Free scripts for real estate and property agents
Real estate cold calling scripts: the first ten seconds, and what to say after
Ten scripts for the calls agents make every week: six cold calls, from expired listings to past clients, and four callbacks for people who contacted you first. Each one has an opener, two questions and the ask. Copy them, print them or download them for Word.
The first ten seconds decide most calls. Say who you are, why you're calling this person today, and ask one question they can answer. These scripts keep to that, and each ends by asking for one thing: a meeting, a look at the home, or a date to call back. Change the words until they sound like you, because a script read out word for word sounds read out.
Scripts for each kind of seller you call
Real estate call scripts: [your name]
Before you dial: the list, the reason for each call, and the Do Not Call check done: yes / no
1. Expired listing
Opener: "Hi [name], it's [you] from [brokerage]. I saw your home on [street] came off the market. Are you still thinking of selling?"
Ask: "What do you think stopped it selling?"
Ask: "If it sold in the next three months, where would you move to?"
The ask: "Could I come by for 20 minutes on [day] and show you what I'd do differently?"
2. For sale by owner
Opener: "Hi [name], it's [you], a local agent. I saw your sign on [street]. I'm not calling to list it. Have you had many people through?"
Ask: "How are you handling the viewings and the offers?"
Ask: "What would make you consider an agent?"
The ask: "Can I send you what homes on your street sold for this year, and check in next week?"
3. Just listed or just sold
Opener: "Hi [name], it's [you] from [brokerage]. I've just [listed / sold] the home at [address], a few doors from you."
Ask: "Do you know anyone who's been wanting to move into the area?"
Ask: "Have you thought about what your own home might be worth now?"
The ask: "Would a quick price check on your home be useful?"
4. Your sphere
Opener: "Hi [name], it's [you]. I was thinking of you because [a real reason]. How have you been?"
Ask: "Is anyone you know thinking of buying or selling this year?"
The ask: "If someone comes to mind, would you pass on my number?"
5. Open house visitor
Opener: "Hi [name], it's [you]. We met at the open house on [street] on Sunday. What did you think of it?"
Ask: "What would the right home have that one didn't?"
The ask: "I have two homes like that this week. Could I show you on [day]?"
6. Past client
Opener: "Hi [name], it's [you]. It's been [time] since you moved into [street]. How's the house?"
Ask: "Anything you'd change about it now?"
The ask: "Is there anyone you know who's thinking of moving?"
Scripts for people who contacted you first
Page one for "real estate scripts" is as much about calling back enquiries as cold calling. These four sit after the six cold calls, numbered on.
7. A listing enquiry, called back the same day
Hi [name], it's [your name], the agent for [address]. You asked about it on [day], so I'm calling back. Is now OK for two minutes?
What caught your eye about this one, and do you need to move in by a certain date?
It's best seen in person, and I can show you on [day] at [time] or [day] at [time]. Which suits you?
8. A buyer who went quiet after viewings
Hi [name], it's [your name]. It's been [number] weeks since we viewed [address], so I'm checking in.
Are you still looking, or has something changed?
If you're still looking: a [type of home] in [area] has just come up that fits what you told me. Would you like to see it this week?
9. An owner who asked online what their home is worth
Hi [name], it's [your name] from [agency]. You asked what [address] might sell for, so I'm calling about that.
Are you thinking of selling this year, or would you like a figure for now?
The fairest number comes from seeing the home and the recent sales nearby. Could I come by on [day] at [time]? It takes about 30 minutes.
10. A referral from a past client
Hi [name], it's [your name]. [Past client] gave me your number and said you might be [buying or selling] soon. Is now an OK time?
What did [past client] tell you about what you're planning?
What are you hoping to do, and by when?
Could we meet for 20 minutes on [day]? I'll bring [the recent sales nearby, a shortlist of homes].
The five brush-offs
"I'm not interested.": "Fair enough. Is that selling at all, or just selling now?"
"We already have an agent.": "Good, I won't get in the way. Good luck with it."
"Just send me something.": "Happy to. What would be useful to see, what homes sold for or what's for sale?"
"Call me later.": "Sure. Is next Tuesday or Thursday better?"
"How did you get my number?": "From [the source]. I can take you off my list now if you'd rather."
After each call
Call back on: ______ About: ____________
Calls today: __ Conversations: __ Appointments booked: __
The calling rules for the US and Singapore, from the source, are in the cold calling guide
What to say in the first ten seconds
Your name, why you're calling them today, and one question.
- Say your name and your brokerage before anything else
- Give the reason for this call, to this person, today
- Ask a question they can answer in a sentence
- Stop talking, and let them answer
What to say to the brush-offs you hear every day
Most brush-offs are a reflex. Answer the reflex, then ask one question.
- Agree with them first, so they don't have to defend it
- Ask one question that's easy to answer
- Offer to take them off your list when they ask, and do it
- Book the callback before you hang up, with a day, not "sometime"
40 calls, 8 conversations, 1 listing appointment
- 40 dials to owners whose listings had expired in the last month.
- 12 people picked up, and 8 stayed on past the first question.
- 3 said "call me later", and each got a day before Priya hung up.
- 1 booked a listing appointment for Thursday.
40 dials, 12 answers, 8 conversations, 3 callbacks dated and 1 appointment.
Count the calls, and keep every callback on today's list
Palby CRM is the CRM we make. It doesn't find you leads or dial for you. It keeps every callback you promised on a date, with your notes beside it.
- One tap per call, with listing calls, viewings and offers as your own activities
- Every callback on today's list, with the day you promised
- Set a weekly target, and every call you log adds to it
- Know by Tuesday if this week is enough
Questions
Your name and brokerage, the reason you're calling this person today, one or two questions, and one ask: a meeting, a look at the home or a day to call back. Keep it short enough to say without reading.
Ask whether they still want to sell, and what they think stopped it selling. Listen before you pitch. Then ask for 20 minutes to show what you'd do differently.
Say up front that you're not calling to list it, and ask how the viewings are going. Offer something useful, like what homes on their street sold for, and ask to check in next week.
In the US and in Singapore there are rules for calling people who haven't asked you to. The cold calling guide has both, from the source. Check before you dial.
Work it back from your goal. The real estate business plan template turns your income goal into the conversations a week it takes.
Yes, the openers work as a first message. Keep it shorter than on the phone, and ask one question.
Yes. They're scripts to copy and use yourself, so print them, download them for Word and change any word.
Make the calls. Keep the callbacks.
Palby CRM keeps every callback you promised on today's list.
30 minutes. You choose the day and the time.