The 2025 Seller Script Playbook – Data-backed Openers and Objection Handling

Real estate agents need tailored scripts for different lead types - from absentee owners to downsizing seniors - to boost listing conversions. Each type of seller lead comes with unique motivations and challenges.

A one-size-fits-all cold call script won’t maximize your chances. In this comprehensive guide, we provide creative prospecting scripts, smart questions to ask, and effective objection handlers for all major seller (and even buyer) lead types. This way, you can confidently engage each prospect with a personalized touch.

What format works best - a quick list of scripts or a detailed guide? We’ve combined the best of both: a clear list of lead-specific scripts plus context, questions, and objection responses. This delivers quick-hit scripts you can use immediately, while also offering deeper guidance to handle conversations that follow.

Read on for actionable scripts and techniques to convert: Absentee Owners, Distressed/Homeowners in Pre-Foreclosure, Divorced Owners, Likely-to-Sell Owners, Upsizing Families, Downsizing Seniors, First-Time Sellers, Expired Listings, FSBOs (For-Sale-By-Owner), Investor Clients, and Past Clients. Let’s dive in!

Table of Contents

• 1. Absentee Owners - The Investment Check-In
• 2. Downsizing (Empty Nest/Senior Sellers) - The New Chapter Guide
• 3. Distressed Homeowners (Pre-Foreclosures) - The Supportive Advisor
• 4. Divorced or Separated Homeowners - The Understanding Partner
• 5. Likely-to-Sell Homeowners - The Gentle Nudge
• 6. Upsizing Families - The Future Planner
• 7. First-Time Home Sellers - The Guiding Hand
• 8. Expired Listings - The Second-Chance Strategist
• 9. For Sale By Owner (FSBO) - The Helpful Collaborator
• 10. Investor Clients - The Market Analyst
• 11. Past Clients & Sphere - The Relationship Rekindler

1. Absentee Owners 
The Investment Check-In

Absentee owner leads (property owners who don’t live in the home) are often a goldmine for new listings theshare.group. They typically view their property as an investment, not a sentimental home. That means if the numbers stop making sense or hassles pile up, they’re more inclined to sell quickly - often with fewer emotional objections theshare.group. Your approach should highlight their property’s investment performance and ease their pain points (like management headaches or vacancy costs).

Script: “Hi [Owner’s Name], I’m [Your Name] with [Your Agency]. I see you own a property at [Property Address] that you’re not living in. I’m checking in to see how that investment is working out for you. Are you finding any challenges managing it from afar, or have you thought about taking advantage of the current market to cash out?”

Key Questions to Ask: (Engage them in evaluating their situation)

Management & Maintenance: “How are you currently managing the property? Any issues with tenants or maintenance from a distance?” (Many absentee owners are tired of landlord duties theshare.group.)

Satisfaction with Returns: “Are you satisfied with the return you’re getting, or do you feel the property could be performing better for you?”

Long-Term Plans: “What are your long-term plans for this property? Do you see yourself holding it for the long run, or would you consider selling if the price is right?”

Market Updates Offer: “Would you like to receive occasional market updates on home values in that area? Many absentee owners find it useful to know how much equity they could tap.”

By asking these questions, you uncover their pain points (e.g. high expenses, troublesome tenants, vacancy). Emphasize solutions: if they’re stressed managing remotely, suggest how you can help sell quickly or connect them with local management.

If they’re unaware of market gains, share an update - some absentee owners don’t realize how much their property value has risen and are eager to capitalize theshare.group.

Common Objections & How to Handle:

“I’m not interested in selling right now.” - Acknowledge that directly: “I understand - you might be holding as values appreciate. Out of curiosity, is there a price or situation that would make you consider selling?” This keeps the door open. You can add: “No pressure at all - I can simply send you a free valuation report so you know what it’s worth. Then whenever you’re ready, you’ll have that information.”

“I have a property manager, so I’m fine.” - “Great, I’m glad it’s handled. I work with many investors, and some eventually find even with a manager, the net gains don’t meet their goals. If you ever feel the same, I’d be happy to discuss options - even swapping into a different investment. For now, I can send along occasional market insights if you’d like?” This way you offer value without pushing.

Pro Tip: Absentee owners often have little emotional attachment to the house, so decisions hinge on finances theshare.group. Come prepared with data: recent comparable sales, rental market trends, or even an estimate of their equity. This transforms your call from a generic sales pitch to an “investment check-up” that positions you as a helpful advisor looking out for their bottom line. Targeting these leads can unlock responsive, motivated sellers with less competition from other agents theshare.group. 

2. Downsizing Seniors (Empty Nest/Senior Sellers)
The New Chapter Guide

Many older homeowners are now rethinking “aging in place” and considering downsizing for health, safety, and convenience. In fact, nearly two-thirds of U.S. seniors 65+ view staying in a large home as a potential risk to their well-being theshare.group, and even financially comfortable retirees admit upkeep gets harder with age theshare.group. This means downsizer leads are a huge opportunity. These are homeowners (often empty nesters or retirees) ready for a simpler, more manageable living situation. Your role is to be the guide to their new chapter - make the idea of moving less daunting and more exciting by focusing on the freedom and benefits it can bring.

Script: “Good morning [Homeowner Name], I’m [Your Name] from [Your Agency]. I specialize in helping folks who are thinking about downsizing to a more comfortable home. A lot of my clients are at the stage where the kids are gone and the big house is more work than it’s worth - perhaps you can relate?

I was wondering, have you considered moving to a smaller place or a community that better fits your current lifestyle? I’d love to make that transition easy and even enjoyable for you whenever you’re ready.”

This script is warm and positive, highlighting that downsizing is about enhancing lifestyle (not just giving up the family home). It directly identifies a common trigger (“kids are gone, big house is a lot of work”). Even if they love their home, it plants a seed: Hmm, maybe a simpler life with less maintenance would be nice.

⁉️ Key Questions to Ask:

Motivations: “What would you look forward to most about downsizing? For some it’s less cleaning and yard work, for others it’s maybe moving closer to grandkids or into a single-story home with no stairs. What appeals to you?”

Preferred Lifestyle/Location: “Are there specific areas or types of homes you’ve thought about for your next step? Maybe a condo in a walkable neighborhood, a 55+ community with amenities, or just a smaller house nearby? Everyone’s vision is different, so I’d love to hear yours.”

Timeline: “Is there a particular timeline you have in mind for a move? Some people wait until a certain age or until a spouse retires. Knowing that helps us plan so you’re not rushed when the time comes.”

Biggest Concern: “What’s the biggest concern you have about selling and downsizing? Many of my clients worry about things like sorting through decades of stuff, or whether now is the right time to get the best price. Once I know your concerns, I can address them one by one. For example, I have resources for estate sales, moving services, etc., to make the process easier.”

Through these questions, you’re uncovering their dreams and fears. Perhaps they’re excited to travel and want to free up cash (great, emphasize the equity they’ll cash in on). Maybe they’re afraid of change - you can reassure them by outlining step-by-step how you assist. If they haven’t yet considered downsizing, your conversation might be the first time they articulate these thoughts, which is powerful.

Common Objections & How to Handle:

“We love our home; we’re not ready to leave it.” - “That’s wonderful - it’s a great thing to truly love your home. A lot of people I talk to feel the same way… until maybe something changes or the upkeep becomes too much. One suggestion: even if you stay put for now, it can’t hurt to know your options. I can prepare a no-pressure analysis of what your home could sell for in today’s market and what types of smaller homes you could comfortably afford if you ever chose to move. Sometimes seeing those numbers and homes out there can be eye-opening, whether you act on it or not.” This way, you respect their attachment but still offer value and subtly get them to envision alternatives.

“Moving is overwhelming - I wouldn’t know where to start.” - “You’re absolutely right, moving after many years can feel overwhelming. The good news is, you don’t have to do it alone. I actually have a team of trusted folks - from organizers who help declutter, to movers who handle everything, even people who specialize in helping seniors transition. I’ll coordinate all that for you. My job is to make it as easy as possible, almost like turn-key. If it helped, we could start with just a casual chat about what steps would be involved and how I take the heavy lifting (literally and figuratively) off your shoulders.” Emphasize your support network and that you’ve done this before successfully for others.

Pro Tip: Build trust by referencing the latest trends or data that concern them. For instance, mention that more seniors are choosing planned communities or that homes in their neighborhood are in high demand from younger families (meaning they can sell at a premium and also feel good passing the home to a new family). You might say, “Did you know a majority of seniors now see staying in a too-big home as a risk, not a benefit theshare.group?

It’s a big shift - you’re definitely not alone in considering a move.” This kind of insight helps them feel it’s a smart and common choice to downsize, not a defeat or loss. With you guiding the process, they’ll be far more comfortable embarking on this new chapter.

3. Distressed Homeowners (Pre-Foreclosures) 
The Supportive Advisor

Distressed homeowner leads (often in pre-foreclosure or behind on payments) require a highly empathetic touch. These folks are under stress - perhaps facing job loss, medical bills, or other financial hardships. The goal is to be a supportive advisor, not a pushy salesperson. Show that you’re there to help them find relief, whether through selling or other solutions. Keep in mind that foreclosure rates have been on the rise again - U.S. foreclosure filings were about 20% higher in 2025 than the year prior nolo.com - so there are many owners who might welcome guidance in tough times.

Script: “Hello [Homeowner’s Name], this is [Your Name] with [Your Agency]. I understand keeping up with a home can become overwhelming, especially if you’re going through a rough patch. I’ve helped homeowners in similar situations find solutions to ease the burden. I’m calling to see if there’s anything I can do to support you, even if it’s just information. Would it be okay if we discussed a few options that might help?”

Notice this script immediately conveys empathy (“overwhelming…rough patch”) and offers help without immediately saying “sell your house.” This builds trust.

⁉️ Key Questions to Ask: (Keep them open-ended and gentle)

Their Situation: “What would you say is the biggest challenge you’re facing with your property right now?” (Listen carefully - is it payments, repairs, taxes?)

Coping and Support: “I can only imagine how stressful this is. How are you coping? Are there any resources or help you feel you need but haven’t found yet?”

Exploring Solutions: “Have you looked into any options so far - like loan modifications, refinancing, or maybe a quick sale to get out from under the payments? I have experience in these areas if you want to brainstorm together.”

Future Plans: “What outcome are you hoping for with your home? Some folks want to stay if possible, others decide to sell and get a fresh start. I’d love to help whichever way I can - what are your thoughts at this point?”

These questions invite the homeowner to share without feeling interrogated. Your role is mostly to listen and empathize. Often, distressed owners just want someone who cares. Once you understand their situation, you can gently introduce how selling might provide relief (e.g. avoid foreclosure on their record, cash out equity, etc.), or even refer them to counseling, attorneys, or financial advisors if appropriate.

Common Objections & How to Handle:

“I’m handling it, I don’t need any help.” - Many homeowners instinctively say this. Respond with understanding: “Of course, I respect that. It sounds like you have a plan. If things change or if you ever want a second opinion, I’m here. I can also send over a list of resources - like reputable housing counselors or info on relief programs - no strings attached. Would that be helpful?” This shows you genuinely care beyond getting a listing.

“I’m not interested in selling my home.” - “I completely understand - staying in your home is often the first choice. My goal isn’t to make you sell if you don’t want to. But sometimes selling ends up being the best financial relief. Either way, I’d like to help you avoid foreclosure if possible. I could provide a free home value assessment so you know your options. Even if you don’t sell, knowing the value might open other solutions (like refinancing or a loan workout).” By reframing, you’re offering information, not pushing a sale.

Pro Tip: Speed and expertise matter. If they do decide to sell, they may need to do it quickly to beat foreclosure deadlines. Explain how you can facilitate a fast sale or even a short sale if needed. Also, be prepared with knowledge of local foreclosure timelines and any mortgage relief programs. Showing that you’re knowledgeable and resourceful reinforces that you’re the right person to help in their corner nolo.com. Above all, maintain a compassionate tone - you’re there to be a problem-solver and a friend in a time of need.

4. Divorced or Separated Homeowners  The Understanding Partner

Divorce or separation leads often involve a house that needs to be sold as part of the split. Emotions can run high, and timing is critical (they may want to sell quickly to settle assets). The key is to position yourself as an understanding partner who can navigate the sensitive situation with discretion and efficiency. Keep in mind both parties’ perspectives and focus on solutions that help them move forward.

Script: “Hi [Name], I’m [Your Name] from [Your Brokerage]. I’ve been reaching out to homeowners who might be going through life changes like a divorce. I know that can be a difficult transition, and figuring out what to do with the house is often a big concern. I specialize in helping folks navigate selling a home during a separation as smoothly as possible. Even if you’re not decided yet, would it be helpful to discuss what your options might look like?”

This script softly acknowledges their situation without prying. It establishes your specialization in handling it, which builds confidence that you can deal with complications (legal, emotional, etc.).

⁉️ Key Questions to Ask:

Current Needs: “Right now, how well is your current home fitting your needs? Are you finding it too much to maintain alone, or perhaps filled with memories you’d rather move on from?”

Future Plans: “As you look ahead to the next chapter, do you have an idea of where you’d like to live or what kind of living situation you want? Sometimes planning the next step makes the decision about the current home clearer.”

Financial Considerations: “Have you and your ex (or soon-to-be ex) discussed how you want to handle the home’s equity? I can provide a market analysis so you both have solid numbers to work with - that often helps negotiations. Would that be useful?”

Timeline & Coordination: “Is there a particular timeline you’re aiming for? For example, do you need the home sold by a certain date due to the divorce proceedings? I’m sensitive to these situations and can coordinate to meet any court or agreement deadlines.”

By asking these, you let them share concerns (too much house for one person, need cash from equity, etc.). Often one spouse may be more eager to sell than the other - be prepared to possibly speak to both if appropriate, remaining neutral and professional. Offer to be the point person so they don’t have to communicate as much with each other about the sale; that alone can reduce their stress.

Common Objections & How to Handle:

“I’m not ready to make any decisions about the house yet.” - “I completely understand. There’s a lot on your plate. I’m not here to rush you - just to help when you’re ready. One thing that might help is information. I can do a no-obligation home value report and overview of the selling process in divorce situations. That way, whenever you’re ready, you’ll know the steps. Would you like me to put that together for you?” This way you provide value now and stay top-of-mind for later.

“We already have a plan / we might have a friend handling the sale.” - “That’s totally fine. If you have it covered, I’m glad you have support. I’d just say - divorces can add wrinkles to a sale, from legal paperwork to coordinating between parties. Should you need a second opinion or have any hiccups, I’m available. I’ve seen it all in these cases and am happy to answer questions anytime.” Even if they have someone, positioning yourself as a knowledgeable backup can win you the listing if their initial plan falls through.

Pro Tip: Trust and tact are paramount. Emphasize your experience with divorce sales: for example, mention if you’ve worked with attorneys or mediated between spouses in previous deals. Little things help - offer to communicate updates to each party separately if they prefer, and ensure all signings can be done without them having to meet together. By showing you can handle the sale efficiently and delicately, you become the ideal partner to relieve them of one major worry in their divorce process.

5. Likely-to-Sell Homeowners
The Gentle Nudge

“Likely-to-sell” leads are homeowners who haven’t declared any intent to sell yet but exhibit factors that suggest they might soon. This could include long-term owners with lots of equity, homeowners whose kids have moved out (empty nesters), or folks approaching retirement, etc. Data-driven lead services (like The Share Group’s Likely-to-Sell leads) identify these prospects through analytics theshare.group. Your job is to give them a gentle nudge - make them aware of the opportunity they have in the current market and pique their interest in selling. Essentially, you’re helping them realize “Hmm, maybe now is a good time to sell?” before they even thought of it themselves.

Script: “Hi [Name], I’m [Your Name] with [Your Realty]. I specialize in working with homeowners in [Neighborhood] to maximize their equity. The reason I’m calling - home prices in our area have gone up quite a bit. I was looking at your property on [Street Name]; based on recent sales, you might be sitting on a lot of equity. Have you thought about where you stand if you were to sell, even out of curiosity?”

This script subtly flatters (suggesting their home value is high) and sparks curiosity about their equity. It’s not an outright “Do you want to sell now?” - it’s softer: “have you thought about it, even just to know your position?” Many will respond with curiosity or at least ask for more info.

⁉️ Key Questions to Ask:

Gauge Interest: “If you discovered your home could sell for a great price right now, would that change your timeline at all for moving or downsizing?” (This finds out their level of openness.)

Future Plans: “What are your long-term plans for the home? For example, some folks plan to downsize when the market is right, others might consider moving closer to family. Do you have any such thoughts, even if it’s a few years out?”

Home Condition/Improvements: “Since you bought the home, what changes or upgrades have you made? I ask because those can significantly affect your home’s value if you ever sell. It sounds like you’ve really improved the place - buyers pay a premium for that nowadays.” (This question flatters them and gets them mentally comparing what they have to the market.)

Information Offer: “Would it be helpful if I put together a personalized report showing your home’s approximate value and recent neighborhood sales? No obligation - just good info to have. Many homeowners are surprised to see how much equity they’ve gained.”

By asking these, you engage them in a low-pressure dialogue about the idea of selling. You’re planting seeds. Often, a likely-seller hasn’t actively considered selling yet, so your mission is educational. Once they agree to a home value report or market analysis, you have a natural reason to follow up and continue the conversation about listing.

Common Objections & How to Handle:

“We’re not interested in selling anytime soon.” - “Understand completely - a lot of my clients weren’t actively thinking of selling either. I’m not asking you to commit to anything. Since you’ve been in your home a long time, I figured you might be interested in at least knowing what it’s worth now. Knowledge is power, right? I can drop a free report in your mailbox or email just so you have it. Then you’ll know your options whenever the time comes.” This often gets a yes, because it’s hard to refuse free valuable info with no commitment.

“I get these calls all the time - I’m not looking to move.” - (This might be said curtly.) Respond warmly: “No worries at all. I apologize - the market’s been so hot that a lot of agents are calling around. The only reason I reached out is I have a few buyers specifically looking in your area, and I thought I’d check if you’d heard what homes are going for. I’ll take you off my call list, but if you ever need anything - even a contractor recommendation or a market update - here’s my info. Have a great day.” Sometimes a graceful exit leaves a good impression, and they may keep your info for future, impressed you weren’t pushy.

Pro Tip: Use neighbor success stories. For example: “I just helped another homeowner on Maple Street sell for 20% over what they expected.” This creates FOMO (fear of missing out). Also, leveraging current events can help - “Interest rates dipped slightly last month and we saw a surge of buyers; it’s created a sweet spot for sellers like you.” The more you can connect their situation to a timely reason to consider selling, the more effective your gentle nudge will be. And if they bite, you’ve converted a lead that wasn’t even raising their hand yet - the ultimate win.

6. Upsizing Families
The Future Planner

Upsizing families are homeowners whose current home is starting to feel cramped - perhaps they have a new child, teenagers who need space, or even multi-generational family moving in. They likely will sell their current home to buy a larger one, so they’re both a listing and a buyer prospect for you. The key is to tap into their vision of a bigger, better fit home and position yourself as the agent who can make that transition seamless. You’re the future planner helping them get from where they are to where they want to be.

Script: “Hello [Homeowner’s Name]! This is [Your Name] with [Your Agency]. I work with a lot of families in [Town/Area] who find they’ve outgrown their current home. I was calling to see if you’ve ever felt that way. For instance, is your family finding you might need more space or different features in the next few years? If so, it might be a great time to explore options - I can help you plan a move-up that fits your needs perfectly.”

This script is conversational and identifies a common pain point (outgrowing the home). Even if they hadn’t seriously thought about moving yet, you’ve planted the idea by empathizing with their experience (toys all over, need an extra bathroom, etc.).

⁉️ Key Questions to Ask:

Current Home Limitations: “What aspects of your current home do you find most limiting for your family? Is it the size, layout, yard, number of bedrooms…?”

Dream Features: “If you were to move, what’s on the wish list for the next home? Maybe a bigger yard for the kids, an extra office, a better school district?” (Getting them to articulate this makes the desire more concrete.)

Timing Considerations: “Do you have a timeline in mind for when a move would make sense? For example, before the kids hit high school or before another baby arrives? Knowing that helps in planning the sale of your current home.”

Financial/Logistics: “Have you thought about how you’d coordinate selling and buying? It can feel daunting, but I specialize in move-up buyers and can outline a strategy so you wouldn’t end up with two mortgages or, worse, no home in between. Does that sound helpful to you?”

By discussing these, you show you’re not just trying to sell them something, but to strategically plan a life upgrade. You surface their needs (maybe they badly want a playroom or a home office now) and then you can align how you’d fulfill those needs (e.g., “I actually know a few listings or coming-soon homes that match what you described…”).

Common Objections & How to Handle:

“We’d love more space, but it’s too expensive to upgrade.” - “Buying bigger can seem intimidating, absolutely. However, keep in mind you likely have a lot more equity in your current home now than a few years ago.

That equity can go toward the next home. Also, I stay updated on creative financing options and trade-in programs that help families move up without breaking the bank. I’d be happy to crunch some numbers for you to see what price range might actually be affordable given your current home’s value.” This response tackles the cost concern with practical solutions and offers concrete help.

“It’s just not a good time for us to move right now.” - “Understood. Moving is a big deal and timing has to feel right. Out of curiosity, what would you say is holding you back most? (Listen for their answer - maybe job stability, kids’ school, etc.) That makes sense. One thing I can do, if you’re open, is keep you posted occasionally on really great opportunities - like if a larger home in your ideal neighborhood comes up at a great price. That way you won’t miss out if the perfect situation arises, and there’s no pressure if it doesn’t feel right at the time.” This keeps the door open and shows you have their interests in mind.

Pro Tip: Upsizers often worry about the logistics of selling and buying simultaneously. Have a clear plan to explain, such as contingent offers, bridge loans, or rent-back agreements that allow them to sell and remain in their home a bit longer while they purchase the new one. If you can confidently say, “I have a strategy so you won’t have to move twice or end up homeless during the transition,” you’ll alleviate a huge stress. That assurance can turn a hesitant family into an excited client ready to find their forever home.

7. First-Time Home Sellers
The Guiding Hand

First-time sellers are people who have never sold a property before. They bought a home (maybe as a first-time buyer years ago) and now need to sell it - which can be just as intimidating as buying, if not more. They might be upgrading, relocating, or cashing out, but one thing is certain: they haven’t been through the selling process and likely feel uncertain. They need a guiding hand to educate and reassure them from start to finish. If you win their trust, you often also get their buy-side business for the next home, making them doubly valuable as clients.

Script: “Hi [Name], this is [Your Name] from [Your Real Estate Agency]. I hope you’re doing well. I see you’ve owned your home for a number of years now. If you’ve been thinking about selling for the first time, I want you to know I specialize in helping first-time sellers. The process can feel daunting - it’s not like buying your first home where you had someone guiding you, right? In this case, I’d be the one guiding you step by step to make sure you sell for top dollar and have a smooth experience. Have you considered making a move? Even if you’re just curious, I’d love to be a resource.”

This script directly addresses their likely feeling (“daunting”) and positions you as the solution. It’s an invitation to lean on your expertise.

⁉️ Key Questions to Ask:

Their Concerns: “What are your main questions or worries about selling your home? Some common ones I hear are: how to price it right, whether to do repairs, how long it might take, etc. What’s on your mind when you think about selling?”

Next Plans: “Have you thought about where you’ll go next after you sell? Are you planning to buy another home (maybe a larger one, or in a different city) or something else? This helps me tailor the game plan - for example, if you also need to buy, we can coordinate those timelines.”

Home Improvements: “Since you bought the house, what improvements have you made? (Listen, take notes.) That’s fantastic. You know, those upgrades could really boost your sale price. Part of my service is highlighting those in marketing to get you more value. Is there anything you were thinking of fixing up before selling, or would you be interested in my advice on which fixes are worth it versus which you can skip?”

Knowledge Check: “On a scale from 1 to 10, how would you rate your understanding of the selling process? Wherever you rate, my job is to fill in the gaps and make it clear. I have a simple checklist for first-time sellers I can share, if you’re interested.”

These questions open the door for you to educate. Often first-time sellers simply don’t know what they don’t know. By asking, you surface their ignorance or misconceptions, and then you can address them (e.g., explain how commissions work, how staging helps, etc.). This not only provides value but also showcases your expertise and builds their confidence in you.

Common Objections & How to Handle:

“We’re not sure we want to sell yet - we’re just exploring.” - “That’s perfectly okay. Many first-timers start out just exploring. There’s absolutely no pressure from me. In fact, one of the best things you can do while exploring is get informed. I’d be happy to stop by and give you a sense of what your home is worth and what, if anything, you might do to prepare it - even if you decide to wait a year or two. That way, you have a roadmap and won’t be scrambling when you do decide. How does that sound?” Emphasize that planning early is beneficial and you’re offering help with no strings attached.

“I might try to sell it myself (FSBO) to save money.” - It’s not uncommon for first-time sellers to consider FSBO because they think selling is easy in a hot market. Respond by validating and educating: “I understand - saving on commission is tempting. If I may share, only about 6% of homes were sold FSBO last year and most ended up involving an agent anyway housecashin.com. Often, buyers looking at FSBOs expect to pay less since they know you’re not paying a commission, so you could end up netting the same or even less. My approach as an agent is to actually get you a higher price that more than covers my fee, by marketing widely, screening buyers, and negotiating firmly. Plus, I handle all the paperwork and legal details, reducing your risk. Even if you start FSBO, keep me in mind if you need help - I’ll be here.” This educates them with a powerful statistic (only 6% succeed fully solo, which implies 94% use agents) housecashin.com, and frames your value in terms of net gain and convenience.

Pro Tip: Patience and hand-holding are crucial. First-time sellers will have lots of “dumb” questions - which are not dumb at all, they simply haven’t been through it. Encourage them to ask anything. Also, share a brief overview of your marketing plan and how you handle showings, offers, etc., so they start to see the complexity where they need an expert. For example: “I’ll make sure only qualified buyers come through your home, I’ll create a virtual tour, handle all the negotiations, and coordinate the closing. You’ll always know what’s happening next.” When they visualize you as their guide through this unfamiliar journey, they’ll be far more comfortable listing with you rather than going it alone.

8. Expired Listings
The Second-Chance Strategist

Expired listing leads are homeowners who had their property on the market with another agent, but it didn’t sell during the listing period. By the time it expires, these sellers are often frustrated or discouraged. However, many still need or want to sell - they just didn’t have the right approach the first time. Enter you, the second-chance strategist who brings a fresh game plan to get the job done. The key here is to be positive about the future while tactfully acknowledging that something went awry before (without bad-mouthing the previous agent too much).

Script: “Hi [Homeowner], I’m [Your Name] with [Your Brokerage]. I noticed your listing for [Property Address] expired recently without a sale - I’m sure that was disappointing. I specialize in helping homeowners in exactly this situation. Sometimes all it takes is a fresh approach and marketing strategy to attract the right buyer. I have a few ideas just from looking at your listing that could make a big difference. Would you be open to discussing how we can get your home sold the second time around?”

This script immediately identifies the issue (expired) and positions you as a specialist in turning that around. It also implies the previous attempt might have lacked some strategy that you can provide. Importantly, it acknowledges their feeling (“disappointing”) - empathy will soften their possible annoyance at yet another agent calling.

⁉️ Key Questions to Ask:

Prior Experience: “What feedback did you get during the time your home was on the market? Did any buyers say why they weren’t biting? I’d like to understand so I know what to address or do differently.” (If they don’t know, that’s fine - it gives you room to suggest possibilities.)

Marketing and Showings: “How was the home marketed previously? For instance, did you have professional photos, was it advertised online extensively, any open houses? The reason I ask is I have a marketing checklist and I want to see what might have been missed last time.”

Seller’s Perspective: “In your opinion, why do you think it didn’t sell? Sometimes homeowners have a gut feeling - like maybe the price was a bit high or the timing wasn’t ideal. I’m here to listen to your perspective first.”

Current Motivation: “Despite the last experience, do you still need or want to sell soon? Or are you considering staying off the market for a while? I ask because my strategy can adapt - if you need to sell ASAP, we’ll go one route; if you’re taking a breather, we can still prepare behind the scenes to relaunch strong later.”

These questions achieve a few things: they make the homeowner feel heard regarding their previous frustrations, they give you intel to tailor your pitch (e.g. if the complaint was poor communication by the last agent, you’ll highlight your communication), and they gauge how motivated they remain. You also show that you’re systematic (mention of a marketing checklist) and willing to do what it takes differently.

Common Objections & How to Handle:

“What are you going to do that’s different from my last agent?” - This is almost not an objection but an invitation to present your plan - be ready! “Great question. I’ve already done a quick analysis of your previous listing. For one, I noticed the photos didn’t really showcase the best features of your home - I’d invest in top-notch photography and maybe a virtual tour.

Second, I would re-evaluate the pricing strategy; sometimes an expired listing was just priced slightly out of line. I’ll show you recent comps that perhaps your last agent missed.

Third, I have a proactive marketing plan - not just listing on the MLS and waiting. I do targeted outreach to buyers’ agents in the area, run social media ads, and leverage my brokerage’s network. Also, I’ll communicate with you weekly on progress so you’re never in the dark. These are just a few differences. I’m confident that with a fresh approach, we can succeed this time.” Be specific and upbeat with your strategy.

“We’re exhausted by the process - maybe we’ll just stay put for now.” - “I can totally empathize. Selling can be exhausting, especially when it doesn’t go as hoped. Here’s my concern: if your goal was (or is) to move - maybe for a job, or to downsize, etc. - delaying might not be the best solution either. What if we could re-list your home in a way that minimizes the hassle for you? For example, I can handle all the heavy lifting - new staging, marketing - and only alert you for serious showings. We could also relaunch at a time of year when buyer demand is higher. How about this: I’d love to meet and give you a frank assessment of why it didn’t sell and what the current market value is. If I think it’s better for you to wait, I’ll tell you honestly. If I believe we can sell it now, you’ll know exactly how. No obligation - would that be alright?” This way you’re offering an honest consult. Often, once you get in the door and show a solid plan, their exhaustion gives way to newfound optimism.

Pro Tip: Bring evidence. Expired sellers respond well when you can demonstrate success with other expireds. Have a case study or two: “I recently helped a homeowner in [Nearby Area] whose home sat for 6 months unsold; we adjusted the price slightly, did an aggressive marketing push, and sold in 30 days at 98% of asking. I’d love to do the same for you.” Real proof reassures them that you truly are the second-chance expert you claim to be. Additionally, be ready to handle the pricing conversation delicately - many expired listings failed due to overpricing. Use fresh comparables and frame any price reduction as a market-driven adjustment, not a mistake on their part. Earn their trust by focusing on solutions and a brighter outcome ahead.

9. For Sale By Owner (FSBO)
The Helpful Collaborator

FSBO sellers are trying to do it on their own, typically to avoid paying an agent’s commission. They’re often inundated with calls from agents, so they may be guarded or even irritated. To succeed, position yourself not as just another agent begging for a listing, but as a collaborative resource who can help them achieve their goal (which is to sell their home) faster and for a good price.

Show respect for their choice to go FSBO, and then add value rather than immediately trying to “convert” them. Remember, the odds are in your favor: historically, 90%+ of sellers end up using an agent, and only a tiny fraction (around 6-8%) successfully sell completely by themselves housecashin.com. Many FSBOs eventually realize they need help - you want to be the friendly agent they turn to when that moment comes.

Script: “Hi [Seller Name], I’m [Your Name], a local real estate agent. I see you’re selling your home on your own - kudos on that, it’s a lot of work! I’m not calling to pressure you to list with me. I actually work with several buyers in the area, and I wanted to ask if you’d be open to working with buyer’s agents if we have a qualified buyer for you? I’d love to preview the home or get some details, so I can see if it’s a match for anyone I’m working with.”

This script does a few things: It acknowledges their FSBO status respectfully, it offers a potential value (a buyer), and it subtly asks if they cooperate with agents. Most FSBOs will be open to a buyer’s agent bringing a client (since that only costs them half a commission typically). Once they say yes, you can arrange a tour or at least start a dialogue. Even if you don’t have a specific buyer, this gets your foot in the door.

⁉️ Key Questions/Talking Points (as conversation progresses):

Motivation: “Out of curiosity, what made you decide to sell on your own? Was it mainly to save on commission, or have you had not-so-great experiences with agents before?” (Listen to their reasoning; it will guide how you interact. If it’s about commission, focus on value; if bad past experience, focus on your professionalism.)

Marketing Strategy: “How are you getting the word out about your home? Are you primarily relying on Zillow, yard sign, etc.? I might be able to suggest a couple of free or cheap avenues you might not have tried yet - for example, have you posted on the local Facebook housing group? I can send you the link if you want.” (Offering marketing tips shows you’re genuinely trying to help, not just out for yourself.)

Interest Level: “Have you had a lot of interest or showings so far? Any offers yet?” This gives insight into how they’re faring. If they admit it’s slow or they had lowball offers, that’s an opening for you to later discuss how you could improve that.

Future Plans: “If you don’t mind me asking, if the home doesn’t sell on your own in, say, the next few weeks, would you eventually consider hiring an agent? I completely respect your attempt to DIY it - just wondering if there’s a timeline you have in mind before exploring other options.” This is a gentle way to gauge if and when they might be open to help. Some may say “If it doesn’t sell in X weeks, then yes.” That’s your cue to note that date and follow up.

Through these questions, you’re building rapport and trust. You’re not immediately pushing for the listing - you’re playing the long game of being helpful. This sets you apart from other agents who may be just saying “You should list with me because I’m great.” Instead, you’re showing it.

Common Objections & How to Handle:

“I’m not listing with an agent, period.” - “I hear you - I’m not here to twist your arm. Selling by owner is your right and in some cases can work out. My approach is different: I’d love to be a resource for you. For example, if you ever have a question about paperwork or how to handle a certain situation, I’m happy to offer advice - no strings attached. I’ve been doing this for [X] years, so I’ve seen a lot of scenarios.

Also, if I do have a buyer who’s interested, I assume you’d work with an agent on the buy side? Great. I’ll keep your property in mind for them. And if a few weeks down the line you decide you might want professional help, I’d be honored if you’d consider me - but that’s entirely up to you. I respect what you’re doing.” By taking the pressure off, you actually stay in the game. They might very well call you later when they’re fed up doing it alone, specifically because you didn’t pressure them.

“I’ll pay a buyer’s agent 2-3%, but I won’t list and pay 6%.” - “Understood. Saving on commission is the #1 reason people go FSBO. Just so you know, I offer flexible commission options, and my goal is always that you net more even after my fee, than you likely would on your own. The data tends to show agent-assisted sales net higher prices - one recent analysis showed FSBO homes sold for around 17% less on average than agented homes housecashin.com, often because of limited marketing or negotiation. But let’s do this: you keep trying on your own for now. In the meantime, I’d be happy to do a quick walkthrough or look at your home’s features - I might suggest a tweak or two to your listing description or staging that could help attract buyers. Free advice, no obligation. And of course, if I have a buyer, I’ll bring them. Fair?” This response educates them on the value they might be missing (without explicitly saying “you’re doing it wrong”), and again extends help. You’ve planted the idea that they might net less by themselves - which will stick with them.

Pro Tip: Keep an eye on the FSBO’s progress. Many FSBOs give up after a few weeks of no results. If you’ve established rapport, follow up periodically: “Hey, just checking in - how’s everything going with your sale? Need any help with anything?” When they hit that frustration point, you want to be the friendly agent they already know, rather than a stranger.

Also, when showing your value, you can mention you have qualified buyers (maybe even hint you have more reach - e.g., “I have access to a large pool of out-of-state buyers who wouldn’t usually see a for-sale-by-owner listing”). The main goal is to be helpful, not pushy, so that when they decide to list, you’re the natural choice. And given that historically 4 out of 5 FSBO sellers end up working with an agent in some capacity housecashin.com, your patience and support will likely pay off with a signed listing contract down the road.

10. Investor Clients
The Market Analyst

Investor leads (which can include absentee owners or people who actively buy/sell multiple properties) are a different breed. They are typically very numbers-driven and not emotionally attached. When prospecting to an investor, your role is The Market Analyst - someone who brings them deals or information that aligns with their investment goals. You might be contacting an owner of multiple rental properties to see if they want to sell one, or reaching out to people who flipped homes in the past to offer new opportunities.

The conversation should be highly professional, succinct, and ROI-focused. Demonstrating that you understand the market data and can find them value is key to winning their business (which could mean multiple transactions over time if you become their go-to agent).

Script: “Good afternoon [Investor Name], this is [Your Name] from [Your Brokerage]. I work with several investors in the [Local] market. I’ve been analyzing some trends and I identified a few promising opportunities I thought you might be interested in. For example, there’s a multifamily property off Market Street with a cap rate around 7% which is rare in today’s market. I also see you own a couple of rentals in the area - have you considered cashing out on any of them given the appreciation we’ve seen? I can provide a detailed market analysis if you’re curious about their current value or the upside on new deals.”

Notice, this script immediately gives value (mention of a specific deal and cap rate) and acknowledges their current holdings. It positions you as someone who has done homework and is thinking about their investment goals.

⁉️ Key Points/Questions to Cover:

Current Strategy: “What’s your primary investment strategy these days? Are you focusing on long-term buy-and-hold for rental income, or more flips for quick capital gains? Knowing that helps me filter opportunities for you.”

Investment Criteria: “Do you have any criteria for deals you’d jump on? Like minimum cap rate, certain neighborhoods, property condition, price range, etc.? I love to hunt for deals, and the clearer your criteria, the better I can serve up the right ones.”

Disposition Plans: “Given the market is pretty hot, have you thought about selling any of your current properties to take profits? For instance, I noticed the home on Oak St. you bought in 2015 has likely doubled in value. Sometimes reinvesting that equity into multiple cheaper properties can yield higher overall returns. Is that something on your radar?”

Services Offer: “Beyond finding deals, I also assist investor clients with things like running cash-flow projections, providing rental market comps, or even connecting with reliable property managers and contractors. What kind of support would be most valuable to you as you expand your portfolio or optimize it?”

These questions establish you as a partner in their investment success, not just a salesperson. You’re effectively saying, “I get what you care about, and I have the tools/knowledge to help you make money.” By asking if they want to sell any current properties, you might trigger listing opportunities - many investors will sell if the price is right and they have somewhere else to put the money. By asking about criteria, you position yourself to represent them on purchases too.

Common Pushbacks & How to Handle:

Investor is not interested in talking (they get many calls): They might say something brusque like, “Just email me whatever you have” or “I’m good for now.” - “Absolutely, I can shoot you an email with a couple of highlights. Before I do - just so I don’t spam you with irrelevant stuff - is there a particular type of property or deal you’d consider a no-brainer? That way I only send you things that hit your sweet spot. I respect your time and inbox.” This often re-engages them to share criteria. If they still brush off, you can follow up via email with value (e.g., a brief market report or a great deal summary). Over time, as they see your communications, they may respond when something catches their eye.

“Do you actually have a specific deal or are you just prospecting?” - Some seasoned investors will cut to the chase. If you have one, share the basics immediately. If not, be honest but pivot to value: “I have a few I’m evaluating right now - I didn’t want to send anything over until I verified the numbers. What I really wanted was to understand your focus so I can tailor what I bring you. For instance, I see some data that a lot of investor purchases are happening in [XYZ] neighborhood due to upcoming developments. I’m digging into off-market leads there. If you’re interested, I can prioritize finding something in that area for you. In other words, I want to hunt for you, not just show generic listings.” This assures them you’re not wasting their time - you’re offering a custom search.

Pro Tip: Talk their language. Use key metrics - cap rate, ARV (after-repair value), cash-on-cash return, NOI (net operating income), etc., as appropriate for the type of investor. This shows you’re knowledgeable. Additionally, be prepared with data on the spot: local rent trends, average days on market for flips, recent sales of interest. Citing a statistic like, “By the way, did you know 75% of investor purchases lately have been cash deals espressoagent.com - there’s a lot of competition, but also it shows where the smart money is going” can spark further conversation.

The more you come off as an analyst who happens to sell real estate (rather than a typical agent), the more serious investors will engage with you. Once you prove your value by sending a great deal or helping analyze one of their properties’ performance, you’ll likely earn a loyal client who may transact with you multiple times a year.

11. Past Clients & Sphere
The Relationship Rekindler

Your past clients (and people in your sphere of influence) are some of the warmest leads you can have - they already know and hopefully trust you. However, many agents neglect to keep in touch, and thus miss repeat business or referrals. The idea here is to rekindle the relationship in a genuine way.

Provide value or just sincere interest in how they’re doing. Often, this will naturally lead to discovering real estate needs (perhaps they’ve outgrown their home, or have a friend to refer, etc.). Even if not immediate, staying top-of-mind ensures when a need arises, they call you instead of forgetting your name.

Remember: the vast majority of sellers say they would use their agent again, yet only a fraction actually do - usually because the agent didn’t maintain the relationship refermeiq.com. Don’t let that business slip away.

Script (for a phone call): “Hi [Client Name]! It’s [Your Name], the realtor who helped you buy/sell your home [X] years ago. How have you been? I was thinking about you and just wanted to check in. How’s the house treating you? [If applicable, mention something personal you recall: “How’s the new job you were starting around then?” or “Your kids must be getting big now - are they enjoying the new school?”] I also wanted to let you know about a helpful market update I put together for past clients - would it be okay if I sent that over? No obligation, just info on what’s been happening with home values in our area. I think you’ll find it interesting.”

This script is friendly and not overtly salesy. It focuses on them and subtly offers value (market update). It reminds them who you are and rekindles the personal connection.

If calling isn’t feasible, you could do a similar approach via personalized email or even a handwritten note (with less detail, more of a check-in and offer to chat). But calls are often best for immediate engagement.

⁉️ Key Questions to Ask During the Conversation:

“How has life been since you moved? Any big changes (job, family) that could mean your housing needs have changed too?” - This can reveal if they’re thinking of upsizing, downsizing, etc. or maybe they need help finding a home for a relative.

“Is the house still suiting you well? I remember [feature they loved] was a big draw - is that still something you’re enjoying?” - Gets them talking about their home and any pain points or thoughts of change.

“Have you done any upgrades or renovations since you moved in? I love hearing how people put their own touch on a home.” - This is both relationship building and also leads to value: if they have, you can later mention how that might increase their home’s price, etc.

“By the way, do you have any real estate plans on the horizon I could assist with? Even if it’s just an idea of buying an investment property, or maybe a friend or family member looking - I’m happy to help however I can.” - This opens the door for business without being too pushy. You explicitly invite referrals here as well as their own needs.

Common Responses/Scenarios & How to Handle:

“We’re happy where we are, no plans to move soon.” - “I’m really glad to hear that! I love that you’re enjoying the home. I’m not calling to sell you anything, I promise - just wanted to stay in touch. I will send over that neighborhood market report I mentioned so you can see what homes are going for these days (you might be pleasantly surprised at your equity). And of course, if you ever have questions - even minor ones like ‘Should I refinance?’ or ‘What’s the value now?’ - I’m here as a resource. Also, if you need contractor recommendations or anything homeowner-related, don’t hesitate to reach out. I want to be your go-to person for all things home.” This keeps the door open and reinforces your value beyond transactions.

“Funny you called, we have been thinking about [selling/buying/investing].” - “Oh, that’s great timing! I’d love to hear more about what you have in mind.” (Then let them explain, and transition into setting up a meeting: “How about we get together for coffee or a quick Zoom call and go over your options? I can pull some numbers for you so you know exactly what’s possible.”) If they mention a friend or family needing help: “I’m honored you thought of me. Please feel free to give them my number, or if you prefer, I can reach out to them to offer help - whichever you’re comfortable with. I’ll take great care of them.” Always show enthusiasm and gratitude for any referral mention.

Pro Tip: Consistency is key. Don’t make this the one-off call every few years. Ideally, you are “touching” your past clients with value several times a year (newsletters, invites to client appreciation events, holiday cards, etc.).

But even if you haven’t been, it’s never too late to start. When you do rekindle, make sure to deliver something of value as promised - that market report, a home valuation, or even just a useful tip (e.g., “FYI, there’s a new tax deduction for solar panels, thought you might like to know since you had them installed.”). This reinforces your role as their trusted real estate advisor, not just someone who sold them a house once.

Given that 82% of sellers say they would use their agent again refermeiq.com, the business is yours to lose - by staying proactive and helpful, you’ll ensure they come back to you for their next move (and send their friends your way too). 

Follow-up frameworks that get replies

The 3-2-1 sequence

• Day 0 - Call plus text recap: 1 sentence value, 1 question, calendar link

• Day 2 - Email with 3 bullet insights and 1 soft ask for a 10 minute call

• Day 7 - Text with micro-ask: “Want your one-page value snapshot? Yes or no”

• Day 14 - Voicemail with local proof: “Just helped a neighbor on [Street] do X”

• Day 21 - Pattern-interrupt email with subject “Wrong timing or wrong offer?”

Micro-assets to attach

• One-page equity snapshot with 3 comps

• Two right-sized listings for downsizers or two move-up matches for upsizers

• For absentee owners, a net return reality check with rent and expense comps

Turn these scripts into a weekly pipeline routine

• Monday - 60 minutes of Absentee Owners. Use the investment check-in opener and send equity snapshots to anyone mildly curious.

• Tuesday - 45 minutes of Downsizers. Call, then mail a one-page value and two right-size options.

• Wednesday - 30 minutes of Distressed support calls. Lead with resources and timelines.

• Thursday - 30 minutes of FSBO preview calls. Offer cooperation and helpful tips.

• Friday - 45 minutes of Past Clients. Share a hyperlocal market update and ask a warm question.

Use The Share Group leads with these plays

• Explore lead types and counts in your market: https://shop.theshare.group

• Absentee Owner strategy deep dive: https://www.theshare.group/blog/absentee-owner-leads-find-listings-from-absentee-owners

• Want us to help with dialing - ask about our Free ISA calling and campaign setup: https://www.theshare.group

Sources

• The Share Group lead pages and blog: https://www.theshare.group/leads/ and Absentee Owner Leads
• Nolo (foreclosure background and consumer guidance): https://www.nolo.com/
• HouseCashin (FSBO stats roundup): https://housecashin.com/
• ReferMe IQ (repeat/referral insights): https://refermeiq.com/
• Espresso Agent (industry stats and prospecting trends): https://www.espressoagent.com/