Prequalify Potential Sellers YOU CAN SAY MOTIVATION Why are you selling? Where are you moving? How soon do you need to move/be there? What’s most important to you—price, timing, easy transaction? Something else? ABILITY How much do you owe on the property? How much of the proceeds from this home do you plan to use in the purchase of your next home? EXPERIENCE Have you ever sold a home before? (if yes) In this area? What did you like least and most about that experience and about the other real estate agents you have worked with? PROPERTY CONDITION I’m really looking forward to seeing your home—can you tell be a little about it? Have you made any upgrades or improvements? A remodeled kitchen, for example? What’s your favorite feature? PRICE How much are you hoping to get for the property? How did you come up with that number? Your listing presentation starts with your first conversation with the seller—asking questions to understand their motivation, ability, experience, property condition, and price expectation in order to create solutions to help them get what their emotional draw is to sell their home. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

I Don’t Want A CMA YOU CAN SAY (Make sure to check the current market watch statistics about sales and inventory) Holding off on learning what your home is worth in today's market may impact you financially. Getting an updated CMA is important because market conditions are shifting rapidly and that could affect the value of your home. Last month’s statistics from the National Association of Realtors showed a decrease in existing sales and a slight increase in listings inventory. This could be an indication that buyers are getting tired of competing in multiple- offer situations and not finding listings that meet their search criteria. My job is to provide you with the most accurate data so you can know exactly how the value of your home has been impacted by the market. I just need a few details about your home, and then I can send you the updated CMA or drop it off to review it together. The benefit to you is having real- time data that will help you make informed decisions. Can we have a quick call tomorrow around (time)? It can feel frustrating when a seller states that they aren’t interested in a CMA, as home listings are historically low across the United States. Using a Benefits statement allows you to educate the seller on the value of a CMA and how it can help them to make an informed decision. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Starting A Conversation YOU CAN SAY Hi, my name is (your name). I’m a real estate agent with (brokerage name.) (Insert name of person that gave you referral) asked me to speak with you about your upcoming real estate needs. (Name of person who gave you referral) told me you are looking to sell/buy/rent/invest—can you tell me a little bit more about that? How can I help you? MAKE AN APPOINTMENT TO MEET Great, I’d love to help you with that. I can see you today at (time) or tomorrow at (time). Which is better for you? IF THEY DO NOT HAVE AN IMMEDIATE NEED Do you know anyone who is interested in selling or buying real estate? IF YES Great! Thanks! Anyone else? Anyone who is changing jobs/graduating/getting married, etc.? Great. Can I use your name? It would be a privilege to take care of anyone who is a friend or acquaintance of yours. I’ll let you know if they decide to use me as an agent. If anyone else comes to mind, please let me know! Thanks! IF NO Thank you for taking a moment to think about that. I’d like to repay the favor. You know, I share updates to our friends, family, and past clients to keep them informed on the market. I would be happy to do the same for you. Can I verify your email address? Once you have established a sphere of influence who gives you referrals, you can begin to reach out to those referrals. The key to turning a referral into a new client is making a connection with them. You may even gain an opportunity to gain more referrals just from establishing that one strong connection. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Lead With Buyer Appointments YOU CAN SAY Welcome! My name is (your name). I’m a real estate agent with (brokerage) and work with many buyers and sellers in this area. What is your name? (Introduces self) It’s a pleasure to meet you. For safety and security, the sellers want contact information on every visitor who comes through, so please sign in on the iPad. What brought you to this home today? (we’re looking to buy) I hope this property is perfect for you! Even if it’s not, please check back in with me and let me know what you liked and disliked. Your feedback will be helpful for the sellers. (visitor tours home alone) What do you think... is this a home you can picture yourself living in? (it’s not for us) Tell me about the right home for you—what are your must have features? How many bedrooms/bathrooms? What is your price range? Do you currently own a home? What do you love about it? What do you wish was different? Do you need to sell your current home before you can buy? I would be happy to help you in your search. I often know about new listings before they go online and can show you any property listed. Let’s get together and talk about the specifics of what you need so I can get to work for you!” I’m free as soon as I am done here. Does 4 p.m. today work for you? Or 3 p.m. tomorrow? What’s the best phone number and email for you? You have a captive audience with potential buyers looking at your open house. Strick while the iron is hot! If the prospective buyers are not interested in that property, use your knowledge of the local market homes for sale to discuss other properties and set up an appointment with them. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

The Buyer Consultation--Goal 3 YOU CAN SAY EXPLAIN BUYER AGENCY REPRESENTATION-- Provide a clear and concise overview of the legal contract you are asking your buyers to sign. Right now, you do not have any representation. If you sign a Buyer Representation Agreement with me as your agent, my responsibility would be to protect your best interests. Buying a house is one of the most significant purchases of your life –I tell my buyers that I am the pilot of their home-buying experience. Like on most flights, there might be some turbulence, but wouldn’t you want the best professionals representing you during that time of uncertainty? Signing a Buyer Representation Agreement doesn't obligate you to purchase a home, it's just choosing me as your representative to help you find and negotiate the purchase of a home. With this commitment, I can dedicate time and energy to working with lenders, inspectors, and everyone in between so you don’t have to! ASK BUYERS TO KEEP YOU INFORMED-- Share what the buyer can do to work together, always emphasizing the importance of a partnership. You will likely continue to search for homes online and will find more driving around. As you do, I ask that you keep me in the loop. I can immediately look up the information to provide you with the details you’re looking for. And I will do the same – if I learn of anything new that may be coming soon that fits your criteria I will keep you informed. I can ensure you have proper representation throughout the process so that you are safe and your best interests are protected. If your situation changes, let me know as soon as possible so we can adjust our plan accordingly. Also, if you ever feel dissatisfied with my service, please let me know immediately so that I can resolve any concerns. FSBOs If you see a FSBO, call me and I will request a showing to protect your time and potential safety by allowing me to assess the home and credibility of the owner. Moreover, if the seller has no agent on their side, it is even more critical that your agent help guide the transaction. OPEN HOUSES If you go to an Open House without me, present my card to the Open House agent so they know you are represented. You don’t want to deal with all the follow-up calls—I’ll protect you from the hassle. NEW HOME DEVELOPMENT If you visit a new home development—present my card so they know you are represented. Don’t sign anything unless I am present. Those agents represent the developer and cannot protect your interest like I can or negotiate on your behalf. ASK THE BUYER TO MOVE FORWARD TOGETHER If you believe I’m giving you the best professional help and working in your best interest, we will work together until I find the right home for you. I’m excited to get started! The Buyer Consultation is your opportunity to win the buyer’s commitment. Guide the conversation to build trust, present your value, remove objections, and assumptively close for Buyer Representation Agreement. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

I Want To Wait To Sell YOU CAN SAY (Make sure to update the script to reflect latest market statistics) The latest statistics are showing signs of potential shifts in the market. Existing sales decreased month over month for the first time since (date) and mortgage interest rates rose above (percent) for the first time since last summer. This data is important for you to know because it may impact the net amount you could receive for the sale of your home. My job is to provide you with the most updated information to help you make this decision. I'm going to provide you with everything you need to know. The benefit to you is having a complete understanding so you can make the smartest and most profitable decision. Can you see why this would be important? Sometimes sellers want to capitalize on the conditions of the market and wait to sell in order to net the most amount for the sale of their home. Your role as the real estate agent is to educate the seller on market data statistics to show them that waiting to sell may not be in their best interest if they want to maximize profit. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

I Can’t Sell—I Have Nowhere To Go YOU CAN SAY What I'm hearing you say is that your concern that your house will sell before you know where you're heading, is that correct? I understand your concern. You're hearing that houses are selling fast for top- dollar, and there's not a large supply of listings to choose from right now. We've worked with many sellers that had the same concern and were in the same exact situation. (Below is a sample of what you can say but change accordingly. Take note of the information in brackets, as you will need to give solutions based on your experience, resources, and update the script to reflect the current sellers’ market.) In my experience, there are always solutions and multiple options for finding your next place. With my company's connections and my working relationships with other agents in this area, I found short-term rentals for my past sellers. Also, we might be able to find a buyer that's willing to extend the closing on your house by 60 or 90 days, to allow you a little more time to find something. (Because the median sales price in your neighborhood is up over 10% since last year, a lot of sellers right now are willing to move twice to really benefit from the amount of equity they have quickly built up in this market. It's hard to know if the economy will sustain sale prices, continuing to go up.) If we can find you a solution or an option that works for you, you could still list now and maximize the amount you can get for the sale of your home. Do you agree? A seller can be hesitant to list their home because they aren’t sure where to go. Sharing your experiences and resources through the Feel, Felt Found technique can show sellers that there are various options that enable them to list their home and have flexibility in determining next steps. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Communicate, Communicate, Communicate YOU CAN SAY BE PERSONAL Thank you so much for placing your trust in me and my ability to sell your home for the highest price, with the least amount of hassle. I am excited to have the opportunity to service you can market your property. My goal is to provide you with a level of service that exceeds your expectation and earns me your referrals. BE PROACTIVE Once we are on the market, you will get immediate notification about showings from our showing service. Would you like to get showing notifications via phone calls, text, or emails? In additional to immediate showing notifications, on (day) you will receive a report of the number of showings and a recap of your showing feedback. On (day), you will receive a report on the web traffic your listing has received—hits, likes, and shares. BE PROFESSIONAL The market is a moving target! To make sure your property is positioned properly, we monitor activity on an ongoing basis. We’ll send a report on new listings, properties under contract, solds, and Expireds every week. BE PREPARED FOR MARKET REPOSITIONINGS Do you remember after we listed, we had a conversation about pricing being a snapshot in time and if there was ever a time where we needed to revisit the conversation, I would be the first to tell you? I took a look at the feedback and the market, and it looks like some things are shifting. I’d like to meet and show you what I am seeing and make a recommendation. Capitalize on your opportunity to close business—and leverage your service to generate additional leads. Let you sellers know you are working hard for them to build the relationship and provide opportunities for referrals. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Recently Sold Home YOU CAN SAY It has been such a pleasure working with you and I am so excited for how much you are going to love your new home. Don’t worry—I’ll still be here to offer any help I can, and I’ll check in to make sure the process is continuing as planned. As we finish this transaction, who can you think of right now who is thinking about buying or selling a home? You have my guarantee that they will receive the same five-star attention and service that you did! Checking in with your seller during the contract to close process is your opportunity to ask about friends or family who may be buying or selling a home. This strategy showcases your commitment to service while also prospecting for future clients. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

The Need for Representation YOU CAN SAY Buying a house is one of the most significant purchases of your life. I tell my buyers that I am the pilot of their home-buying experience. Like on most flights, there might be some turbulence. Wouldn’t you want the best professionals representing you during that time of uncertainty? WWB Illustrate the need for professional representation Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Educate Your Buyers YOU CAN SAY Committing to me as your partner in this home-buying experience is not you committing to purchasing a home. By signing a Buyer Representation Agreement, I am committed to professionally representing you and providing the service, time, and attention it takes to find and close on the home of your dreams. I am committed to protecting your best interests while minimizing conflicts, negotiating favorable terms, and ultimately providing the superior service that will make you a client for life. What I’m asking for is that same commitment for you to work with me. WWB Depending on your relationship with the buyer, there will be opportunities throughout the process for a substantive conversation about Buyer Representation. Refer to your state rules for specific timelines. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Better Homes and Gardens Agent Script Library Home / SOI / Open Houses / Circle Prospecting / Objection Handling / Sellers / Buyers / Referrals While your goal in any conversation is to sound like you, your goal in using scripts is to sound like you while getting powerful results. These scripts are suggestions, to get you started. IMPORTANT REMINDERS All Learning is Optional – As an independent contractor sales associate or independently owned and operated franchisee, you have a variety of resources and tools available to you. The educational materials, programs, or meetings are optional. This document may contain suggestions and best practices regarding specific issues you may encounter for you to use at your discretion. Affiliation/Recruiting – Nothing in this document is intended to create an employment relationship with you and Better Homes and Gardens® Real Estate. Any affiliation by you with a Better Homes and Gardens Real Estate franchisee is intended to be that of an independent contractor sales associate. Third–Party Materials or Video – Use of materials drafted by a third party and any related program or meeting are optional and  completely voluntary for you to use at your discretion. Furthermore, any statements in third–party educational material or made during any related program or meeting are not those of Better Homes and Gardens Real Estate. Any videos contain suggestions and best practices about specific issues you may encounter for you to use at your discretion to assist you in your business as a real estate sales associate. The views expressed in any program videos produced by independent third parties are not necessarily the views of Better Homes and Gardens Real Estate. Please note that any opinions, comments, or advice expressed by speakers or bloggers are their own and do not necessarily reflect the positions of Anywhere Real Estate Services Group LLC or its affiliates. If you are attending a live program, the facilitator or presenter of the program is not an employee of Better Homes and Gardens Real Estate. Better Homes and Gardens Real Estate provides materials to the facilitator or presenter as a guide for addressing the particular subject matter. Better Homes and Gardens Real Estate does not require the facilitator or presenter to follow the materials verbatim. Any presentation attended by you may contain information, anecdotes, or other material that has not been preapproved and is not endorsed by Better Homes and Gardens Real Estate. Copyright – © 2025 Anywhere Real Estate Services Group LLC. All rights reserved. Better Homes and Gardens® and the Better Homes and Gardens Real Estate Logo are registered service marks owned by Meredith Operations Corporation and licensed to Better Homes and Gardens Real Estate LLC. License – Subject to the Terms of Use, Anywhere Real Estate Services Group LLC hereby grants the user of these materials a non–exclusive, non–sublicenseable, non–transferable right to access and use these materials solely for purposes of educational advancement in connection with real estate brokerage and related activities of Better Homes and Gardens Real Estate LLC. The participant is permitted to access and use the learning materials only for so long as the participant is affiliated with Better Homes and Gardens Real Estate LLC. The participant shall not reproduce, alter, adapt, modify, display, perform, distribute or make derivative works of the learning materials, in any medium now known or hereafter developed, without written permission from Anywhere Real Estate Services Group LLC. The participant agrees that Anywhere Real Estate Services Group LLC solely and exclusively owns the learning materials and will continue to own all right, title and interest in and to the learning materials. The participant will not challenge said ownership, and agrees that no title or ownership in the learning materials or any associated intellectual property rights embodied therein is transferred to the participant under the Terms of Use. Scripts – Any sample dialogue or script contains suggestions and is not intended to be used verbatim. The sample dialogue is designed to offer you suggestions for what you might say in some of the most common situations you may encounter as a real estate agent. These words are only a guide, however. The most effective dialogue will be the one that is authentically your own. You are encouraged to review these sample dialogues if you believe they may be helpful and to think about how you would present these resources when the opportunity arises in your real estate business. You should always revise any sample scripts to ensure they are factually accurate. GENERAL GUIDELINES AND REMINDERS Better Homes and Gardens Real Estate fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each affiliated sales representative and broker is responsible for complying with any consumer disclosure laws or regulations. Each franchise is independently owned and operated. Wire Fraud – Wire fraud scams continue to affect the real estate industry. Given the ongoing risks of wire fraud previously shared by the Federal Trade Commission and the National Association of REALTORS®, it is imperative that brokers and agents continue to be vigilant to this very real threat. Advertising Guidelines – Claims in advertisements should be truthful, should not be deceptive or unfair, and should be fact–based. Do Not Call Registry – The FTC’s Telemarketing Sales Rule helps protect US–based consumers from fraudulent telemarketing calls and gives them certain protections under the National Do Not Call Registry. Companies also need to be familiar with rules banning most forms of robocalling. If you or someone working on your behalf is telemarketing, know the dos and don’ts before you plan your strategy. Similar laws may apply outside of the United States, including, but not limited to the CAN–SPAM Act, by way of example. • Before making a sales call, you or a third–party vendor you hire should determine whether the consumer’s phone number has been included on the National Do Not Call Registry and your company–specific Do Not Contact list. We recommend that you speak to your broker about compliance with these rules. • If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any state DNC list and your company DNC list (ii) do NOT use automated platforms and (iii) do NOT use artificial voice or pre–recorded messages. • We recommend that you review your local MLS rules and regulations regarding the proper use of listing data for other commercial purposes such as soliciting new clients or contacting expired listings. Website Considerations – If you have a website, you may consider Privacy Policies about how you intend to use any data you might collect over the Internet and incorporating terms of use. Copyright and Trademark Issues – Be mindful of using materials including but not limited to photos, videos, and music that may be copyrighted or trademarked. You must obtain permission to use any copyrighted or trademarked materials before using them. General Guidance – The information herein is intended for informational purposes only and is not intended, nor shall it be deemed, to provide or offer legal or financial advice or guidance. We recommend you consult with your own advisor when dealing with any of the issues visited herein. Top producers rely on scripts as a powerful way to streamline their conversations with sellers and buyers and overcome objections through proven dialogues. We’ve built this library not as a one-size-fits-all-needs, but in a way that you can take ideas from different sources to craft your own scripts that highlight your Value Proposition. We’ve also thrown in a few objection handling scripts to help guide you through some of those more difficult conversations. Go, explore, and learn. TCPA Certain state laws may be more restrictive. Consult with a local lawyer for more information.