Effective circle prospecting scripts and techniques can enable real estate agents to generate more business around their active listings.

Further, top circle prospectors diversify their contacts to residents around their listings via multiple marketing channels. For example, they might use a listing going under contract as the basis for communicating by email, mailer, flyers, door knocking, phone call and etc. They stay first of mind with neighbors in the community while also showing how hard they work to get homes sold.

Watch as Icenhower Coaching & Consulting’s founder Brian Icenhower explains various circle prospecting scripts & methods in this brief video segment from ICC’s online course PROSPECT:

Video: Circle Prospecting Scripts & Techniques

Circle Prospecting Scripts: Just Listed

Hi, I’m (John Smith) with (ABC Realty), and we just listed a home for sale in your neighborhood on (123 Main Street) for ($250,000), and we often find that the ultimate buyer of a home is a friend, family member or acquaintance of someone that lives in the same neighborhood. Since we are doing everything we can to sell your neighbor’s home, I’d like to ask you if you know anyone looking to move into your community?  Answer: “No.

Great!  I truly appreciate your taking the time to try and help. So tell me, when do you plan on moving?  Answer: “No plans”.

How long have you lived in your home?  Answer: “Five years”.

Where did you live before that?  Answer: “Denver, Colorado”.

Excellent!  How did you pick this community?  Answer: “To be near family.”

Great!  So if you were to move, where would you move next?  Answer: “To Florida.”

And when would that most likely be?

  If their answer is 6 months or less, continue:

Did you know that it can take up to 6 months to get a home prepared, marketed and sold in today’s market?  Answer: “No.”

Great!  So do you want your home sold in 6 months, or do you want to start the process of selling then?  Answer: “Sold.”

Perfect!  All that we need to do to start you on your way to (Florida) is pick a time to get together. How does that sound?  Answer: “Great.”

Great!  Would Wednesday or Thursday at 4:00pm work better for you?

Circle Prospecting Scripts: Sale Pending or Just Sold

Hi, I’m John Smith with ABC Realty, and I’m proud to say that we just sold your neighbor’s home over on 123 Main Street.  But we have a new problem.  We generated so much interest in marketing the home that we had several interested home buyers that also want to live in your neighborhood.  So we are now reaching out to all of the neighbors to see if you know anyone else looking to sell their home in the near future?

It is my intent to specialize & focus my practice in this neighborhood. So I’m providing all of the homeowners with a complimentary value of $500 with the hope that they might consider interviewing me when and if they ever decide to sell their home in the future.  You see, an appraiser would typically charge you around $500 to appraise your home, and I’m attempting to help you alleviate that cost to determine what your home would be worth in this market.  Would that be of benefit to you?” 

If they are interested, proceed:

I’d be more than happy to take a brief look through your home to give you a quick value with absolutely no obligation on your part.  I also wouldn’t want you to straighten up your home just for me. I’m a Realtor and we’re very used to viewing homes before they’re ready to show. I assure you it won’t affect the value at all?

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