New Real Estate Agent Scripts: The 19 Scripts I Used to List 150 Homes a Year

Hey guys welcome back to my channel I am really excited about this video because I'm going to take you through my brand new script book there are 19 different scripts in this script book I'm going to take you through each and every one of them explain to you why they work and why they will help you get the results you want which is setting qualified listing appointments and taking well priced listings and at the end of the video I'm going to tell you exactly how to get the script book for free now whether you want to sell one home a month one home a week or one home a day these scripts are going to help you make that happen these are the exact scripts

That I use to list 150 properties a year they were all febles and expired but regardless they're the toughest ones there are different scripts here not just fys and expired if you want a code call if you want a door knock all kinds of scripts and I'm going to take you through and help you understand the logic behind these scripts so you can use them confidently to become an amazing listing agent so here we go the first one is the expired script and there are two options here there's option one which is for a brand new expired listing so that's someone who listing expired today so if they listing expired today they're new today tomorrow they're not new anymore

They're old and then we have an old expired script option I'm going to walk you through that as well although you could actually use the same script you could use the new expired script for an old expired but I have a different option so you have both of them so for a brand new expired the script is very simple as a matter of fact is just one line how easy how simple can that be hi this is Jackie I'm a local real estate agent I'm sure you know your house came off the market today and I'm calling you because I am confident that I can sell your house and I'd like to meet with you for just 20 minutes and show you exactly how I can do that for you are you

Available today around 3:00 or would for be better now I love this script so much it got me so many appointments and then obviously with the listing presentation that I'm going to share with you here today too you'll be able to take listings and we have pricing scripts and all kinds of stuff so why is this script so great because the only thing that an expired listing is really looking for in the next agent that they will hire is an agent who will make them feel confident that they can sell their product property they're not interested in answering any questions that other scripts are full of questions they're like who are you I'm fed up I'm

Frustrated I wasted six months all these agents are calling what what is it that you want from me all they're looking for is to feel that confidence from you I can tell you from experience not just when I was selling real estate but recently because as you're watching my YouTube Channel there's a playlist on my YouTube channel that has live prospecting calls that I made not long ago a few months ago some first sale by owners expired listings so if you choose to listen to those live calls and you could hear what I'm saying and what the prospect is saying I'm using this exact script and I'm setting appointments so I know it works and I also know that other

Scripts out there that have all these questions that they're not interested in they're not going to work for you they're going to the seller is not interested in answering your questions and they're going to hang up on you so use this one the next one here and I'm looking at my iPad okay I'm looking at the script book so I can stay in order and not forget anything that I want to share with you today the next one is the old expired script so you could use the same one you could call let's say if you're calling an expired and they expired 6 months ago hi this is Jackie I'm a local real estate agent I noticed that you had your home for sale several

Months ago instead of saying I noticed I'm sure you know your house came off the market today you're going to say what I just said you obviously I noticed that your house you had your house for sale and then you could continue with the new expired script and I'm calling you because I am confident that I can sell your house blah blah blah blah or here's another option I noticed you had your house for sale several months ago and I'm calling you to see if you're still interested in selling now this is not a this is a scripts training video it's not skills based but I have to say this because I want to make sure that you notice it always bring your tonality down at the

End of the questions unless you want the seller to doubt what you're saying which is rarely the case when you're prospecting and then with the old expired script and obviously even the new one and I teach my clients this no matter who they're speaking with if they say no I don't want to whatever you're not able to set an appointment okay because we're going to go through expired objection handlers they may have objections you got to handle them right before you're going to hang up on this call if you were not able to set an appointment you use this line Before I Let You Go who do you know right now that might be looking to buy or sell real estate anywhere in our area that I

Can help this should be the how you end every call because even if you're not able to set on a point with the person that you're speaking with is it possible that they may know somebody that want to buy or sell that you could help or if it's a buyer you could refer to a buyer's agent absolutely so make sure you don't forget that the next next one is the expired script at the door so you knock on the door they open hi this is Jackie I'm a local real estate agent I'm sure you know that your house came off the market today and I stopped by because I am confident that I can sell your house and I'd like to set up a time to come back and meet with you for just

20 minutes to show you exactly how I can get this property sold for you would you be available today around 3:00 or would for be better same script I'm just adapting a minor thing I'm knocking on the door instead of calling them on the phone for the older expired same thing you just I stop by instead I'm calling you it's you're stopping by it's just very easy use your Common Sense on that very simple now the next one here page five expired objection handlers so very common expired objection the first one on the script book I'm not selling anymore H um let me say this before I tell you how to handle this objection a lot of expired that still want to sell and in fact they're going

To list with an agent maybe the same day or the next day very very soon they'll say to you they're not selling anymore and if you don't believe believe what I'm saying check it out for yourself call some expireds note the ones that say this to you and you say oh okay well thanks have a nice day and then go in the MLS a week later and you'll see that a lot of them are listed with other agents been there done that it's happening to my clients so you need to learn how to overcome this objection because is it possible that they're really not going to sell anymore sure that's possible but most of them are going to list they're just fed up from getting so many calls from Agents

They're frustrated because their house didn't sell so this is a a very easy way for them to get rid of most real estate agents on the phone so when they say I'm not selling anymore I want you to just simply repeat and approve that objection oh okay so you're just going to leave the house off the market then and they say yeah that's right great well in that case uh when do you think that you might put the home back on the market just very casually ask that question and it doesn't really matter what they say they may say next year I don't know never whatever they say I I want you to repeat and approve I'm not going to be doing all the repeating and approving on these

Videos because it'll take forever I got a lot of scripts that I want to take you through so but you know or you should know and if you don't know go watch some of my other videos you need to always repeat and approve okay so then regardless of what they say you're going to ask this question if you were absolutely confident that your house would sell would you consider putting it back on the market now and why is this question so key because as I said to you a few minutes ago they're looking for an agent who makes them feel conf confident that they can sell the property certainly they're not going to list with somebody who they're not confident will sell they

Already they were confident with the previous agent it didn't work out this time they want to make sure that they really feel confident and when you're using this language and you're speaking confidently you're saying it with confidence it's going to cause them to doubt what they're thinking leaving it off the market I don't know that it's possible to sell and you're likely to get an appointment the next one that I have here on expired objections is what do you do differently very simple way to handle that repeat and approve Mr. Seller that is a great question and I'm sure that's the most important question you need an answer to and that's exactly

Why I'd like to meet with you for just 20 minutes so I can show you specific specifically what I'm going to do differently to get your house sold in today's market would you be available for a meeting around 3:00 today would for be better that's it you know you're going to notice that very often with expired sometimes you actually have to sort of handle the objection a different way meaning say something to to take the objection away but so often and it's the case with 99.9% of for sale by owners you don't have to handle the objection all I did is that's a great question and that's exactly why I'd like to meet with you for just 20 minutes you need to

Internalize this line because you can use it in so many different situations now here's the next one if they insist over the phone well you know no tell me over the phone what you do differently you wna keep how you handle you you're going to have to answer something right because if you just keep saying you can't keep repeating that's exactly why I want to meet with you because they're gonna they're going to think like uh are you not listening to me you tell me over the phone so at some point you might have to say something and when you say something it needs to be really simple and so the script says again Mr. Seller I understand how important this question is for you and

Without giving you a long explanation in a nutshell Mr. Seller I am an active and aggressive agent versus being a passive agent which is one of the reasons why a lot of properties don't sell my job is to find buyers for the properties that I list and that's exactly what I'm going to do for you and I would imagine that's what you would expect an agent to do for you isn't it that's it and that's exact well yeah that's what I would I would expect that's exactly why I'd like to meet with you for just 20 minutes and show you how I can get this property sold for you would you be available today around 3:00 would for be better actually in the actual script book

There's even a little bit more dialogue here if you need it but I just showed it to you how you could overcome this objection without saying too much and the less you say the better off you are because if you start giving them a a long winded explanation they tune out and pretty soon they hang up on you and the Call's over Okay so let's go to the next expired objection Handler so here you could see how this is going to look on the script book that you're going to be able to get for free and I'll tell you how at the end of the video so the next one is I'm going to relist with the same agent okay the first thing you're going to ask is have you already signed a new

Contract with that agent you want to ask because if they have signed a new contract and this house is already listed in which case you shouldn't be you should just wish him luck and goodbye and that's it if they say no then you say so Mr. Seller before before you sign another multimon contract for thousands of dollars wouldn't it be worth just 20 minutes of your time to get a second opinion and know exactly what I do differently that will get your property sold for the most money possible in the least amount of time with the least amount of hassle just 20 minutes is so easy what I do differently these are key things that you need to remember remember when

You're speaking with an expired they don't want more of the same they want something different with 3:00 work for you today would for be better okay what if they say I don't know how common this is but you know sometimes you'll hear from an expired I'm going to sell them myself in essence I'm going to fiz both so what you're going to say to them is so it sounds like now this is a it's called a level shift I want you to pay attention to this oh okay so you're always repeat and approve even though I'm not doing it okay so okay great so you're just going to sell it yourself yes so it sounds like say their name Mr. Seller you're still interested in

Selling it then right so now I'm already taking the focus off the objection they gave me and I'm talking about the fact that yes they can sell it they they want to sell it and that's what's important so now you could say and by the way Mr. Seller I completely understand why you would be thinking of selling it yourself I mean after all what's the worst that could happen if if it doesn't sell again you're you're in the same position that you are today and just to make sure that selling on your own is the best option for you I'd like to come byy and meet with you for just 20 minutes so I can show show you what I do differently to have how to get houses sold in today's

Market so now if again if they say well what is it that you do differently or you know they may give you another objection and if you close for the opponent with 3 o' work you to for better they could just very easy say okay come by at 3:00 20 minutes what do they have to lose what you do differently at the very least they may learn something that will help them in the sale of their property actually if they continue giving you if they say no no no you know I'm not interested uh I am going to sell it myself you could say what I just said to you could say Mr. Seller I respect that and by the way if I was in your situation this is repeating and approving if I was in your

Situation I'd probably be thinking why not just try to sell it myself and just to make sure again Mr. Seller that making the best possible financial decision for yourself let me show you what I do differently even if you decide to continue and sell it yourself at the end of our meeting I promise you that you're going to walk away with some great ideas that will help you in the sale of your home moving forward so with 3:00 work for you today would probably better so I'm just reiterating that same thing okay now why didn't you sell it when it was listed and sometimes this comes in the form of um well you know all agents are saying the same thing and you know why

Didn't you sell it when he was listed and you're going to respond like this Mr s that is a great question because obviously you your property was on the market for six months and and you didn't hear from me until today so where was I when your house is for sale right that's exactly what they're thinking and now you say and Mr. Seller may I be completely honest with you it's not that I was ignoring your property it's just that I didn't really know that it was for sale we have thousands or tens of thousands of properties for sale and they multiple listing today and your previous agent never contacted me personally so I I was busy finding buyers for the sellers that had hired me

And that's what you would expect your agent to do for you isn't it well yeah that's what I would expect great I'd love to come by and meet with you for just 20 minutes and show you exactly how I'd be able to do that same thing for you 3:00 work for you today would for be better and again just like another one that I was uh sharing with you earlier in the actual script book there's a little bit more dialogue I'm I'm so in favor of like saying as little as possible another one that is a common thing that you'll hear from an expired is you're the 50th agent that's calling me today I like saying something very simple I like saying something like you

Know Mr S I have no idea why these agents are calling you I am calling you because I am confident that I can sell your house and I'd like to meet with you for just 20 minutes and show you exactly how I can do that for you 3:00 work today prob be better just use the script I love saying I have no idea why these agents are calling you I am calling you because script now how about this one if you have a buyer I'll pay you a commission but I'm not going to list the property massive approval here Mr. Seller I appreciate the offer and by the way I completely understand because obviously you don't want to list with an agent again and waste another several months

With an unsold property so I completely understand in that case it sounds like you're still interested in selling then right I did that in another one here so you're basically just confirming you want to sell it you just don't want to list and I understand why and then you say something like this and you know Mr. Seller I'm not going to insult ult your intelligence and tell you that I have a buyer for your property because the truth is if I personally or any of the other agents out there had a buyer for your property it wouldn't have expired it would have already sold right and the reason why I'm calling you today is I know exactly how to find the right buyer for your

Property and I'd like to come by and meet with you for just 20 minutes and show you how I can do that for you with 3:00 for you today would far be better you starting to notice I trust that it's kind of like the same thing and it's very short and very simple and when you master these objections you're going to be able to set appointments then next on the script book are expired closes now I use these I wrote all of them you're going to be able to get them typed up in the the scriptbook word for word and I'm going to go through a couple of them with you so you could see how powerful these scripts are let me see how many are here 1 two three four five six seven there's seven of

Them here okay so one that I really love is love it love it love it and I call it an expired clothes but it's actually pretty Universal you could use it with in a lot of different situations and different objection handlers if there was a better way for you to get this property sold wouldn't you at least want to know about it this is also a fsow clothes yeah they're selling it themselves sure I have no doubt that you could sell it yourself and at the same time if there was a better way this is a beautiful beautiful clothes make sure you internalize it another one that I love is I specialize I in selling homes like yours Mr. Seller that were listed with other agents and

Didn't sell I'd like to Comey and meet with you for just 20 minutes and show you exactly how I can find the right buyer for your property are you available for 20 minutes around 3:00 would four be better how about just the the line on the script and you could say that throughout the conversation if they're giving you objections Mr. Seller I am confident that I can sell your house give me just 20 minutes of your time and I'll show you exactly what I do differently to get houses sold in today's market with 3:00 work for you would for be better so there's several ones here I think you got enough unexpired you'll be able to uh download all of them and have them in front of

You when you are calling them now let's go to the fsbo script how do I pick my favorite Prospect is it an expired or is it a fible I this is like asking me to pick my favorite child or my favorite grandchild it's impossible I love both of them equally however one thing that I love about for sale bu owners and it's a little bit different with expired is 100% of them want to sell their house not 100% of expired still want to sell there's a small percentage that are just going to not sell anymore and leave it off the market indefinitely but not for sale by owners 100% you're looking for somebody who wants to sell this is it so when I was selling real estate

I tried using so many different for sale by owner scripts and there I was just getting hung up on I wasn't able to set appointments it just was not fun I was getting a ton of objections until I came up with this script this is going to get you for sale by owner appointments so it goes like this ring ring hi this is Jackie I'm local real estate agent I noticed that you have your house for sale it looks like you're selling it yourself right they're going to rece respond yeah that's right I don't want to listen with an agent yes and I decided to give you a quick call today because I work with buyers and sellers here in the area and I'm just calling to see how things are

Working out for you they love that because now they could tell you oh I'm doing great I'm getting a lot of activity I already have an offer whatever and once in a while because I talked to I used to talk to so many fsbos you're going to talk to one that's going to say well you know it's not going that great that happens too regardless it doesn't even matter what they say you're going to repeat and approve and then you're going to ask this question this is the question that changes everything this is when you say this correctly you know because so much of communication is how you say and not just what you say I'm giving you the scripts but now you got

To learn how to deliver them right but when you ask this question and you do it correctly it's going to get you appointments and the question is is saving the commission the main reason why you decided to sell it yourself instead of using an agent do you know the answer to that yes you do that is the answer it's saving the commission that's why people sell on their own so they're going to say well yeah your commission is a lot of money blah blah blah to which you're going to respond if I can show you a way where by working with me you'd be able to net more money than if you sold it yourself especially in today's market is that something that you'd be interested in

Looking at very easy for them to say yes it's it creates doubt for them and that's the key with for sale by owners they're very confident about what they're doing and when you ask this question they're they're like they're wondering well I don't they may say I don't know how you canect me more money perfectly fine just like with expired there are a lot of fys closes on the script book that you'll be able to come back with they give you an objection we have objection handlers but the majority of them there will be enough doubt that they will say wow I don't know H how can you do that what are you talking about how does that okay so if they say that and it's still on the

Script like I don't see how you can do that repeat and approve it's right here in right even the repeat and approve it's on the scriptbook I completely understand your hesitation from your perspective this math is just not making sense you're thinking how could I possibly use an agent and end up netting more money I completely understand Mr. Seller and that's exactly why I'd like to meet with you for just 20 minutes and I'll show you how and why I'm so confident that working with me is the best financial decision you can make would you be available today around 3:00 would for be better I love it it's beautiful you know why I know I love it because I know it works it worked for me

When I was selling real estate it worked for me recently when I made live calls that are on YouTube you can listen to and it's working for my clients who are setting fsbo appointments so magical now the the next one is a fsbo script at the door it's going to be the same conversation instead of saying I'm calling you today I noticed that you're you're going to say I stopped by because obviously I see that you have your house for sale by owner you're there there's a sign in front of the house so just use your common sense I work with a lot of and I work with a lot of buyers and sellers here in the area and just wanted to come by and see how things are

Working out for you same exact script you just change a couple of words to adapt to the fact that you're in front of them at the door next is fible objection handlers and here we have let me see how many bring me a buyer I'll pay you 3% you hear that from every fbow I'm getting a lot of calls from Agents they all say the same thing uh I'm going to list with a flat fee for MLS I'm going to list and I'm not not going to list and I don't want to waste your time I don't need an agent I could sell it myself I don't want to pay a commission I'm just reading these to you and oh W there's so many I've sold fible before I just started call me in a month

These are all the fible objection handlers they you're going to get in the scriptbook word for word here okay so let me walk you through some of the some of them some of the most common ones bring me a buyer I'll pay you 3% all your going to do here is repeat and approve you're going to say Mr Sal I appreciate the offer and I will definitely keep your home in mind and and let me ask you Mr s is saving the commission the main reason why you decided to sell it yourself back to the script that's it that's all you do if that's your first option if it comes up again if they say no you know I'm really not interested in listening with an agent uh but you know if you

Have a buyer I'll pay you a commission 32 whatever they offer it doesn't matter now you're going to say great Mr. Seller so what I hear you saying is you're willing to pay x amount in commission whatever they told you in that case it sounds like you're looking to save the other portion of the commission that it would cost you to hire an agent to represent you is that right and they're going to say yeah that's right and Mr. Seller if I can show you a way where I can more than make up for that difference in commission that you're looking to save is that something you might be interested in looking at notice how nonthreatening the script is the dialogue is it's very conversational

You're speaking Direct direct ly to what they're interested in they're not interested in telling you where they're moving to why how are they selling when they want to move they have no idea who you are all they care about is I want to sell my house and I don't want to pay a commission the commission is the only conversation they're interested in having and that's why this script work and other scripts don't cuz they don't want to talk to you they don't know who you are and they're they're not interested in telling what they're doing with their life so speak their language and you will set appointments the next one here um I'm getting a lot of calls from Agents and

They all say the same thing that's pretty common too Mr. Seller I hear you and I'm sure you would agree there's a difference between saying something and actually being able to back up what I'm saying I can back it up I know exactly what to do to get this home sold for you in a way that you would be able to walk away from the closing table with more money than if you sell it yourself and ultimately that is what you're looking to do you want to be able to keep as much money as possible from the sale isn't it yeah that's what I want to do great what would be a good time for me to stop by and show you exactly how I can do that for you I I'm I'm reading the the handlers

The way they are going to find the script book I'm not reading the scripts yeah I'm sort of paraphrasing here so you're going to get it word for word okay and you will you don't even have to transcribe from this video you'll get it um I'm going to list with a flat fee for MLS company very simple listen to this Mr. Seller I can understand why that sounds like am might be a good option for you and before you make a final decision on listing with one of those companies let me come by for just 20 minutes and show you what I do differently from other agents and other real estate companies so you can walk away from the closing table with the most money possible that is what you

Want isn't it yes great what would be a good time for me to stop by 3:00 would for be better um let's see what's next I don't need an agent I can sell it myself and I don't want to pay a commission I love this because you think there are three different objections here but they're not they sound different but they're all they handled the same way because really the seller is saying the same thing they're saying I don't need you and I don't want you that's what they're saying so very very important important with a first sale buy owner you always want to acknowledge what they're saying and make them feel like yeah I I have no doubt that you can sell it yourself okay

Because they could the question is is that the best way to do it and is that how they're going to net the most money possible I'm saying this to you don't say it to them like that so your first option when they say I don't need an agent I myself I don't want to pay a commission Mr. Seller I have no doubt that you can sell it yourself and I already gave you this when we were going through the expired objections and if there was a better way for you to get this house sold wouldn't you at least want to know about it when you say this correctly it's illogical for them to say no I wouldn't want to know it's only it would only take 20 minutes for me to

Show you what would be a good time three or four today now if they say it again okay if they bring it up no you know I I just I really don't want to pay a commission I could sell it myself and again Mr. Seller there's no question that you can sell it yourself the question is is that the best way for you to do it so you can net the most money possible from the sale and if I can show show you a way where I can benefit you financially is that something that you would at least be interested in finding out more about it's very easy for them to say yes and that's what you want to stick with um I've sold fizbo before absolutely and I have no doubt that you

Could do it again in fact Mr. Seller I love speaking with homeowners like you because you have have the experience you've done it before and of course you could do it again and at the same time this is a transition and at the same time Mr. Seller if I can show you a way where my commission would be an investment for you and not an expense in in essence my commission will make you money and not cost you money I would imagine that you'd be interested and at least knowing how that might be possible right so what would be a good time for me to come by for just 20 minutes you know you're starting to notice with all of these scripts that if I don't repeat

And approve if I don't acknowledge that I believe they can sell it themselves I would be making them wrong and if you make them wrong or you don't make them feel like what they're doing is right I mean based on the information they have and what they know it's right they're going to hang up on you and no matter what you say they're not going to want to hear because they're just going to be busy defending to you the fact that they think they could do it and they don't need you okay so that's a very important part of all of these scripts and you're going to get some of this repeat and appr proven writing as well fible closes there are several 1

Two 3 four five six seven 8 9 10 11 12 12 13 14 15 16 all of them I wrote all of them okay so I just didn't know how many were here how many we put in here I'm going to just take you through a few of them I already used some of them okay just now taking you through the the for sale burner script and the objection handlers um if I can show you a way how I can net you more money uh Mr. Seller if you're absolutely confident that working with me would net you more money than if you sold it yourself is that something you would consider I know the math is not making sense to you that's another one you're adding up and you're saying how is it possible how

Am I going to pay you a commission end up with more money I completely understand um one that I love is the one that I gave you about the investment if I can show you a away and you have it here too where my commission would be an investment for you and not an expense in essence working with me would make you money and not cost you money I love that that's so beautiful if I can show you a way where I'd be able to put more money in your pocket net net bottom line after my commission is paid is that something youd consider I used to use the solid time when I was selling real estate if there was a significant Advantage for you to work with me instead of selling

It yourself is that something that you would consider if there was a better way to get your household wouldn't you at least want to know about it we already talked about that oh I love you got to learn all of these but this one Mr. Seller you sound like a smart person and I wouldn't expect you to do anything that doesn't make sense to you and at the same time if you are as confident as I am that working with me is the best decision you can make is that something that you might consider perfect I'm not going to take you through all of them because they're all here you're going to get them so you could read them okay I just I want to make sure that you're understanding the

Logic behind the scripts and that's so critical because for you to be able to set appointments you need to believe in what you're saying because they're going to believe what you're saying when you believe it if you don't believe it then you're going to say it in a way that is not convincing that they're going to go go no that's weird you know I like the fact that you're saying you're confident but you don't sound confident in what you're saying and so it's like what you say and how you say it don't match and that doesn't work okay so it's really important that you understand the logic so you could believe in what you're saying because you can't convince

Someone of something you don't believe in so when you use scripts that you don't believe in guess what they won't believe it either Circle process respecting script or calling around the neighborhood or just listen to so it's all the same thing okay whatever you want to call it here in the script book we titled it Circle prospecting script now what you want to do when you're calling around the neighborhood is you want to find a recent listing or a recent sale to give them information on let me let me explain to you when you read the script you'll understand the logic in this people who own a house I don't care if they're not thinking of selling they're not it

Doesn't matter someone who owns a property is always interested in knowing what's happening in the market and how much their property is worth now when you talk about a property that's just listed or just sold their property could be very different it doesn't really tell them especially with the listed property it hasn't sold yet it doesn't tell them how much their property is worth but it gives them an idea of what a property just sold for in their area it gives them an idea of what sellers are asking and people everybody's interested in that now if you're making a circle prospecting call and you end up dialing a number and they're not the owner of the house house

It's the it's a tenant somebody who doesn't own a property yet they're renting have a the ultimate goal of owning a house most people do you could count on you know outside of a really strange person everybody wants to own a property so they would be interested even if they're a tenant in knowing what houses are asking for a Justus l a property or what they're selling for in the area they're living in so that's how you're going to start the script you're going to introduce yourself hi my name is Jackie I'm a local real estate agent I just listed a property for sale over on blah blah blah Street it's a three-bedroom two bath it's listed for 399,000 and I'm calling to see if by any

Chance you happen to know anyone who might be interested in buying a home in the area that's how you start and they're like oh yeah where is that proper what's that address again how big how do I know I've made tens of thousands of these calls my first two years in real estate this was the majority of the calls I made and to be honest the biggest challenge you're going to have with these calls is getting people off the phone because they don't want to sell the house because then you the next you're going to ask if they might be interested in selling in the near future if you go with the just sold script you'll see it's all here it's pretty simple but

Your challenge is going to be getting them off the phone cuz I don't know if people are kind of lonely these days but when you call somebody and you're you sound interested interesting and it's conversational and you're giving information they're interested in they want to talk to you they'll ask questions they'll tell people used to tell me all kinds of stuff I'm like oh my gosh how do I get off the phone yeah so these are very you know I I just had this thought that people say this is cold calling I mean to me this is warm calling and fbl and expired are War warm calls too you might not have ever talked to them but they want to sell and these people they're

Interested in the information that you're giving and for sale owners are interested in netting more money expired are interested in finding an agent who makes them feel confident so when you actually use the right scripts these are warm calls for you and then at the end I already said this earlier but I'll say it again at the end of every call you're always gonna ask even if they don't want to sell before I let you go thank you for your time before I let you go can you think of anyone and then you know if they say well you know if they start asking questions they sound interested I have three different options on the script where you can give him some

Information or an idea on what their house is worth without wasting a lot of your time the scripts are here as well and if they are not going to sell you could also and you had a great conversation with this person you could also add them to your database so there's a line here Mr. Seller I appreciate you're you're taking the time to speak with me today I offer a great service free service to my clients where I periodically send them an email update with what's going on in the real estate market can I write down your email address so I can send that information to you as well and some are going to say yes some are going to say no and that's okay your goal is to find people who

Want to sell but some of them could end up being people in your sphere of influence 's uh database that you're going to speak with periodically and they may end up doing business with you in the future referring Somebody To You Next is the circle prospecting script same thing you're going to use the same script you're just going to adapt instead of saying I'm calling you today because the house was just listed I decided to stop by today and then you go on with the script um for rent by owner script now this is not one I wrote it but it's not one that I personally used so I'm going to read it to you very simple now reasoning here right someone who has a

House for rent and they're renting it by owner is it possible that they might want to sell it yes that is possible actually that's a common OB objection sometimes from expired they'll say well you know I'm going to rent the property or a fsbo well if I don't sell it I'll rent it so you could actually be calling someone who was previously an expired or fible or not it could just be an investor they don't have to necessarily have been a fizor and expired but it's possible that they might have had the house for sale or selling the house would be an option for you uh for them but they just they don't even know that it's an option so the script goes like this you introduce

Yourself this Jackie I'm a local real estate agent I noticed that you have your house for rent by owner and I'm just curious Mr. Seller if you could sell this house now at a price that makes sense to you is that something that you would consider these if blank would you blank question questions are amazing I use them all the time when you get the script book you're going to see them again and again and again and again and then you see how they respond they may give you some objections that are some of the same you would hear from physes and expired handling objections is a process that's pretty much the same every time you listen to what they're

Saying you repeat and approve you ask a question to get their attention create doubt curiosity which is usually an if blank you blank question and then you ask for the appointment again absentee owner script so this is again I didn't make a lot of these um calls at all but there were times when I'm calling an expired in a fsbo and the property is vacant and the seller lives somewhere else you know I'm I just go on with the script if it's just a plain uh absentee owner and you don't know that it's an expired or a fbook hi this is Jackie I'm a local real estate agent I'm calling a about the house on blah blah blah is this the owner or you say their name is

This blank if you know who the owner is and then you go on with information on a just listed or just sold property similar to what you're doing with a circle prospecting call I decided to give you a quick call Mr. Seller because a house was just recently listed for sale or a Home recently sold in our area and I'm calling to see if there's a possibility that you might consider selling your property sometime in the near future if the price actually makes sense for you that's it um great let's set up a time to meet they an absentee owner out of state uh we can set up a time to meet on Zoom we can have a video conference I can share with you exactly how I can get your

Property sold and we can discuss what's the highest price that we could sell your property for in today's market with 3:00 work for you today would prob be better you're starting to see like these are pretty like pretty much the same and so it's going to be easy you know that's I'm saying that because it should encourage you to really commit to learning these scripts because when you do it's not like it's a million different things that I'm saying it's pretty much the same thing next on here is the pre qualifying script now I cannot emphasize enough how important it is for you to pre-qualify all of your appointments do not go on unqualified appointments

You're going to get so discouraged when you go on an appointment without pre-qualifying you're you're going to show up unprepared no matter how well you know the listing presentation and you've done a great CMA and you know how to talk about the price you don't know what's going on in their head you don't know what they're what they're thinking if they're interviewing other agents you don't know anything first of all if you're paying attention all of my scripts I don't ask them where are you moving to how soon do you want to be there why did your your house sell are you going to interview agents what's the point that's like a waste the time they're not interested in

Answering those questions those are pre-qualifying questions their motivation their financial situation these are all pre-qualifying questions and you need to know the answers before you show up so the first one my pre-qualifying script has 12 questions it's pretty short and this is a basic pre-qualifying script what do I mean by basic you're going to ask these questions and depending on how they respond you might have to ask additional questions because sometimes you ask and they're vague like the answer doesn't tell you anything so that means you have to dig and ask additional questions not just when you're pre-qualifying with every script you have to sound

Interested and interesting okay because if you don't they're not going to want to answer your questions and I hear that all the time from clients well you know they don't want to answer pre-qualifying questions because you're asking in a way that doesn't make him feel like responding so the first one is and actually the first one is a transition line so you set an appointment they say great yeah come by at four o'clock oh I really appreciate the opportunity Mr. Seller and so that I can be better prepared for our meeting I have just a couple of quick questions questions when you sell your house where will you be moving to I don't say so that I can better preper for me I got a

Couple of quick questions and I pause oh I don't have time for any questions no I just keep going as a matter of fact if you want to remove the couple of quick questions you could even do that so I can be better prepared for our meeting Mr. Seller tell me when we sell your house where will you be moving to notice the when not if assumptive language because if they list with me it'll sell and if I can't sell it no one can that has to be your mindset second question how soon would you like to be there wherever they're going what's important to you Mr s about being in Dallas by the end of July and are you planning on interviewing any other agents now why do I want to know this um

Would you like to be blindsided at the appointment and have no idea if the you know you get to the end of your presentation and they say oh yeah I have three other agents that are coming by and you don't even know who they are because the reason why you ask this question is if they say yeah I'm going to interview other agents and I'm just curious Mr s who are the agents that you're speaking with if you ask correctly most of them will tell you and then you asking and when are those appointments scheduled for so you can make a decision in a few minutes you know you're asking additional questions so you could be better prepared and if they tell you who the agents are you

Need to do some due diligence some homework and go on the MLS and find out who these agents are how many homes they sell what's their list to sales price ratio what's the average these on Market is an individual agent is this a team all of that stuff and you should actually print print that information and bring with you to the appointment because there's always a way for you to present yourself in as a better agent than anyone else they're interviewing whether you're brand new or whether they're brand new it doesn't matter oh but isn't it bad to say something bad about the other did I say you're gonna say something negative about any agent no

You're just gonna State the facts you're looking up their track record and you're bringing in you're going to present your services as a benefit over these other agents that they're thinking about interviewing that's all there's nothing wrong with that every single successful business on the planet do that they know what their competition is doing and they know why their service or their product is better and they can sell you on it next question one of my favorites What specifically Mr. Seller are you looking for in the agent that you hire I love that so much cuz they'll tell you exactly what you have to show them to take this listing then and when we meet

Mr. Seller how much are you thinking that you want to list the property for price that they have in mind and this is a great question too what would happen if your house doesn't sell and I want you to say like this and Mr. Seller I'm asking you this question just to understand if you have a plan B Because quite honestly when you choose to work with me there's no doubt that your property will sell in fact if I can sell it no one can but is is there a plan B in your mind um that what you would do if it didn't sell so that's the that's the logic behind this question because you want to know and and it's important to only only ask all of the pre-qualifying

Questions after you set the appointment because at that point you're already in Rapport they should be excited to meet with you they're more likely to answer the questions truthfully because in the beginning of the call when they have no idea who you are they're going to downplay their motivation they're not in a hurry they don't care none of your business because they don't know who you are I wouldn't I wouldn't tell a complete stranger that calls me out of nowhere what's going on so now at this point when you're pre-qualifying they're way more likely to open up especially if you're asking the questions the right way next how much do you owe on the

Property you want to know if they have a second mortgage if they have any leans or what's going on and Mr. Seller at the end of our meeting today if you feel confident that hiring me is the best decision ision you can make you'll be ready to go ahead and list the property today that would be the last question you ask and then you want to make sure that everybody that has to sign decision makers and owners are going to be present at the meeting and the last one I said 12 but it's not it's 11 questions the last one 12 is just a statement I look forward to meeting with you and I am confident that when we meet you'll clearly see why we should be working

Together that's your final line next WoW a lot of scripts here but you need all of these yes to be a great listing agent to be taking whether like I said whether it's one listing in sale a month you want to make or a week or a day you need all this stuff next is the listing presentation script there this script is like four pages let me see yeah three maybe on the script book and I'm not going to read it to you word for word I'm going to explain to you what's here because you're going to get the script so you'll know there are four parts to this presentation part one is you get to the house you introduce yourself and you just confirm their motivation casually when you get to the

House I recommend that you let them show you around it's a great opportunity for you to engage them regain the Rapport you had on the phone and ask some questions so Mr Steller I know you mentioned to me over the phone that you're going to be moving to Dallas and you're starting a new job or you have family there and you want confirming the motivation as you're walking through the house and you have the opportunity to do that and so and then you say to them Mr s I'm really excited about our meeting today and before before we start I just want to tell you that my goal and I know we share this goal my goal in working with you is to sell your home for the most

Money possible in the least amount of time with the least amount of Hassle and that is what you want isn't it yeah that's what I want great so you can ask them at this point you know you're confirming the motivation and what's motivation is where when and why by the way when where and why so right here when you confirm the motivation you could ask him Mr. Seller you told me you're moving to that is there anything else about the move that is important to you that I should know about important question because they might have not told you everything over the phone that that's part one very simple part two of the presentation is your marketing plan what are you going to do to sell

The house now there some scripts out there that you don't talk about what you're going to do to sell the house and the truth is if you are on a listing presentation with a past client a sphere of influence someone who knows you who has worked with you in the past you might be able to skip this but when you're speaking with someone you don't know an expired they don't know you and you don't know them an expired for sale by owner a circle prospecting call you can't show up to their house and just say well here's the price that doesn't work trust me you might have used those scripts before with expired and physes and you're like ah this is horrible yeah

Because they want to know what you know why should I hire you and you sharing your marketing plan is what's going to make them feel confident that you are the right agent and if you're talking to an expired listing or a fsbo they might have already interviewed other agents or they're going to interview other agents their comparison shopping everybody does that especially in expired listing they already wasted six months they're not going to list to the first agent that they speak with unless that agent makes them feel really confident that they can get the job done then they will so it's possible and that is exactly what you're supposed to do on

These presentation so your marketing plan you're going to talk to them about passive marketing and aggressive marketing the script is here word for word word for you in addition to everything that other agents do because you may do everything that other agents do a professional photos a video this or that and you do open houses and you put a sign and you do flyers and you do every agent does that what do you do differently and what you do differently is you are an active and aggressive agent I used that script with you in the expired objection Handler when they say what are you going to do differently and I used to say this on every presentation

Mr. Seller I speak with now you fill in the blanks X number of people every day Monday through Friday looking for buyers and sellers and this is how this is this is going to benefit you you have the script I'm not going to read it all to you now but I used to talk about that how I am prospecting in fact Mr. Seller that's how how I found you today and the benefit of well yeah but you know you're looking for listings yes and Mr. Seller the more listings I have the better it is for you because listings attract buyers and buyers don't usually buy the property they call on so I have the opportunity to cross sell and the more buyers that I attract through

The listings that I have the more demand I can create for every every property that I have for sale and more demand equals more money and you do want to sell the house for the most money possible don't you that's the logic okay behind the script now to be able to say to a seller that you Prospect every day Monday through Friday talk to X number of people you need to be doing it because you're not going to tell them you do it and not do it in essence you prospecting benefits you and the the sellers that hire you the whole script is here part three is the price there's scripts and dialogues here you're going to let them know you're professional you're an expert you're

Looking at home prices and studying them every single day you carefully prepared a market analysis and your goal on the appointment is to help them understand the price the script is going to take you through it you're going to take them through the market analysis one comparable at a time to help them understand what the price should be you based on your knowledge of the market and the market analysis you came to a conclusion as to how much this house is worth and your job on the appointment is to share the information that you have with them so they can come to the same conclusion your job is not to show up and tell them because if you tell them

They're going to argue about it because every homeowner wants more money for the house and the house is worth when they see it and they understand it and you explain exactly how it works they're way more likely to actually they may fight it they may still want to price it higher but when they see it they have nothing to defend because it makes sense to them that is your job the script is here and that's what you do and then I said four parts the last one is ask them to sign the contract as simple as that that's the end result you're looking for and by the way before you start your listing presentation you should take Let's Pretend This is a listing agreement you

Should take the listing agreement out of your briefcase put it on the table right where you're going to meet with them and put the pen on top of it and just leave it there it's a subliminal close so when you get to this point and you agree on a price you take your pen you write the price down on the listing agreement everything else is already filled out you turn the agreement and ask them to sign and that's the end of it now next here and this is uh this could be a long conversation so I'm going to shorten it because you're G to get the script you're going to get a visual here and there are other videos on my channel on the fible problem the fible

Presentation which is a problem presentation um why is it a problem presentation because fsbos have problems they just don't know they have them they think they get it all figured out but the truth is they have problems and these problems cost them money and your job on on a phys appointment is to help them understand that they have problems and you can solve those problems and that's how you n a more money so that's what the pro the presentation is focused on it's different than the listing presentation that I just shared with you that presentation is for expired listings for just listed just solds for your past clients fear of influence in

My opinion they should all be the same you shouldn't just skip the marketing plan just cuz they know you unless you're just going there to to get the contract signed and they already told you that fsbos you cannot just show up and do a presentation like everybody else because you're saying to them over the phone if I can show you how I can net you more money benefit you financially so you're going to show up and you got to talk about that before anything else and as you are going through these problems uh in a in a in a very specific way okay scripts like like I said you're going to get some scripts in the script book but there are lots of um videos that you

Could actually look at as well intertwined in this presentation is going to be what you do differently hey it's not like let me tell you how and now here's what I'm going to sell uh what I'm going to do to Market your property it's it's sort of together because because one of the biggest ways that you're going to be able to net more money for that for sale by owner is by increased exposure maximizing the demand which you do by how you Market the property okay but there's other scripts and dialogues you're going to share with them so you're going to talk about exposure how you're able to maximize the exposure through the multiple listing system and the prospecting you do you're

Going to use some examples of that I mean exposure is huge you know what the auction example is one of my favorites I'll share this with you right now when you go to an auction or you go buy something on eBay there's a let's say Whatever item right you want to buy a I don't know a pair of shoes there's a starting bid for the pair of shoes you want and if you're the only person bidding on those shoes you're going to make the starting bid the minimum required for you to Bid And if nobody else bids on it then you paid the starting bid and the shoes are yours but if other biders join and they also want the shoes they start bidding the price Higher and

Higher and they're going to end up selling for more an auction is the perfect example of how more demand equals more money and for sale by owners have limited exposure because the majority of buyers prefer to use the services of a licensed professional experienced real estate agent because selling a house is a huge financial transaction in fact for most people it's the biggest financial transaction of their lives so they're not just going to like I have no idea what I'm doing but you know let me go do it myself most people don't do that whether they're buying or selling real estate agents we have a license for a reason we know what we're doing and I

Trust you know what you're doing and if you're brand new you have resources you have your broker your coach or me or whoever resources to to help you through your transactions so you can protect the interests of the the buyer or seller that you're representing so demand is a huge reason why and then there's the types of buyers that sellers are dealing with buyers that typically go after for sale by owners they are looking for a deal they know that that fible is not paying a commission and the commission the sellers not paying the same commission they're thinking they can save as the buyer I'm going to pay less for this house because the seller

Doesn't have an agent um there are lots of other scripts and dialogues here negotiating skills this is a big one as a professional licensed agent you you have skills in negotiating that can save them a fortune and if you don't have it yet cuz we're brand new you got to go get them you have to learn and and gain experience and and go talk to your broker learn how to be a great negotiator for your clients because there are a lot of aspects in the transaction that require a great negotiator and thirdparty negotiating will make them money when you have a buyer and seller directly negotiating and they they have opposing interest seller wants to sell for the most money

Possible buyer wants to buy for as as little as possible it's very hard for them to come to a win-win situation and whoever you're representing in this transaction you need to learn all the different aspects of the transaction and how to negotiate inspections repair appraisal walk through a lot of different things wow okay are we getting close to the end here commission objection script interesting conversation right um considering class action lawsuits going on and verdicts and other stuff there are a lot of commission objection scripts here for you um one two three four five six a bunch of scripts but I want to here's what I want to say to you

About commission objections you don't want to handle commission objections is over the phone you don't want to tell them what your commission is over the phone and you don't want to when I say handle if they say well another agent said they could do it for 2% or 1% can you cut your commission you don't want to handle that over the phone why because it won't make any sense for you to do it over the phone why because until you get to the list Ching presentation and they see the value that you bring to the transaction the amount of commission you charge is irrelevant it's me saying to you something like this um I just bought a brand new car for $50,000 did I make a

Good deal and you're looking at me thinking I have no idea depends on what car you bought if I bought a brand new Bentley convert able I made a great deal if I bought a car that's falling apart I overpaid big time it's like what's the value what is this car actually worth you need to know that to to be able to determine it's 50,000 is is good or not it's the same thing with commission people pay for value and if they don't see value if you are not bringing value if they don't see the benefit for them what's in it for them to list with you to pay you if they don't see the value they're not going to pay they're going to I wouldn't either and neither would

You if I'm comparing two agents that are equal and one the commission is up here the other is here and to me they're what they're going to do is the same I'm going to go with the lower one you would do the same thing that's what people do so these commission objections are going to help you understand that handle that you don't want to respond over the phone because again it won't make sense so I'm sure this is going to be very helpful for you some of my favorite commission scripts are here um so you'll see it'll be fun next price reduction scripts well there's a couple of pages of this here one two three three pages of pricing scripts right I put

Price reduction scripts but some of them you can use at the listing appointment if the seller is like arguing about the price but you'll be able to use some of this stuff um but there are a lot of them for Price reductions because in an ideal real estate World um you would always price your listings to sell day one but unfortunately doesn't always work out that way and if you're not able to walk away from a listing appointment with a well priced listing you want to use a dialogue to set the seller up to expect a conversation about price in the future you don't have a crystal ball you don't know what you know you could yeah actually you could take a well pric

Listing today think about this today yeah you do based on everything you know you list it for $3.99 and it's an amazing price and then tomorrow tomorrow morning you wake up and you go check your MLS and the house across the street just that was pending you don't know what it closed for it just closed and it's exactly the same house and it sold for 340 So Yesterday based on all the comparables 3.99 was great and it was going to sell now you just got a comp for 340 and all you did was sleep for one night and you wake up in the morning and your listing is overpriced you don't have control over that price is a moment in time and this is a script for you to use

It's it's here it's one of the script there's so many that I love and price is not an exact science either you could have three appraisals on the same property and they're all going to come come out differently not you know 50% more but they're not it's not exact and it's it's a moment in time because neither you nor the seller have any control over what other homeowners are doing in the neighborhood that's whether a new property is listed for sale it could be that you wake up in the morning and there's another listing and it's the same house now listed for 320 your well priced listing at 3.99 is instantly overpriced and there's nothing you or

The seller can do but your job is to keep the seller informed communicate the information don't get attached to the price don't own it because you don't own it you don't get to choose what the property is going to sell for can you imagine how fun real estate would be if we as agents actually had a say in what property sell for you don't the market the buyers that's what determine prices so these price reduction scripts are going to help you with that and then there's some I call called shifting Market scripts if you're in a shifting Market these scripts are going to help you if you're not well I don't need that great well they're there when you need them

Because real estate is cyclical so you may not be in a shifting you may or may not be depending on what part of the country you are but eventually the market if FS up it's going to go down if it's down it's going to go up so then you're going to need some of these scripts and the last ones are holiday objection handlers and of course starting in October October November December you start hearing sellers say I'm going to wait till after the holidays so I have some of the best scripts here for that it's not that many it's just the ones that actually work um when I was selling real estate this is actually the truth I wouldn't say anything to you that's not December I

Used to start stop working around the 23rd not that you should but you know I did I took the last week of the year off and uh there's still a lot of property selling trust me new Christmas Eve Christmas Day New Year's Eve New Year's Day there's always homes coming on the market so it's if you know if you don't I'm not saying you should take the time off in fact I think you should be working unless you're in a position where you know you financially feel like you're good but anyway my first two or three years I'm sure I was working but I'm talking about starting my fourth year I sold 100 homes a year and I was doing okay so I could take the last we

Of the year off and I took more listings every December than I did any other month of the year now go figure I'm working one week class and I'm taking more listings than I would in the months that I was actually working the entire month I had December of taking 21 22 list ings where my average was maybe 16 17 listings a month December is an amazing month for Lis CHS agents are not working you're going to be the only one and when you have the right and effective uh holiday objection handlers you're going to set appointments and you're going to take listings and you're going to start your brand new year very very powerfully because you can't stop working in

November and December because you're really not only you want to work because you want to finish the year strong but you're also setting yourself up to start January 1 with active listings and pending sales because if you don't have active listings and pending sales on January 1 you're already behind on your goals for the new year so it's critically important that you keep working and remember the reason why I took more listings in December than any other month it's not cuz I was better it's just cuz there weren't that many agents working and Prospect because I I worked in a very competitive market so whether you like it or not no matter how good I am I'm not going to you know

There are other agents that are calling before the whatever is going on and so make sure that you are on the phone every day throughout November December and even you know Thanksgiving okay that's one day if you want to take off great if you want to take off you know Christmas New Year whatever but that doesn't mean you stop working and finally I trust this video was fun for you it was a long one but it was fun for me and how you're going to get this script book there is a link in the description of this video just click that link L and we'll get the script book over to you thank you so much for watching if you have any questions any comments please put them below and I

Will see you on the next video