yourself making the move?”
“What is important to you about that time frame?”
“Do you know if you will be paying cash for this next home or looking at getting financed?”
“Have you talked to a loan officer yet about getting pre approved?”
“Thank you for that information, out of curiosity are you also thinking of selling your current
home once you do find the right property?”
“Are you currently working with an agent to help you find the perfect home?”
“Well that's great! We would love to get you connected with our agent to help you with getting
the process started. When is the best time to have them give you a call back to talk about this
in more detail? Do mornings or afternoons work best?”

If NO: “Thank you for thinking about that for me. If you don't mind me asking, when is the soonest
you see yourself selling your current property?”
Create Urgency: “I am not sure if you are aware, we are experiencing low inventory in the area
which is excellent for sellers because it tends to lead to multiple offer situations and great
opportunity. What circumstances would allow you to move sooner?”
“What is important to you about that time frame?”
“Great, What has you thinking about selling the home?”
“Are you currently working with an agent?”
“Great, If our agent showed you an approach that you felt comfortable with, would we have the
opportunity to earn your business?”
“Well that's great! We would love to get you connected with our agent to help you with getting
the process started. When is the best time to have them give you a call back to talk about this
in more detail? Do mornings or afternoons work best?”

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 INBOUND BUYER
SCRIPT

“Hi is this (Name)?”

“Hey! This is (your name) and I work with (Team/Brokerage Name). We saw that you recently viewed
one of our properties online and wanted to see if you were still looking at purchasing a home in the
area?
If YES:
“Great, Tell me more about that. What would your ideal home look like?”
“How soon do you see yourself making the move?”
“What is important to you about that time frame?”
“Do you know if you will be paying cash for this next home or looking at getting financed?”
“Have you talked to a loan officer yet about getting pre approved?”
“Thank you for that information, out of curiosity are you also thinking of selling your current
home once you do find the right property?”
“Are you currently working with an agent to help you find the perfect home?”
“Well that's great! We would love to get you connected with our agent to help you with getting
the process started. When is the best time to have them give you a call back to talk about this
in more detail? Do mornings or afternoons work best?”

If NO: “Thank you for thinking about that for me. If you don't mind me asking, when is the soonest
you see yourself selling your current property?”
Create Urgency: “I am not sure if you are aware, we are experiencing low inventory in the area
which is excellent for sellers because it tends to lead to multiple offer situations and great
opportunity. What circumstances would allow you to move sooner?”
“What is important to you about that time frame?”
“Great, What has you thinking about selling the home?”
“Are you currently working with an agent?”
“Great, If our agent showed you an approach that you felt comfortable with, would we have the
opportunity to earn your business?”
“Well that's great! We would love to get you connected with our agent to help you with getting
the process started. When is the best time to have them give you a call back to talk about this
in more detail? Do mornings or afternoons work best?”

42
 PROBATE SCRIPT

Hello (first name), my name is (your name) I’m with (Team/Brokerage Name)... I’m calling about the
(NAME of the estate) ... I know I’m a little premature ... I was wondering if or when does the estate
plan on selling the real estate?
Will you be choosing the real estate agent or is the attorney? Great.
How many heirs are there? Perfect
Is everyone on the same page about wanting to sell?
How soon do you want the property(s) on the market?
Would like my Agent to take a look at the property and give you a free market analysis, at least
you will know what it's worth?
The team I work with, specifically looks to sell properties in probate ... there are certain laws and
protocols that have to be followed ... to protect the estate ... may we send you a brochure?
(Follow up in 3-4 days)
Attorney’s:
Hello my name is (your name) I’m with (Team/Brokerage Name) ... I was wondering if you have any
clients that upon asset review would need a free market value analysis for if .. or .. when they think
of selling their real estate?
Do you have a GO TO person in where in (county name)... that within hours can get you what ever
you need ... grant deeds, a property owners names, full market analysis with pictures or any other
real estate item?
May we send you a brochure and check back each quarter to see if you or one of your clients
needs any type of real estate service?

Closes:
Mr. Name would you benefit from an Aggressive, Pro-Active agent that understands the differences
between a conventional sale and probate sales?

Let me ask you a question ... If I could show you in 10 or 15 minutes that there was a great financial
benefit to the estate to employing an agent like myself would that help you?

Exp: Do you know what a “Notice of Proposed Action” or a “Court Referee” is?
I would assume that most real estate agents don’t either. If they don’t know all the ins and outs you
can get yourself in a lawsuit, you don’t want that, right?

I am here to protect you and get you top dollar for your property!

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 EVENT INVITE SCRIPT

Hi this is (first name) from the offices of (Office Name)?

We are hosting an event and you’re invited!

The event is on Date from ___ PM to ___ PM.

It will be held at the (location) in city, state.

This event will be featuring (....... input event feature details)

Would you be interested in this free event?

YES: Could I email you an invitation to our Eventbrite page?
YES: Great, what email address could I send this too?

NO: Thank you for your time.

44