Red: Important question
Green: Pause or important word
Pink: Optional, depending on convo
Cash offer lead / Bring me an offer
Hey [Name]?
Hey [Name], my name is [Name]. I’m calling about your home on [Street Name] - just to see if
you would consider selling the home in the future?
IF NO:
Yeah, and it seems like you have a nice home, so I don’t blame you. - Do you think you would
EVER consider selling that home - or is the plan to stay here forever?
If vague/no answer:
No problem, I guess, if you ever were to make a move down the road, when do you think that
might be?
If you have to FISH for timeline: Are you planning to move in the next couple years, or would it
be longer than that?
If YES (within 2 years):
Ah I see, what do you think will change in [X] years that you may reconsider selling?
Would you consider selling sooner if it made financial sense for you? (You can also tie in
motivation)
If you have timeline (Within two years) - Go to Urgency
EMAIL CLOSE (if still not selling):
Ok, fair enough, I know plans change all the time. Would you mind if I sent you my team’s
information, that way you’d have it if plans change in the future?
Or that way if you ever need a contractor or tree guy, you have someone to reach out to that can
put you in touch.
*Get Email* then….Thank you, I’ll get that sent over, and I hope you have a great day!
Last Ditch Question:
If we brought you an offer in the next year or two, do you think you would take a look at it?
Sounds good, what would change in the next year or two that you would be open to selling?
(If it’s purely based on numbers then it’s not a lead — continue to dig on motivation)
IF YES:
Sounds good, and you know, it's a nice home - what has you thinking about selling?
If you WERE to sell the home, where do you think you would move to when the time comes?
(Stay in the area or relocate)
Timeline:
Ideally, how soon would you like to make that move happen?
Urgency - If over 6 months:
Out of curiosity, what needs to happen before you end up moving?
(What has you waiting X years?)
Close:
Sounds good, would you mind if I had my manager reach out - so he can talk more about what
it would look like to sell when the time comes?
If YES:
Great, I’ll pass him your information so he can follow up shortly.
In the meantime, would you mind if I emailed you more information on my team?
Great, what’s the best email to send that to?
Thank you, I’ll get that sent over and have my manager reach out soon. I hope you have a great
day!
If NO:
Got it! Just so I understand - is there anything in particular holding you back from having that
conversation right now?
No problem, and I understand what you are saying.
Would you mind if I sent you a quick email with more information on my team, that way, when
the timing is right for you, you can reach out?
Get Email, then:
Thank you. I’ll get the email sent over and I hope you have a great day!
OBJECTIONS
I’m on the DNC list
Oh, I apologize for the call. I’ll make sure we don’t contact you again. Have a great day! DNC
Who are you? / Where are you calling from?
Yeah, my name’s [Name], and I’m calling from a local real estate team (Very quick pause)
I was just reaching out to see if you had plans on selling…. (Continue Script)
If you already have timeline and motivation:
Yeah, like I said, my name is [Name], and I’m calling from a local real estate team (Very quick
pause) I was just reaching out to see if you had plans on selling, and it sounds like you do, is
that right? (Continue Script)
If they push further:
Yeah, [Prospect Name], I appreciate the question, but I’m just part of the outreach group that
helps connect buyers and sellers in the area. If it’s something you are considering, I’d be happy
to have my manager reach out and he can talk more about it.
Otherwise, I can let you go so I don’t waste your time.
If they keep asking or get aggressive:
I completely understand, and I apologize for the call. I’ll make sure we don’t contact you again.
Have a great day! Hang up — mark DNC
Interest rates are too high
I understand sir/ma'am, hopefully they will come down in the future.
When that time comes, would you reconsider selling?
What do interest rates have to come down to for you to consider moving?
(If it’s under 5% it's not a lead, just get email)
Great, let me send you an email with more information on my team,
that way when the interest rates fall, you have someone you can reach out to. Fair enough?
Already have an agent
No problem, and I understand that most people already have realtors they know.
Oftentimes, sellers want to interview multiple agents so they can get the best price, terms, and
commissions. Is that something you would consider?
Any objection you don’t know the answer to
That’s a great question, I’m honestly not sure. Would you mind if I had my manager reach out to
you? He would be more than happy to answer that.
How did you get my number?
Your number is publicly available on the public records.
I was just calling to see if you had thoughts of selling that home in the future.
Reason for calling
Ok great, we have a buyer considering moving into the neighborhood — have you considered
selling your home?
Do you have a buyer/offer?
Great question, we actually do have a buyer in your neighborhood.
Would that interest you if I could bring you an offer? (Then back into timeline and motivation for
the move)
What number would you have to sell the home for, for it to make sense?
(If within reason of the Zestimate, then it’s a lead)
Why do you want my email?
Great question! We are able to send you more information on our team, so when the time
comes to make a home transition, you have someone you trust to reach out to.
We can also help you find a trusted contractor or an updated home value.
Well, tell me what the offer would be…
It’s tough for me to give you an offer over the phone without seeing the property in person.
Zillow has your home around [X] price - would an offer around that number make sense?
(If the offer they say needs to be higher confirm bedroom, bathroom, and square footage count
that way you know Zillow has the correct information. Oftentimes, Zillow's information is
outdated, which is why their home value is lower.)
INFO TO CAPTURE:
● Timeline
● Motivation (Why they want to sell)
Final Close:
Would you be opposed to listing the property within the next 1 or 2 years, to get the most
amount of money from the sale?
Cash Offer / Have a Price in Mind:
*Bring me an offer / What is your offer?*
Sounds good, what price did you have in mind?
I see, obviously I haven't seen the home in person so it's tough to give you an exact
price, but Zillow has you around X? Is that something you would consider?
They will prob give you a bunch of reasons why Zillow is wrong or updates they've
made - just confirm bed/bath/sqft, if it's all correct on Zillow then they may be unrealistic
if they are drastically over the Zestimate. Either way, go to next question
I mean, would you be open to listing your home on the market if you could get x price?
—
Yes: Great, ideally, how soon would you consider selling that home? .... continue script
—
No: I see, so it sounds like you don't really have plans on selling, but if you happen to
get an offer you couldn't refuse, then you would consider it,- is that right?
(Not a lead, yet..)
Then continue on for timeline
I see (Seller Name), if you ever were to list that home to get the highest price, when do
you think that would be?
This will determine if they are a lead or not. They probably aren't a lead at this point
unless they say within 2 years and have a reason to move, then continue on in the
script
