Recap · Scripting & Role Play Sessions
Cold calling, decoded.
Everything we scripted and role played: the 5 objections every agent hears, and how we answer them on the phone.
01The Mindset
It's all in mindset.
“Chase uncomfortable. That's where you grow.”
The script
A starting framework. Not a shield.
The reps
Your voice, pacing and confidence come from dialing.
02The Objections
The 5 objections, and the flip.
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“My family friend is an agent.”
The flip
“Love that. I'm not here to replace anybody. I'd just love to be a sounding board. This business runs on relationships.”
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“Interest rates are so high.”
The flip
“They are. That's also why buyers are getting better prices, credits, even a new roof. People buy every single day. It's about underwriting it the right way.”
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“I give up.”
The flip
“Totally fair after the run you had. Usually it's pricing and presentation, not the house. Want a straight read on what I'd do differently?”
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“I'm thinking about next spring.”
The flip
“Perfect. The spring sellers who win start planning now. Let me get you a real number today so you're not guessing in March.”
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“Realtors are terrible.”
The flip
“A lot of people feel that way. What happened?” Then stop talking and listen.
03Confirming the Appointment
Is it worth going out?
“The trick is in presentation.”
- Meet people where they're at.
- Get in front of them.
- Kill it.
04From the Dialer
Be persistent.
“A thousand conversations lead to that one deal. Don't give up. Just do it.”
The target 3 to 4 listing appointments.
Dial within DNC rules and your brokerage's policies.
05From Earlier Sessions
What the reps taught us before this.
Lessons from Xavier's own call blocks since the summer, mostly calling expired listings. Names and details removed.
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The expired listing opener
“I know this probably feels out of the blue. I just wanted to introduce myself about the property that came off the market.” Then three questions: Did you put it back on? What made you decide to pull it? Do you have an agent you'd relist with? If they do, close politely: “I don't want to overstep. Thanks for taking the call.”
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When they decided not to sell
Validate it. “That was smart, and I'm glad you got a real read on what it's worth.” Then ask to stay in touch: “Would it be okay if I kept you posted as you hold it? I'm not looking to sell you a house.”
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“It's not for sale. I'm renting it.”
Switch from seller to investor: “Got it. Do you have someone helping you on the investment side?” A landlord who isn't selling today still needs a consultant.
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Every call is a connection
One expired listing call this month didn't become a listing. It became a future investment buyer and a contractor for our network. Listen for what the person actually needs, not just whether they'll list.
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Know when to keep it moving
Some people are short with you. Be kind, thank them, and dial the next number. Persistence is about the list, not forcing one conversation.
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Fix the list before you blame the calls
Expect a lot of disconnected and wrong numbers. Pull every phone number on a record, not just the first, keep the property address on the list, and track the bad numbers so the next block is cleaner.
Starting next week
Live calls. Every Thursday.
Dialing live with Xavier & Harrison. Bring your list. Bring your objections.
Thursdays, 8:00 AM · Google Meet · Link shared with members
Follow @theloopre or DM us on Instagram
Open to every brokerage.
Received
Meanwhile, follow along on Instagram at @theloopre.