Most agents fail on the phone not because they lack skill, but because they lack a reliable script. The right real estate scripts give you a framework to guide any conversation from cold contact to booked appointment. This guide covers every major scenario you will encounter: sphere of influence calls, expired listings, FSBOs, open house follow-up, buyer consult calls, and objection handling.
These are the same frameworks Chastin J. Miles used to close 100+ transactions per year as a solo agent. Use them verbatim until they become second nature, then adapt them to your voice.
Why Real Estate Scripts Work (and Why Most Agents Resist Them)
Scripts are not about sounding robotic. They are about removing hesitation. When you know exactly what to say next, your voice sounds confident. When you are improvising, prospects can hear you thinking, and that hesitation signals uncertainty.
The agents who resist scripts are usually the ones who have tried bad scripts. A bad script is overly long, focused on the agent’s credentials, or designed to manipulate. A good script is short, focused on the prospect’s situation, and designed to earn a next step.
The goal of every script in this guide is one thing: book the appointment. Not sell yourself. Not explain your value proposition. Book the appointment.
The Foundation: LPMAMA
Before diving into specific scripts, understand the LPMAMA framework. This is the backbone of every buyer and seller qualification call:
- L – Location: Where are they looking or where is the property?
- P – Price: What is their price point or what do they need to net?
- M – Motivation: Why are they moving? This is the most important question.
- A – Agent: Are they working with anyone else right now?
- M – Mortgage: Have they been pre-approved or spoken to a lender?
- A – Appointment: Book it.
Run every inbound lead through LPMAMA before you pitch anything. The answers tell you how to close the call.
Sphere of Influence Scripts
Your sphere is your fastest path to a transaction. These are people who already know you. The call is not about selling real estate. It is about checking in and planting a seed.
SOI Market Update Call
“Hey [name], it’s [your name]. I wanted to reach out because the market in [area] has shifted significantly over the last 90 days and I’ve been calling people I care about to make sure they’re aware. Do you have 2 minutes? … Great. Homes in [neighborhood] are [selling in X days / values are up X%]. I just wanted you to know that in case you’ve been thinking about anything at all. Are you or anyone you know thinking about making a move this year?”
This script works because it leads with value, not a pitch. You are the trusted advisor delivering market intelligence, not the agent asking for a referral.
SOI Annual Checkup Call
“Hey [name], it’s [your name]. I do these calls every year for clients and people I care about. I just want to make sure you’re still happy in your home and see if there’s anything I can do for you. How has everything been? … One quick thing, I do have a waiting list of buyers right now who are specifically looking in [neighborhood]. If you ever thought about selling, I could probably have your home sold in [X days] without even putting it on the market. Is that something worth a 10-minute conversation?”
Expired Listing Scripts
Expired listings are one of the highest-converting lead sources available. These sellers already want to sell. They just had a bad experience. Your job is to show them something different, not something more of the same.
Expired Listing Initial Contact Script
“Hi, is this [name]? Great. My name is [your name] with [brokerage]. I noticed your home came off the market recently and I’m calling because I have a specific reason I believe it didn’t sell. It’s not about price, marketing, or your agent. It’s something most agents never address. Would you be open to a very brief conversation about it?”
Key principle: you must actually have a reason ready. “Days on market peaked at the wrong time” or “the listing photos did not capture the primary value point of the home” are specific enough to sound credible. Vague promises destroy trust immediately.
Expired Listing Objection: “We’re not interested in selling anymore”
“I completely understand. A lot of homeowners feel that way when a listing expires. Can I ask, what was the original reason you wanted to move? … [Listen]. So that goal is still there, you just had a frustrating experience. I get it. What if I could show you exactly what went wrong and how a different approach would change the outcome? Would 15 minutes be worth your time?”
FSBO Scripts
For Sale By Owner leads are motivated sellers who believe they don’t need an agent. Do not argue that point. Instead, help them with their actual goal: selling the home for the most money. Show them data.
FSBO Initial Call Script
“Hi, I’m calling about the home for sale. Is this the owner? Great, my name is [name] with [brokerage]. I’m not calling to list your home. I work with a lot of buyers and I’m always looking for homes before they hit the MLS. Can you tell me a little about the property? … [After details] That sounds great. My buyers are specifically looking in that range. Would you be open to having a buyer come through? … While I have you, how long have you been on the market? Have you had much activity?”
The goal of the first FSBO call is not to get the listing. It is to get inside the house. Once you have built rapport in person, the listing conversation happens naturally.
FSBO Follow-Up (3 Weeks In)
“Hey [name], it’s [your name]. I’ve called a few times over the past few weeks. I’m reaching out because at this point, most FSBOs that have been on the market this long are starting to think about their options. I want to be direct with you. The data shows that FSBOs in [area] net about [X%] less than agent-listed homes, even after commission. I’d like to show you that data. Not to pressure you, just to make sure you have the full picture. Can I come by this week?”
Open House Follow-Up Scripts
Open houses are lead generation machines if you follow up immediately. Most agents send a generic text or email. Stand out by calling within 24 hours with something specific.
Open House Follow-Up Call
“Hey [name], this is [your name]. You stopped by [address] yesterday. I wanted to follow up personally. What did you think of the home? … [Listen]. Got it. On a scale of 1 to 10, how serious are you about buying in the next 90 days? … Okay, so what would make it a [higher number]? … That makes sense. I actually have two other homes that might fit what you’re describing. Can we get together this week to look at them?”
The scale question is powerful because it opens the door to the follow-up question about what would move the number. That answer tells you exactly what the buyer needs.
Inbound Lead Scripts
When a lead calls or texts you from a website or Zillow, the window is short. You have seconds to make an impression. Speed is your competitive advantage.
Inbound Buyer Lead Script
“Thank you for reaching out. I want to make sure I can actually help you find what you’re looking for. Can I ask you a couple of quick questions? … Great. Are you looking to purchase in the next 30, 60, or 90 days? … And have you spoken with a lender about pre-approval? … Perfect. I have availability [day] or [day] this week to sit down, look at what’s available, and put together a plan to get you into the right home. Which works better for you?”
Internet Lead Voicemail Script
“Hey [name], this is [your name] from [brokerage]. You reached out about [property address or area] and I want to make sure I get you the right information. I’ll be available until [time] today and then again after [time]. The fastest way to reach me is a text back to this number. Talk soon.”
Short, specific, and gives them an action to take. Never leave a voicemail longer than 30 seconds.
Objection Handling Scripts
Objections are not rejections. They are requests for more information or reassurance. The following are the most common objections you will encounter and how to handle each one.
“I need to think about it”
“Absolutely, I respect that. What specifically do you want to think through? … [Listen]. I want to make sure I’m the right person to help you with that. Can I ask what would need to be true for you to feel confident moving forward?”
“I already have an agent”
“That’s great to hear. I actually have a lot of buyers and sellers who are loyal to their agents and it’s worked out well for them. Can I ask, are you in a current agreement with them, or is it more of an informal relationship? … Got it. I’m not here to disrupt anything. But if there’s ever a situation where they’re not available or can’t help with something specific, I’d love to be a resource. Would you be open to staying in touch?”
“The market is too uncertain right now”
“That’s a fair concern and it’s one I hear a lot. Here’s what I’ve found: the best buyers in uncertain markets are the ones who moved when everyone else was waiting. Inventory is actually lower than it’s been in [X] years in [area], which means less competition. Can I share some specific numbers with you? It might change the picture.”
“Your commission is too high”
“I hear you, and I want to be direct. My commission reflects the level of service, marketing, and negotiation expertise I bring to every transaction. My average seller nets [X%] more than the area average after commission. That difference is what you’re paying for. But let me ask, what would make you feel confident that the investment would be worth it?”
Buyer Consultation Scripts
The buyer consultation is where you set expectations, establish your value, and qualify commitment. Do not skip this step by going straight to showing homes.
Opening the Buyer Consult
“I appreciate you coming in. Before we start looking at homes, I want to take 20 minutes to understand exactly what you’re looking for so I don’t waste your time or mine. Sound good? … Great. I’m going to ask you some questions that might seem basic, but they help me narrow down what will actually make you happy in a home. First, tell me about where you are right now. Why is now the time to buy?”
The final question is critical. Motivation drives decisions. When a buyer tells you their real why, you now know how to close them when they get cold feet.
Listing Appointment Scripts
The listing appointment is a presentation, but it should feel like a conversation. The best agents ask more than they tell during a listing appointment.
Opening the Listing Appointment
“Before I show you anything, I want to understand your goals. Because depending on what matters most to you, my recommendation might be different. So let me ask, if we could sit here six months from now and everything had gone perfectly, what would that look like for you?”
This question moves the conversation from price and commission to the seller’s real priorities: timeline, certainty, convenience, or maximum net proceeds. Once you know their priority, you can position your entire presentation around it.
Using Scripts with Real-Time Lead Intelligence
Scripts are only as effective as the data behind them. When you know where a lead has been online, what properties they’ve viewed, and how long they’ve been in the market, you can personalize your script to the specific situation instead of using a generic approach.
PULSEIntel gives you behavioral data on your leads in real time, including activity history and engagement signals. When a lead has looked at 40 homes online in the last 30 days and you call with a script tailored to a highly active buyer, your conversion rate changes immediately.
You can also train on every script in this guide, get live roleplays, and build your own call routines inside PWRU University. The curriculum includes recorded coaching sessions with agents working through each of these scripts in live scenarios.
Script Practice: How to Get Good Fast
Reading scripts and using scripts are different skills. Here is how to move from reading to executing in under two weeks:
Days 1 to 3: Read the script out loud 10 times per day. Do not skip this. Your brain needs to hear the language to internalize it.
Days 4 to 7: Record yourself on your phone using each script. Listen back and identify where you sound unnatural or hesitant. Fix those specific lines.
Days 8 to 14: Role play with a partner. Have them throw the three most common objections after the opening. Practice the objection handlers until they come out without thinking.
Day 15 and beyond: Use the script live. Your first 10 calls will feel mechanical. Your next 50 will feel normal. By call 100, you will own it.
The Script Mindset Shift
The agents who master scripts all share one belief: they are doing the prospect a favor by staying in the conversation. If you have a solution to someone’s problem and you let them off the phone without helping them solve it, you failed them.
Scripts are the mechanism for staying in the conversation long enough to help. That is the mindset. Not manipulation. Not pressure. Service through persistence.
If you want to go deeper on every framework in this guide, including live coaching on script delivery, start your PWRU University membership for $49/month. The scripts in this guide are a small fraction of what is covered in the full curriculum.
Frequently Asked Questions
What are the best real estate scripts for new agents?
New agents get the fastest results from sphere of influence scripts and expired listing scripts. SOI calls work because you already have trust. Expired scripts work because those sellers have a clear problem you can solve. Start with these two before moving into FSBO or cold calling scripts.
How do I overcome objections in real estate phone scripts?
The most effective objection handling technique is the feel-felt-found framework combined with a question that redirects the conversation. Acknowledge the concern, normalize it, then pivot with a question. For example: “I understand. A lot of agents I work with felt the same way. What they found is that… Does that make sense?”
Should real estate agents memorize scripts word for word?
Yes, at first. Memorizing scripts word for word builds the neural pathway so the language becomes automatic. Once you have it memorized, you can adapt it to your voice. Trying to improvise before you know the script creates hesitation, which leads to lost conversions.
What is the best expired listing script?
The most effective expired listing scripts are short, direct, and focus on a specific reason the listing failed, not on your services. Open with: “Hi, is this [name]? My name is [name] with [brokerage]. I noticed your home came off the market recently. I have a specific reason I believe it did not sell. Would you be open to a brief conversation?” The key is having an actual reason ready.
