Call: "One more thing—as part of the client experience, we're going to prepare you a home value report so that you can understand what your buying power is in today's market.

When is the last time you've had a professional home value report prepared?"

Introduction

One of the ways you can find hidden sellers is by using the right script when you call your buyer leads.

Now, when most agents call their buyer leads, they ask, "Do you have a home to sell?" in hopes of getting the listing appointment.

The problem? Most consumers will immediately put up a wall.

Because they're contacting you to schedule a showing, to try to find a home—most of them don't want to talk about putting their home up for sale just yet.

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So here's what to do instead:

Instead of asking that question at the beginning of the conversation, use the following script after you book the appointment.

This simple swap will lead to significantly better results.

Call: "One more thing—we've been talking to a lot of folks who are really struggling in this market.

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Can you think of anyone in your network who hasn't been able to buy or sell that you think we can help?"

Introduction

Asking for referrals can feel hard.

This script reframes the typical referral script.

The phrase "One more thing" are magic words that you can slide into the end of a conversation with your client. 

From there, make a genuine offer to help someone in their network.

Try it out. ⬇️

"Hi [First Name],

My name is [Your Name], I'm a real estate agent with [Your Team].

I know you're not expecting my call right now but the reason I'm reaching out is because I'm actually meeting with one of your neighbors on Tuesday at 1pm to discuss selling their home.

I'm calling around the neighborhood because I'm offering a free home equity update while I'm in the area to folks who are exploring the idea of selling.

I'm not sure if it's for you but I'm happy to swing by after my appointment and provide some insight on how much you could get for your home in today's market.

‍

Would that be something you'd be interested in?"

Introduction

Don’t wait until you secure the listing to start building relationships with the neighbors.

Here’s a technique to implement as soon as you book the listing appointment:

1.) Build a list of nearby homes using a tool like Propstream.

2.) Enrich the list with contact information (skip tracing).

3.) Use the following script to make calls and send personalized emails.

If the first time the neighbors hear from you is when you’ve sold the home, you’re missing valuable opportunities.

By consistently engaging with neighbors at each stage of the listing process, you’re doing more than selling a home—you’re building your listing pipeline.

This strategy can effectively transform one listing opportunity into two or three additional ones.

Buyer Leads Script:

Hey [First Name],

This is [Your Name] calling with [Your Team]. The reason I'm reaching out is because we just sold 123 Main Street.

I'm going to be calling around the neighborhood to see if anyone is interested in putting their house on the market.

If I come across any deals, would you like me to keep you in the loop?

Seller Leads Script:

Hey [First Name],

This is [Your Name] calling with [Your Team]. The reason I'm reaching out is because I actually just spoke to a buyer who's thinking about making a move. They're interested in homes in your area.

I'm not sure if this is for you, but out of curiosity—have you had any thoughts about putting your home on the market?

Introduction

This is a tactic we like to call The Matchmaker Strategy.

‍

Here's how it works:

1. After you sell a property, call your buyer leads using the first script.

2. Then, after you call your buyer leads, call homeowners in the area using the next script.‍

It's that simple.‍ Try it and see if it works for you.

Call: Hi [First Name],

This is [Your Name] with [Your Team]. I work with your agent [Name].

Did I catch you at a bad time?

The reason we're reaching out today is because the market has been changing so much lately that we wanted to make sure that you had the most updated information about your home's value.

When was the last time you checked your home's value?

Have you made any upgrades to your property recently?

Ok great, I'll pass this information to [Your Colleague] and they'll get it over to you by tomorrow.

They'll give you a call to walk through the main points. Friday at 3PM work?

One more thing—what plans do you have about the home that you think we should know about?

Introduction

Let's be honest—sometimes it can be easier to call your colleague's past client list than it is to call your own.

So why not switch it up?

Using the Buddy System CMA strategy, swap lists with a colleague.

Here's the exact script you can use.

Call:

Hi, this is [Your Name] with [Your Team].

The reason I'm reaching out is because we recently sold your neighbor's home at 123 Main Street. They actually closed on Thursday and got $40K over asking.

Typically when something like this happens, a few people in the neighborhood start to think about moving. So if you know of anyone who might be interested in selling, call me back at 555-555-5555.

I look forward to hearing from you.

Introduction

Every time you sell a home, it's an opportunity to circle prospect around the neighborhood and execute what we call the Value-Based Voicemail strategy.

The strategy is simple—

1. Give them valuable information about the sale that they might not find online.

2. Ask them if they know of anyone who's thinking about selling, to have them give you a call.

This exact script landed Connie Carlson another listing opportunity just after she sold her listing $40K over the asking price.

Hi, this is [Your Name] with [Your Team].

I'm reaching out because the [neighborhood] market appreciated faster than almost every market in [area].

This is causing a lot of homeowners in [neighborhood] to explore selling.

If you're open to the idea of selling your home this [season], we'd love to chat. Call or text me at [your number].

One more thing—even if you have no plans of selling, we can provide you with an up-to-date estimate of how much your home would sell for in today's market.

This will be helpful because it will be much more accurate than an online estimate.

I look forward to hearing from you.

My number is [your number].

Introduction

This circle prospecting script landed Gretchen Coley a $3.4M listing opportunity.

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Here's why it works:

1. Relevant, hyper-local market data that gives a reason to reach out.

2. Incorporating the "Bandwagon Effect"—a psychological principle that argues that we're more likely to do things if we know that other people are already doing it.

3. Excellent use of the magic words "One more thing…" with a CMA offer even if they aren't thinking about selling.

Next time you discover a local market trend that prospective sellers need to know about, try this script.

Text: "Hi [First Name],

‍

I was in the MLS earlier today and I just saw that 123 Main Street sold in your neighborhood.

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Did you see the final sale price?"

Introduction

How do you generate more listings?

Have more conversations.

Here's how:

Professional agents study the market daily, but most don't do anything with that insight unless asked.

Here's what I want you to do:

The next time you review recent sales, text someone in your SOI who lives near that property.

This is a 1 to 1 market update that is…

Easy to digest. Personalized. Relevant.

When you get a response, provide them with all the information about the sale and offer a free home valuation report.

Start doing 5 of these a day and watch the magic happen. 🚀

Text: "Hi [First Name],

I thought you'd appreciate this update: Since you bought your house in [year], its value has increased by [%].

In fact, if you were to buy your house today, your mortgage payment would be [$] more per month.

You made a really smart financial decision buying when you did.

If you have any plans to make any improvements to the home, let me know.

I've got a great list of recommended vendors I can connect you with.

Thank you,

[Your Name]

Introduction

You've probably got a database full of clients who are never going to sell their house.

Because if they were to buy their same house again today, their mortgage payment would be more than double.

It makes sense why you might think that there isn't much value in staying in touch with these folks…

But that would be short-sighted.

Happy clients are your best referral sources.

Try this text message instead.

Text 1: Hey [First Name], I have a quick favor to ask.

Text 2: I'm conducting a research project and I wanted to get your opinion. Do you feel that your home's value is going to increase over the next 12 months?

Text 3: Thank you so much for that. Super helpful. One more thing...Just out of curiosity, what would need to happen for you to want to sell your home this year?

Introduction

Almost everyone has a prediction on where they think the market is headed.

And it's a really interesting angle for engaging 1-to-1 with your SOI: What do they think is going to happen with the market?

This 3-part text script is an opportunity to find people who are thinking about selling, but who haven't yet raised their hand.

Here's how to start the conversation.

Text: Hi [First Name],

I just wanted to do a quick equity update for you. It looks like homes like yours are selling between [$-$], depending on finishing and amenities.

I'm not sure if you've had any thoughts of selling this year, but even if you don't, I was curious to see where you're at.

Introduction

Proactively sending CMAs is a killer strategy.

It's exactly what Ken Pozek and his team did to generate $80,000 in commission.

Here's the data he shared:

• 30 CMAs 

• 12 Appointments Booked

• 5 Listings (all closed) 

• 6 Deals in total (1 doubled-ended) 

Here's the exact script his team used when they reached out to their SOI with their CMA. 

Imagine if you started executing 5 of these a week?

Text: I know this is a bit of a crazy question.

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If I could find you an off-market cash buyer for your property, who is going to pay the price you want for it, would you consider selling?

No showings.

Move when it's convenient.

Introduction

Chris Voss talks about a negotiation technique he calls an Accusation Audit. It's an preemptive approach that defuses any negative thoughts the other side might be thinking by proactively addressing them.

So for this strategy, by framing a hypothetical question with, "I know this is a bit of a crazy question," you create a safe space to have an open dialogue and explore with your prospect.

Here's the script you can copy/paste.

Send this to 5 of your clients in your database this afternoon.

First Text: Hey [First Name], I have a quick favor to ask.

Second Text: I'm conducting a research project and I wanted to get your opinion. Do you feel that your home's value is going to increase over the next 12 months?

Third Text: Thank you so much for that. Super helpful. One more thing...Just out of curiosity, what would need to happen for you to want to sell your home this year?

Introduction

Almost everyone has a prediction on where they think the market is headed.

And it's a really interesting angle for engaging 1-to-1 with your SOI: What do they think is going to happen with the market?

This 3-part text script is an opportunity to find people who are thinking about selling, but who haven't yet raised their hand.

Here's how to start the conversation.

Text: Hey [First Name],

Hope you're well. I know that you're not in the market right now, but I just came across a property in [area] that might be one of the very best deals on the market.

Here are the details:

- [feature 1]

- [feature 2]

- [feature 3]

- [feature 4]

Who do you know in your network that's in the market and might be interested?

Introduction

The Deal of the Week strategy needs to be added to your weekly marketing SOPs.

It's simple, repeatable, and highly effective.

‍Brad McCallum sent a Deal of the Week email and got 20 replies.

But here's the thing... 

This email is just the beginning.

Repurpose your Deal of the Week into an IG poll and an SOI text.

This is how you can take a winning marketing campaign and maximize the impact.

Here's the text. ⬇️

Target Audience: Sphere of Influence

How Often: 10 - 15 Messages