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Scripts Library
If you don’t know what to say, you won’t talk to anyone. Find the situation you’re in, open the script, and practice it out loud until it sounds like you.
Start here
The thinking behind every script. Read these first and the rest will make sense.
- Elements of a Script Lesson
The building blocks of a good script, so you can write your own. - The Mighty Script Lesson
The script that helps people find their own reasons to move. - The Scrooge Pattern Lesson
Past, present, future: a pattern for helping someone see what staying put will cost them.
Listing appointments
For the objections sellers raise about price, commission, and choosing an agent.
- "Can you lower your commission?" PDF
When a seller asks you to cut your fee. - "Agent X will list my home for less." PDF
When a seller is comparing you to a cheaper agent. - "I want to price it high to leave room to negotiate." PDF
When a seller wants to start above market value. - "Zillow says my home is worth…" PDF
When an online estimate is setting the seller's expectations. - "Another agent said my home was worth more." PDF
When a competing agent has quoted a higher price. - "I'm going to interview other agents." PDF
When the seller isn't ready to commit at the appointment. - "I want you to do some open houses." PDF
When a seller expects open houses to sell the home.
FSBOs and expireds
For owners selling on their own, and sellers whose listing didn't sell.
- FSBO: "I won't pay a buyer agent." PDF
When a For Sale By Owner refuses to pay a buyer's agent. - FSBO: "Just bring me a buyer." PDF
When a For Sale By Owner only wants you to bring a buyer. - Expired: "I'm relisting with the same agent." PDF
When an expired seller plans to stay with their last agent.
Buyers and open houses
For first conversations with buyers and the people who walk through your open house.
- Open house openers PDF
Ways to start a real conversation with visitors. - "I'm just looking." PDF
When a buyer keeps you at arm's length. - "I don't need an agent for new construction." PDF
When a buyer plans to go straight to the builder. - "The seller is making too much profit." PDF
When a buyer balks because the seller is doing well on the sale.
Any client
Works with buyers and sellers alike.
- "I need to think about it." PDF
When someone stalls instead of deciding.
Scripts in the lessons
Lessons where scripts are part of the teaching.
- Online Prospect Scripts Lesson
What to say to online leads, and how to keep following up. - The Simplest Follow Up System Lesson
A follow-up approach so simple you'll actually do it. - Getting Clients Off The Fence Lesson
For clients stuck on fear of change or perceived risk. - Listing Consultation Lesson
Building rapport and showing your value at the listing appointment.
When information isn’t enough
You know what to do. Let’s find out what’s in the way.
Coaching you can actually afford, from someone who’s actually done it.