I Just Want To See This Listing YOU CAN SAY I do my business a little differently than most agents. My job is to get to know you and your needs and for you to get to know what you can expect of me. Most agents want to skip right to showing houses, without learning anything about you or your goals. As an agent with expertise in the market, especially during this hypercompetitive time, I want you to have all the information you need to make the best decision for you and your family. I'd like to ask you some important questions about you and what you're looking for in this brief conversation so I can represent you in the best way possible. Buyers have a strong sense of urgency to see listings as soon as they are available—some within the hour. Your commitment to educating the buyer about the market and learning about their needs makes you unique from other agents. Prioritizing a Needs Analysis over seeing a new listing shows your dedication to finding the buyer’s dream home in a hypercompetitive market. 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.

Buyer Pre-Approval YOU CAN SAY As part of my service I can provide a list of (number, at least 3) lenders who can help you. I would hate for you to start looking at homes, fall in love with “the one,” and then lose it because you did not get preapproved for that amount, or the sellers accept an offer from a buyer who is already preapproved. In this market we can’t even consider submitting an offer without a preapproval letter unless heartbreak is what we’re after! It is important that your buyers are pre-approved for a mortgage prior to putting in an offer on a home. You can offer lender services to help support your buyer and ensure they are ready to make an offer when the time comes. 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.

Another Agent Will Take Lower Commission YOU CAN SAY Thank you for bringing that up. Let me ask you this: Is it more important to you to pay the least amount of money in commission or to net the most money from the sale of your home? (Wait for them to say, “net the most.”) Great! My List-to-Sale ratio is (number), while the average agent List-to-Sale ratio is (number). Did (Agent Name) talk about their List-to-Sale ratio? (Most likely, they will say “no.”) Why do you think that is? (Because it’s lower, or they don’t know their numbers.) I pride myself on my List-to-Sale ratio. My experience and expertise give me an edge, which in turn gives you an edge. Let’s do some quick math, if you don’t mind. (Have the seller net sheet calculations handy and do the math.) If I sell your home for 97 percent of list price, even with my commission, you are going to net (number). If (Agent Name) sells your home at 94 percent of list price with (percent) commission, you are going to net (number). OR Thanks for bringing that up! If (Agent Name) won’t even negotiate for their own commission, how do you expect them to negotiate for the value of your home?” Your job is to show how selecting an agent based on lowest commission isn’t setting them up for a successful selling experience. Explaining the value of your quality of service, your list-to-sale ratio and commitment to netting the greatest profit from the selling of a home provides strong rationale as to why the seller should choose to work with you. 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.

Leverage Just Sold Listings Circle prospect for leads Leverage Just Sold Listings Educate neighboring homeowners Market Updates Find prospective sellers Non-Occupant Homeowners Showcase your knowledge with market updates Provide A Comparative Market Analysis Educate homeowners on market trends Circle Prospecting

Buyer Expectations Prioritizing home tours Buyer Home Search Narrowing the list Buyer Pre-Approval Offer lender services Buyer Pre-Consultation Set up for a successful buyer consultation I Don’t Want To Meet In-Person Save buyers time and stress I Don’t Want To Sign The value of the Buyer Representation Agreement I Just Want To See This Listing Differentiate yourself by learning buyer goals I Want Everything Repaired! Set realistic expectations I Want To Offer A Lower Price Educate buyers on market conditions I Want To Wait To Buy A Home Educate buyers on market conditions I Want To Wait To Find A Home Update buyers on the market Introducing Buyer Representation Start the conversation about Buyer Representation Low Appraisal Educate the seller on options Market Trends Demonstrate your knowledge with buyers The Buyer Consultation--Goal 1 Build Trust The Buyer Consultation--Goal 2 Articulate Your Value The Buyer Consultation--Goal 3 Explain the Value of Representation The Buyer Consultation--Goal 4 Be Transparent The Buyer Consultation--Goal 5 Earn the Business Buyers

Sphere of Influence Adapting Scripts to a Text Texting F.O.R.D Model Mastering small talk Online Lead Follow-Up Email buyers a market update RDA Conversation Model Create genuine, effective conversations Seller-Centric Social Media Posts Expand your sphere The Power of Storytelling Connect with your sphere Who Do You Know? Expand your sphere through friends/family

A Signed Buyer Agreement Your opportunity to ask for referrals Ask For A Referral Leverage the law of reciprocity Just Listed Your opportunity to ask for referrals Open House Referrals Make connections with neighbors Preferred Vendor Get real estate referrals Recently Sold Home Your opportunity to ask for referrals Starting A Conversation Calling a New Referral Referrals

Another Agent Will Take Lower Commission Show sellers how you will net them more Can’t We Drop The Price If We Don’t Get An Offer Objection Handling- Dropping the Price Close The Deal Navigate contingencies with the seller Communicate, Communicate, Communicate Service the listing Educating The Seller Provide market position insight How Many Homes Have You Sold? Your response when you are new I Can’t Sell—I Have Nowhere To Go Provide options to sellers I Don’t Want A CMA Educate sellers on the value of a CMA I Don’t Want A Consultation Educate sellers on the listing process I Want To List At A Higher Price Educate sellers on your pricing strategy I Want To Wait To Sell Educate hesitant sellers with market data My Friend/Family Member Is An Agent Feel, Felt Found and Benefit Statement Offer Over List Price Provide market data to appraiser Prequalify Potential Sellers Set up for a successful listing appointment Seller Listing Presentation Build momentum to get the business Seller-Centric Social Media Posts Expand your sphere Selling In An Aggressive Market Educate sellers on proper positioning Strategizing With The Seller Setting an “impact” price The Listing Presentation Naturally progress to a signed listing agreement Sellers

Gain New Clients Set appointment with prospective buyers Lead With Buyer Appointments Prequalify visitors motivated to buy Lead With Seller Appointments Offer market report to potential sellers Open House Referrals Make connections with neighbors Promote Your Open House Generate interest and drive traffic Open Houses

Another Agent Will Take Lower Commission Show sellers how you will net them more Can’t We Drop The Price If We Don’t Get An Offer Objection Handling- Dropping the Price Communicate, Communicate, Communicate Service the listing How Many Homes Have You Sold? Your response when you are new I Can’t Sell—I Have Nowhere To Go Provide options to sellers I Don’t Want A CMA Educate sellers on the value of a CMA I Don’t Want To Meet In-Person Save buyers time and stress I Don’t Want To Sign The value of the Buyer Representation Agreement I Want Everything Repaired! Set realistic expectations I Want To List At A Higher Price Educate sellers on your pricing strategy I Want To Offer A Lower Price Educate buyers on market conditions I Want To Wait To Buy A Home Educate buyers on market conditions I Want To Wait To Find A Home Update buyers on the market I Want To Wait To Sell Educate hesitant sellers with market data My Friend/Family Member Is An Agent Feel, Felt Found and Benefit Statement Objection Handling