Using real estate scripts can be of tremendous help when you’re starting out as a real estate agent. They help you remember everything you have to say, they’ll make you seem more knowledgeable and trustworthy and they help you avoid babbling or using any trigger words that could give prospects the wrong impression.
Real estate scripts also come in handy when using techniques such as cold calling or door knocking. These methods can do more damage to the reputation you’re trying to build if they are performed incorrectly, so you should always have a script ready to fall back on.
To help you out, we have decided to put together some examples of real estate scripts you can use in a few situations:
Cold Calling to Acquire New Seller Leads
Any kind of cold calling requires confidence in order to succeed. When you’re cold calling a prospect trying to get a new lead, there’s no room for insecurity. A script can you help you start the call on the right foot. Keep the rest of the call flexible so you can follow the conversation in any direction it may move and most importantly, actively listen to the prospect and answer any questions he or she might have. Here is an example of how to begin a cold call if you’re looking for a new seller lead:
“Hi, I’m [name] with [real estate company]. Am I speaking with the homeowner?
I’m calling because we have buyers looking for a home in your neighborhood. I was wondering if you would consider selling your home in the near future, if you had a buyer lined up to buy it?”
Your cold call script should be short and to the point. With a shorter script, you’ll be able to make more calls each day and you won’t annoy people who have no interest in selling. Make sure to check the national Do Not Call List before cold calling, as calling a prospect that has registered their number on the DNCL might lead to some steep fines.
Door Knocking to Introduce Yourself to the Neighborhood
Another technique where real estate scripts can be useful is door knocking. If you are new to an area this is the perfect way to introduce yourself to the neighborhood and gain some valuable insights from the people living there. To make sure you make a good first impression, be equipped with a strong script:
“Hi, I’m [name] with [real estate company]. I wanted to introduce myself to you. I’m also [selling a home/hosting an open house/looking for properties to sell] in this area and I was wondering if you can tell me some of the things you like or don’t like about the neighborhood. I want to find out more about the area directly from the people living here, just so I can better answer any questions from my prospects”
Offer them a business card or a flyer if you’re hosting an open house and try to remember their face and name. You might be able to engage with them later and they’ll definitely keep you in mind should they ever need a real estate agent.
Helping a Buyer or Seller Make a Decision
People will often hesitate before making the decision to start the process of buying or selling a home. This is perfectly normal as it is a huge decision. As long as you know how to approach these situations, you can easily help them overcome their hesitation. You simply need to give the buyer or seller a push in the right direction, without making it seem as you are pressuring them.
(buyer/seller asks for time to think it through)
“I understand, may I ask what exactly is holding you back at the moment?”
(buyer/seller pinpoints their issue)
“Great, thank you for the information. And if we manage to solve/answer this, would there be anything else preventing you from moving?”
(you can now handle the objection and present a plan for moving forward)
These real estate scripts offer a good starting point if you’re just beginning your journey as a real estate agent, but as you interact with more clients and close more deals, you’ll be able to craft your very own scripts based on what worked best for you.