Lead Gen
Scripts & Frameworks
High-converting cold calling, door knocking, and follow-up scripts to dominate your farm area.
Cold Calling: Circle Prospecting
The goal of circle prospecting isn't to get a listing on the first call. It's to build your database, establish local authority, and find out their timeline.
The "Just Sold" Script
"Hi, this is [Your Name] with Realvisor Realty. I'm calling because we just sold a home in your neighborhood over on [Street Name] for [Price/Over Asking]. We had a ton of interest and still have highly qualified buyers looking to move into your specific area. I was just curious: if you could get the right price for your home, would you consider selling in the next 6 to 12 months?"
If Yes:
"Great! Let's set up a quick 10-minute walkthrough so I can give you an accurate idea of what your home is worth in today's market. Are you available Tuesday at 4, or would Wednesday morning work better?"
If No:
"I completely understand, it's a great neighborhood. Do you happen to know anyone else on the street who might be thinking about cashing out? ... Fantastic. By the way, I send out a monthly hyper-local market update for your neighborhood so you can track your home's equity. Can I get your email so I can send that over?"
The "Just Listed / Open House" Script
"Hi, this is [Your Name] with Realvisor Realty. We just listed a beautiful home down the street from you at [Address], and we're hosting a VIP neighbor-only open house this Saturday at 10 AM. We like to invite the neighbors first so you can pick your new neighbors! Do you happen to have any friends or family looking to move into the area?"
FSBO (For Sale By Owner)
FSBOs are already raising their hand saying they want to sell. Your job is to prove that you can net them more money, even after paying your fee.
The Value-Add Approach (Don't ask for the listing)
"Hi, I'm calling about the house for sale. Are you the owner? Great. I'm [Your Name], a local agent. Listen, I'm NOT calling to list your house today. I work with a lot of buyers in the area, and I like to know about all the inventory, even the ones not on the MLS. Would you be offended if I popped by for 5 minutes just to preview the home so I can tell my buyers about it?"
The Strategy at the House:
- Walk through quickly, compliment the home.
- Ask: "How are you handling the legal disclosures? Have you had any issues with unqualified buyers wasting your time?"
- Leave a "FSBO Survival Kit" (blank contract, disclosure forms, list of local contractors). Provide immense value.
- Follow up every Friday: "How was traffic this week? Did you get any offers?" Most FSBOs list with an agent after 3 weeks of frustration. Be the agent who helped them.
Expired Listings
They are frustrated. Their previous agent failed them. You need to acknowledge their frustration and offer a different strategy.
The "Different Approach" Script
"Hi, is this [Name]? I know you're probably getting a million calls right now. I saw your home came off the market today. I specialize in selling homes that other agents couldn't sell. I was looking at the photos and the marketing history, and I think I know exactly why it didn't sell. If I could show you a completely different marketing strategy that actually targets out-of-state buyers, would you be open to a 15-minute conversation?"
Common Objection: "We are taking it off the market for a while."
"I completely understand needing a break. If you don't mind me asking, if it had sold, where were you planning to move to? ... Wow, that sounds great. What if I told you I have a buyer looking in your neighborhood right now? Would you still want to wait?"
Internet Leads (Zillow / Facebook)
The Speed-to-Lead Script (Call within 5 mins)
"Hi [Name], this is [Your Name] with Realvisor Realty. I saw you were just looking at the property on [Street Name] online. That home is actually generating a lot of interest. Are you looking to buy in the next 30 days, or are you just browsing right now?"
- If Browsing: "No problem at all! The market is shifting quickly. Would it be helpful if I sent you a weekly list of off-market deals and price drops in that specific zip code so you can keep an eye on things?"
- If Buying: "Great. The best way to get started is for us to jump on a quick 10-minute Zoom call so I can understand exactly what you're looking for and set you up on a VIP search. Does tomorrow morning or afternoon work better?"
Handling the Voicemail
The Double-Tap Strategy
If they don't answer, don't leave a long, boring voicemail. Leave a cliffhanger.
- The Voicemail: "Hey [Name], this is [Your Name] with Realvisor Realty. I'm calling about the property you inquired about on [Street Name]. I have some important info about it, so give me a call back at [Your Number]."
- The Follow-Up Text (Send Immediately): "Hey [Name], just left you a quick voicemail about the house on [Street Name]. Let me know when you have 2 minutes to chat!"