Get the script book
Who it's for
- New agents who want a clear structure for their first prospecting calls.
- Experienced agents who want tighter language for lead calls, listing appointments and follow-up.
- ISAs and inside sales agents who set appointments for a team.
- Team leaders who want one shared set of talk tracks to train and role-play from.
What's inside
The book is organized the way a call unfolds: the mindset first, then the questions, then scripts for each lead type, then the follow-up that turns a first conversation into an appointment.
Call mentality
- Book the meeting: position today or tomorrow, or lock in a next step
- Why you should not default to sending homes, and who should get listing alerts
- The three layers of motivation and how motivation reveals the timeline
- Urgency, the commitment standard and your three limited resources
- The buyer agreement standard and keeping calls moving
Questions that qualify
- LPMAMA questions for buyers: location, price, motivation, agent, mortgage, appointment
- LPMAMA questions for sellers
- Motivation first: getting to the reason behind the move
- Lead temperatures: hot, warm and cold buckets and the follow-up cadence for each
Scripts by lead type
- Buyer openers and older buyer leads
- Home value requests
- New inbound online leads and home search site leads
- Appointment setting after a previous conversation
- Investor buyers
- Open house visitor follow-up calls
- Portal tour requests
- Circle prospecting: "I have a buyer" and open house invites
- Reverse prospecting
- FSBO, expired and pre-foreclosure
- Buyers for an off-market listing
- Social media poll voters and land owners
Open houses, showings and follow-up
- Door knocking before the open house
- Open house sign-in, setting expectations and the appointment ask
- Showing scripts: touring agreement, buyer packet, gauging fit after each home
- Showing to offer or next appointment
- Introducing a lender
- Listing appointment confirmation call
- 10 Days of Pain: a day-by-day follow-up plan with example touches
- Open house 10 Days of Pain, from the evening of the open house to closing the loop
- When to stop following up
How to use it
- Practice out loud. Read the scripts aloud and role-play them with a partner before you use them on a live call.
- Adapt to your voice. The scripts are not meant to be memorized word for word. Change the phrasing so it sounds like you.
- Keep the structure. The order of the questions is what moves the call forward. Adjust the words, keep the steps.
A sample: when someone asks for homes
Prospects often ask for listings early in the call. Acknowledge the request, then bring the conversation back to the move itself:
“I'd be happy to send homes. Tell me about your goals. What's got you thinking about making a move right now?”
Then keep asking questions that clarify the situation. Once the situation is clear, scheduling the next step gets easier.