Recap · Role Play Scripting
Off the market. Not out of options.
Three expired and cancelled listing calls, two objections, and this week's homework from this morning's room.
01The Opener
Call the ones that came off.
Cancelled and expired listings. Someone already wanted to sell. Your job is to find out what got in the way.
“I'm a local agent. I had a listing nearby and saw yours came off the market. If the right offer came, are you still looking to sell?”
02Ask Why
Ask why. Then listen.
- What set you back during the process?
- What's the reason you were selling in the first place?
- Have you owned it a while, or is there a good amount left on the mortgage?
“It's costing me so much to just keep it.”
One open question, one honest answer, and you know the motive. That's what gets you the meeting.
03Set It Up Right
Qualify the meeting.
Ask
“Are you relisting with that agent, or open to interviewing others?” Open to interviewing is all you need.
Confirm
“Are you the only decision maker?” So nobody important is missing from the table.
Lock it in
Calendar invite to their email, your contact by text, and a check in the morning of.
04The Guarded Seller
Make the yes small.
“Agents just want in my door.” Fair. So shrink the ask.
15 minutes
No obligation. Worst case, they keep their agent with a better strategy.
Offer Zoom
Won't meet in person? Show the numbers on screen tonight.
Ask the number
“What do you need to net, so we don't waste each other's time?”
Protect your time
“Reply to confirm. If anything changes, text me so I can open my time back up.”
05The Objections
Two we're repping all week.
-
“What's your commission?”
The flip
Don't throw out a number; they're listening for a discount, and a cheap listing that sits 90 days costs you both. Say it's negotiable, then show what the fee covers: marketing, exposure, pricing and real consulting.
-
“Every agent is calling me. Why you?”
The flip
Put the guard down first: “I know you've been getting a million calls. That's exactly why I'm calling: to put an end to it.” Then one sentence on what makes you different.
“Selling your house is not going to come down to a commission.”
06This Week's Homework
1% better each day.
- Rep the commission objection every day.
- Write your one line: what makes you different.
- Bring both to next week's role play.
This Thursday
Live calls. Every Thursday.
A quick role play, then straight into real calls together. Bring your list of expireds and cancelleds.
Thursdays, 8:00 AM · Google Meet · Link shared with members
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Open to every brokerage.
Received
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