1. Expired Listing Script
Hi, is this the homeowner? I’m with .You know, I work in the neighborhood, and I noticed that your home was no longer for sale. Are you planning to put it back on the market?
(Listen – they will sometimes say ‘maybe later,’ or ‘not for a while’)
I can understand why you might feel pretty discouraged — it’s a great house. Any idea why it didn’t sell? Any offers?
(Listen to what they have to say)
I was just surprised to see it on the market for days, I assumed it would be gone in a few weeks. What made you all decide to sell? Where are you moving to?
I know you’ve likely had a few people calling you, but as I said, I’ve worked in the neighborhood for # years, I know this neighborhood, I’ve sold homes in this neighborhood, and I’d love a chance to sell your home or at least take a tour and see what might be holding it back.
Would you mind if I came by this Saturday at ? I’m happy to give you some feedback.
2. FSBO Script
“Hello, this is (name) calling from the (brokerage). I noticed you have a house for sale in my coverage area. Is it still available?”
“Yes.”
“Great, are you cooperating with real estate agents?”
“No.”
“Okay, I know the area well, and I’m wondering how much you’re asking for the house?”
“$264,900.”
“If I had a buyer who would be a fit, would that be helpful for you?”
“Yes.”
“Great, what I’d like to do is schedule a time to come by and look at the house to see if it would work for any of our clients. I’d also like to share some of the things we do to help FSBOs like yourself. Do you have time this afternoon, or would tomorrow work better for you?”
“You know, I really don’t want to work with an agent. If you have someone who’s serious, you can send them by, but I’m not looking to sit down for a sales pitch with an agent.”
“Sure, I can appreciate that. Let me ask you this: why did you decide to sell your house without hiring a professional agent?”
“Well, I wanted to save money. A five or six percent commission would be a lot.”
“Yeah, I can understand that completely. Interestingly enough, 90 percent of the FSBOs I speak with tell me the exact same thing. If I could show you a way that I could net you the same or possibly even more money by using our services, would that be something you’d be open to?”
“Well, basically what we’re trying to do is break even. We bought the house two years ago, and the value hasn’t really gone up.”
“So, what is the main reason for your sale?”
“I’ve been transferred. We’re moving to Arkansas.”
“Oh, congratulations. And when will you need to be in Arkansas?”
“We need to be in Little Rock in 90 days.”
“Gotcha, so the clock’s ticking for you. And if the house doesn’t sell in 90 days, what’s your plan B?”
“Well, we’re going to have to go — the house will just be empty.”
“Oh, yeah, I’d hate to have that happen to you. If I could sell the house, have you break even, and get it done before you get to Arkansas, would that be a win for you?”
“Yeah.”
“Okay, perfect. Why don’t we meet? I’d love to see if I can do that for you. I’ll be 100 percent honest with you. If I can do it, I’ll let you know. If I can’t, I’ll let you know that as well. How does that sound?”
“Yeah, that’s fine. If you want to give it a shot, you can come on over.”
“Awesome, I appreciate that. I’ll see you this afternoon at four. Will that work?”
“Sure, see you then.”
3. Circle Prospecting Script
Hello, is this Mr. / Mrs. ?Hey Mr. / Mrs., this is (your name) with (your company).
{Pause} How are you today?
That’s good. Me too. Just enjoying this good weather outside. Isn’t it gorgeous today?
{Pause and let them talk. Listen to what they say. Chances are high that you get into a conversation about the weather, back and forth. This will set the comfort level of the call. If it’s raining, talk about how nasty it is today. Adjust your opening to what the current weather is doing. When this part of the conversation is over, transition into the reason for your call.}
Well look, I don’t want to take up too much of your time today, but (market information — “a house/condo was just listed in your neighborhood/complex” or “a house/condo just sold in your neighborhood/complex”), and I didn’t know if there was anything I could do for you regarding buying or selling real estate at this time.
{Pause and listen. If they say YES. Follow up and make a deal happen.}
{If they say NO, continue below.}
I gotcha. Well, is there an agent in the area that you would work with if you did buy or sell in the area?
{If the answer is no…}
Ok, well one day you will want to buy or sell, and I would like the opportunity to work with you when that day comes. Would it be ok if we stayed in touch?
{If they say yes…}
Great! What is your email address?
Awesome. Thanks so much, I look forward to speaking again soon!