So I’ve come up with some tried-and-tested real estate scripts I can use in some different situations.

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Understanding Real Estate Scripts

These are pre-planned phone call conversations that are meant to help me build a rapport with a prospective buyer. The solid real estate scripts ask questions that will assist evaluate the level of interest of the prospect.

1. Spot on the greeting and introduction

The intro can make or break my call. When I draft real estate scripts, I’ve to be sure that my intro is as short and simple as possible. My goal should be to arouse interest in my prospect rather than making a sale. I will prefer using a professional and casual tone that sounds natural.

Here is an example of the worst introduction:

“Good morning! My name is Tom, a real estate agent from Illinois Brokers Agency. We are the top brokerage firm in Illinois and we are looking for new clients in your locality. Are you planning to purchase a home any time soon?”

This kind of introduction sounds very sale-sy. This pitch seems very unattractive to telemarketers and it consequently puts them off.

A more attractive intro that will keep leads on the phone, allowing me time to qualify them, would be something like this:

“Good afternoon! My name is Tom and I’ve worked with real estate buyers and sellers in Illinois for 6 years. I got your contacts from the real estate survey we conducted recently in your company.

Is now a feasible time to talk?”

You will notice some key differences in the second introduction:

• My brokerage is not introduced anywhere. This enables the prospect to focus on me.
• Informing the number of working years I’ve been in business gives me credibility.
• Asking the prospect if they can talk now shows that I value their time.

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2. Ask the correct  questions to cultivate the prospect

Once the prospect has granted me permission to proceed ahead, ask probing questions that will assist reveal their encouragement and intentions. Here are a few examples:

• Are you planning to buy a home now or in the near future?
• What type of house are you searching for? Is it a condo, single family home, multifamily home or apartment?
• Based on the credit score, would he qualify for a mortgage now?

Based on my prospect response, I can designate them as either cold, warm, or hot. Segmenting my real estate leads will enable me to create targeted drip campaigns to qualify prospects.

3. Schedule a follow-up action

If the potential is not ready to close a deal, I could end my real estate scripts like this:

“If one day you opt to purchase, I would like the opportunity to work with you. Would you mind sharing your email address so we can get in touch?”  

If they sound ready, take the final step of cultivating them by ending the conversation like this:

“OK, great. Why don’t we plan to meet sometime? I’d love to see how I can find you the exceptional home that best suits your needs.”

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Why this works:

First off, I’m offering my fellow agents a win-win, and more necessarily, many leads can take months to transact. In 2016, the median time a buyer spent shopping for a home was 10 weeks.*

To make the most of any real estate script conversation, consider using a CRM like Top Producer® CRM to take notes on certain leads. Beyond simply listening to my prospects it’s compulsory to follow up with relatable content and questions based on my notes!

Do you also agree that real estate script tips can bring profound results?