Real Estate Prospecting Scripts: A Guide for New Agents
When it comes to prospecting calls, expert agents and coaches all say you should follow a script. The tricky thing is, there’s no such thing as a “perfect script” and there are a lot of options to choose from. Since no two agents (or conversations) are alike, even the most popular prospecting scripts aren’t ideal for every situation. This can make getting comfortable with scripts difficult—especially for newer agents.
In this blog, we’ll review a few real estate script fundamentals then show you how to adapt and innovate your favorite scripts to conquer any conversation.
1. Going Over Script Basics
What are scripts?
Scripts are a set of predetermined lines or talking points that you can use to introduce yourself, explain your services, answer questions, and handle objections. A quality script should be engaging, persuasive, and informative enough to schedule a listing appointment.
Why use scripts?
Using scripts for real estate cold calling can help you gain confidence on the phone, make better connections, and land more listing appointments. They help you stay on track and make sure you don’t forget key points or important questions. And when you stick to scripts that you really like, each conversation roughly follows the same format and becomes easier to deliver over time.
Why not use scripts!? (common excuses)
A lot of agents shy away from scripts because they “sound too robotic” or “don’t feel natural” or “aren’t authentic.” Another reason agents avoid scripts is that there are just too many to choose from, and they all claim to be the best one. But the bottom line is, scripts do work… as long as you know how to use them.
2. Choosing the Right Script
Choosing the right script can be a daunting task. With so many options to choose from, it can be hard to find a good fit for your personality and prospecting style. To make things easier, we’ve compiled some of the top script resources from leading industry coaches and experts. Click one of the links below to explore scripts that fit your prospecting needs!
- For-Sale-By-Owner Scripts
- Circle Prospecting Scripts
- Expired Scripts and Objection Handlers
- FSBO Objection handlers
- LCA Scripts & Dialogue for Real Estate Agents
3. Mastering Your Scripts
Script success ultimately comes down to two things: practice and consistency. Practice your scripts alone, with other agents, and on real calls to work out any kinks and polish your delivery. And even if a script doesn’t feel right at first, stick with it for at least a few weeks. Consistency over time will build confidence in your conversations.
Here are a few best practices to make your script practice even more effective:
Nail your introduction
Make sure your script has a strong and clear introduction. This is the first impression you make on each call, and it sets the tone for the rest of the conversation. Your introduction should be concise and attention-grabbing, and it should clearly explain the purpose of your call. Here’s a solid introduction flow to follow for almost any lead type:
Objections are a natural part of any sales process, and they can be especially challenging for new agents. But with practice, you can become confident in handling objections and turning them into appointments. Spend time practicing and preparing for common objections, and think about how you can effectively address them in your script.
Prepare multiple responses
While scripts can help prepare you for many potential responses, they can’t prepare you for every possible scenario. Be ready to adapt to unexpected answers, questions or objections, and respond professionally and confidently. When you get a response you’ve never heard before, write it down so you can figure out an effective way to handle it in the future. This will help you sound knowledgeable and keep the conversation moving in the right direction.
Be open to adjusting your script as you go along, especially if you find that it’s not resonating with a lead. Listen to their responses and adjust your approach accordingly. Flexibility is key to making sure that each call is unique and tailored to the lead’s needs and struggles.
Talk Less – Listen More
It’s important to find the right balance between talking and listening during a conversation with a potential client. Studies show that a good balance is about 40% talking and 60% listening. This allows you to put the client’s needs first and focus on solving their problems, rather than solely talking about your own performance. With less talking and more listening, you’ll build trust and establish a positive relationship on every call.
Record your calls
Recording your prospecting calls is a great way to review and improve your scripts. You can analyze your tone, pace, and delivery, as well as recall difficult objections or questions to find or write new scripts for. Many Power Dialers offer call recording capabilities so you can focus on your calls while you prospect and review them later with your coach.
Next, More Listing Appointments!
Scripts are a powerful tool for agents, but it’s important to understand the basics, choose the right script, and master it through proper execution. The key is to find a script that works for you and continuously work on improving and adapting it to different situations. By following these best practices and resources, you’ll be able to establish trust, build relationships, and grow your business through effective prospecting calls.
REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.
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