CIRCLE PROSPECTING SCRIPT 2023

Objection: Identify people who are interested in selling and/or buying a home.

INTRODUCTION

Hi <first name> ?

My name is <Alex> and I work with <a local real estate team>. I’m calling because we’ve been
seeing a lot of interest in your neighborhood, and I wanted to see if you’ve had any thoughts of
selling your home?

IF YES: Great! What has you thinking about selling your property? (move into seller section)

IF NO: Got it. Have you ever had any thoughts about buying an additional property?

IF YES: Great! What has you thinking about buying? (move into buyer section)

IF NO: Okay. Before I let you go, when would you say is the soonest you could
see yourself selling this property?

IF IN x YEARS: So what has you interested in selling in ___ years? (move

into seller section)

IF NO: Politely end the call.

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 CIRCLE PROSPECTING SCRIPT 2023

SELLER SCRIPT SECTION

Motivation
What do you plan to do once you sell the property?

Timeframe
When do you plan on selling the property?

Is there anything important to you about that timeframe?

Opportunity
Have you signed a listing agreement with an agent yet?
IF YES: Politely end the call
IF NO: Great! If my agent were able to show you an approach to selling your property
that you’re comfortable with, would we have the chance to earn your business?

Follow Up
Awesome, I’d like to have my agent follow up with you within the next few days to talk
more seriously about your plans. Do you prefer mornings or afternoons?

Does <day> at <time> or <day> at <time> work better for you?

Verification
And just to verify, I’m speaking with <first + last name> at <property address>

Perfect! We’d like to send over an email with our contact information, just in case you
have any questions or want to do some research on our team. What would be the best
email address to send that to?

Is this the best phone number for you?

And lastly, is it okay for my agent to communicate with you through text on this number?

Awesome, thank you so much for your time. My agent will be reaching out to you soon. Have a
good day!

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 CIRCLE PROSPECTING SCRIPT 2023

BUYER SCRIPT SECTION

Buyer Questions
Have you started to look at properties yet?
What area are you looking to buy in?
What type of property are you looking for?
Ex. Single Family / Multi-Family
Single Story (no stairs) / 2+ Stories
Approximately how many square feet are you looking for?
How many bedrooms?
How many bathrooms?
Any special features/criteria you’re looking for? (for example: open floor plan, home office,
attached garage, large yard, etc)
Will you be needing financing?
IF YES: Have you spoken with a lender?
Is there a certain price point or budget you’re looking to stay within?

Timeframe
When do you plan on buying?
Is there anything important to you about that timeframe?

Opportunity
Have you signed a buyers rep. with an agent yet?
IF YES: Politely end the call
IF NO: Great! If my agent were able to show you an approach to helping you find &
purchase a home, would we have the chance to earn your business?

Follow Up
Awesome, I’d like to have my agent follow up with you within the next few days to talk
more seriously about your plans. Do you prefer mornings or afternoons?
Does <day> at <time> or <day> at <time> work better for you?

Verification
And just to verify, I’m speaking with <first + last name> at <property address>

Perfect! We’d like to send over an email with some properties that match your criteria &
our contact information. What would be the best email address to send that to?

Is this the best phone number for you?

And lastly, is it okay for my agent to communicate with you through text on this number?

Awesome, thank you so much for your time. My agent will be reaching out to you soon. Have a
good day!

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 CIRCLE PROSPECTING SCRIPT 2023

OBJECTION HANDLERS

You have the wrong person…

“I’m sorry! Are you by any chance a homeowner?”
IF YES: (move into introduction)
IF NO: Oh okay, have you had any thoughts of buying a home?
IF YES: (move into buyer section)
IF NO: (politely end the call)

Who do you work for?

“I am calling on behalf of a Local Real Estate Team. I work with several Agents who
belong to different brokerages.” (...Immediately go back to wherever you left off in the script)

How did you get my number?

“Our tech team pulled a list together for me and somehow your number was associated
with this address through public records.” (...Immediately go back to wherever you left off in the script)

My number is on the DNC list!

“I am so sorry! I will remove your number from our list right now.

Why are you calling me?

“We have been seeing some interest in your area, so we’re just calling around to see
who might be selling over the next year.” (...Immediately go back to wherever you left off in the script)

Do you have a buyer for my house?

“No, however, we do have people who are looking into your area with different timelines.
So we’re just calling around to identify who is interested in selling their home within the
next 1-2 years.(...Immediately go back to wherever you left off in the script)

Where are you calling me from?

“I work remotely, but the agents I assist are located in your area.” (...Immediately go back to
wherever you left off in the script)

I’m not interested. I’m a Realtor.

Politely end the call.

You’re the 3rd person who’s called me. What do you want??
“Ugh, I’m so sorry! I can’t even begin to imagine how frustrated you must be right now.
(move into introductory part of script)

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 CIRCLE PROSPECTING SCRIPT 2023

My home is already listed. Or. My home is already for sale.

Oh nice! Do you have it listed with an agent?
IF YES: Politely end the call
IF NO: Move into seller script, opportunity section.

I’m not planning to sell (and/or buy) for another 3+ years from now…
“Okay. So what would need to happen in order for you to be able to sell your home within
1 to 2 years from now?”

I’ll sell my home if I can get $___ for it…

“How did you come up with that price?”
“What do you plan to do once the property sells?”

My friend (or a family member) is a Realtor…

“Got it. Would you be interested in hearing a second approach?”

How much can I sell my home for? Or How much is my home worth?
“That is a great question that my agent can definitely assist you with
during the follow up call! What has you thinking about selling your property?”

I’m not comfortable giving you my email…

“Oh, don’t worry! We don’t send out spam. We just like to send you our contact
information. So what would be the best email for us to send that to?”