Call Intros & Openers
The two things you should always state in the first 10 seconds of a call.
"Your name and the company/agent you represent."
The #1 reason a listing expires without selling.
"It was priced incorrectly."
The main motivation for FSBOs selling on their own.
"To save money on commission."
The emotional approach you must use when speaking with probate leads.
"Empathy and patience."
The first question to qualify an agent’s openness to new opportunities.
"Are you currently happy where you’re at, or are you open to hearing about other options?"
This tone element is more important than the actual words used in the intro.
"Your energy and confidence."
How to ask if they’re still interested in selling without sounding pushy.
"Are you still open to the right buyer if the home sold at your price?"
Circle prospecting opener around a new listing.
"Hi, this is [Name] with [Team]. We just listed a home nearby — curious, have you thought about moving in the next year or so?"
What is one helpful offer you can make to someone in pre-foreclosure?
"Options to avoid foreclosure (cash offer, quick sale, market valuation)."
Key motivators for agents to switch brokerages.
"More leads, better training, higher splits, better culture."
A pattern interrupt opener to re-engage a lead who says "I’m not interested."
"That makes sense — quick question, have you already spoken with another agent, or are you just not looking right now?"
If a lead says, "We’re going to relist with the same agent," what’s a strong follow-up?
"Got it — out of curiosity, was there anything your last agent could’ve done differently to get it sold?"
A FSBO says, "We don’t need an agent." What’s your pivot?
Answer: "Totally fair — are you open to a second opinion on what buyers are currently paying in your area?"
Probate lead says, "I’m not ready to talk." What’s your best response?
"I completely understand — would it be okay if I checked back in a few weeks?"
Agent says: "I’m loyal to my broker." What’s a soft pivot?
Answer: "Totally get that — if there was one thing you’d improve about your current setup, what would it be?"
Why is it better to ask a question immediately after the intro?
"To take control of the conversation and encourage engagement."
Expired lead says: "We’re taking a break from selling." What’s your best pivot?
"Completely understand — while you’re on break, would it be helpful to know what homes around you are selling for?"
How to build trust with FSBOs without sounding like you’re selling.
"Ask discovery questions and offer value (market report, buyer demand, staging tips)."
Pre-foreclosure lead says, "We’re trying to work it out with the bank." What’s your pivot?
"That’s great — would it help to know your property’s market value in case the bank asks about it?"
When recruiting, why is listening more important than pitching?
"It uncovers pain points and builds rapport before presenting solutions."
The 3-step method to recover from a shaky intro.
"Acknowledge, reset with energy, and pivot to a discovery question."
Canceled lead says: "We might sell next year." What’s your nurture play?
"Perfect, let’s set a quick follow-up before then so you know where the market is heading."
Circle prospecting call goal when no one is selling.
"Build relationships and identify future opportunities."
What’s the key compliance step before dialing probate or foreclosure leads?
"Check Do Not Call status and confirm with your broker/attorney."
The #1 goal of a recruitment ISA call.
"Book a meeting with the team leader/owner, not to close the agent directly."