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HOME / BLOG / 12 Top-Performing Real Estate Scripts and Why They Work So Well12 Top-Performing Real Estate Scripts and Why They Work So WellBrittany RyanMay 10, 2023Category:Lead ConversionReading Time: 12MinShare article:Building trust with prospects is everything in this business. But when your introduction is limited to a phone call, email or text message, your only real measure of how things are going are the vocal cues on the other end of the line.
This script plays on a prior relationship with a cold lead in need of rekindling, but the same principles apply to other prospects: The market is hot for your home. We have other properties in mind for you. Do you want to strike a deal now while conditions are favorable?
Take it from Barry Jenkins of Virginia-based Better Homes & Gardens Real Estate Native American Group. Using the following script, Barry and his team noticed an average 15% conversation to appointment ratio:
Circle prospecting describes the process of cold-calling residents who live within the radius of your last deal. Because you now have the latest information specific to the area, you have a legitimate reason to use real estate cold calling scripts.
Open houses have proven to be a great way to sell homes. Buyers, in particular, appreciate the ability to physically walk through a property and find out for themselves whether or not it suits their needs. Sellers, on the other hand, are able to show their product and stir up competition simultaneously. That said, open houses only work if investors can get prospective buyers to the home. If you are trying to get people to show up for an open house, try this real estate script.
Not all real estate scripts are designed to bring in leads. In fact, many real estate investors are finding success in canning review requests. While a review may not necessarily be a lead in and of itself, it can lead to more clients doing business with you in the future. A good review, after all, can oftentimes persuade leads to work with you. Indirectly, a good review can generate a great deal of leads. Investors simply need to know how to ask for reviews that are worth posting on their platforms.
Most people who own a smartphone are familiar with the concept of text messaging. Therefore, it only makes sense for real estate investors to connect with leads via texts. Most people, in fact, do the majority of communicating through texting applications and are more comfortable typing than talking with a stranger. As a result, real estate investors can use texts to build relationships with potential leads. At the very least, a good real estate script sent via text can break down barriers and lead to a constructive phone call.
Phone scripts are essential for a majority of real estate agents to qualify leads. In fact, a lot of agents say that calling is the best way to follow up with real estate leads as it creates an instant connection.
While calling may be the most popular option to follow up with real estate leads, you need to make sure once you get on the call, you can confidently convert the lead. This is where real estate phone scripts come in.
Successful real estate agents like Mitch Ribak and Tom Ferry often say that it is not what you say, but HOW you say it that makes the difference. This is especially relevant to calling real estate leads who have no idea who you are, they can only hear your voice!
Your conversion outcomes can vary quite significantly based on what tone you take in your conversations. Hence, having the right script in place will arm you with the confidence you need to focus on HOW you say things instead of what to say.
Phone scripts are essential for real estate lead follow up and qualification. Use the ones in this article as a starting point, customize them for your market and situation, print them out, memorize them, and make sure to follow them religiously!
Cold calling introduces your real estate services to different people directly through a phone call. If done in a friendly and informative manner, it generates leads and potentially wins clients. It is also an excellent way to understand how you can help real estate buyers and sellers with their needs.
Another similar scenario where a real estate script may come in handy is asking for referrals from existing clients. This real estate prospecting script goes as follows and can be used toward the end of a conversation:
Door-knocking is another great strategy for finding leads and homeowners looking to sell. While door-knocking may seem intimidating at first, having a real estate prospecting script memorized can help you gain their confidence and work with you to sell their property. Follow this script when door-knocking:
While real estate agents work with homeowners trying to sell their home, they also spend a majority of their time working with buyers searching for a home. If you have a potential buyer, follow this real estate prospecting script and ask these important questions:
At Tom Ferry, we have a variety of real estate prospecting scripts for free. You can view our virtual agent scriptbook, buyer consultation script, or comb through our proven tips from Tom Ferry. And be sure to check out all our free resources to accelerate agent growth right here.
For instance, homeowners usually sell their homes because of financial reasons. Therefore, they try to get the most they can out of their property. Often, they avoid real-estate agents as they may have prior negative experiences or assumptions that contacting a real estate agent would cost them money.
As a real estate agent, your task here is to convince them that you can save them more money or help them get a better deal. Here is a script that can help you engage with a prospect by empathizing with them.
The idea here is to understand why the prospect is not interested in a real estate agent. So, you will have to convince them that working with you will surely benefit them. They will not lose out on any money. After they are convinced to talk to you, you can tackle other issues in follow-up meetings.
You: Hi, I am [Name] from [Organization], and I have been a resident of [Location] for over twenty years. As a real estate agent, I have helped numerous homeowners find buyers in this area. If you are looking forward to selling your home in the next thirty days, would you be open to a discussion?
The above call script directly gets to the point. The prospect may say yes or no. But even if the seller says no, they will know that you live in the area and will contact you if they need anything in the future. They may even refer you to friends and family members who are looking forward to selling their property.
The expired listing shows that there has been some issue with the sales process. However, as a real estate agent, you should not try to find faults of the owner or the previous agent. At this point, the clients are generally emotional because the sale did not happen. Plus, a lot of real estates agents are already contacting them. So, talk to the client, give them free information and build trust before you schedule a meet. You can have short exchanges and get some information.
With internet leads, you generally have more information about the prospect. It is because you know what listings attracted their attention and how long they spend on each website. You can call them and converse according to the following script.
When you already know someone, you can get a head start on other agents. Since you already know the prospect, you can build up a conversation and then make the pitch. An example script would look like this:
If you are having this conversation with someone you know, it will be easy to build trust and keep the conversation real. Even if they say no, you can still have a productive yet casual conversation and gather information.
This script may lead to a few objections, but you need to assure the prospect that they are in control of the sale. However, if they want to change their mind, you can ask them about the property price.
Real estate agents have to deliver impeccable speeches in a noticeably brief time. You cannot fumble even once. You need to start a conversation and get relevant information over a phone call. It is a skill that needs practice. You can practice role-play and rehearse with friends to see noticeable improvements in your pitch.
In this virtual mastermind, we are going to cover some helpful buyer lead scripts. These scripts are designed to help Realtors convert more buyers to clients by using a lead sheet form. In this low-inventory market, tools like this will help add more buyers to your pipeline.
Answering questions is just as important as asking them. Remember to actively listen: You may pick up clues about what their real needs are. While these leads may not be ready to buy now, they may know someone else who is looking.
The most challenging conversation is one where a prospective client has multiple reasons for not wanting to take the next step. When you prepare for their concerns with a real estate script, you stand a good chance of clarifying what they really need and how you can help. Here are some of the most common questions and objections to prepare for.
These scripts are easy to remember and will move the needle for your business. Learn them, gain confidence, integrate them into your conversations and win more clients! For more on this topic, attend Sales Edge, our intensive three-day sales skills bootcamp created to build persuasion and objection-handling skills.
Copy to Clipboard Watch Chastin J. Miles, an entrepreneur, author, and real estate agent, and his team perform a live role-play on how to use the buyer advertising lead script. Chastin also offers advice on how to get more appointments with buyers and sellers, including the need to convey urgency and make sure you offer value to potential clients, such as a comparative market analysis (CMA), during the call.
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