Use these real estate lead conversion script for real estate agents to convert more phone and internet leads into appointments.
Confident professionals are not people-pleasers, which is why it’s crucial for agents to take control of these initial conversations with buyers to conduct a proper diagnosis with the confidence of an alert and well-trained doctor. A well practiced lead conversion script with accomplish this. For example, a good doctor would not give a patient pain killers or antibiotics just because the patient wanted them. Instead, he would first ask a series of probing questions to inform himself and determine the patient’s needs. Only then would he prescribe a remedy in the patient’s best interests.
Top agents do this too, through active listening. This is simply asking a question, then validating that you have heard buyer responses correctly by repeating them back to the buyer. It sounds like this:
“I understand that you are looking for a 4-bedroom home in the ____________ area as near as possible to ____________ elementary school. Is that right?”
Agents should carry on by asking follow-up questions to expand the amount of specific information, validating each new statement with a similar question, and further ascertaining more of the buyer’s situation and needs.
Lead Conversion Script Video
The following is a sample lead conversion script & dialogue to help you see how an agent can take control of a conversation with a buyer lead over the phone by coming from curiosity and implementing active listening.
Lead Conversion Script & Dialogue:
BUYER: “Could you tell me the price of the home located at 123 Main Street?”
AGENT: “Yes, 123 Main Street, that’ a great house. Are you’re looking to buy sometime soon?”
BUYER: “Yes we’re thinking of moving to this side of town and that house looks really nice. How much is it?”
AGENT: “It’s beautiful home for sure. Tell me, are you renting right now? Or do you own a home?”
BUYER: “We’re renting until we can find a home to buy near my parent’s house.”
AGENT: “Yes being close to family is important for sure. How soon are you looking to move?”
Notice how the agent gently and politely takes back control of the dialogue and asks the questions to collect the information needed. This is all done before answering the prospect’s main question about ‘the price of 123 Main Street’.
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