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Listing Presentation Script for Real Estate Agents – Learn the listing presentation scripts and dialogues that top agents use in listing consultations to list more homes for sale.  An effective listing presentation script allows agents to conduct an efficient consultation by focusing on questions to determine the needs of clients rather than presenting a long and drawn out value proposition  containing all of the agent’s marketing activities and other credentials.   The ideas is to come from curiosity to determine the needs of the clients instead of simply telling sellers what you think they should want to hear in a traditional “dog-and-pony show” marketing presentation.

Not only does asking questions engage clients and build rapport, it also enables agents to quickly ascertain client needs and concerns so that they can be addressed right away.  Although agents should bring a marketing presentation materials to leave with their clients, it should only be referenced to address specific concerns that clients may raise during the consultation.  Before examining our listing presentation scripts below, watch as members of our agent panel reveal their favorite listing presentation scripts & techniques in this video .

Listing Presentation Scripts & Dialogues

Listing presentation scripts:  before viewing the home.

SCRIPT No. 1 – “I’m going to walk through the home with you looking at it through the eyes of a buyer, speaking aloud and candidly about what I see as a buyer would.  Is that alright with you?” (“Yes”)  “What I’m hearing from you is that you want me to be honest with you, correct?”  (“Yes”)  “So if I think there is something in your home that will hurt you financially, like something that needs to be updated, improved or fixed, you will want me to tell you?”  (“Yes”)  “Great! Then let’s get started.”

SCRIPT No. 2  – “Would you mind quickly filling out this quick Home Seller Information Questionnaire while I look through the home on my own so that I can see it through the eyes of a buyer to evaluate how updated it is and to see if there are any repairs needed that would prevent us from selling?”

SCRIPT No. 3  – “On a scale of 1 to 10, with 10 being the most honest, how honest do you want me to be?” (“10”)  “Great.  Now I’m not going to go through your home and tell you to move walls around, but I will provide you with some suggestions that will help you sell your home faster and give you the best return on investment.  Does that sound good to you?”

Listing Presentation Scripts:  Sitting Down at the Table

SCRIPT No. 1  – “Besides price, is there anything else you would like to know?”

SCRIPT No. 2 – “Now I’ve got a lot that I can show you today, but before we get started, tell me what questions you have for me?”

SCRIPT No. 3  – “First tell me, what are you most concerned about with selling your home?”

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The Best Listing Presentation Scripts To Impress Sellers & Win Listings!

The top listing presentation scripts to use for a successful listing appointment.

Article contains proven listing scripts for agents... Below you'll find the top listing presentation scripts agents can use to gain seller trust & approval when on listing appointments. Scripts on exactly what say to sellers before & during the listing presentation to win more listing appointments.

Listing Presentation Script 1:

The 'mls buyer list' script.

Put A List of MLS Buyers On The Seller's Table!

When you say to the seller "I have a list of buyers" and then put that list of MLS Buyers on a seller's kitchen table...

Instantly the seller recognizes...

#1. You are intelligent. #2. You are competent. #3. You are trustworthy.

This is why this listing appointment script technique is so important!

Simply say this; "I have a list of real buyers, buyers who must buy within the next 15 days. May I have your permission to drop this list of motivated buyers over to your home tomorrow evening between the hours of 5 to 8 pm? The list will also include photos of the homes where these buyers are currently living as my proof and evidence that I am telling you the truth."

How To Use MLS Buyers In A Listing Presentation

The 'Guaranteed To Win' listing presentation incorporates 'the MLS buyers' script technique.

Listing Presentation Script 2:

Qualify the seller first with this script.

This is why it is essential for you to qualify the seller prior to the listing appointment.

This way you will save yourself time and heartache.

Here is a survey suggestion, with specific questions, on how to qualify a seller when speaking with the seller on the telephone.

Simply Ask These Questions;

Mr. Seller, before we get together may I ask a few questions so I can prepare properly for our appointment?

01. How long have you been thinking about putting your home up for sale?

02. Do you want me to prepare for you a CMA which outlines the current market value for your home?

03. May I have your permission to bring a list of targeted buyers to our appointment?

04. A few of these buyers will be ready to buy within just days... is that too fast for you?

05. After we meet and you have had the opportunity to review our home selling system, when are you ready to list?

06. Are you planning on interviewing more than 1 real estate agent?

07. Where do you want to move to after you sell?

08. How soon do you want to move?

09. Have you looked at homes online yet to see what's out there?

10. If one of my buyers offers you the price you want, are you ready to accept the offer?

11. What is the price range you think you are willing to accept?

12. Can you describe your home to me?

13. Is it possible for me to look at your home before we meet?

14. Also... may I have your permission to drop off my 'How To Have A Successful Sale' package 2 days before we get together?

15. Our meeting will require about 1 hour of your time, is that OK?

How To Qualify The Seller In A Listing Presentation

The 'Guaranteed To Win' listing presentation incorporates the 'seller qualification' script technique.

Listing Presentation Script 3:

Request to view the home first.

The home tour is your opportunity to build rapport with the seller.

The very first task you ought to do when inside the home is to take out your notebook.

With your notebook in hand begin to take notes as the seller walks you through the home.

Specifically you want the seller to outline both the positive and negatives of the home so you can develop a showing plan.

Simply say this;

1. Before we sit down to discuss the sale of your home, would it be possible for you to show me your home and for you to let me know what you think are the highlights of your home a buyer would like to know?

2. Also... can you tell me what you think are the 'negative' features of the home so I can develop a viewing strategy to overcome these 'buyer issues'?

How To Take Viewing Control In A Listing Presentation

The 'Guaranteed To Win' listing presentation incorporates the 'control the viewing' script technique.

Listing Presentation Script 4:

When at the sellers kitchen table.

Once the home tour is completed you will want to sit down with the seller at the kitchen table.

Once at the kitchen table begin the conversation with a quick review of the 'Pre-Listing Presentation' package you dropped off to the seller at least 2 or 3 days prior to the listing appointment.

You absolutely want to discuss the pre-listing presentation before you begin your listing presentation .

1. Did you have the opportunity to review the pre-listing presentation material I dropped off to you 3 days ago?

2. Do you have any questions?

3. Did you notice I included a list of Targeted MLS Buyers?

Prove You're The Best Agent In A Listing Presentation

The 'Guaranteed To Win' listing presentation incorporates the 'prove you're the best agent' script technique.

Listing Presentation Script 5:

Discuss the targeted list of mls buyers.

Do you know what is the #1 Motivational Hot Button of Sellers... that if you push this button you significantly increase the odds at winning the listing?

Buyers are the #1 motivational hot button of a seller.

If you want to win listings you must prove you have buyers and present tangible evidence you have buyers.

This is the purpose of the Targeted List of Buyers strategy.

I brought with me tonight what is called a list of Targeted MLS buyers for your home. This list consists of buyers who will be ready to buy a home over the next 30 to 120 days. In 17 times out of 20 your buyer will be found on this list. Allow me to show you where I produced this list and how my MLS board cooperates with me so that we know when one of these buyers is ready to buy a home.

How To Be The Buyer Authority In A Listing Presentation

The 'Guaranteed To Win' listing presentation incorporates the 'buyer authority' script technique.

Listing Presentation Script 6:

The marketing plan introduction.

Mr. Seller there are 12 major benefits you will enjoy when listing with me. Allow me to walk you through all 12 right now as I discuss my marketing plan with you... beginning with your Top 3 Selling Goals.

12 Step Marketing Plan of An Effective Listing Presentation

The 'Guaranteed To Win' listing presentation incorporates the 'effective marketing plan' script technique.

Listing Presentation Script 7:

The pricing plan introduction.

Actually you may want to have 2 separate presentations... 1st the listing presentation and 2nd the pricing presentation.

Mr. Seller, now that we have discussed both the Targeted list of MLS buyers and the Marketing plan, allow us to now discuss the pricing plan for your home. Mr. Seller, have you ever heard of a CMA? It is the industry standard professionals use to determine a price range for your home.

A CMA provides to you a summary of what buyers are willing to pay for a home such as yours in this neighborhood at this time. It will also tell us what buyers are not willing to pay for a home such as yours. Lastly, it will inform us of our competition which is very important when it comes to winning your buyer.

The CMA of An Effective Listing Presentation

The 'Guaranteed To Win' listing presentation incorporates the 'cma' script technique.

Listing Presentation Script 8:

The staging plan introduction.

Have you ever noticed how easy it is to find flaws in other people, yet virtually impossible when doing a self-examination! The same applies for sellers when it comes to the 'showing quality' of their homes.

Many sellers are not aware there are factors which will increase the difficulty of selling the home.

How to you resolve this issue with the seller?

You use a staging plan in your listing presentation to address these factors.

Our last issue to discuss tonight is home staging. I like to call it 'Showroom Shine'. Just as a car dealership ensures their cars look the very best... so too must we ensure your home is prepared in such a way it beats your competition and wins the buyer.

The Staging Plan of An Effective Listing Presentation

The 'Guaranteed To Win' listing presentation incorporates the 'staging plan' script technique.

This Simple Script Video Will Show You How To Win Listings In 15 Minutes...

If you enjoyed this 'listing presentation scripts' article you may want to check out top listing presentation tips , how to create a listing presentation , or visit our listing presentation resources page.

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The 8 Best Listing Presentation Scripts For Listing Appointments

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Things you can’t forget to include in your listing presentations

• April 22, 2024

Agents, we’ve given you the rundown on mastering your listing presentations. From helping you tackle getting prepared to i mproving your listing presentation skills overall, you’re in a good position to crush your next listing presentation. But before diving headfirst into your next seller prospect meeting, ensure you’re not skipping out on any of the must-haves in your listing presentation. It can make all the difference and help you secure a new seller client.

Things you absolutely can’t skip in your listing presentations

Making a great listing presentation might seem like you can throw some information into a snazzy PowerPoint or Google Slides deck, but it’s so much more than that. In your listing presentation, you pitch potential seller clients on why you’re the best agent in their market to sell their home and walk them through exactly how you plan to do it. But it’s not just a slide deck full of humblebrags; it’s a cohesive, clear action plan.

Here are the key components you can’t skip when creating your listing presentations. We’ll break down each one, why it matters, and why you can’t miss highlighting it in your listing presentation. Remember, the goal isn’t just to look snazzy—it’s to be impactful and address any potential concern, question, or hesitation from your seller clients. This is how you’ll close the gaps in understanding and win them over.

Your real estate bio

First and foremost, add a slide to introduce yourself. Yes, you’ve given your elevator pitch over the phone, and they’ve likely seen you through your marketing. But sharing your bio, in your own words, is key to helping prospective clients understand you and your expertise better. 

In short, including and covering your real estate bio can help answer the following questions:

• Why should they trust you?
• What level of experience do you have?
• How does your experience relate to why they should hire you?
• What real estate work have you done in the past that’s relevant to them, their needs, and their goals?

Make sure to cover your tenure as an agent, what markets you’ve worked in, what brokerage you are or have been a part of, your successes, any specialties, and your investment in continuing education.

Your proof points

Your bio lays the groundwork and sets the scene for who you are as an agent, what you do, and your expertise on paper. But now it’s time to put your money where your mouth is and back up your awesomeness with some real-life data. How do you get this data? By sharing your proof points. In your listing presentation, you need to call out and highlight recent sales you’ve successfully transacted. You’ll also want to call out recent seller testimonials so your prospective sellers can get a better, more realistic view of what it’s like to actually work with you.

Educational opportunities

Simply put, sellers — especially first-timers — don’t know what they don’t know, and as the agent, you’re the guiding light to teach them. Walk them through things like the selling process at a high level, how pricing works, and common real estate terminology they can expect to hear throughout the selling process. By preemptively addressing the typical selling ins and outs, you can beat them to the punch of their concerns. Educating your prospective sellers from the start shows you’re an expert, and also well-rounded in how you approach your clients. It also demonstrates your willingness to offer a transparent, two-way line of communication.

Market conditions

Going hand in hand with education is displaying and outlining local market conditions. Sure, consumers have heard plenty on the news or social media about what’s going on in the housing market, but they likely don’t know how this impacts their local market. This is where you can walk them through what’s happening in their ZIP code.

In your listing presentation, be sure to show them recent sales in their neighborhood so they have an idea of what to expect from a pricing perspective and how long it takes, on average, for a home to sell. You should also include properties that are actively listed so they know what other homes are available in the area. This will help them understand features, amenities, and updates similar homes have that gets them ahead in pricing, as well as an idea of how you’ll position the home against the other listings.

Your marketing strategy

This is the meat and potatoes of the listing presentation, but the groundwork you’ve laid thus far is key to getting your prospective seller clients on board. After all, you can’t just jump right into how you can market their home without establishing credibility and establishing trust first. Think of this like the peak of the listing presentation. This is where you can pull out all the stops with a customized marketing strategy specifically tailored to their home. 

Call out things like:

• What channels you use to market your listings
• Which of these channels work best for marketing listings
• Your reach, engagement, and following on each
• Offline marketing activities you engage in, like print materials, events, and sponsorships
• The types of campaigns and marketing efforts you’ll run to promote their listing

At this point, you’re able to marry your real estate expertise with your deep marketing know-how. And by focusing on how exactly you’ll promote their home, seller prospects can rest easy knowing you already have a game plan ready to be used.

Your real estate portal presence

Alongside your marketing tools and plans is a great place to also showcase your presence on all the top real estate portals. This is where you can highlight which portals you’re active on, the consumers — and types of consumers — using each, and the reach and engagement you typically get from these portals.

Of course, you’ll want to showcase your presence on Realtor.com ® , along with the products you’ve invested in for your listings, like Local Expert SM , Market Reach , or Listing Toolkit .  Prospective seller clients will be excited to see their home will be listed on the major players of the online real estate world, and thrilled to learn about the Realtor.com products you’re leveraging to get their listing front and center with countless consumers.

A recap to tie your promo efforts together

At the end of your listing presentation, it’s always a good idea to tie up your deck with a neat bow and provide a snapshot slide of how you’ll promote the home to your prospective seller clients. Give a brief bullet-point summary of your online presence, digital footprint, marketing tactics, and the efforts you’ll take to promote their home. This singular view is a great way to sum your efforts up and wow the sellers with ease.

You’re ready to knock your listing presentations outta the park!

You now have a solid rundown of the key components to include in your listing presentations, from start to finish, and why each one is so crucial for prospective seller clients. If the thought of porting each of these things into a deck is daunting, or downright inconvenient, we’ve got you: click here to get our free, customizable listing presentation template today!

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Benefits of a Listing Presentation for Real Estate Agents

There are numerous advantages to developing a robust property sales pitch as a real estate agent. Foremost, it’s an opportunity to exhibit your knowledge, professionalism, and track record to prospective clients. A well-crafted presentation can bolster your reputation and instill confidence in potential clients that you possess the qualifications to effectively sell their properties.

An outstanding property sales pitch can help you distinguish yourself from other agents who may be vying for the same business. By delivering a concise and persuasive marketing strategy, you can set yourself apart and illustrate why you’re the optimal choice for the task.

The objective of the property sales pitch is to secure more property listings. A compelling and carefully constructed presentation can sway potential clients to opt for your services over those of other agents, ultimately resulting in an increase in listings and sales.

Lastly, an effective property sales pitch can aid in cultivating stronger connections with prospective clients. By investing the time to comprehend their requirements and concerns and offering a tailored marketing blueprint, you can convey your dedication to their success and establish trust and rapport that may lead to enduring business associations.

• Establish credibility and professionalism with potential clients.
• Demonstrate your expertise and experience in the real estate industry.
• Stand out from other agents who may be competing for the same business.
• Communicate your unique who may be proposition to potential clients.
• Provide a clear and compelling marketing strategy for selling a home.
• Win more listing and sales.
• Increase your income and commissions.
• Create stronger relationships with potential clients.
• Build trust and rapport with potential clients.
• Provide a roadmap for the selling process, which can help alleviate concerns and anxiety.
• Outline your approach to marketing and advertising the property.
• Provide market data and analysis to help sellers understand the current real estate landscape.
• Demonstrate your attention to detail and professionalism.
• Show your commitment to the success of the client and their property sale.
• Boost your confidence and improve your overall performance as a real estate agent.

How to Create the Best Listing Presentation?

Drawing from my experience as a seasoned real estate agent, I can attest that crafting a successful property sales pitch demands dedication, hard work, and meticulous attention to particulars. Here are some recommendations to assist you in developing the most effective property sales pitch possible:

• Know your audience : Understand who your potential client is and what their needs and goals are. Tailor your presentation accordingly.
• Use visuals : Incorporate high-quality photos, videos, and infographics to showcase your expertise and the property.
• Showcase your track record : Highlight your experience and success as a real estate agent. Share case studies or examples of past properties you’ve sold.
• Be informative : Include a thorough analysis of the local real estate market, current trends, and buyer behavior.
• Explain your marketing strategy : Outline how you will market and advertise the property to potential buyers. Highlight your unique approach and marketing materials.
• Highlight your services : Let potential clients know what sets you apart from other agents. Share your unique value proposition and services.
• Be organized : Use a clear and logical structure for your presentation. Break it down into easy-to-digest sections.
• Practice : Rehearse your presentation to ensure that you’re confident and engaging during the actual meeting.
• Be authentic : Be yourself and let your personality shine through. Potential clients will appreciate your honesty and authenticity.
• Follow up after listing presentation : After the meeting, follow up with potential clients to answer any questions and provide additional information if necessary.

Listing Presentation Tools

Various presentation tools are available to aid real estate agents in crafting polished and convincing property sales pitches, which can ultimately secure the confidence and business of prospective clients. Here are a few examples of such tools, including Trafft, Highnote, Pixlr, Grammarly, and Jasper:

• Trafft – the best online booking system that helps agents streamline their booking process, making it easier to set up and schedule listing presentations with potential clients.
• Highnote – real estate presentation software that allows agents to create multimedia presentations that incorporate video, audio, and images. It’s a great way to showcase your expertise and provide a more engaging and interactive experience for potential clients.
• Pixlr – photo editing software that helps agents enhance and edit photos of a property, making them more attractive and compelling to potential buyers.
• Grammarly – a writing assistant tool , can help agents ensure that their presentation is error-free and grammatically correct, which can add to their professionalism and credibility.
• Jasper – helps agents generate content for their presentations, such as property descriptions, market analyses, and marketing materials. It uses artificial intelligence to create high-quality and relevant content that can save agents time and effort.

Listing Appointment Checklist

To help you ensure that your presentation is comprehensive and effective, we’ve created a listing appointment checklist :

• Ask Thoughtful Questions Before Listing Appointment. You can ask the potential client about their goals and objectives for selling their property. Make sure you understand their needs and expectations. I’ve written an in-depth guide about questions to ask sellers at listing appointment that will be helpful
• Get To Know the Property. Explain how you’ll Include high-quality photos and videos of the property, as well as a detailed description of its features and benefits in the buyer presentation.
• Find Out Everything About the Neighborhood
• Perform Competitive Market Analysis (CMA). Provide a thorough analysis of the local real estate market, current trends, and buyer behavior.
• Learn How to Prepare for a Listing Appointment. Outline how you will market and advertise the property to potential buyers. Highlight your unique approach and marketing materials.
• Mention Relevant Results and Testimonials. Share case studies or examples of past properties you’ve sold. Provide references or testimonials from satisfied clients.
• Go Over and Beyond at Your Listing Appointment. Highlight any additional services you offer, such as staging, virtual tours, or professional photography.
• Follow Up After Listing Appointment. End your listing appointment with a strong closing statement that summarizes the key points and highlights the value you can bring to the potential client. You can do it as a follow-up listing presentation.

Listing Presentation Examples

If you’re looking for inspiration and guidance on how to create a winning listing presentation, there are plenty of great examples available on our website. Check out some of the top real estate listing presentation examples and create a winning one. Just remember to tailor your presentation to your audience and highlight your unique value proposition as a real estate agent. With a little research and creativity, you can create a listing presentation that sets you apart from the competition and wins the trust and business of potential clients.

Listing Presentation Template

If you’re looking for a comprehensive and customizable listing presentation template , look no further! We have prepared an amazing template that includes all the essential sections you need to create a persuasive presentation. Our template includes a cover slide, introduction, market analysis, marketing strategy, property details, pricing strategy, case studies, references, additional services, and a closing statement.

The best part is that you can easily customize and personalize the template to fit your unique style and brand. Whether you’re a seasoned real estate agent or just starting out, our template can help you create a professional and persuasive listing presentation that wins the trust and business of potential clients. So, what are you waiting for? Check out our listing presentation templates today and take your real estate business to the next level!

What You Need to Know About Luxury Listing Presentations

Luxury listing presentations require a different approach than regular listing presentations. Luxury properties often require a more sophisticated and personalized approach to marketing and advertising. As a result, luxury listing presentations must be tailored to the needs and preferences of high-end clients.

Luxury listings should be presented with high-quality photography, videography, and virtual tours that showcase the property's unique features and amenities. Additionally, luxury listing presentations should include a comprehensive analysis of the local luxury real estate market, including recent sales, current trends, and buyer behavior.

When it comes to luxury listing presentations, attention to detail is key. Every aspect of the presentation should be polished and refined, from the font and layout to the language and tone used. You should emphasize your expertise and experience in the luxury real estate market, as well as your ability to provide personalized and discreet services to high-end clients.

Luxury listing presentations should also include a detailed marketing plan that showcases the property to the right target audience, such as affluent buyers and investors. By taking a personalized and sophisticated approach to luxury listing presentations , you can successfully market and sell high-end properties and build a reputation as a trusted and knowledgeable luxury real estate professional.

How to Follow Up After a Listing Presentation

Following up after a listing presentation is a crucial step in the sales process. Here are 5 tips on how to follow up after a listing presentation:

• Send a thank-you email: After the presentation, send a personalized email thanking the potential client for their time and the opportunity to present your services. Mention a few key points that you discussed during the presentation to reinforce your value proposition.
• Address any concerns or questions: If the potential client had any concerns or questions during the presentation, make sure to address them in your follow-up email. This shows that you listened and care about their needs.
• Provide additional resources: Include any additional resources or information that may be helpful to the potential client. This can be anything from market reports to links to your online portfolio or social media channels.
• Send a follow-up listing presentation: If the potential client seems interested in your services, send a follow-up meeting to encourage further discussion.
• Keep in touch: Even if the potential client decides not to work with you at the moment, keep in touch and send occasional updates on the local real estate market or any new listings that may be of interest to them. This can help build a long-term relationship and may lead to future business.

Real Estate Listing Presentation Software

Highnote is an incredible real estate presentation software that will elevate your listing presentations. With its easy-to-use interface and robust set of features, Highnote can help you create stunning and interactive presentations that capture the attention of potential clients. Highnote allows you to easily add images, videos, and interactive widgets to your presentation, making it more engaging and memorable for viewers. Plus, you can easily customize your presentations with your branding and style, ensuring that they reflect your unique value proposition as a real estate agent. With Highnote, you can create a professional and persuasive listing presentation that helps you stand out from the competition.

Ready to elevate your next listing presentation? Try Highnote for free today and see for yourself how it can help you win more business. With a variety of real estate listing presentation templates and design options, you can quickly and easily create a stunning presentation that showcases your expertise and experience in the real estate industry.

The intuitive analytics dashboard is a nice addition that allows you to track how viewers are engaging with your presentations and adjust your strategy accordingly. Don’t wait any longer to take advantage of this amazing real estate presentation software. Try Highnote with this free resource all for free and start creating beautiful and persuasive listing presentations that help you close more deals!

See how Highnote instantly elevates your listing presentations and helps you land more clients.

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The Ultimate Scripting Toolkit for Real Estate Agents

Posted on April 28, 2023 by Krista Mashore

Buying or selling a home can be considered one of the most important transactions in a real estate agent's life. That's why real estate agents need to have the right tools and skills to communicate effectively with their clients. A real estate agent's scripting toolkit can be one of the most essential tools in their arsenal. Effective scripts help agents confidently communicate, build rapport, and guide clients through the complex real estate process. Whether it's prospecting for new clients, delivering a listing presentation, or negotiating a deal, having the right words and phrases at the ready can make all the difference.

This post will provide you with the ultimate scripting toolkit for real estate agents. We'll cover the basic communication skills every agent needs to master, offer sample scripts for different scenarios, and provide tips for customizing your scripts to fit your clients and properties. By the end of this post, you'll have the tools and confidence you need to communicate effectively and close more deals.

Basic Communication Skills

As a real estate agent, one of the most important tools in your arsenal is your communication skills. To be successful, you must master foundational skills such as active listening, building rapport, and asking effective questions.

Active listening means paying full attention to what your clients are saying, both verbally and non-verbally. This includes things like eye contact, body language, and tone of voice. You can build trust and establish a strong working relationship by demonstrating that you are truly interested in their needs and concerns.

Building rapport is another key skill for real estate agents. This involves creating a connection with your clients by finding common ground and demonstrating empathy. For example, you might ask about their family or hobbies or share a personal story that relates to their situation.

Asking effective questions is essential for gathering information that will help you better serve your clients. This means being strategic in your approach and asking open-ended questions that encourage discussion. For example, instead of asking if they are looking for a certain type of property, ask what features are most important to them in a new home.

To help you get started, here are a few sample scripts for initiating conversations with potential clients:

– “Hi there, I noticed that you've been looking at properties in the area. Can you tell me a little more about what you're looking for in a new home?”

– “Hello, my name is and I'm a local real estate agent. I wanted to introduce myself and see if you had any questions about the housing market in this area.”

– “Good afternoon, I see that you recently attended an open house. What did you think of the property? Is there anything else you're interested in seeing?”

By mastering these foundational communication skills and using effective scripts, you can establish yourself as a trusted advisor and build a successful career in real estate.

Prospecting Scripts

Prospecting is the lifeblood of a successful real estate agent. If you're not actively seeking out potential clients, you're simply waiting for the phone to ring or hoping for a referral. But in this cutthroat industry, waiting for fate to intervene just won't cut it. That's why having a badass toolkit of prospecting scripts is an absolute must-have for any real estate agent who wants to make it big.

Whether you're hitting the phones, knocking on doors, or following up with a lead, you need to have the right words at your fingertips to make a connection with your prospects. With personalized scripts tailored to each situation, you can build trust, win more appointments, and ultimately, close more deals.

You'll create a sense of connection with potential clients when you use the right phrases – like “I understand how you feel” and “Can I ask you a few questions?”. And when you use powerful techniques like mirroring and active listening, you'll build an unmatched level of rapport that sets you apart from the competition.

Don't take any chances with your prospecting efforts. Arm yourself with a toolkit of bulletproof scripts that will propel you to the top of your game. After all, no one ever dominated the real estate world by just winging it.

So if you're ready to take your prospecting to the next level, invest in the right tools to get the job done. With an arsenal of gritty scripts under your belt, you'll own every conversation, hit every deadline, and close every deal with confidence and ease. Trust us – your bank account will thank you for it.

And remember, no matter what anyone tells you, prospecting is and always will be the backbone of real estate success. Without a steady flow of leads, you simply can't succeed in this industry. But by using the right scripts and techniques, you can take your prospecting efforts from mediocre to legendary in no time. So what are you waiting for? Get out there and start crushing it like a pro. The sky's the limit – but only if you have the right tools to get you there.

In conclusion, if you're serious about making it big in real estate, you need to be serious about prospecting. And if you're serious about prospecting, you need to have an arsenal of killer scripts at your disposal. So start building your toolkit today, and watch your success soar to new heights. Believe us, when you have the right words, anything is possible.

Listing Presentation Scripts

As a real estate agent, your listing presentation is your time to shine. It's your opportunity to showcase your skills and expertise and to convince potential clients that you're the right person for the job. But what makes a successful listing presentation?

First and foremost, you need to know your audience. Who are you presenting to? What are their needs and concerns? What makes their property unique? Once you have this information, you can customize your presentation to fit their needs.

One way to do this is by using listing presentation scripts. These scripts provide a framework for your presentation, and can help ensure that you cover all the important points. For example, you might use a script for your introduction, where you introduce yourself and your company, and explain why you're the best choice for selling their property.

You might also use a script for your property overview, where you highlight the key features and benefits of the property, and explain why it's a great investment. And of course, you'll need a script for your pricing strategy, where you explain how you'll price the property and why you think it's the right choice.

But don't just rely on these scripts as written. To customize your presentation, you'll need to tweak and adjust the scripts to fit each client and property. This might mean using different language, or emphasizing different points. With the right scripting toolkit, you'll be able to create a listing presentation that truly speaks to your clients' needs, and helps you close the deal every time.

Buyer Consultation Scripts

The real estate game can be a tough nut to crack, and as a real estate agent, you know that your clients are looking to you for guidance, comfort, and an exceptional experience. With so much at stake, it's no wonder the home buying process can be overwhelming and stressful for your clients. But fear not, cuz we got your back!

Enter the buyer consultation. This often-overlooked step can make all the difference in the world. It's an opportunity to connect with your clients, learn about their needs, and establish trust and rapport. The best part? It can make your job a whole lot easier!

At our company, we recognize the importance of the buyer consultation, and that's why we've created a scripting toolkit specifically for you. Our sample scripts are designed to keep your clients engaged and informed throughout the entire process. From the initial meeting to the negotiation phase, we've got you covered.

Our toolkit goes beyond just giving you scripts to read from, though. We provide you with techniques for building trust, managing expectations, and getting the deal done. What's more, we include key phrases and language to help you connect with your clients and make them feel heard, understood, and valued.

By using our buyer consultation scripts, you can streamline the process and provide the best possible experience for your clients. With our toolkit in hand, you'll be able to deliver top-notch service that will not only make your clients happy but will also help you build relationships that last.

So what are you waiting for? Don't miss out on this golden opportunity to provide exceptional service and make your clients' home buying dreams come true. Let our buyer consultation scripting toolkit be your secret weapon in the real estate game.

Remember, it's not just about selling the house; it's about creating an unforgettable experience for your clients. So let's get cracking!

At the end of the day, it all boils down to one thing: exceptional service. And with our buyer consultation scripting toolkit by your side, you can deliver that exceptional service and establish yourself as a real estate agent that your clients will never forget.

So, what do you say? Let's make those home-buying dreams come true!

Objection Handling Scripts

As a real estate agent, you're no stranger to hearing objections from potential clients. But here's the thing: objections can be a disguised blessing. You can transform these perceived barriers into golden opportunities for deeper engagement and discussion with the right objection-handling scripts.

Whether it's a client expressing concerns over pricing, timing, or competition, your job as an agent is to be prepared with a response that addresses their specific concerns while keeping the conversation moving forward. This is where objection handling scripts come in, allowing you to guide the conversation and showcase your expertise confidently.

By truly understanding each client's objections and concerns, you demonstrate to them that you're a knowledgeable professional who can find innovative solutions to anyCold calling​ challenge. Not only does this show that you're an excellent resource for their real estate needs but it increases the likelihood of them recommending you to others in their network. Talk about a win-win situation!

Don't let objections stress you out – embrace them as opportunities to shine! The key is approaching each situation with a positive attitude and a well-crafted strategy. By using objection-handling scripts effectively, you can showcase your ability to think on your feet and provide creative solutions that truly meet your clients' needs.

Of course, it's not just about having the right words but also your tone and demeanor. Remember to stay calm, confident, and professional at all times. Doing so will help your clients feel more at ease during what can be a stressful process.

When you're armed with effective objection handling scripts, you gain an edge over other agents who may not have truly invested the time to truly understand their clients' concerns. Not only does this give you a clear competitive advantage, but it also allows you to build stronger relationships with your clients based on trust and mutual respect.

At the end of the day, the key to success in real estate is to understand your clients and their unique needs. By mastering the art of objection handling, you can demonstrate your expertise and build a reputation as an agent who truly cares about their client's success. So why wait? Start honing your objection handling skills today and see the results for yourself!

Cold calling scripts

Real estate is a highly competitive industry, and as a real estate agent, you need to be on top of your game to attract and retain clients. Cold calling may seem outdated and ineffective, but when executed with a well-crafted script, it can be a game-changer.

Are you ready to take your game to the next level? With the right script, cold calling can be transformed into a superpower that sets you apart from the competition. The key is to strike a balance between engaging and persuasive language that hooks the audience without sounding salesy or pushy.

Crafting the perfect cold calling script is not just about reciting a bunch of pre-written lines. It’s about building an authentic connection with your prospective clients, addreCold calling​ssing their needs and concerns, and leaving a lasting impression.

The right script can help you guide the conversation, ask relevant questions, and steer potential clients towards the desired outcome. It’s like having a GPS that takes you from the first introduction to closing the deal, in a seamless and efficient way.

Don't underestimate the power of a well-crafted cold calling script. It can help you build lasting relationships with your clients, expand your network, and boost your reputation as a trusted authority. Above all, it can help you achieve your goals, whether that’s generating more leads, closing more deals or building a stronger brand presence.

In a world where digital marketing channels saturate people’s inboxes and social media feeds, cold calling still has a unique advantage. It allows you to connect with people on a personal level, understand their needs and concerns, and provide tailored solutions. With the right script in hand, you can turn cold calling into a valuable tool for building your real estate business.

So, are you ready to embrace the power of cold calling? With the help of a killer script, you can turn cold calling into a superpower that transforms the way you do business. Don't let fear hold you back – take the plunge and see how far you can go.

In conclusion, whether you are a seasoned real estate agent or a beginner, a well-crafted cold calling script is the secret weapon that can help you close more deals, grow your network, and build a thriving business. It’s time to embrace this powerful tool and unlock your full potential as a real estate professional. So, what are you waiting for? It's time to start dialing!

Scripts for handling objections and closing deals

Real estate agents, listen up! If you want to close those deals and handle those pesky objections, you need to add another tool to your arsenal: Scripting.

Scripts for handling objections and closing deals are the secret weapons that top-performing agents swear by.

These scripts provide a roadmap for navigating tough conversations and steering them towards a successful outcome.

By practicing your scripts and perfecting your delivery, you'll gain confidence and the ability to handle any objection that comes your way.

So, add these scripts to your toolkit and get ready to close more deals and impress your clients.

Follow-up scripts for maintaining relationships with clients

Maintaining client relationships is crucial to your success as a real estate agent. That's why follow-up scripts are an essential part of your toolkit. But these scripts don't have to be boring or generic. You can use them to showcase your personality and build a deeper connection with your clients.

Start by thanking them for their business and asking how they're settling into their new home. Show interest in their lives and find ways to be of assistance. Then, offer valuable information about the housing market or local events that may be of interest to them.

Don't be afraid to inject some humor or wordplay into your scripts, as long as it's appropriate for the client. And always remember to keep it simple and straightforward. The goal is to build trust and rapport, not to impress with fancy language.relationships with your client relationships with your clients.

By using follow-up scripts as a tool to maintain relationships, you'll keep clients coming back and establish yourself as a trusted and personable agent in the real estate industry. So, get creative and start building those connections today!

In conclusion, conceptual innovation is all about creativity and offering something unique to your audience. It requires you to have the courage to tear some things down and create something that will never be forgotten.

Regarding real estate agents, scripted communication can greatly improve their communication skills and ultimately lead to more success in their careers. By using scripts, agents can better prepare for conversations and ensure that they are delivering the right message to their clients.

Effective communication skills are crucial for success in a competitive industry like real estate. That's why we encourage all real estate agents to use scripts in daily conversations with clients. Doing so can take your communication skills to the next level and achieve even greater success in your career. So what are you waiting for? Start scripting today!

Recommended Reading

The Hard Truth About Being A Real Estate Agent

What Real Estate Agents Need to Know

Ready to unlock the secrets of real estate success

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Listing Presentations That Win Sellers

October 7, 2019

How can I help my team get more listings? How can I get more listings?

These are questions mega agent Jeff Glover asks himself every day. He believes everything should revolve around listing presentations and offers five concepts to help you master them in the field.

“Listing presentations are valuable for many reasons,” says Glover. “They empower you, the agent, to be an employer and secure transactions in less time. They also free you up, so you are not locked into a buyer’s schedule.”

Glover’s Listing Presentation Strategy

1. content creation.

Content is the core of a great listing presentation. What content should you include?

Content that communicates your value

“You have a lot to offer compared to the market,” says Glover.

“Share the unique value you have to offer, your status as a local expert and how your expertise has specifically benefited clients. Make sure your content aligns with the type of property of your listers.”

Your Marketing Plan

Listers want to know how you will market their properties once they decide to sell. Do you use online marketing, agent-to-agent, print or others? Glover recommends you include it all.

Your Pricing Strategy

“The majority of appointments are either won or lost in the pricing discussions,” shares Glover. “When discussing the suggested price your clients should list at and what the comparative market analysis (CMA) suggests about the price, you will be prepared for sellers that expect a higher price and lay the groundwork for strategic price reductions as needed.” Visuals

Attractive Visuals

Visuals matter! Infographics are a great way to combine display both relevant information and data. Make sure you share the right amount of information and take into consideration how to showcase it (print versus digital).

Pro Tip: Leverage Keller Williams’ new listing presentation templates in Designs! New and improved, each template has been handcrafted in partnership with KW’s top agents to help you bring more expertise, brand recognition and insight to the listing table. 

2. Practice

Once you’ve customized your listing presentations in Designs or created your own, it’s time to practice. Like everything, delivering a great listing presentation is a skill that takes repetition and consistency. Before sitting down with your listers, practice your scripts and focus on sharing value without selling.

Here are three scripts that Glover uses to help him land the listing:

• Wouldn’t it make sense to get just one more opinion before you get tied up in a multi-month contract?
• Do you feel I can sell your home?
• When would you like our photographer to come out to shoot the home?

Glover shares three tips to master your scripts in 90 days:

• Take the listing presentation and write it down once a day for 30 days.
• Take the listing presentation and recite the script aloud once a day for 30 days.
• Role-play the listing presentation once a day for 30 days.

3. Delivery

Here are four things Glover says to keep in mind when delivering your presentation:

• Rate of speech: Pay attention to the rate based on the seller you’re meeting with.
• Tonality and dialect: You may have to change how you speak to build rapport with the seller.
• Volume: Control the volume of your voice to match theirs whenever possible.
• Body language: Watch the seller and see how they respond to certain things. Mimic their body language.

4. Prequalification and Homework

Don’t go out to a listing presentation without asking these questions and doing your homework:

• If what I say makes sense and you feel 100% comfortable and confident in my abilities to get your home sold, will you be ready to put your home on the market?

Several sellers will say “no.” This question allows you to find out the objections they have for selling before you even go to the appointment.

• Will you please describe your home for me?

This question allows you to find out the personality type of the seller and of course any updates/improvements they have made.

• When I see you, what price do you want to list your home for?
• As a professional real estate agent, I study home prices every day. I assume you will list with me at a price that will get your home sold ?
• Will all the decision-makers be present?

Once you’ve confirmed the appointment, let the sellers know what to expect at the meeting and ask them to gather any needed information. It’s your obligation to have great follow-up and communication.

Tags: Listings Marketing Sellers

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How to deliver a killer listing presentation

For any real estate agent looking to hit the next level, there’s a lot riding on the listing presentation. If you nail it, you could be looking at a profitable seller relationship that delivers steady commissions for years to come. But if you bomb?

Short of discounting your commissions, it’s hard to bounce back from a listing presentation flop. 

And while the listing presentation has been a cornerstone of real estate marketing for decades, there are now more ways than ever to create it. So how do you know which type of listing presentation makes the most sense for you? And what are the best ways to deliver your presentation in the current real estate market?

The truth is, every real estate team or agent is going to have their own recipe for what makes a killer listing presentation. If you want to deliver a presentation that makes you feel calm, confident and gets sellers ready to sign that agreement, it’s time to scrap (or adapt!) the classic formulas.

Table of contents

What is a listing presentation and how do you nail it, before your listing appointment.

• During the listing presentation

After the listing presentation

A listing presentation is essentially a deep and informative sales pitch made by a real estate agent to a homeowner interested in selling their home.

Whether you’re a new or experienced agent, listings are a crucial part of maintaining a thriving real estate business. With a rich portfolio of property listings on your real estate website , you’re able to attract more buyers, elevate your authority, grow your sphere of influence (SOI) , and fuel your marketing efforts with a selection of beautiful homes for sale.

But it all comes down to your success with the listing presentation. With so much at stake, it’s understandable that agents often feel skittish about their ability to perform during this key meeting.

And it doesn’t help that some of the common advice (i.e., show up ten minutes early, send the pre-listing packet exactly three days before the appointment, always take your shoes off at the entrance, and so, so much more) doesn’t always fit every agent’s unique approach or personality.

Let’s outline the crucial factors of each part of the listing presentation to help give you a powerful but flexible structure to start with. From there, feel free to color outside the lines to create a listing presentation framework that makes you feel calm and confident.

💡Be sure to look out for bonus tips, scripts, and advice in this article from leadership coach & founder of Smart Inside Sales , Dale Archdekin!

Learn everything you can about the potential client, property and neighborhood.

The goal is to position yourself as the best possible person to help your prospect sell their home. 

For that to happen, you’ll need to know what the seller’s motivations are, while demonstrating deep knowledge of the market, property type and area in order to help secure the best possible price within their desired timeframe.

Get to know the prospect and property

Any real estate rainmaker will tell you that knowing your customer’s key needs and motivations is a crucial part of closing more listings, especially in today’s digital age when the next agent is literally just a click away.

Let’s check in on the latest data about what today’s sellers want , according to the National Association of Realtors Generational Trends Report:

• 21% of sellers want an agent's help in marketing their home to potential buyers.
• 20% want help selling the home within a specific timeframe.
• 35% want an agent with a good reputation.
• 85% of sellers said the real estate agent provided a broad range of services.

Clearly, trust, credibility, and a solid marketing plan are still crucial factors for sellers when it comes to choosing an agent. But how do you know what sellers might need on a personal level?

Social media can help fill in the blanks. Take a quick look at the seller’s online presence. Do they have a family? A pet? A love of the arts? By taking just a few minutes to “get to know” your prospect before you shake hands, you’ll be that much more confident when walking through the door.

Similarly, do your best to get to know the property and surrounding community as well as possible. Drive through the area and pinpoint the factors that will be most helpful in securing a top-dollar offer. 

Send your pre-listing packet

In your initial conversation with the potential seller, let them know you’ll be creating a detailed market analysis for their home. 

Be sure to ask if there’s anything that could impact the value of their home in either direction — updates, renovations, repairs needed, etc.

💡BONUS: Dale Archdekin’s essential questions

These questions help lay the ground work for securing the listing at the appointment. You are essentially asking the potential seller to tell you what they need to hear about you as an agent and about your marketing strategy in order to win the business at the appointment…and they don’t even realize it.

• Can you tell me what makes your home special?
• What’s important to you about the agent you use to sell your home?
• How will you know when you’ve found the right agent?
• How do you think your home would best be marketed/advertised?
• Who do you think would be the ideal buyer for your home?
• Have you worked with a listing agent in the past? What was your experience? Is there anything you would like done differently by your next listing agent?

Let them know in advance that you’ll be bringing the comparative market analysis (CMA) to your meeting so you can walk through it together, answer any questions they might have, and determine the highest possible price for their home.

Another great way to set yourself apart and get the seller warmed up before the big meeting is to send a pre-listing packet in advance.

But when should you send your pre-listing packet? Answers to this will vary depending on who you ask, but anywhere from three days to a week in advance is typically a good window to give your prospect time to digest the information, while staying present in their mind to help reduce the chance of cancellation.

💡BONUS: Advice & scripts from Dale

When you tell the potential listing client that you’ll be sending a pre-listing packet, get them to commit to reviewing it, coming up with questions and being prepared prior to the meeting. Include a URL with a pre-listing video, that’s nicer than just printed material.

Script 1: Prior to sending the listing packet

 “...we will be sending you a pre-marketing packet of information. It includes X, Y, and Z that are important information for you to make decisions about at our appointment. Can you do me a favor and review that information and make a note of your biggest questions before you meet with me/my listing partner on (date)?”

This quick script will help you or your assistant follow up after the pre-listing packet is sent and help set the scene for a successful appointment.

Script 2: Follow up prior to the appointment

 “Hi (contact name(s), this is (name) from (company), did you receive the pre-marketing packet we sent you? Have you reviewed it? Are you prepared with your top questions for me/my listing partner?

Script 3: Response prior to the appointment that sets the expectation

"Great! We look forward to seeing you on (date). We will be reviewing all of the paperwork needed to begin marketing your home at that time in addition to a pre-market advertising plan. We look forward to meeting you on (date)!"

Create your listing presentation

Now remember, your listing presentation doesn’t need to look like everyone else’s.

However, there are a few fundamental pieces that most successful agents tend to rely on to get their agreements signed.

Once you’ve chosen the structure and order of your content, you’ll need to decide what tools and format you’ll use to create your listing presentation. Classic hard-cover? A PowerPoint deck? Pdf? Live web page? Video? There are a ton of tools, options, and templates. Take this Canva template for example:

Here are just some of the tools agents are using to deliver their listing presentations:

• Google Slides
• SlideGo templates
• Breakthrough Broker
• Etsy templates

While the digital options are endless, many top-producing agents still recommend keeping a high-quality hard cover presentation in the mix.

If you’re using both a hard copy presentation and a digital version, try sending the digital version a day before the event via email. For extra points, you can also have your hard copy presentation hand-delivered to the seller’s home by a courier or supporting staff member. This is just another great way to show up professionally while reducing the likelihood of cancellation.

💡BONUS: Advice from Dale

Begin your listing presentation with the exciting marketing part, save the boring market analysis for later. In fact, wow them with the marketing/advertising plan, discuss the process of getting the home listed, ask how much they’d like to list for and then go to the market analysis if they ask for it or you disagree with their listing price. Don’t forget to bring at least one backup copy of your hardcover presentation to the appointment.

During your listing presentation

Now that you’re an expert on the property and prospect, you’re ready to make your presentation and win that listing!

Obviously, the prevailing advice to dress professionally, show up on time, and make sure you don’t block the prospect’s driveway still stands. In addition to nailing the etiquette, there are a few physical items you’ll want to bring along.

Alright, we’re clearly being a bit cheeky here. And sure, brownies are optional. But in all honesty, the one thing you need more than anything else if you want to win more listings is the ability to build a connection.

And that comes down to your ability to listen .

No matter how much effort you put into creating a killer listing presentation, it’s still not unheard of for experienced agents to lose listings to newer agents because the seller just felt a better connection with them. So slow down and tune in!

Touring the home and making the close

A common mistake many agents make is going straight into the tour of the property. But by starting in the living room or another relaxed setting to hear more about the seller’s goals, you start the appointment by flexing your listening skills and have the chance to really get clear on your seller’s motivations.

From there, you can go ahead and tour the property together. Many agents recommend doing the upstairs first, then downstairs, and then a full 360 tour of the outside before sitting down to look at the CMA together, pricing strategy, and marketing plan.

💡BONUS: Dale’s listing appointment flow

When the listing appointment gets set, the critical info of why the seller is selling, the unique situation they are in, what’s most important to them in their home sale, what’s important to them about the marketing of their home…etc. That information must be collected so you can use that at the beginning of your live meeting with the seller.

Listing appointment flow:

• Introductions
• Review the goals/needs/wants of the seller “When we spoke you mentioned x was important to you…” (this proactive retelling of what the seller said shows that you are professional, prepared, actively listened, and more importantly, sets the tone and direction of the conversation)
• Ask for a guided tour of the property
• Reconvene at the meeting spot and solicit the seller's questions from the pre-list packet. “I’m really excited to expose your amazing home to the market and generate a solid pool of buyers who want to compete with each other for it. Let me show you how we do that with a mixture of marketing, paid advertising, and leveraging our market share here in (local market).” Now it’s time to head into the next step of presenting.
• Present your exciting marketing/advertising strategy
• Ask the seller if they’ve decided how much they want to list for
• If agreeable, cover paperwork and skip market analysis, ask for signature
• If not agreeable, review market analysis, then cover paperwork and ask for signature

You’ve made it through the presentation and (hopefully) won the listing. Congrats! 🎉

If you’ve listened like a friend, handled objections with ease and empathy, and kept the presentation focused firmly on their needs — you’re probably holding a signed listing agreement in hand.

But regardless of the outcome, remember to always thank the seller for their time. From there, you can add the seller to a dedicated email drip campaign that keeps them updated on the market and provides them with tips on how to stage their home and make the most of each viewing. 

If you’ve already got a killer real estate newsletter , much of this content can be repurposed to be targeted directly toward sellers. If you’re a Follow Up Boss user, you can easily get these emails going out automatically by using our super straightforward action plans .

Ultimately, you aren’t in control of your prospect’s decision to work with you. But you are responsible for the amount of energy and empathy that goes into your listing presentations. Focus on showing up as a trusted ally for sellers, and the listings are sure to follow!

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Scripts & Dialogue

Listing presentation scripts.

Listing Presentation Script for Real Estate Agents – Learn the listing presentation scripts and dialogues that top agents use in listing consultations to list more homes for sale.  An effective listing presentation script allows agents to conduct an efficient consultation by focusing on questions to determine the needs of clients rather than presenting a long and drawn out value proposition containing all of the agent’s marketing activities and other credentials.   The ideas is to come from curiosity to determine the needs of the clients instead of simply telling sellers what you think they should want to hear in a traditional “dog-and-pony show” marketing presentation.

Not only does asking questions engage clients and build rapport, it also enables agents to quickly ascertain client needs and concerns so that they can be addressed right away.  Although agents should bring a marketing presentation materials to leave with their clients, it should only be referenced to address specific concerns that clients may raise during the consultation.

Listing Presentation Scripts & Dialogues

Listing presentation scripts:  before viewing the home.

“I’m going to walk through the home with you looking at it through the eyes of a buyer, speaking aloud and candidly about what I see as a buyer would.  Is that alright with you?” (“Yes”)  “What I’m hearing from you is that you want me to be honest with you, correct?”  (“Yes”)  “So if I think there is something in your home that will hurt you financially, like something that needs to be updated, improved or fixed, you will want me to tell you?”  (“Yes”)  “Great! Then let’s get started.”

“Would you mind quickly filling out this quick Home Seller Information Questionnaire while I look through the home on my own so that I can see it through the eyes of a buyer to evaluate how updated it is and to see if there are any repairs needed that would prevent us from selling?”

“On a scale of 1 to 10, with 10 being the most honest, how honest do you want me to be?” (“10”)  “Great.  Now I’m not going to go through your home and tell you to move walls around, but I will provide you with some suggestions that will help you sell your home faster and give you the best return on investment.  Does that sound good to you?”

Listing Presentation Scripts:  Sitting Down at the Table

“Besides price, is there anything else you would like to know?”

“Now I’ve got a lot that I can show you today, but before we get started, tell me what questions you have for me?”

“First tell me, what are you most concerned about with selling your home?”

Listing Presentation Techniques

After you have viewed the property and sat down at the kitchen table, asking questions about their concerns and needs regarding the sale of their home will start to uncover all of their objections to selling.  Typically these objections will be about price, timing, condition, commission or motivation.  Refer to our Agent Scripts Library to learn how to isolate and overcome each of these objections one-by-one.  Also be sure to sit at a table with the clients close together, rather than spread out in a living room that is not conducive to signing a listing agreement.  Most importantly, it is imperative to ask multiple questions about their motivation for moving regardless of whether they raise the issue or not.  Use our Needs Analysis Script to help conduct this series of questioning to demonstrate a higher level of customer service by uncovering the needs of clients while also tapping into the motivators that get them into immediate action.

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Mike Ferry Organization Real Estate Scripts

Mike ferry real estate scripts.

Mike Ferry Real Estate scripts are widely recognized as the original Real Estate scripts , developed by the industry pioneer Mike Ferry himself. In fact, the enduring success of Mike Ferry Real Estate scripts has made them one of the most copied sets of scripts in the industry!

What are scripts in Real Estate?

A Real Estate script is a pre-planned in-person or phone conversation designed to establish a connection with a possible Buyer or Seller.

Real Estate scripts are the most straightforward and most efficient answer, but you must have it right. A script is more than just reading words off a page. You need to understand the goal of each script. What reaction do your words bring from prospects? Are you listening to their responses or are you waiting on what to read next? Learning and internalizing your scripts is key to success in the Mike Ferry Sales System .

Do Real Estate scripts work?

Do you want a better response from the customers that you’re calling? Do you want the Sellers to start saying “Yes” more often? Would you like people to have conversations with you daily versus hanging up on you? The answer can be as simple as using a Real Estate script to control the conversation in-person or over the phone.

Real Estate scripts can be effective if used appropriately, but agents should not rely on them exclusively and should also develop their communication skills to adapt to different situations and clients.

Mike Ferry has been training Real Estate Agents for 48+ years using his proven Real Estate Scripts to grow their businesses regardless of which stage their Real Estate business is in. Everyone has a chance to get back to basics and grow their success. 

Types of Real Estate Scripts

• Buyer Prequalification Scripts : These scripts are used to prequalify potential Buyers before showing them properties. The script will contain questions about the Buyer’s financial situation, credit history and other relevant details to help the agent match them with properties that meet their needs.
• Property Listing Presentation Scripts : These scripts are used to showcase a property to potential Buyers or clients. They typically include information about the property’s unique features, location, and amenities, as well as the agent’s strategies for marketing the property and attracting potential Buyers.
• Center of Influence and Past Client Scripts (COI) : These scripts are used to maintain relationships with an agent’s Center of Influence (COI) and Past Clients. The script will be providing valuable information, checking in on their Real Estate needs, and asking for referrals.
• Comparative Market Analysis (CMA) Presentation Scripts : These scripts are used by Real Estate Agents to present a Comparative Market Analysis (CMA) to potential Sellers. A CMA is a report that compares the Seller’s property to similar properties in the area that have recently sold or are currently on the market. The script may include an explanation of the CMA and how it can help the Seller determine the best price for their property.
• For Sale By Owner (FSBO) Scripts : These scripts are used to reach out to owners who are attempting to sell their property on their own. The script will be highlighting the benefits of working with a Real Estate Agent and explaining how the agent can help the owner sell their property more quickly and effectively.
• Just Expired Scripts : These scripts are used to reach out to owners of properties that were recently listed but did not sell. The script may include an explanation of why the property did not sell and a new plan to help the owner achieve their Real Estate goals.
• Just Listed Scripts : These scripts are used to promote a newly listed property to potential Buyers or clients. The script will be sharing information about the property’s unique features, location and amenities, as well as the agent’s strategies for marketing the property and attracting potential Buyers.

Real Estate Script Training

Real estate events.

At The Mike Ferry Organization we not only give you the real estate agent scripts to succeed, but we also give you training opportunities with events all across the United States. Our training in combination with our in-depth Real Estate Coaching program gives you all the tools needed to tackle the market at any stage successfully. 

We offer the following events to help you increase your confidence but also increase your overall conversion rate.

• Action Workshops – During the four half-day sessions of the Workshop, attendees will learn a range of topics, including lead generation, time management and negotiation skills. The Workshops also include hands-on assignments that allow attendees to put their new skills into practice and generate real business for themselves.
• In-Person Prospecting Clinics – Prospecting is vital to being a Real Estate Agent. Prospecting with the correct positive mindset and energy is very important for getting prospects to convert. This high-energy event is designed to create an environment needed to set those appointments. Share ideas and techniques with other great prospectors and prospect with no distractions. A top MFO Coach leads each prospecting session to help with any questions you may have during your prospecting session.
• Productivity Schools – Learn how to effectively set appointments, tackle objections and work with canned presentations that bring big results. Kickstart quarters off right by equipping yourself with tools guaranteed to get more out of each.
• Virtual Prospecting Clinics – Prospecting even when done from home virtually should have the same energy and enthusiasm as in-office group prospecting. This high-energy virtual event is designed to create an environment needed to set those appointments from the comfort of your office or home. Share ideas and techniques with other great prospectors and prospect with no distractions. A Superstar MFO Coach leads each virtual prospecting session to help with any questions you may have during your prospecting session.
• Production/Superstar Retreats – Learn the Real Estate scripts and the entire sales system taught by Mike Ferry himself as well as many top agents in the industry. Set at opportune times throughout the year to set you up for success at the start and halfway points of the year.

Real Estate Agents who want to increase their income and profitability should turn to The Mike Ferry Organization. With over 48 years of experience in the industry, The Mike Ferry Organization developed around our multiple-step Mike Ferry Sales System processes, each of which can greatly increase your chance of success. His Coaching team includes highly skilled professionals who have used the Mike Ferry Sales System for many years, they also provide practical insights and guidance to help agents develop effective communication strategies and close more deals. Mike Ferry and his Coaches are all about producing tangible results, and our training systems equip agents with the skills and tools they need to succeed in the highly competitive Real Estate market.

Here are some following examples of our Coaching at The Mike Ferry Organization : 

• One on One Coaching: This Coaching System offers one-on-one Coaching Calls with a Mike Ferry-trained Coach as well as access to Mike Ferry’s Referral Network. Your Coach will teach you techniques using the Mike Ferry Sales System to help you increase your productivity and build your income
• Premier Coaching: This elite Coaching System offers unlimited training resources and access to exclusive Mike Ferry Organization tools. Also, you will get complimentary admittance to all three and four-day MFO Events and Virtual Events (Prospecting Clinics not included)

By honing their Real Estate script skills through our training and coaching services. Real Estate Agents can enhance their confidence, boost their productivity  and achieve unparalleled financial success. 

Mike Ferry Real Estate Sample Script

Below is an example of 1 of our 10+ available Real Estate scripts: 

BUYER SCRIPT – PREQUALIFYING (Real Estate Script Example) 

1.      “Mr. and Mrs. _______________, may I take you through the buying process I use when assisting a buyer in purchasing a home?”

If “Yes”, continue. If “No”, the interview is over.

2.      “I’m going to ask my lender … ( lender’s name ) to call you as soon as possible and discuss with you all the financing options available. This should answer all of your questions, as well as give you the confidence you’ll want in purchasing a home today. Can I have them call you in the next several hours?”

If “Yes”, continue. If “No”, move on.

3.      “Once you and the lender have designed a financing agreement for yourself, I’m going to ask you a lot of questions regarding the type of home you want to buy … have you outlined, in detail, the type of home you want to purchase?”

4.      “Once we’ve determined the type of home you want to purchase, I will select the three to four absolutely best homes in that range for you to look at … I don’t want to confuse you by showing you a lot of homes … do you understand?”

If “Yes”, continue.

5.      “Once we have looked at these properties, I will ask you to select one and write an offer to purchase that property. Are you prepared to write an offer if we find the right property?”

6.      “Once we’ve written an offer to the seller, I will negotiate that contract for you. If accepted, we’ll work together each day toward the closing.”

7.      “Based on the process that I use in helping folks like you find a home, do you still want me to proceed by having a lender call you or would you prefer to work with another agent?

February 14, 2023 | Buyer Script – Prequalifying © 2023 The Mike Ferry Organization. All Rights Reserved.