30 scripts and 25 handlers. Search what they said, not what it's called.
What to say, start to finish. Blanks are yours to fill — everything else is word for word.
The people who already know you. The cheapest business there is.
Past Client TextA cold-start text to someone you sold to years ago.Past Client / Sphere CallThe catch-up call that ends in a referral ask.Past Client / Sphere Call #2The direct version: you ask for the favour up front.The ones that come in off the internet. Speed and an appointment.
Online Lead Follow-Up DialogueA registered lead you are calling for the first time.Lead Follow Up — two openersYou said you'd call them back. This is that call.Follow Up When the Market Is ScaryRates jumped, the news is loud, and they have gone quiet.Everything from the invite to the sign-in sheet to the follow-up question.
Open House: Email to Your DatabaseSent the week of the open house.Open House: Neighbour Door KnockThe Saturday before. This is where the listings come from.Open House: The WelcomeThe first twenty seconds at the door.Open House Visitor: Out LookingThey're shopping. Turn the visit into an appointment.Open House Visitor: From the NeighbourhoodThe nosy neighbour is a listing appointment.The neighbourhood you're trying to own.
Door Knocking: Geographic FarmThe introduction, and the version that keeps going.Their home didn't sell and they are sick of agents. Ask why.
Expired: Door KnockingAt the door, the day it expires.Expired: Phone CallThe call, and the questions that get them talking.Three ways in. All three end with you seeing the house.
FSBO Phone #1The area-specialist angle. Ask about the house first.FSBO Phone #2Short, upfront, and straight to the timeline question.FSBO Phone #3You say you're an agent in the first ten seconds.Qualifying them, winning them, and earning the exclusive.
Buyer Pre-QualifyingThe free-consultation call, before you put anyone in a car.Buyer's Unique Selling PropositionWhy you, and not the agent who just opens doors.Attracting Buyers — the close to the meetingYou've heard enough. Book the consultation.Buyer Consultation QuestionnaireThe sit-down. Ask all of it, write it all down.Buyer Consultation: Earning the ExclusiveThe part where you ask them to hire you.Before you drive out there, and the questions that set up the price.
Pre-Qualifying the Listing AppointmentThe confirmation call the day before. This is where you win it.Additional Qualifying QuestionsThe three that tell you whether tonight is a signing.Universal Qualifying QuestionsWorks on almost any lead. Change the opener, keep the questions.The sales office that has buyers who need to sell first.
Builder and New Home SalesOne call, and you are the agent they hand out cards for.Logistics questions that take the job instead of asking for it. Use “we”, never “I” or “you”.
How this worksRead this before you use the three lists below.Assume the Deal: Listing SideSeller, from first contact through escrow.Assume the Deal: Buy SideBuyer, from the first call to the keys.Assume the Deal: Either SideSteal these first.The whole dialogue for each one.
The people who already know you. The cheapest business there is.
A cold-start text to someone you sold to years ago.
The catch-up call that ends in a referral ask.
The direct version: you ask for the favour up front.
The ones that come in off the internet. Speed and an appointment.
A registered lead you are calling for the first time.
You said you'd call them back. This is that call.
Rates jumped, the news is loud, and they have gone quiet.
Everything from the invite to the sign-in sheet to the follow-up question.
Sent the week of the open house.
The Saturday before. This is where the listings come from.
The first twenty seconds at the door.
They're shopping. Turn the visit into an appointment.
The nosy neighbour is a listing appointment.
The neighbourhood you're trying to own.
The introduction, and the version that keeps going.
Their home didn't sell and they are sick of agents. Ask why.
At the door, the day it expires.
The call, and the questions that get them talking.
Three ways in. All three end with you seeing the house.
The area-specialist angle. Ask about the house first.
Short, upfront, and straight to the timeline question.
You say you're an agent in the first ten seconds.
Qualifying them, winning them, and earning the exclusive.
The free-consultation call, before you put anyone in a car.
Why you, and not the agent who just opens doors.
You've heard enough. Book the consultation.
The sit-down. Ask all of it, write it all down.
The part where you ask them to hire you.
Before you drive out there, and the questions that set up the price.
The confirmation call the day before. This is where you win it.
The three that tell you whether tonight is a signing.
Works on almost any lead. Change the opener, keep the questions.
The sales office that has buyers who need to sell first.
One call, and you are the agent they hand out cards for.
Logistics questions that take the job instead of asking for it. Use “we”, never “I” or “you”.
Read this before you use the three lists below.
Seller, from first contact through escrow.
Buyer, from the first call to the keys.
Steal these first.
What to say when they push back. Find it by what they actually said.
They like you. They just won't sign anything yet.
“How about if I sign your agreement after we go out one or two times?”“I have a friend in the business who'll give me a discount. Will you?”“My listing agent is giving me a point back. Will you?”“I don't want to commit to one person right now.”“I'm not buying for another three to six months.”“What if we don't like each other after we start working together?”“I promised a friend / my previous agent.”The hardest ones. Say the true number and keep the listing.
“Why is your price so much lower than the other agents?”“You've lowered our price three times and it still hasn't sold.”“We have a unique home, the right buyer hasn't come through yet.”“Not yet”, in all its costumes.
“We're waiting to see if our loan modification goes through.”“I want to find a house before I put mine on the market.”“We need to finish a couple of projects first.”“We'll list after the holidays.”“We want to wait for the market to come back.”You are not the only agent they are talking to.
“We still need to interview one more agent.”“We want to compare what you're saying to other Realtors.”“We have a good friend in the business.”“We're already committed to another agent.”“I'd like to see what other options I have.”“We'll do it ourselves” and “the last agent never showed it.”
“We want to try selling it ourselves.”“The last agent never showed our home himself.”The three moves every handler above is built out of. Learn these and you can write your own.
“What specifically causes you to believe…?”For when their position doesn't match what they say they want.Level-ShiftingChange what the objection MEANS before you answer it.“Has there ever been a time when…?”Use their own past to show them they're about to repeat it.What they say, and exactly what you say next.
They like you. They just won't sign anything yet.
The hardest ones. Say the true number and keep the listing.
“Not yet”, in all its costumes.
You are not the only agent they are talking to.
“We'll do it ourselves” and “the last agent never showed it.”
The three moves every handler above is built out of. Learn these and you can write your own.
For when their position doesn't match what they say they want.
Change what the objection MEANS before you answer it.
Use their own past to show them they're about to repeat it.
Based on Tom Ferry's dialogues and NLP training, rewritten for Provident agents. The blanks are yours — the rest works best said the way it's written.