Real estate agents need to regularly find owners who want to sell their properties as part of their job. In the present day, online listing sites can include many houses or properties ready for sale. Still, cold calling remains one of the most effective ways to manage real estate prospects who want to sell their house.
As a real estate professional, when you make a cold call, your goal shouldn’t be only to gather information but also to know about the selling motivation of homeowners. So that it can help with scheduling a follow-up or setting an appointment with real estate prospects.
In this article, we will share some proven structures for writing highly effective cold-calling messages for real estate prospects.
What Are Motivated Seller Cold Call Scripts?
Cold calling is one of the most effective B2B lead generation and appointment-setting channels for the real estate industry. Real estate agents and sales development teams use this technique to identify motivated sellers who want to sell their house for strong personal or financial reasons.
The cold call script that is used by real estate agents or investors to identify and reach out to those who are interested in selling their property for various reasons is known as a “motivated seller cold call script.”
The main goal of a motivated seller cold script is to generate real estate leads by identifying the motivational factors of property owners that make them consider selling their properties.
The major parts of a strong, motivated seller script must include the following:
- A natural opening
- Owner verification
- Motivation discovery questions
- A simple next step
The Cold Calling Framework That Works
Opening
The first few seconds of a cold call are very important to build trust with a prospect and keep the conversation alive. A potential customer may know nothing about your company, so you need to make sure that they understand what you are saying.
Studies show that if a prospect doesn’t understand your offer in the first 10 seconds, they may not carry the conversation forward.
Example: Hi {{Prospect’s Name}}, I am {{Your Name}} from {{Company Name}}. I apologize if it is not the right time. But I’ll keep this brief; do you have a few minutes?
Qualification
Lead qualification is an important part of any cold call or follow-up. When reaching out to real estate prospects, the first thing you need to do to qualify your lead is to verify whether the person you are talking to is the owner of the property or if they have any selling intent.
Example: “Is this {{Prospect Owner’s Name}} from {{Prospect’s Address/Location}}. I am just checking if you have decided to sell your property lately.”
Motivation Discovery
This is a stage where you investigate why the owner of a property or house wants to sell. People sell properties for different reasons, such as if they are facing any challenges, if they want to relocate, or if they are happy with the property’s condition.
Example: “May I ask why you are planning to sell your property? Is there a personal or environmental issue, like you don’t feel comfortable living in your neighborhood?
In this section, you can ask questions such as the following:
- Could I ask why you want to sell this property?
- What is your major goal for selling your property?
- May I ask what your expectations are for selling this property?
- Would you please share your specific concerns about your property?
- How soon do you expect to complete the selling process?
The motivation discovery helps the real estate sales professional in negotiating and understanding the urgency of a property owner to sell that property.
Value Statement
In real estate cold calling, agents need to offer some clear benefits to prospects so that they become interested in scheduling appointments. It is known as a value statement.
Example: “We help owners estimate the true market value of their property in their areas and connect them with serious buyers who are ready to move in quickly.”
Appointment Close
After offering the value statement, you have to try to book an appointment with the prospect. Don’t be pushy; just ask if they are available or willing to schedule an appointment. If they show interest, then create a schedule and confirm the appointment.
Here is an example of closing an appointment:
Example: “Would you be available for a quick 10‑minute call this week so I can show how we work? Does {{Day/Time}} fit your schedule?”
Real Estate Cold Calling Scripts to Find Motivated Sellers
Here are some cold calling script templates that can be highly effective for managing motivated sellers for real estate agents. We have used these example templates in one of our real estate cold calling campaigns for a client.
These templates helped our client book 55 qualified seller appointments in 4 months. They had 44% monthly growth and a 40% conversion rate from the campaign.
Script 1 – Direct Motivation Script
I am {{Your Name}} from {{Your Company}}. Is this {{Prospect’s Name}}?
We work with homeowners interested in selling their house at a good market price. I was wondering if you have ever thought about selling your property. I can schedule a quick conversation to show how we can support you with selling your house.
Qualification Question
“I was wondering if you have ever thought about selling your property’’ – is the qualification question of this script.
Why it Works
- Start with an open greeting and a strong value proposition, such as selling a house at a good market price.
- Qualify the lead by asking whether they have the buying intent.
- Then, end the conversation short by offering a schedule for a quick conversation.
Script 2 – Price Motivation Script
Hi, I am {{Your Name}} from {{Company Name}}. I hope you’re doing well. May I confirm if I’m speaking with the owner of {{Property Name/Details}}? We have some buyers who are currently looking for homes in your area. I am just curious to know what price range you would consider if you were selling your property?
If so, I would be happy to arrange a brief call or meeting this week at a time that works best for you.
Qualification Question
I am just curious to know what price range you would consider if you were selling your property? – This is the qualification question for this script.
Why it Works
- Start with warm greetings and confirm the ownership and location of the property.
- Then give a very good value proposition: ‘buyers with a strong offer on property’
- Instead of pushing a sale, invite for a brief call or meeting
Script 3 – Future Plans Script
This is {{Your Name}} from {{Your Company}}. Is this {{Prospect’s Name}}? I’m actively working with buyers who are interested in properties in your area, and I’ve helped many homeowners successfully sell their homes. Some of them even received offers above their asking price.
May I ask if you’ve considered selling your house in the near future?
Qualification Question
May I ask if you’ve considered selling your house in the near future? – is the qualification question for the script.
Why it Works
- Start with a warm greeting, reason for calling, and line to build authority: “I’ve helped many homeowners successfully sell their homes.”
- Deliver a good value proposition to hook the prospect, saying, ‘Some of them got more than the asking price.’
- Ends with an open-ended question to identify if the buyers have a hidden motivation.
Script 4 – Situation Discovery Script
I am {{Your Name}} from {{Company Name}}. I help property owners by connecting with the buyer who offers a good price and flexible moving options.
May I ask if you are considering selling your house, and if so, why?
(if yes)
Would you be available for a quick call or meeting so we can talk more about this?
(If not)
Ok, great. Let me know if you plan to sell your house in the future. Thank you.
Qualification Question
May I ask if you are considering selling your house, and if so, why? – is the qualification question for the script.
Why it Works
- Start with a warm greeting and confirm the selling intent.
- Give a clear value proposition, such as connecting with a ‘buyer who offers a good price and flexible moving options.’
- Shows how to end the conversation shortly if the seller is not interested.
Script 5 – Investor-Style Script
This is {{Your Name}} from {{Company Name}}. Am I talking to {{Prospect’s Name}}?
We work with the homeowners from your area to sell their houses. We’ve helped people make a smooth sale without the usual headaches, like a repair or renovation.
Are you looking for flexible selling options where you don’t have to invest?
Would you be open to a quick chat to see if what we do could be a fit for you?
Qualification Question
“Are you looking for flexible selling options where you don’t have to invest?” – is the qualification question for the script.
Why it Works
This cold calling template is useful for reaching out to the prospect if you know that they want to sell their house, but something is holding them back. Use this when you know a property is worthy enough to invest in and the owner is open to negotiation.
Script 6 – Property Condition Script
Hi {{Prospect’s Name}}, I am {{Your Name}} from {{Company Name}}. Are you considering selling your house? And, if so, could you share some details about the condition of your house?
Many homeowners prefer to sell their property the way it is. So we ask for the condition to estimate its market value accordingly.
Let’s schedule a quick call if you have time this week.
Qualification Question
“Are you considering selling your house? And, if so, could you share some details about the condition of your house?” – is the qualification question for the script.
Why it Works
- Keep the conversation short and to the point by asking about the selling intent and the condition of the house
- Then, give a value proposition with clear reasoning, like they are asking because of a proper evaluation of the property’s market value
- Ends politely with an invitation to schedule a quick call, no extra words or pressure to sell
Script 7 – Landlord Script
Hi, this is {{Your Name}} from {{Company}}. Am I speaking with {{Landlord’s Name}}?
Many landlords are showing interest in selling their property, as managing tenants has become more challenging.
So, have you ever wanted to sell your property, considering such a hassle?
I’d be glad to schedule a quick call or meeting this week to show you how to make the selling process smooth for property owners like you.
Qualification Question
So, have you ever wanted to sell your property, considering such a hassle? – is the qualification question for the script.
Why it Works
- Start with a clear greeting and confirm the lead’s identity.
- Address a common pain point of the landlord to uncover hidden motivation.
- Send a follow-up question on selling intent.
- Then, it ends with a value proposition that makes the selling process smooth for the landlord.
Script 8 – Timing Script
Hi, this is {{Your Name}} from {{Your Company}}. Am I speaking with {{Prospect’s Name}}?
I was just asking if you had any plans to sell your property in the future. I’ve worked with several homeowners who shared their plans early.
Since we knew their timeline, we helped them secure great offers.
Are you interested in having a quick chat about this?
Qualification Question
“I was just asking if you had any plans to sell your property in the future.” – is the qualification question for the script.
Why it Works
- Start with a greeting and confirm the owner’s identity.
- Tell the reason for calling and ask about the timeline as a follow-up question to build engagement.
- Then, say how sharing that information can benefit the owner and invite them for a chat.
Script 9 – Off-Market Script
Hi, I am {{Your Name}} from {{Company}}. Am I speaking with {{Prospect’s Name}}?
I had some clients who avoided public listing because you need to do constant showing, and also get pressure to accept lower offers.
“Would you consider selling your property if you had the option to avoid public listing?”
Qualification Question
“Would you consider selling your property if you had the option to avoid public listing?” – is the qualification question for the script.
Why it Works
- Start with a greeting and confirm ownership.
- Address a common concern or pain point of public listing to identify hidden motivations.
- Send an invite to offer a solution to the problem of public listing.
Script 10 – Local Buyer Script
Hi, I am {{Your Name}} from {{Company}}. Am I speaking with {{Prospect’s Name}}?
We have some clients who want to buy homes in your area. Some of them are willing to offer more than {{X%}} of the market price.
Would you consider selling if you received an offer like that?
I can schedule a quick call for you this week. What time works best for you?
Qualification Question
Would you consider selling if you received an offer like that? – is the qualification question for the script.
Why it Works
- It is a personalized message saying that the agent has buyers looking for homes in the owner’s areas.
- Then, offer a value with clear metrics that buyers are willing to go above market price for.
- Ask the owners if they are interested and let them set a time, no pressure or urgency.
Script 11 – Follow-Up Script
Hi {{Prospect’s Name}},
This is {{Your Name}}. I’m calling because we recently spoke about your property, and I just wanted to confirm if you’re still interested in selling.
If so, I can connect you with some buyers in your area.
Would you be open to a quick conversation to explore the options available?
Qualification Question
I’m calling because we recently spoke about your property, and I just wanted to confirm if you’re still interested in selling. – is the qualification question for the script.
Why it Works
- Keep the message short, as it is a follow-up
- Check if they are still interested because there are buyers available
- Send the invitation to talk about the available options to motivate the buyers
Script 12 – Voicemail Script
Hi {{Prospect’s Name}}, This is {{Your Name}} from {{Company}}. I work with the homeowners in your area. I am calling to check if you or someone you know is interested in selling their house.
I am leaving my contact information:
My number is: {{Number}}
I repeat again:{{Number}}
Please reach out if you are interested in selling or want to schedule an appointment.
Qualification Question
I am calling to check if you or someone you know is interested in selling their house. – is the qualification question for the script.
Why it Works
- Very short, polite, and well-structured message
- Say the reason for calling and request to share information if anyone else is interested in selling
- Leave the contact information with a repeat to avoid any chance of error
Why Cold Calling Works for Motivated Seller Lead Generation
Cold calling can be very effective for sales lead generation because it helps to identify the prospect who has some motivation or interest to sell their property, but is not serious enough to contact an agent or investor.
So here are some reasons why cold calling is frequently used in real estate:
Searching for a Seller with a Hidden Motivation
Property owners may not always have an active interest in selling their house. But many often consider selling their house for several reasons, such as wanting a bigger house or liking their property but not the neighborhood.
Owner Answers Phones
About 28% of prospects answer cold calls in real estate, and the best time for cold calling is between 10 AM and 2 PM. So there is a high chance that your phone is going to be answered when you reach out to real estate prospects through cold calls.
Motivation Changes Quickly
Real estate leads can quickly change their thoughts on selling their property as their personal situations don’t stay the same over time. For example, someone who wasn’t considering selling options may want to sell if the price of their property suddenly increases.
Conversation Reveal Opportunities
Some people may never think about selling. Sometimes, they can have some hidden concern, like they need to repair or renovate to make sales, or they may decide to move into a new house if you have a buyer who is willing to pay way more than the market price.
Real estate appointments are easy to schedule
Scheduling a real estate appointment is not difficult at all, like scheduling a doctor’s or lawyer’s appointment. Prospects just need to say a date and time while on a call, and the real estate agents will book an appointment for them.
Cold Calling Tips for Finding Motivated Sellers
Some specific practices in real estate can help you find prospects who want to sell their properties:
Ask Motivation Questions
Real estate leads may not show any interest directly when you ask them if they want to sell their house. So always remember to ask a few questions when someone takes your phone call, such as how long they have been living in their property, what the condition of their house is, and whether they are planning to move out in the future.
Confirm Ownership
When you call the number of a real estate prospect, there is a chance that someone else can answer the phone. So always confirm first if you are talking to the owners before you start the main conversation.
Keep Calls Natural
Even though having a script is one of the best practices for cold calling leads, you need to make your cold calls like a natural conversation. There should be some genuine response in your cold calls so that it doesn’t sound like a scripted conversation.
Stay Consistent
It is important to stay prepared and put consistent effort into pursuing each lead. It doesn’t mean that you will get to convert every lead when you cold call regularly, but showing a good amount of dedication will increase your chance of converting your prospects.
Follow Up Multiple Times
A study shows that in real estate, more than 42.5% of appointments are set through cold calling. Following up multiple times on a prospect helps you build a professional connection with them. It also helps you to get better at cold calling and setting appointments with your prospects.
Final Thoughts
Cold calling can be very effective for finding sellers who are interested in selling their properties. A structured cold calling script helps you to identify the motivation of sellers, getting them close to accepting an appointment from you.
However, it is important to remember that the scripts you use for every prospect need to be highly personalized to maximize the success rate. Since the motivation to sell may not be the same for everyone,
How CallingAgency Can Help You with Real Estate Lead Generation and Appointment Settings
CallingAgency can help you connect with high-quality real estate leads with our lead generation and appointment-setting services. Our team sends timely confirmation messages and updates so that you can make your meeting successful.
We use multi-channel outreach and a thorough lead qualification process so you only get the lead who is most suitable for your ideal customer profile. Our team gives you detailed reports and analysis on lead follow-up so you can adjust your real estate strategy according to your needs and get the best results for your outreach campaigns.
