REAL ESTATE AGENT SUCCESS

Cold
Calling
Script
CONVERT COLD LEADS
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The Script
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The Opener
"Hi (name), this is (first name, last name) with (company). How have you been?"

The Reason
There will be 2 examples below. The first is a standard real estate client, and the second is a Big Fish.

The four components of The Reason are Pique, Pain, Value + Proof, Closing

"I noticed you were looking at 123 Main street, and there is some news about this home." (Pique)"

"I noticed the competition between you and COMPANY is fierce, may I make an observation?" (Pique)

"This property sold in (time) and let me tell you why. The buyer had the inside scoop, and they saw this the
moment it hit the market." (Pain)

"You have a great product, but to beat the competition, you need more than a fantastic product." (Pain)

"You need a real estate agent who has a proven system for getting buyers into the perfect home in this fast
real estate market. In fact, I just helped a buyer get into a home in this neighbourhood last week, and they
couldn't be happier." (Value + Proof)

"You need a top real estate team that knows how to market homes in new ways and isn't afraid to call buyers
out of the blue, kind of like I'm doing right now with you. In fact, I just helped [other company or seller] with
a similar approach, and they received [result]" (Value + Proof)

Rev Real Estate School | www.revrealestateschool.com

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The Script
The Perfect Close Questions (Closing)

Initial Question:

“Does it make sense for us to X so that Y?“

Examples:
“Does it make sense for us to schedule a 15-minute meeting so that we can chat about your buying criteria
and I can send you the best deals as soon as they hit the market?”

“Does it make sense for us to schedule a 15-meeting with your team so we can look at what is most important
to you when evaluating your real estate team?”

Follow-Up Question (if they reject the proposed next step):

“Ok, (name)! What is a good next step then?”

Objection Handler
The main objection you will face in cold calling is "I'm not interested" or some variation of this objection.

Other examples of this same objection include

"We are all set."

"We are happy with our real estate agent."

This is not them saying, "we have already bought," or "we are not buying anymore." These are disqualifiers,
and you should avoid pursuing the lead any further.

Rev Real Estate School | www.revrealestateschool.com

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The Script
Three Options

"I agree. To be honest, I wouldn't be interested either off the bat. Let me ask you a question. If I could show you
how ________ (avoid pain), would it be worth a few minutes of your time?"

"I know that (name), I mean if you were then you would have called me! If I could show you how ________
(avoid pain), would it be worth a few minutes of your time?"

"I get it (name), you probably get a lot of these calls. I'll tell you what, why don't we meet for 10-minutes over
Zoom instead of 15-minutes in person. If nothing comes of it, at least you will have more market knowledge to
use during your home search."

The Wrap
If they agree, great! You then make one promise to them. For example,

"I'm looking forward to our meeting. Before the meeting, I promise to send you [comparable, listing,
information, my contact info, anything]"

Then send your follow up email right after the call with the item you promised. This shows you are
reliable and prompt.

However, if they didn’t agree to a meeting and continued to say that they are not interested, you will
proceed to get a commitment to stay in touch. Remember, you will need to reach out on average 4 times
before they agree to a meeting.

"No problem (name)! Well, why don't we stay in touch as time goes on? Things can change, and I want to make
sure you are always in good hands. Does that work for you?"

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Rev Real Estate School | www.revrealestateschool.com