Call Intros & Openers
The three things you should always state in the first 10 seconds of a call.
Your name, the company/agent you represent and what you're calling about.
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.
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...
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?
Totally fair — are you open to a second opinion on what buyers are currently paying in your area?
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).
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.