Real Estate Prospecting Scripts
Openers and follow-up questions for expired listings, FSBOs, circle prospecting, old leads, and past clients.
What makes a real estate prospecting script work?
A useful script earns a brief conversation. State your name and brokerage, give a truthful reason for calling, ask one relevant question, listen, and agree on a specific next step. Keep it flexible so the homeowner does not feel read to.
Simple framework: Identify → Context → Question → Listen → Next step. The examples below are starting points; customize them to the facts you can verify.
Real estate prospecting scripts by lead source
A respectful second opinion
“Hi [Name], this is [Agent] with [Brokerage]. I noticed your home is no longer listed. Are you still considering a move, or have your plans changed?” If yes: “What would you want a new approach to address?”
Offer a useful perspective
“Hi [Name], I’m [Agent] with [Brokerage]. I saw you’re selling [address] yourself. How is the process going so far?” If they raise a challenge: “Would a brief market comparison help you decide what to do next?”
A verified local reason
“Hi [Name], I’m [Agent] with [Brokerage]. We recently [listed/sold] a home on [street]. I’m checking whether any neighbors want an update on what that activity may mean for their property. Would that be useful?”
Reopen without pressure
“Hi [Name], this is [Agent] with [Brokerage]. You asked about homes in [area] a while ago. I wanted to check whether a move is still on your radar, or whether I should close out my follow-up.”
Lead with relationship
“Hi [Name], it’s [Agent]. I was thinking about your move to [area]. How is the home working for you? If you’d like, I can send a quick update on what similar homes nearby have sold for.”
Use only truthful details. Do not imply a home sold, a buyer is waiting, or a previous inquiry exists unless your records support it.
Move from interest to a real appointment
Ask one question at a time
- “What has changed since you first considered moving?”
- “What timeline would make sense if you decided to sell?”
- “What would you need to see before meeting with an agent?”
- “Who else would be involved in the decision?”
Close with a clear choice
“I can bring a short pricing review and a plan for your situation. Would Tuesday at 4 or Thursday at 11 be better?”
If the person is not ready: “Would you prefer a market update next month, or should I leave it here?” Record the answer and honor it.
Responses that keep the conversation honest
| Prospect says | Agent response | What to record |
|---|---|---|
| “We already have an agent.” | “Understood. I wish you a successful sale. Is there anything you need from me?” End the solicitation unless invited to continue. | Representation status; any request not to be contacted. |
| “We are not ready.” | “That makes sense. What would need to happen before the timing feels right?” | Timeline, trigger, permission for future follow-up. |
| “How did you get my number?” | Answer accurately based on the actual source. Offer to stop contacting them. | Lead source and suppression request. |
| “Send me information.” | “Happy to. What would be most useful: recent comparable sales, a pricing review, or the steps to prepare?” | Requested topic, channel permission, due date. |
How to coach scripts without sounding scripted
- Pick one lead source for the call block.
- Confirm the local market fact before dialing.
- Practice the opening and two likely responses aloud.
- During calls, mark the question that earned a substantive answer.
- Review a small sample of recordings where permitted, including opt-outs.
- Update the script based on conversation quality and appointments kept, not only dial counts.
ProspectBoss documents on-screen and dynamic scripts; teams can test a shared script while recording outcomes and follow-up in the calling workflow.
Respect the contact’s choices
Before using any calling script, check applicable federal and state rules, the National Do Not Call Registry, your internal suppression list, consent requirements, and brokerage policy. Identify yourself truthfully. If a person asks you to stop, record and honor the request. Calls, texts, prerecorded messages, and recordings can have different requirements.
Read FTC telemarketing guidance and have counsel review your team’s exact workflow.
Real Estate Prospecting Scripts FAQ
What is the best real estate prospecting script?
The best script is truthful, relevant to the lead source, and short enough to invite a reply. Identify yourself, explain the reason for the call, ask one question, and agree on the next step.
What should I say to an expired listing owner?
Acknowledge that the listing ended, ask whether the owner still plans to move, and listen before proposing a second opinion. Do not claim to know why the home did not sell.
How do you call old real estate leads?
Reference the actual earlier inquiry, ask whether a move is still relevant, and offer a clear opt-out. Record the response and next action.
How should an agent handle “not interested”?
Respect the response. Ask whether future follow-up is welcome only when appropriate, and honor any request to stop contacting the person.
Can ProspectBoss display scripts during calls?
ProspectBoss has documented on-screen call scripts and dynamic script workflows. Confirm current availability and setup in the version your team will use.
Turn a good script into a repeatable call process.
Put the right lead, conversation history, and next action in one repeatable prospecting workflow.
Schedule a ProspectBoss Demo- ProspectBoss call script setup — on-screen script workflow.
- ProspectBoss dynamic scripts — branching script workflow.
- FTC telemarketing guidance — outreach safeguards.