This post is part of our complete guide: Real Estate Cold Call Scripts: The Complete Guide for 2026 →
Real estate ISA scripts cover seven calls: the first call to a new online lead, the no-answer follow-up, the old lead re-engagement, the qualifying conversation, the appointment set, the warm handoff to the agent, and the past client check-in. For most of them the goal is the same: a booked appointment with an agent on your team, ideally today or tomorrow.
Below is the script an inside sales agent (ISA) uses more than any other, what to say next depending on how the lead answers, a daily call block, and a printable call sheet. These talk tracks build on our real estate cold calling guide, adapted for the way an ISA works a CRM all day.
The Best ISA Script: The New Online Lead Call
The new lead call matters most because it has the shortest shelf life. Many teams aim to call every new online lead within five minutes of registration, while the person is still on the site and remembers filling out the form.
Hey [Name]? Hey, this is [Your Name] with [Team Name]. You were just on our site looking at homes around [Area], and I wanted to reach out before you got buried in emails. Are you still looking in that area, or were you just browsing today?
(Let them answer.)
Got it. What has you thinking about a move right now?
(Go one layer deeper with "tell me more" until you hear the real reason and a timeline.)
That makes sense. The best next step is a quick 20 minute strategy session with [Agent Name] so you know exactly how to approach this. Would later today or tomorrow be easier?
- If they say "I'm just looking": say "Totally fair, most people start there. What caught your eye, the area, the price, or something about the home itself?"
- If they say "Just send me some listings": say "Happy to. So I send the right ones and not fifty that don't fit, what's got you thinking about moving right now?"
- If they say "I already have an agent": say "Good to know. Are you under an agreement with them, or have you just been talking?"
The second question is what separates strong ISAs. Weak calls stop at "are you still looking?" and offer to send homes, while strong calls ask about motivation, because motivation reveals the timeline.
Which ISA Script to Use When
Match the lead in front of you to the right script so every call ends with something scheduled.
| Situation | Script | Goal |
|---|---|---|
| Lead registered in the last hour | New online lead call | Qualify and book today or tomorrow |
| New lead has not answered yet | No-answer follow-up (call, voicemail, text) | Get a callback or text reply |
| Lead is 90+ days old with no contact | Old lead re-engagement | Find out if they moved or still plan to |
| Lead is engaged and talking | Qualifying questions | Learn motivation, timeline, financing, agent status |
| Lead is qualified | Appointment set | Lock a specific day and time |
| Appointment is booked | Warm handoff | Introduce the agent and deliver clean notes |
| Past client or sphere contact | Check-in call | Referrals and future moves |
The Other Six ISA Scripts
No-Answer Follow-Up: Day 2 Call, Voicemail and Text
Use this when a new lead has not picked up. Sayso's script book calls this cadence "10 Days of Pain": a call, a text, and an email every day for up to 10 days, stopping the moment the lead responds.
Call: Hey [Name], it's [Your Name] with [Team Name]. I tried you yesterday about the homes you were viewing in [Area]. I pulled a couple that fit what you were looking at and wanted to make sure you saw them.
Voicemail: Hey [Name], it's [Your Name] with [Team Name]. You were checking out homes in [Area] and I didn't want you to miss anything that fits. I'll send you a quick text too. Talk soon.
Text: Hey [Name], it's [Your Name] with [Team Name]. Just tried you about the homes in [Area]. Are you looking to move soon, or just exploring for now?
- If they text back "just exploring": reply "Makes sense. Are you thinking a few months out, or more like next year?" Then call once they answer.
- If they call back: switch to the new online lead script and go straight to motivation.
Rotate your call times across morning, midday, and afternoon. If you always dial at 9 AM, you only ever reach one version of their day.
Old Lead Re-Engagement
Use this for leads that registered months ago and went quiet. The goal is a clear answer: either they already moved, or the move is still on and you requalify. Our guide on what to say to old leads has more angles for this call.
Hey [Name]? This is [Your Name] with [Team Name]. I was going through our notes and saw you had asked about [3 bedroom] homes in [City] back in [Month]. Quick question: did you end up moving already, or are you still waiting?
- If they say "We already bought": say "Congrats. Just so I can update our records and not bug you again, what city did you end up in?"
- If they say "We put it on pause": say "Makes sense, it's a big decision. Is moving still something you want to do, or did plans change?"
Qualifying: Motivation, Timeline, Financing and Agent
Use these questions once a lead is engaged. They follow the LPMAMA framework and work for buyers and sellers. You are listening for a defined motivation and a defined timeline, because without both the lead is still just thinking about it.
What has you thinking about making a move right now? Tell me more about that. When would you ideally want to be in your next place, or out of your current one? Are you renting now, or do you own? Would you need to sell before you buy? Have you talked with a lender yet, or would this be a cash purchase? Are you working with an agent already, or have you signed anything with anyone?
- If they say "Maybe next year": say "Got it. What would need to happen for next year to become this year?"
- If they say "We haven't talked to a lender": say "That's normal at this stage. We work with [Lender Name], and I can have them reach out. Does that work?"
The Appointment Set
Use this the moment a lead has a real reason and a rough timeline. Position the meeting for today or tomorrow, because appointments set several days out get rescheduled or canceled more often. Our full appointment setting script goes deeper on the close.
Based on what you told me, the next step is a 20 minute sit-down with [Agent Name]. They'll walk you through the three biggest things that matter in today's market for your situation, so you can decide whether to move now or wait. Are you more of a morning, afternoon, or evening person? And would that time work for [spouse or partner] too?
- If they say "Can we do next week?": say "We can, but most people find it easier to get clarity sooner. Is there any time tomorrow that works?"
- If they say "Call me later": say "Sure. So I don't catch you at a bad time again, is later today or tomorrow morning better?" Then book a specific callback.
The Warm Handoff to the Agent
Use this at the end of the booking call. The lead should know exactly who is coming, and the agent should walk in knowing everything the lead already said, so nobody asks the same questions twice.
Here's what happens next. [Agent Name] is going to text you within the hour to introduce themselves, and you'll get a calendar invite for [Day] at [Time]. They already know you're looking for [3 bedrooms near Lincoln Elementary], that your lease ends in [June], and that you're pre-approved with [Lender]. If anything changes, just text me or [Agent Name]. Sound good?
The notes the agent receives should follow the same order every time: motivation and timeline, location and price (or the address if selling), financing status, other agents or signed agreements, appointment details and attendees, and objections raised with what calmed them down.
Past Client and Sphere Check-In
Use this on slower afternoons to stay top of mind with past clients, spot a new move, and ask for a referral.
Hey [Name], it's [Your Name] with [Team Name]. [Agent Name] and I were talking about you this week and realized it's been about [a year] since you moved into [Street]. How is the house treating you? Anything you'd change now that you've lived there a while?
- If they say "We love it": say "That's great to hear. Do you know anyone at work or in the neighborhood who's been talking about a move?"
- If they say "We're already outgrowing it": say "Tell me more. What's changed?" Then qualify like any new lead.
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An ISA Daily Call Block
A structured day protects the follow-up calls that feel less urgent but produce appointments over time. Here is a sample schedule to adapt to your lead flow.
| Time block | Call type | Goal |
|---|---|---|
| 8:30 to 9:00 | Review CRM, overnight leads, today's appointments | Build the call list |
| 9:00 to 11:00 | New leads and day 2 to day 10 follow-up | Contact and book |
| 11:00 to 12:00 | Appointment confirmations and warm handoffs | Keep appointments on the calendar |
| 1:00 to 3:00 | Old lead re-engagement from a CRM smart list | Requalify and reset timelines |
| 3:00 to 4:30 | Second pass on new leads and missed callbacks | Reach people at a different time of day |
| 4:30 to 5:30 | Past client and sphere check-ins | Referrals and future appointments |
A new lead that comes in during any block gets called right away, since speed to lead always outranks the schedule.
Call in batches and keep the pace high. An ISA who over-analyzes one conversation between dials loses momentum for the next ten. Log the note, set the next step, and move to the next call.
Printable ISA Call Sheet
ISA call sheet
New online lead: "Hey [Name], this is [Your Name] with [Team Name]. You were just on our site looking at homes around [Area]. Are you still looking there? What has you thinking about a move right now?"
No-answer text: "Hey [Name], it's [Your Name] with [Team Name]. Just tried you about the homes in [Area]. Are you looking to move soon, or just exploring for now?"
Old lead: "I saw you had asked about homes in [City] back in [Month]. Did you end up moving already, or are you still waiting?"
Qualify: "When would you ideally want to move? Do you rent or own? Have you talked with a lender? Are you working with an agent yet?"
Appointment set: "The next step is a 20 minute sit-down with [Agent Name]. Are you more of a morning, afternoon, or evening person?"
Warm handoff: "[Agent Name] will text you within the hour, and you'll get an invite for [Day] at [Time]. They already know [key details]."
Past client: "It's been about [a year] since you moved into [Street]. How is the house treating you? Anyone you know thinking about a move?"
Objections ISAs Hear Most
The same handful of objections show up across all seven calls, and each has a full response page: "I'm just looking", "just send me listings", "I already have an agent", "call me later", and "I'm not ready yet".
How Sayso Helps ISAs on Live Calls
Remembering the right branch on call 80 of the day is the hard part. Sayso listens during the call and shows the next line on screen with live call guidance, so when a lead says "just send me listings," the redirect is already in front of you. After the call, automatic call notes sync to your CRM and give the agent a complete handoff without slowing your pace. See how Sayso works for ISA teams, or book a demo to watch it on a live call.
FAQ
What is an ISA script in real estate? An ISA script is a talk track an inside sales agent uses to call leads, qualify them, and book appointments for the agents on their team. Most ISAs work from a small set of scripts, one for each type of call.
How fast should an ISA call a new lead? Many teams aim to call new online leads within five minutes of registration. The lead is still on the site and remembers the form, so the conversation starts warmer.
What should an ISA ask to qualify a lead? Ask about motivation, timeline, whether they rent or own, financing, and whether they already work with an agent. A lead with a clear motivation and a defined timeline is ready for an appointment.
What should ISA handoff notes include? Motivation and timeline, location and price, financing status, other agent involvement, appointment details, and any objections raised. The agent should never need to ask something the ISA already learned.
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