COLD CALLING SCRIPTS
This is the recommended maximum length in seconds for your opening statement when cold calling expired listings
What is 30 seconds?
When a seller says 'Your commission is too high,' this technique involves asking them to explain what they mean by 'too high'
What is the clarification technique?
This is something you should understand before discussing your marketing plan during a listing presentation
What is the seller's motivation or timeline?
This acronym represents the key qualifying questions: Motivation, Ability, Need, and this final element
What is Timeline (MANT)?
This closing technique involves asking 'Would you prefer to close on the 15th or the 30th?'
What is the alternative choice close?
When calling FSBOs, this phrase helps position yourself as a resource: 'I'm not calling to list your home, I'm calling to...'
What is 'help you sell your home'?
The three-step process for handling objections: Acknowledge, Clarify, and this final step
What is Respond or Answer?
This shows the seller exactly how many homes are competing with theirs in their price range
What is a Competitive Market Analysis (CMA)?
When a buyer says, 'We want to think about it,' this question helps uncover their real concern
What is 'What specifically would you like to think about?'
This technique involves remaining silent after asking for the business, letting the client respond first
What is the silence close?
This script element helps you get past gatekeepers: 'Hi, this is [Name] with [Company]. Is [Decision Maker] available? I have some information about...'
What is creating curiosity or providing value upfront?
When handling the objection 'We want to interview other agents,' this response positions you as confident: 'That's smart. What questions do you have for me that will help you make the best decision?'
What is the confident professional response?
This presentation technique involves showing the seller what happens to overpriced homes using market data and days on market statistics
What is the pricing presentation or overpricing consequences?
This buyer consultation script helps establish urgency: 'In this market, the best homes sell within...'
What is 'the first few days' or 'X days'?
This closing technique involves asking 'On a scale of 1-10, how interested are you?' and then following up with 'What would it take to make it a 10?'
What is the scale close or 1-10 close?
This advanced prospecting script for expired listings addresses the seller's frustration: 'I know you're probably frustrated that your home didn't sell. The good news is...'
What is 'it's still for sale' or 'we can identify what went wrong'?
When a seller objects with 'We want to try selling it ourselves first,' this response maintains the relationship while planting seeds for future business
What is 'I understand. Here's my card. When you're ready for professional help, I'd love to assist you'?
They’ll pay buyer agents but won’t list. Convert to consult.
What is, ‘You’re already open to paying for exposure. My job is to expand it and protect you. Ten minutes to show a net sheet and plan. Today at 6 or tomorrow at 11?
This buyer script addresses multiple offer situations: 'In this market, if you love a home, we need to be prepared to...'
What is 'write a strong offer immediately' or 'compete with other buyers'?
This sophisticated closing technique involves summarizing all the benefits discussed and then asking 'Based on everything we've covered, what questions do you have before we move forward?'
What is the summary close or assumption close?
This master-level prospecting approach involves calling the neighbors of your new listings to say: 'I just listed your neighbor's home at [address]. Do you know anyone who might be interested in living in your neighborhood?'
What is circle prospecting?
The ultimate objection handling framework: Feel, Felt, Found. 'I understand how you FEEL. Others have FELT the same way. Here's what they FOUND...'
What is the Feel, Felt, Found method?
This advanced listing presentation technique involves bringing a 'Sold' sign to the appointment and asking 'Where would you like me to put this when your home sells?'
What is the assumptive sold sign technique?
This comprehensive buyer consultation script addresses financing, timeline, and expectations while positioning you as the expert: 'Let me ask you the same questions a lender will ask...'
What is the lender qualification script or financial pre-qualification dialogue?
This master closing technique involves asking 'What's the worst thing that could happen if you hire me?' followed by addressing each concern and then asking for the business
What is the worst-case scenario close or fear reversal close?