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!
This script positions you as a helpful advisor checking on how their “investment” is going. It’s casual and caring, not a hard sell. Use this especially if the property is a rental or has been owned for a while:
Agent: “Hi [Owner’s Name], this is [Your Name] with [Your Real Estate Agency]. I noticed you own a property at [Property Address] that isn’t your current residence. I’m calling to check in on how this investment is working out for you. How are you managing the property from afar - any challenges?”
Wait and listen to their response. Most owners will mention a tenant, a property manager, or admit it’s a bit difficult. This opens the door to continue the conversation in a problem-solving tone.
Agent (continue): “I understand. A lot of absentee owners I talk to share similar challenges. The reason I’m reaching out is to see if I can be a resource. I specialize in working with owners of rental or vacant properties here in [City]. Have you ever considered selling the [Property Type, e.g. “house” or “building”] at [Address] at some point, or are you holding it long-term?”
(If they say they hadn’t thought about it or are unsure, proceed to offer help.)
Agent: “Totally understandable - it’s a big decision. If you’re open to it, I’d be happy to send you an updated market analysis for the property, just so you know what it’s worth in today’s market. Many absentee owners are surprised by how much they could get for their home now. No pressure at all - I’ll provide the info and you can decide from there. Would that be okay?”
This approach is consultative: you’ve started by asking about them and their experience, then gently transitioned to the idea of selling by offering useful information (a market analysis). Key points to remember:
Variation/Tip: For a positive response, schedule a next step. “Great, I’ll email you that market report and give you a call in a few days to see what you think. By the way, if the numbers look good, would you consider meeting to discuss listing options?” Always try to close for an appointment or follow-up if you sense any openness.
This is a more direct, no-nonsense script, useful for quickly identifying serious sellers. It’s a classic prospecting line from top real estate coaches:
Agent: “Hello [Owner’s Name], this is [Your Name] with [Agency]. I’m calling about your property on [Address]. I was just wondering - when do you plan on selling that property?”
This straightforward question can catch someone off-guard (expect a pause or even a chuckle), but it immediately signals the purpose of your call. Common initial responses from the owner might be “I’m not planning to sell” or “Maybe not for a long time” (or even “Never”). That’s okay - you’ve started the conversation. Here’s how to continue:
Agent: “No problem at all - I figured I’d ask! Out of curiosity, how long have you owned it?” (Let them answer - show genuine interest in their story. They might say, “Oh, about 10 years,” etc.)
Agent: “Wow, 10 years is a long time. A lot has changed in the market since then. If you ever were to sell, when do you think that might be?”
(If they still insist “never” or no idea, you can pivot to offering help instead of pressing.)
Agent: “I hear you. Since selling isn’t on the table right now, I’m happy to provide you occasional updates on the market value or any changes in the neighborhood. That way, if circumstances ever change, you’ll be informed. Does that sound fair?”
If, however, the owner gives any indication of a timeline (e.g. “Well, maybe in a year or two when the tenants’ lease is up” or “If the price is right, maybe sooner”), that’s your cue to dive in. You might respond with:
Agent: “That makes sense. You know, it can take a few months to get a property sold in this market from start to finish. If you’re thinking of possibly doing something in the next [timeframe they mentioned], it wouldn’t hurt for us to chat now and even look at what it’s worth. I could even propose a strategy to get it sold within your timeline. Would you be open to setting up a meeting (or call, if they’re out of town) to discuss that further?”
The direct ask script is powerful in its simplicity. It quickly separates the truly motivated leads (those who say, “Actually, I was thinking of selling!”) from those who need nurturing. Don’t be afraid of a “No” - even a “No, not planning to sell” can be turned into a future opportunity by offering to stay in touch. Just by asking the question, you’ve planted a seed in their mind that selling is an option. Some owners might actually reveal a reason they hadn’t advertised (e.g., “I’m not selling because I owe too much” or “I’m waiting until my son graduates college”). Whatever they answer, use it to tailor your follow-up.
Pro Tip: Keep a friendly, upbeat tone even when being direct. If they respond with surprise or a chuckle (“Sell? I haven’t even thought about it!”), you can laugh lightly with them and say, “I know it’s an unexpected question out of the blue, but I work with a lot of owners like you, and sometimes the timing turns out just right.” Being bold is fine as long as you’re also personable.
This approach immediately offers something valuable: information. Absentee owners often lack up-to-date knowledge of their property’s market value, so offering a quick update or analysis can hook their interest.
Agent: “Hi [Name], [Your Name] calling - I’m a local real estate agent here in [City]. I’m reaching out because I have some updated market information about your property at [Address] that I thought you might find useful. Would you be interested in a free report on what your property could sell for in today’s market?”
Then pause. Often, curiosity will get the better of them - many will say, “Sure, why not?” or at least “What’s the catch?”
Agent: “No catch at all. I provide this as a service, especially for folks like you who don’t live in the property. The market has been [describe briefly: e.g. “rising steadily in that neighborhood” or “shifting in the last few months”], and you might be pleasantly surprised by the current value. I can put together a quick comparative analysis and email it to you. It will show recent sales around [Address] and an estimate of what you could potentially get if you sold. There’s no obligation, of course - it’s just good information to have.”
(If they agree, confirm their email and perhaps their timeframe:)
Agent: “Great! What’s the best email to send that to? And out of curiosity, is this a property you’d consider selling if the price was right, or is it more of a long-term hold for you?”
This last question is gentle but important. It helps gauge their motivation without pressure. If they say “Well, if the price was really good, maybe I’d consider it”, you have an opening to continue the dialogue after they see the report. If they say “No, I’m holding onto it”, you can still provide the info and stay in touch for the future.
Agent (closing the call): “Excellent - I’ll send that report to you by [specific day]. Take a look, and I’ll give you a ring in a few days to see if you have questions. Even if you’re not looking to sell now, at least you’ll know what it’s worth. And I’m here as a resource whenever you need anything, even a contractor recommendation or a question about the market.”
By offering a concrete value upfront (the CMA or market report), you build trust. You’re proving you’re willing to invest time in them without immediately asking for something. Many savvy agents find that this approach not only leads to listings, but also referrals - an owner might mention to a friend, “This agent sent me a great analysis of my property, very helpful.” It showcases your professionalism and market expertise.
Remember: When following up with the promised info, deliver quality. Since The Share Group leads include owner email addresses, you can easily email the report. Make sure your email is personalized and reiterates your offer to discuss the analysis. (We’ll cover email scripts later in the book.)
Owners perk up when they hear there might be immediate demand for their property. This script leverages that psychology by mentioning buyers or investors interested in the area. Only use this if it’s truthful or at least highly plausible - dishonesty will burn bridges. Often, you might not have a specific buyer, but you know generally that properties in their area are in demand (low inventory, investor interest, etc.). Frame it in a way that creates urgency without making false promises.
Agent: “Hi [Owner’s Name], I’m [Your Name], a real estate agent in [City]. The reason I’m calling is that I work with a number of buyers and investors looking for properties in the [Neighborhood/Area]. I noticed you own the house at [Address]. Have you thought about selling it if you could get a good price? I potentially have people interested.”
This introduction immediately gives them a reason for your call that benefits them: potential buyers. It’s casual but targeted. Common responses might be: “Well, I’d sell if the price is right”, or “Do you have an actual buyer?”, or “No, not really, it’s rented”. Here’s how to handle each briefly:
The Buyer-in-Hand script works on the psychology of scarcity and opportunity. It suggests “You might be able to sell now with minimal hassle”. If they’re somewhat open to selling, this will draw them out. Always be honest - if you don’t truly have a specific buyer, emphasize that demand is high and you have “potential” buyers. This is usually true in many markets (investors are often hungry for off-market deals, for example). If you do have a specific buyer in mind (perhaps an investor client or a colleague with buyers), even better - you can mention a vague scenario like, “I have a colleague with a qualified buyer looking in that zip code right now.”
Tip: If the owner shows strong interest, try to close quickly for an appointment. For example, “Why don’t we do this - I can stop by the property, take a quick look, and give you a more concrete idea of what it could sell for and how fast. Even if my current buyer doesn’t fit, I’m confident I can find one. When might be a good time for me to take a look?” If they’re out of state, propose a detailed phone/Zoom meeting and ask them to send some photos or details of the property via email ahead of time.
Some absentee owners may respond better to a very casual, relationship-building call rather than a value or demand pitch. This script is about making a human connection first, then easing into business.
Agent: “Hi [Name], I’m [Your Name], a realtor here in [City]. How are you today? … I know this call is out of the blue - I’ll keep it brief. I just wanted to introduce myself because I work with a lot of property owners who, like you, own homes here but live elsewhere. I was looking at the property you own on [Street Name] and thought I’d reach out and personally say hello. Do you have a minute?”
(If they sound willing to chat, continue; if they’re busy, offer to call back later.)
Agent: “Great! First, I want you to have my name and number in case you ever need anything. I often help absentee owners with little things since they’re not local - even if it’s just checking on the property or recommending a good handyman. So, please save my number. And of course, if you ever decide to sell the place or need any real estate advice, I’d love to help. By the way, how has it been owning that property from a distance? Any challenges, or has it been smooth?”
Here, you’re focusing on building rapport and positioning yourself as a go-to local helper, not just a salesperson. The mention of helping with little things can surprise them (in a good way). Maybe they haven’t had any issues, but maybe they have (e.g., “Actually, I had to deal with a broken pipe last month from three states away - not fun!”). This gives you a chance to empathize and subtly reinforce why having a local expert (like you) could be valuable.
After they share a bit, you can gently feel out selling intent:
Agent: “I’m glad to hear [or sorry to hear] that. You know, a lot of folks in your situation eventually consider whether holding that property is worth the hassle or if cashing out would be better. Have those thoughts crossed your mind at all? No pressure, I’m genuinely curious.”
Depending on their response (maybe “Yeah, I’ve thought about selling if it becomes too much trouble” or “Not really, I’m keeping it for now”), you adjust:
This soft approach is about playing the long game. You might not get an appointment out of it today, but you’re setting the stage for future business. Because you’re branding yourself as the helpful local agent with The Share Group’s data (you had their contact info handy to make the introduction), you differentiate from any other random callers. In sales, people often do business with those they know, like, and trust - this script is how you start becoming known, liked, and trusted.
Takeaway: Cold calling absentee owners doesn’t have to be “cold” in tone. Whether you choose a direct script or a friendly chat, listen actively to the owner. Absentee owners will reveal valuable information if you give them space to talk - like tenant problems, plans, or worries. Those insights will tell you which angle to pursue (e.g., if they complain about tenants, focus on how selling could remove that headache; if they mention they’ll retire soon, highlight how selling might fit their plans). Always end calls with a clear next step or at least an agreement to keep in touch.
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.
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.
“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.
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.
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.
“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.
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.).
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.
“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.
“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.
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.
“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.
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.).
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…”).
“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.
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.
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.
“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.
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.
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.
“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.
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.
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.
“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.
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.
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.
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.
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.
“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.
“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).
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
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.
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