Real estate scripts serve as your roadmap during calls, helping you navigate conversations confidently while addressing common objections.
The best scripts sound natural, focus on providing value, and include clear calls-to-action.
Chapter 1: The Importance of Authenticity
I like what Robby T of Hatch Coaching has to say about scripting: "Scripting is not about just saying the right thing; it's about making a legitimate connection. Authenticity sells more than anything else in our society."
Simple, authentic conversation starters can often be more effective than overly rehearsed scripts.
Many experienced agents emphasize that successful cold callers avoid sounding robotic: Cold calling requires sounding natural and conversational.
Approach calls with confidence but without desperation.
Robotic conversations tend to turn people away quickly.One of the best practices is staying present in conversations - asking more questions and having fewer rehearsed statements than other callers.
This approach helps build genuine rapport rather than just completing a transaction.
Chapter 2: Tried and Tested Lead Scripts from Barry Jenkins
Below are some battle tested scripts developed by our Realtor-in-Residence, Barry Jenkins, for communicating with your leads and closing deals.
Barry, who runs one of the top 50 teams in the country with $50MM+ sales in Virginia Beach, recommends approaching leads in a consultative manner.
His method focuses on:
Being the lead's trusted real estate advisor
Using specific language that ensures leads respond
Achieving high engagement rates through consultative conversations
A downloadable PDF version is available at the bottom of the page.
Lead Buying Journey and Script Theory
Scripts for Buyers Beginning Their Journey
Scripts Midway
Advanced
Common Buyer & Seller Objections
Buyer & Seller Y-Priority Alerts
Expired/FSBO Intro Script
Questions to Increase Engagement
Chapter 3: Opening Scripts for New Leads
The first moments of a call can make or break your chance to engage a lead.
Calling leads immediately after they register on your website is crucial, followed by a text if there's no answer.
Buyer Advertising Lead Script
"Hi [Name], this is [Your Name] with [Your Company].
I noticed you recently showed interest in properties in [Area/Property Type] through our advertising.
I've actually found several homes that might be perfect matches for what you're looking for!
Do you have a moment to discuss what features are most important in your next home?
[After they share preferences]
Great!
Based on what you've shared, I have some excellent options that match your criteria.
Would you prefer to schedule a time to view these properties in person, or would you like me to email you some information first so you can see if any catch your eye?"
Tips:
Reference where they saw your advertising to establish context
Ask specific questions about their needs to demonstrate value
Offer clear next steps with options to move forward
Be enthusiastic but not pushy
Social Media Lead Script
"Hi!
This is [Your Name] over at [Your Brokerage].
I was calling to speak with [Lead Name].
It looks like a few homes might have caught [his/her] eye on (Facebook/Google) and I had a question for [him/her].
Is this [Lead Name]?"
Alternatively:
"Hello, this is [Your Name] over at [Your Brokerage].
I was hoping to speak with [Lead Name]?
...Hi, [Lead Name]!
I had a note that you saw a few homes on (Facebook or Google) and landed on my website.
I was curious, out of what you just saw online, did anything stand out about them?
Was there anything good/bad/ugly about what you saw?"
These opening lines accomplish several important goals:
They identify you professionally
They acknowledge how the lead found you
They immediately engage the lead in a conversation about properties they've already shown interest in
Landing Page Lead Script
"Hello [Name], this is [Your Name] from [Your Company].
I'm reaching out because you recently visited our website and expressed interest in [specific property/neighborhood/price range].
First, I wanted to thank you for reaching out and ask if you found all the information you were looking for?
[Listen to their response]
The market in [Area] has been quite active lately, with homes [mention recent trend - selling quickly/new inventory becoming available].
I specialize in helping buyers in this area and have access to some listings that aren't widely advertised yet.
Could I ask a few quick questions to better understand exactly what you're looking for in your next home?"
Tips:
Acknowledge their specific action on your landing page
Share a relevant market insight to establish expertise
Position yourself as having exclusive information
Use questions to engage them in conversation rather than delivering a monologue
Buyer Voicemail Lead Script
"Hi [Name], this is [Your Name] with [Your Company].
I'm calling regarding your interest in [property/neighborhood/home search].
I have some information about [specific benefit/property/market update] that I think would be valuable for you.
I'm available to chat today until [time] or tomorrow between [time range].
You can reach me at [phone number].
Again, this is [Your Name] at [phone number].
I look forward to helping you find your perfect home.
Have a great day!"
Tips:
Keep voicemails under 30 seconds
Mention a specific benefit or piece of information to create curiosity
Provide clear times when you're available
Repeat your name and number twice
Sound confident and enthusiastic
Chapter 4: Scripts for Specific Lead Scenarios
FSBO Lead Script
"Hello, I'm [Your Name] with [Your Company].
Am I speaking with the homeowner of the property for sale at [Address]?
[After confirmation]
Great!
I specialize in selling homes in your neighborhood and noticed you're selling your home yourself.
How's that process going for you so far?
[Listen to their response]
I understand completely.
Many homeowners start by selling on their own for similar reasons.
What's your timeline for getting the home sold?
And if you don't mind my asking, what would be your Plan B if the property doesn't sell in that timeframe?
[After they respond]
I appreciate your transparency.
Would it be valuable if I shared some insights about what's working in today's market for similar homes in your area?
I could stop by for a quick 15-minute conversation - no obligations, just information that might help you sell faster and potentially for a better price."
Tips:
Show genuine interest in their situation rather than immediately trying to list their home
Ask about their timeline and contingency plans
Offer value without pressure
Focus on benefits to them, not your commission
For Leads Who Have Returned to Your Site
When a lead returns to your site after a period of inactivity, this is a high-priority opportunity.
Recommended scripts for these leads include:
"Hello [Name].
Glad to see your search has started up again.
I'd like to help you 'sharpen' your search.
What towns do you prefer?"
"Hi [Name], it's [Agent Name].
Homes are selling quickly these days, so I'm glad to see that you're back searching.
I really want to 'dial in' the search for you.
WHAT CITY SHOULD WE FOCUS ON👍?"
For Leads Who Have Saved a Home
When a lead saves a property to their favorites, it's a strong buying signal.
Suggested scripts include:
"Hey [Name], this is [Agent Name].
I am glad you like this home.
Let's set up a time to go see it while it's still available.
What's the best time to call you?"
"Hi, [Name]!
I happened to be on my website at the same time as you and I noticed you were saving a few homes...did you want to see the inside of any?
There's a few others in that area we could look at too?
Let me know"
High-sales Area Lead Script
"Hi [Name], this is [Your Name] with [Your Company].
I'm calling because I've recently helped several homeowners in [Neighborhood/Area] sell their properties for exceptional prices.
For example, [mention a recent success story without specific address].
The reason I'm reaching out is that your home appears to have similar desirable features that buyers are currently willing to pay premium prices for.
Have you considered taking advantage of the current market conditions?
[Listen to their response]
I understand.
Would you be interested in knowing what your home might be worth in today's market?
I'd be happy to provide a free, no-obligation comparative market analysis so you have that information, even if you're not planning to sell immediately."
Tips:
Highlight recent successes in their specific area
Mention current favorable market conditions for sellers
Offer something of value (CMA) with no strings attached
Position yourself as an area expert
Follow-up Lead Script
"Hello [Name], this is [Your Name] from [Your Company] following up on our conversation from [timeframe - last week/month].
When we last spoke, you mentioned [specific detail they shared] and that you might be ready to [next step] around [timeframe they mentioned].
I'm checking in to see if your plans have changed or if you're still interested in moving forward?
I also wanted to share a quick update about [relevant market change/new listing/interest rate change] that might impact your decision."
Tips:
Reference specific details from your previous conversation to show you were listening
Mention any timeline they previously indicated
Share a relevant update as added value
Be brief and respectful of their time
Listing View Lead Script
"Hi [Name], this is [Your Name] with [Your Company].
I noticed you recently viewed our listing at [Address/Property Description].
That property has some great features, particularly the [highlight a notable feature].
Is that something you're specifically looking for in your next home?
[After their response]
That's helpful to know.
Are there other must-have features you're looking for?
And have you seen any other properties that came close to matching your needs?
[Listen to their response]
Based on what you've shared, I know of a few other properties that might be an even better fit for you.
Some aren't even on the market yet.
Would you be interested in being among the first to see them?"
Tips:
Reference the specific listing they viewed
Ask about their interests rather than jumping straight to a showing request
Position yourself as having access to exclusive properties
Create urgency with "not yet on the market" properties
Referral Buyer Lead Script
"Hello [Name], this is [Your Name] with [Your Company].
I received your contact information from [Referral Source], who thought I might be able to help you with [specific need - finding a new home/relocating to our area].
[Referral Source] mentioned you're looking for [detail they shared].
I've helped many clients with similar needs, and I'd love to learn more about your specific situation so I can determine how best to assist you.
Do you have a few minutes now to tell me what you're looking for in your next home?"
Tips:
Always mention the referral source early in the conversation
Reference any specific information already shared by the referral
Express genuine interest in helping
Focus on listening more than talking in this initial conversation
Referral Seller Lead Script
"Hi [Name], this is [Your Name] from [Your Company].
[Referral Source] suggested I reach out to you regarding potentially selling your home.
First, I want to thank you for considering me - I really appreciate the referral.
[Referral Source] mentioned you might be thinking about [moving/upgrading/downsizing].
I'd love to learn more about your situation and timeline so I can provide the most relevant information for your specific needs.
Is now a good time to chat briefly about what you're hoping to accomplish with your property?"
Tips:
Express gratitude for the referral
Mention any specific information you already know about their situation
Ask open-ended questions about their goals
Position yourself as a consultant rather than a salesperson
Expired Listings Lead Script
"Hello [Name], this is [Your Name] with [Your Company].
I notice your home was recently on the market but didn't sell.
That must have been frustrating after all the preparation and showing efforts.
I'm calling because I've had success selling homes in your area that previously didn't sell with other agents.
I'd be interested in learning what you think may have prevented your home from selling, and sharing some strategies that might work better in the current market.
Are you still interested in selling your home if the right approach could bring better results?"
Tips:
Acknowledge their likely frustration
Don't criticize the previous agent
Position yourself as having solutions to their specific problem
Focus on what could be different this time
An alternative approach for expired listings:
"I noticed that your listing didn't sell, why do you think that is?"
This direct question encourages the homeowner to share their perspective and concerns, which you can then address specifically.
Probate Referral Lead Script
"Hello [Name], this is [Your Name] with [Your Company].
I understand you're the executor/administrator for [Deceased Name]'s estate, and I want to express my sincere condolences for your loss.
I specialize in helping families through the real estate aspects of probate, which I know can be overwhelming during an already difficult time.
My approach is to handle all the details with sensitivity and professionalism, making the process as smooth as possible for you and your family.
Would it be helpful if I shared some information about how I've assisted other families in similar situations?"
Tips:
Be especially sensitive and respectful in tone
Acknowledge the emotional circumstances
Position yourself as an expert in probate situations
Offer to help simplify a complex process
Never pressure or use aggressive sales tactics
MaverickRE:
The data-driven real estate platform that skyrockets your business through predictability, efficiency and control.
Chapter 5: Handling Common Objections
Objection handling is a critical skill for converting real estate leads.
Here are specific response scripts for the most common scenarios:
For "Already Have a Realtor"
"Hi [Name], No worries at all, The last thing I want to do is step on anyone's toes.
Please enjoy searching on my website and if anything changes or if you ever have any questions about any of the homes on the site please don't hesitate to reach back out"
Alternatively, a more engaging approach: "Hey [Name] that's great! Who's your agent?"
For "Just Looking"
"Ah! Got it.
What's your price range and desired areas so I can email you some good homes to look at?
No pressure to buy at all."
For "Not Ready to Buy"
"Hey [Name] How about I just leave the property alerts on for you so you can stay in touch with the market, and you can let me know down the line if you ever want to see some of the homes.
Would that work?"
For "How Did You Get My Number?"
This common objection requires a prepared response:
"We have an analyst who helps us gather ownership information."
"It's what I do. My job is 50% detective work." (with a light chuckle)
"Oh, I just send addresses off to our research team and they send me back numbers.
Not sure how they do it.
The internet's a powerful thing, am I right?"
For Rental Property Owners
When owners mention they're renting rather than selling their property:
"Consider highlighting your strengths as a rental listing agent.
Emphasize services like tenant screening, relieving landlords from the hassle of showings, hosting rental open houses, and utilizing effective listing agreements."
Additional qualification questions for rental property owners:
"Oh that's great!
Is tenant month to month or is their time remaining in the lease?
How much are you charging for rent?
How long has the tenant been living there?
When is the last time you have been to the property?"
When Great Scripts Meet Powerful Technology
You've got the scripts, the strategies, and the insights to transform your real estate lead conversion.
Now imagine combining your new skills with a powerful AI-driven platform that handles the heavy lifting for you.
Ylopo's comprehensive digital marketing solution does exactly that—generating quality seller and buyer leads while providing innovative AI Text and Voice tools to nurture those prospects automatically.
Ready to spend less time cold calling and more time closing?
Book your Ylopo demo today and discover how top-performing agents are doubling their sales with our integrated approach.
Aaron Franklin
Head of Growth
Aaron "Kiwi" Franklin is the Head of Growth at Ylopo and an innovative technologist and serial entrepreneur who has over 25 years of experience creating digital solutions for major brands and pioneering companies at the intersection of technology and real estate. His depth of expertise stems from leading development of the first website for Apple to founding a global community of over 1,000 elite athletes.