Top 10 Real Estate Cold Calling Scripts for Realtors
Top 10 Real Estate Cold Calling Scripts for Realtors
Selling houses can be made the tiniest bit easier if you have a plan beforehand. This plan can be made using structured cold calling scripts. Cold calling scripts can help you keep the conversation going with a prospect without worrying about pauses in the conversation. You would not have to worry about not knowing what to say next.
When selling, it is important that you keep the conversation going. If you lose the interest of your prospect at any point, you are in grave danger of losing your prospect completely. Thus, using cold calling scripts can help you fill in awkward pauses in the call.
Not only this, they can also raise interest in the prospect and help you upsell or cross-sell. The entire lead generation process becomes a lot simpler for you especially if you are new to the field. Not just nervous real estate agents, new real estate agents can benefit from these cold calling scripts too. When one does not know where to start, it is wise to follow a well chalked out plan that can carry you to better places.
This is exactly why I have prepared 10 cold calling scripts that can be used in various domains in the real estate world. Be it For Sale By Owner (FSBO), Online Buyer Lead Script, and Expired Listing Script, or Leveraging a Recent Sale Script, you can make use of these free and easy to go through real estate cold calling scripts and make your life much easier.
#1 For Sale by Owner Script (FSBO)
Many times, homeowners price their houses too low which is why they regret selling it in the long run. They feel they could have asked for more. This is exactly what real estate agents can make use of. They can proactively show homeowners that they can get more out of their house.
This way, you can become a trusted real estate agent for their home since you are not just throwing numbers here and there but actually backing your claim with verified market research. Start the conversation and make sure that you generate, build, and fortify trust with them at the earliest possible point.
The script –
Hi, I am (name) from (your company’s name) calling about your property (address of the property; you can simply mention the street on which the property is too). Are you the legal homeowner?
– Yes.
Great! I hope this is a good time to talk about it in detail?
– Yes.
I came across your listing (you can mention where exactly you saw their house on sale – online, newspaper, or the board right outside the house) and wanted to confirm your exact asking price for the property.
(Prospect gives an answer).
I see. Could you tell me how long it has been since you put the house up for sale?
(Prospect gives an answer).
Alright. I want to bring to your notice that I did some market research of the houses in your area before this call. My homework shows some really interesting things. On average, houses in your vicinity have been selling at about (mention a price) in the past 5 years. Moreover, they take about (mention the number) days to sell. A well structured marketing plan can really help you speed up your process and help you sell your house at the price that it deserves. I would like to help you do the same. Would you be interested going through a marketing plan that I have designed especially for your house?
You can now carry forward the conversation from here.
#2 Known Person Script
The world is a better place when you have people to help you out. Even acquaintances can help you get started or give you small leads in the right direction. It is only these small leads that can give you the final big break. Selling houses is a cautious deal for homeowners. They want to make sure that they sell the house and transfer papers to the new person in the most legal and clear way as possible.
It is times like this when people wish they knew someone in the field who could help them out on a personal level. You can extend help in such cases and assist your acquaintances in the process. If nothing else, it will help you reconnect with an old acquaintance.
The script –
Hey (contact’s name), this is (your name). We met at (the place or event you met the person; make sure to mention something that would instantly strike the person and remind them of you), remember? It’s been a while, how have you been?
(Engage in light conversation asking them what they have been upto.)
(When they ask you about how your job has been going, this is where you work starts.)
The job is good. That is actually one of the reasons why I called you up today. I wanted to get in touch with you and know if you or any of your close relatives are looking to sell or buy property. I have a little extra time on hand and I would love to help you out. Given the state of the market right now, you can strike a great deal and shift into a posh area at really good rates.
(Listen to their response. Upon confirmation, extend an invite to meet.)
That’s great! Why don’t we meet at (a coffee shop, restaurant, or your office or their home) and I could tell you what I have planned? Sounds good?
#3 Heavy Sales Neighbourhood Script
This script works exceptionally well if the homeowner does not actually currently live in the said house. When they are not residing in that particular neighbourhood, they lose touch with the recent neighbourhood trend. They have little idea about how the real estate market has been in that area for the past few years or months and it can help them to know that information from you.
That being said, you still might face a lot of NOs when using this script. People can be vary about the high prices you quote but if you are genuine and your quotation is backed with good market research, there is nothing that can stop you from getting their prospect to agree to you.
The script –
Hi, I am (name) from (your company’s name) calling about your property (address of the property; you can simply mention the street on which the property is too). Are you the legal homeowner?
– Yes.
In the past two months, your neighbourhood saw the sale of two gorgeous houses like yours at (mention the prices the two houses sold at). I see that the property hasn’t had any residents for quite some time. Taking into account the recent boom in the prices of this neighbourhood, I wanted to bring to your notice that whether you choose to put it up for lease or choose to sell the property, you can generate a great secondary income source via it. Would you be interested in doing either of these?
Such a script can help you gauge their reaction as to what they wish to do with their house. Even if they choose not to sell it, you could help them get someone to live in their house on lease. Either way, you can get some really good commission.
#4 Leverage a Recent Sale Script
This is somewhat similar to the Heavy Sales Neighbourhood Script but not completely. The Leverage a Recent Sale Script runs on the same concept as a Heavy Sales Neighbourhood Script. You show homeowners the recent market trends of the sale of houses in their neighbourhood. Bringing them up-to-date about the selling prices of their neighbouring houses can make them realise the potential that their own house has. This can push them to sell the house themselves.
The script –
Hi, I am (name) from (your company’s name) calling about your property (address of the property; you can simply mention the street on which the property is too). Are you the legal homeowner?
– Yes.
I am aware to the best of my knowledge that you currently have not listed your home for sale. Am I right?
– Yes.
You must be wondering why I am taking special interest in your house. This is because I do feel that you house is special. I recently sold the house on (mention the address or simply the street on which the house was) which is two blocks away from your house. I was able to effortlessly get the buyer to pay (mention the selling price of the house) for the house. This is great because it is (mention a number or percentage) more than the average selling price of houses in the neighbourhood in the past few years. Clearly, interest for this street has peaked and buyers are increasingly curious about buying houses here. Would you be interested in putting your home for sale too?
You can now carry the conversation forward and back your plan for their house with well researched market data. Make them feel comfortable about the price if they feel that you are pitching something impossible to attain. Make them understand the worth of their house and getting them to sell it won’t be a tough deal to crack.
#5 Online Buyer Lead Script
Many times, leads visit your real estate company’s website, fill out their needs and requirements there, and wait for you to get in touch with them. In such cases, company’s send them an email with the information the lead has requested but more often it happens that the lead never checks their email again. Because of this, you not only lose a valuable client but also come across as a lousy realtor who is not proactive in their business.
A good and wise thing to do in such cases is to give them a call a few days after you sent them the email with the information they requested. Start the conversation by reminding them of the form they filled out and let them know politely that you wanted to bring the information to their notice proactively.
The script –
Hi (contact’s name), I am (name) from (your company’s name) calling about the online form your filled on our website regarding your interest in buying a house. Do you remember filling out the form?
(Prospect gives an answer).
Great! I hope this is a good time to talk about it in detail?
(Prospect gives an answer).
Awesome! I wanted to make sure that you get the information you requested since we did not receive a reply from you on the email we sent in response. It has been (mention a number) years since I have been in this indsutry. I see that you wish to buy property in the (mention the area name) area. This is a great neighbourhood choice. I actually sold a house in this area two months back at (mention a price). This neighbourhood is exceptionally great since (mention all the advantages of living in this area). Would you want to meet tomorrow and discuss the same in person?
This script helps you build trust with the customer by showing them that you have experience selling houses in the area they are interested in. This way they know that they are in the right hands. When you reach out to them proactively, it also shows that you care about them and wish to help them get the best value out of their house.
#6 Expired Listing Script
Selling houses is not easy. It happens very often that people list their houses to sell them but even after a substantial amount of time has passed, they are not able to sell them. This makes homeowners dismal and frustrated. They do not find it useful to list the house again. Moreover, they then do not know what to do about selling their house. An Expired Listing Script can help you motivate the homeowner to relist their property and give it another shot. If you use the right words, you can get the homeowner excited about trying to sell the house again.
The script –
Hi (contact’s name), I am (name) from (your company’s name). I am calling regarding the property on (give the exact address of the property that you are referring to). Are you the legal homeowner of the said property?
– Yes.
I see that you had listed your property for sale about a year ago but the listing has expired now. Is this a good time to talk about the same?
– Yes.
Awesome! Are you looking to put it up for sale again?
– I’m not sure. It was of no use for the last time, we barely got any buyers.
I understand your concern. But let me assure you that your house is a great property and in a great location which is why I am interested in helping you out with trying to sell it again. What was the highest offer you received last time?
(Prospect gives an answer.)
I see. Did the buyers mention any key issues that caused them to not purchase the property?
(Prospect gives an answer.)
Alright. I can see major areas of improvement here. According to the recent market research I carried out of your neighbourhood, I can assure you that I can get you a much better price for your property. I actually also sold a house on your street two months back. Do you know of the (mention the property name or address) house? I got the seller a great price of (mention the selling price of the property). Would you be interested in meeting me and discussing how we can alter our sales approach and help you get the best value out of your property?
– Yes, definitely!
#7 Probate Lead Script
People do not just buy houses, they inherit them too. While some people keep the houses they inherit, some look out to sell them too. Keeping a house up and properly maintained is a tedious task. It requires a lot of money too. Suddenly becoming the owner of a new property means you have to now take care of the upkeep of the said property and invest quite a lot of money in it. Because of this, many people who have inherited properties are usually looking to sell it right away.
This can be a great place for you to swoop in and take up the task to help the property owner to sell the house. Remember, that many times, people inherit properties due to the death of a family member. Always make sure that they are in a good mind space to talk about selling the property. Ask them if it is a good time to talk. Even if they are not willing to talk about it presently, ask them if they could let you know of a proper and suitable time to do so in the near future.
The script –
Hi (contact’s name), I am (name) from (your company’s name). I am calling regarding the residential property on (mention the address of the property) street. Is this a good time to talk?
– Yes.
Alright. I have come to the knowledge that this property was recently inherited by you. I wanted to touch base with you and learn if you are interested in selling this property?
– Yes, I am.
That’s great. Would you be willing to meet with me to discuss the logistics of the sale of this property?
#8 Circle Prospecting Script
This one is a hard one to crack. The Circle Prospecting Script is for those homeowners or home buyers who have not been thinking about buying or selling houses at all. They do not have it on their radar but the Circle Prospecting Script has the power to plant the idea of buying or selling a house in their mind.
You might get a lot of resistance when using this script. Do not be disheartened, since this script is for those very tough prospects. The below script is for a real estate agent who is trying to get a homeowner to sell their house.
The script –
Hi (contact’s name), I am (name) from (your company’s name). Is this a good time to talk?
– Yes.
Great! I recently passed by your property and I must say it is in a great location. Your neighbourhood is extremely vibrant and classy. I have had multiple requests from home buyers looking for property in your neighbourhood. Which is why I wanted to know if you are looking to sell your property?
(If the person answer yes, you can go ahead and pitch your sales idea to them. If the person says no, which is highly expected in this scenario, do not lose hope. You can still make some good deal out of it.)
I understand. Anyway, I want to make sure that whenever you decide to sell your property you think of me and my company. I would love the opportunity to do business with you. Is it okay if keep you information and we stay in touch solely for the purpose of your property?
– Yeah, that’ll be great.
This script helps you make a good relation with the homeowner. They will know to contact you when they eventually do decide to sell the house. You would actually be the first person to come to their head regarding the same. This way, even if you could not get a deal presently, you build a circle where you can hope to do business very soon.
#9 Referral Real Estate Script
Your past clients are a great way of doing future business. If you got them the best value for their money, they would be happy to refer you to other people they know of who wish to buy or sell a house. You could also refer to this referral real estate script as a review real estate script.
The main point of this script is to get in touch with your past clients and either ask for a review or a referral. This script can actually help you build a very healthy relationship with them. Vanishing after you did business with your customer is never a good thing to do. If you keep checking in on them from time to time, they will not only share leads and refer you to their friends, they will also seek your advice on their future investments.
The script –
Hi (your client’s name). This is (your name) from (the name of your company). I helped you buy your home on (mention the address of the property). Do you remember me?
– Yes, of course. How are you? How is business?
I am great! Business is great. I recently sold a house in your neighbourhood which is why I thought of you. How are things going? How’s the house?
(Client gives an answer.)
That is great. I am so glad. I wanted to get in touch with you and know how things are going. We are expanding our business and we believe our past happy clients are our best brand ambassadors. Would it be fine if I send you over a link to review our company? Your good words will really help spread our business clientele.
– I’ll be happy to. You guys really got me the best value for my money.
I am so glad to hear that. Just a quick confirmation – should I send over the link to this (mention the email ID or number you have of your client)?
– Yes!
Great. I just sent it over. Would it be good if we used your name and photograph on our website when mentioning your review?
– I do not mind at all.
Awesome! Also, the link has a small section where you can refer any leads that you might know of who are looking to buy or sell a house. Do fill that out in case you know of someone.
– My cousin is actually looking to buy a house. I’ll put in her contact information in the form itself.
That’s great, (your client’s name). It was great talking to you.
#10 Dangling the Carrot Script
The last but not the least, Dangling the Carrot Script is a good way to generate leads when you have buyers but no houses to show them in the area they are interested in. You can reach out to homeowners in the area and know if they are looking to sell their houses. Many times, people are just looking for the right agent to come their way and help them sell their house.
Dangling the Carrot Script is a good way to do so. You can let the owners know that their are buyers looking to pay a good amount of money for their house. This way, you can get homeowners excited about selling their house which they in the beginning thought would not get a lot of money.
The script –
Hi, I am (name) from (your company’s name) calling about your property (address of the property; you can simply mention the street on which the property is too). Are you the legal homeowner?
– Yes.
Great! I am calling today to gauge your reaction regarding the sale of this property. I have several buyers who are very interested in your property. Are you currently looking to sell your house?
– Not really. But what is the price they are willing to pay?
I have multiple buyers, the highest one being at (mention the highest paying buyer you have for the property). That is a whopping 36% more than the current market value of your house. I know you must be confused as to why they are willing to pay above the market price. That’s because (mention the reasons and heavily detail the advantages of their property).
– That is quite a lot of money. But I don’t know, I am not sure.
I understand your concern. Selling your house is not so easy. But would it be good if we could meet and we could discuss this further and I could address all of your concerns?
– Yes, that sounds good.
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