Circle Prospecting Real Estate Scripts & Objection Handlers

Introduction to Circle Prospecting Scripts

When it comes to circle prospecting, experienced agents and coaches all say you should follow a script. The tricky thing is, there’s no such thing as a “perfect script” and there are a lot of options to choose from. And since no two conversations are alike, even the most popular prospecting scripts aren’t ideal for every situation. 

After studying dozens of scripts from successful prospecting agents, REDX has come up with a set of tried-and-true circle prospecting scripts that will help you build your database and take more listings using GeoLeads. 

Before we dive into your new GeoLeads scripts, here are a few tips to keep in mind:

• Talk Less, Listen More: Aim for a 40% talking, 60% listening ratio. This balance prioritizes the client’s needs and builds trust, rather than focusing only on your achievements.
  
• Be Flexible: Adapt your script based on the lead’s responses. Tailoring your approach to their specific needs ensures each call is personalized and effective.

• Record Your Calls: Use call recordings to analyze and refine your dialogue with a coach. This helps improve your tone, pace, and responses to objections, enhancing your overall prospecting skills.
  
• Practice: Consistent practice is essential for script mastery. It enhances natural delivery and builds confidence, enabling you to handle different conversations effectively.

And remember, your main objective isn’t to sell your services over the phone…
The goal of every call is to have quality conversations, build your marketable database, and secure appointments for face-to-face time with more homeowners. 
By following these script tips, you’ll be able to establish trust, build relationships, and grow your business through effective circle prospecting calls using GeoLeads.

GeoLeads Circle Prospecting Scripts

Circle prospecting is one of the best ways to pack your pipeline no matter the market conditions. Whether you’re building rapport in a hot neighborhood, marketing a property you just listed/just sold, or simply cold calling to build your database, there are a lot of different ways to circle prospect for listings.

REDX GeoLeads is built for circle prospecting. It’s a dynamic lead type that allows you to pick a home or draw a boundary in any neighborhood and get contact information for 25 to 500 of the nearest properties. 

With standard GeoLeads, you can get phone numbers for up to 2,500 leads per month in any ZIP code. With GeoLeads PLUS, you can get phone numbers, email addresses, market trends,  and additional data insights for up to 7,500 leads per month. 

This article includes scripts for all different types of circle prospecting. Just remember, effective script delivery is key to a successful conversation. Your dialogue should be well structured without sounding too stiff or robotic. So even though we’ve given you a scripted dialogue to use here, remember to be flexible and authentic while you talk to prospects.

To help your conversations sound more natural, we’ve included what you should say, along with common responses and dialogue tips.

Let’s get started!

Basic Cold Call Script

Your goal with this script is to 1) find people who are interested in selling NOW and 2) grow your database for future listings. Pretty simple! 

Keep in mind that this basic cold calling strategy is a numbers game. Most people won’t be interested in selling right away or even for several years. But with enough calls, you’ll likely stumble on some low-hanging fruit of people who need to sell soon or have a strong referral. For everyone else, try to confirm their email address so you can add them to your database and nurture over time. Here’s the script: 

First, introduce yourself and find out if they’re open to selling: 

[DIALOGUE]

Hi, [name]?

This is [your name] with [your brokerage]. 

I was calling about your home over on [property address] and was wondering if you’d ever consider selling the property? 

[CONTEXT]

You’re going to get some version of “Yes” or “No.” Let’s tackle both:

If they say “No” have this backup question ready:

[DIALOGUE]
Well, do you plan to sell ever?

[CONTEXT]

They’ll usually respond with something like, “Yeah, I mean, we’re going to sell eventually…”

[DIALOGUE]
Okay, well, when is the soonest that you could see yourself making that move?

[CONTEXT]

If they respond with something like “Within the year” sound really surprised and say: 

[DIALOGUE]
Oh, wow! That soon? Well, I want to make sure you’re all ready when the time comes to sell. Would you be open to meeting up so we can review what other homes in the area are selling for? That way you’ll have an idea of what’s happening in the market when you do sell.

[CONTEXT]

It’s important not to push for a typical appointment here. Just a CMA sit down to make introductions and get some face-to-face time as you demonstrate your expertise and value.  And even if they’re not open to meeting up soon, add them to your database and follow up every few weeks to stay top of mind. 

[CONTEXT]

If they respond something like, “Oh, probably not for 4 for 5 years…”  say: 

[DIALOGUE]
Hey, I totally get it. One thing I’m super clear on is that your house is one of the biggest and most important assets you own. So, you probably want to know more about what’s happening with your biggest asset. Do you mind if we just stay in touch from time to time?

[CONTEXT]

Most people will respond “yes” or “sure” to this question, which gives you an opportunity to confirm contact information and add them to your database:  

[DIALOGUE]
Great! What’s the best email to send you my contact information? 

[CONTEXT]Never waste a lead! Get contact information for as many contacts as possible and add them to a monthly email drip and call them every 4-6 months so they think of you when they need an agent. A lot of agents have built their entire career around this basic circle prospecting strategy. The stronger your database is now, the more business you’ll have in 3-5 years.

If they say “Yes” then your path forward is simple:

[DIALOGUE]
Oh wow! That’s exciting. Well, I’m curious… when were you planning on interviewing an agent like myself for the job of selling the home?

[CONTEXT]

This will open the door to discovering if they’ve already hired an agent or if they’re open to doing business with you. If you need to, ask discovery questions to find out their motives and plans for moving, then work toward setting an appointment:

[DIALOGUE]
Well, I’m truly excited for you, and I’d love to help however I can. Are you available to meet up and discuss your options? I can meet today at [time] or tomorrow at [time]. Which would be easier for you?”

[CONTEXT]

Remember: not many people will say “Yes” and that’s okay. Appreciate the low-hanging fruit where you find it. Otherwise, focus on building your database and nurturing those contacts for a strong future pipeline. 

Just Listed Script (with open house opportunities)

This “Just Listed” script is a great way to boost local attention and interest for your current listings. Whenever you take a new listing, use GeoLeads to drop a pin on the property and call the closest 250 neighbors with this script:

[DIALOGUE]

Hi, my name is [your name] with [your brokerage]. I’m calling about a property I’ve listed [down the street / around the corner / at *say address*]. I’m working hard to get that property sold for my clients. Do you know anyone who might be interested in moving into the area?

[CONTEXT]

This script accomplishes two things at once: 1) Collect referrals. 2) Establish yourself as a hard-working local agent. And if you’ve got an open house planned for the listing, this is a great opportunity to work that into the conversation:

[DIALOGUE]

Before I let you go, I want to let you know about an open house we’re having [date and time of open house]. If you want to say “Hi” or know of anyone who might be interested in looking at the property, feel free to stop by!

(if they seem interested…)

Okay great! Could I get your email real quick to send you a reminder about the open house? 

[CONTEXT]

If they give you their email, great! If not, don’t sweat it. Thank them and move on to the next neighbor. 

Just Sold Script

This “Just Sold” script is a great way to let people know about your recent sale and possibly find new listings in the same area. Whenever you (or someone on your team) sell a home, gather some impressive stats about the sale, then use GeoLeads to drop a pin on the property and call the closest 250 neighbors with this script:

[DIALOGUE]

Hi, my name is [your name] with [your brokerage]. A home down the street from yours on [street address] just sold [for $X above asking price / In X days / After X offers]. I’m calling because there are some qualified buyers looking for a home in this area and they’re having trouble finding one. Have any neighbors talked to you about selling?”

[CONTEXT]

This script also helps you collect referrals while establishing yourself as a hard-working local agent. It also presents an opportunity to add people to your database and offer CMAs:

[DIALOGUE]

Well, do you mind if I send you my contact info in case anyone comes to mind, or you ever decide to move? 

OR

Well, I’d be happy to pull some numbers that would tell you how much your home is worth and how much equity you have. Is that something you’d be interested in?

[CONTEXT]

If they say “yes” great! If not, don’t sweat it. Thank them and move on to the next neighbor.

“HOT” Neighborhood: Find Inventory & Build Your Database Script

This script is very similar to the Basic Cold Call Script, but with a greater focus on building your marketable email list. The script is framed for “HOT” neighborhoods but can be used in any area you’re interested in: 

[DIALOGUE]

Hi, my name is [your name] with [your brokerage]. I’m just making some quick calls through the neighborhood. I’m sure you’re aware of how hot your local market is, and right now we’re struggling to help buyers find good properties. So I’m curious, have you thought about making a move in the next 12 months and selling your home?…”

[CONTEXT]

You’re likely to get a lot of “No”s here, which is fine. Just continue with the script:

[DIALOGUE]

No? Well thanks for your time! Do you know if any of your neighbors are thinking about making a move?…”

[CONTEXT]

You might get a referral here, but again, you’ll likely hear a lot of “No”s. This is your opportunity to make one last value offer:

[DIALOGUE]

Hey, I really appreciate your time. We send out a monthly real estate market report to keep you current on what’s happening with real estate sales and trends in your market. Your neighbors love it! Would you like me to include you on that list?”

[CONTEXT]

This is your opportunity to get their email address and add them to your long-term nurture. This way, you’ll be top of mind in case they, or someone they know, ever need an agent. 

Super Simple Database Script

According to real estate coach Ricky Carruth, “The problem with most scripts is that they aren’t designed to figure out what you can do for the client – they’re designed to figure out what the client can do for you.”  In other words, too many agents put too much focus on closing the sale rather than making a genuine connection. The goal for this script is simple: “Make five new friends a day” by checking in on people and seeing what you can do to help. It works best for agents who are genuinely willing to do anything for a potential client while being polite, professional, and dependable.

[DIALOGUE]

“Hi, my name is [your name] with [your brokerage]. I was just calling to see if there was anything in the world I could do for you.” 

[CONTEXT]

That’s it! You’re bound to catch a lot of people off guard, but this script will lead to a lot of interesting and entertaining conversations. It also opens the door to build your database (see the previous script) in ways that will pay off for years to come. 

BONUS: Door-Knocking Script

Circle prospecting isn’t all about cold calling. Many top agents and coaches still encourage traditional face-to-face prospecting as an effective way to build your database and pick out low-hanging fruit. While door-knocking takes more time and effort than cold calling, the benefits can often outweigh the inconvenience. Homeowners let their guard down when you meet them face-to-face, which presents a better opportunity for authentic connections and conversations. Before you go door-knocking, prepare a well-designed pamphlet or one-pager with your contact information and local market stats on recent sales and median home values for the area. Practice and use this script for powerful door-knocking results:

[CONTEXT]

Knock on door… homeowner opens door…

[DIALOGUE]

Hey, how’s it going today?

[CONTEXT]

They’ll likely say something like, “Fine… how can I help you?” If they seem nervous or upset, don’t sweat it. Just be polite and confident with your script:

[DIALOGUE]

My name is [your name] and I’m a local real estate agent. I came by to drop off some market information for your local area [show and try to hand them your pamphlet/one-pager] and wanted to see if there was anything I could do for you now, or in the future?

[CONTEXT]

They’ll likely say something like “No, I am good, thank you…”

[DIALOGUE]

“No worries! If you ever decide to move and need an agent, shoot me a call, text or email. My information is all on that paper/pamphlet for you. And if there’s ever anything I can do for you, please reach out.” 

[CONTEXT]

Obviously, a face-to-face conversation could go in any number of different directions. Let it! If they want to stand around and chat for 15 minutes, it’s okay to make a new friend. Anything you can do to make a good impression and stay top of mind is well worth your time in the long run. 

Conclusion: Your key to success is practice!

Effectively prospecting GeoLeads Leads isn’t just about having the right script. You must consistently practice and adapt your scripts to meet the needs of each unique prospect. To help, REDX offers these resources to help you master your GeoLeads conversations:

1. REDX Prospecting Community on Facebook (FREE)
   An exclusive online community of REDX customers and prospecting agents to connect with other agents to practice & roleplay your GeoLeads scripts.
   
2. Prospecting Bootcamp ($197)
   Three days of LIVE virtual training with REDX prospecting experts and seasoned real estate agents. Discover routines & strategies while you practice your scripts with other agents and conquer your fear of picking up the phone.
   
3. REDX Roleplay System (Only available to current REDX customers)
   A live roleplay phone line where you can refine your scripts and practice handling objections with trained roleplay partners. 

By incorporating the scripts, strategies, and resources from this article into your prospecting routine, you can build trust with potential clients, understand their needs and motivations, and guide them toward a successful sale. Happy prospecting!

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