4 unique, one-line scripts that close the deal with promising leads

By
Real Estate Technology with realtor.com®

You’ve sent the follow-up texts and the nurture emails, you’ve beat around the bush as much as possible. At some point, you have to know if a lead is worth pursuing any further… so, what’s your go-to script for sealing the deal?

If you don’t have a strong closing line, don’t fret! Review four possible options below to see which one best matches your style. Practice saying the lines a few times until they come out naturally. Then, let ‘errip!

 

Script One: Act as their guide

When Rachel Adams Lee of the Rachel Adams Group in Sacramento, California, is working to close a buyer lead, she presents herself as the person who will help guide them through the process from start to finish. Her closing line is:

 

“Let’s do the right thing and have you speak  with one of my preferred lenders.”

 

Script Two: Ask to make it official

If that line doesn’t sound right, or Rachel  is working to close a seller lead, she tries a different approach. In this case, she’ll explicitly ask them to work with her — and remind them that if she is going to act on their behalf, they should be entered into an exclusive agreement.

Of course, this doesn’t have to be a stodgy, old-school question. Adams Lee prefers to go with:

 

“Are you willing to work with me exclusively? I don’t want you dating other people. :)”

 

Script Three: Explain what they get if they go exclusive

Claire Killen, the broker/owner of a small firm in Minneapolis, Minnesota, loves that she can offer her clients one-on-one help and a truly customized experience. After explaining that she only works with a small number of clients, Claire verifies that they understand how unique her model is. By standing apart from large firms or teams, she usually finds that she gets the sale. Here’s her closing line:

 

“I’m a boutique style company. You get me. You’re not on a conveyor belt. I have assistance, but you have me from start to finish. Does that work for you?”

 

Script Four: Accept them as a client to win the deal

Eric Hatch of Century 21 Cornerstone in Auburn, California, has perhaps the most aggressive approach of the four. He reinforces with his clients that he doesn’t take on just anyone, but he is interested in working with them.

By making them feel like they passed a test and are going to get superior service from a superior agent, Eric’s final line asks if they agree that they’d make a great professional match:

 

“I like what I heard  and I’m choosing to move forward to take you on as a client. How do you feel about me and my services?”

 

What do you think? Do you have your own one-liner that you prefer to use?

Every agent is different — and so is every client! Do you have a go-to closing line or do you prefer to read the direction of the conversation and “wing it?” Tell us your closing line in the comments or let us know on our Results Series Facebook page, where we keep in touch with more than 35,000 agents nationwide!

 

Comments (18)

Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for the script. I do not use any  script . I will check out your Facebook page.

Aug 04, 2017 03:34 AM
Realtor.com® - A division of Move, Inc.

It's awesome that you have your own style that doesn't require a script... remember, if it's not broke, don't fix it! But we are glad you liked the content and look forward to connecting with you on Facebook. Have a great day, Gita Bantwal.

Aug 08, 2017 01:49 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning,

Scripts are fine for some especially if you put them in your own words. I'm not afraid to simply ask them for the business. I've already had them sign the Information on Brokerage Service form at first meeting and explained how agency works in Texas. Next step.... sign a Buyers Agency Agreement.

Aug 07, 2017 04:39 AM
Realtor.com® - A division of Move, Inc.

You're so, so right, Dorie Dillard. We always recommend testing out scripts a few times aloud before using them in traditional practice. You can find your own rhythm, words... or decide that the script is just NOT right for you, and avoid using it. We're glad you have a system that works for you!

Aug 08, 2017 01:50 PM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Somehow, I find these just too cutesy and contrived... really not my style and after 25 successful years of converting leads, I doubt I'll adopt any of these. And I'm not with a boutique company, but I provide highly personalized, boutique-style services, nonetheless.

Aug 07, 2017 05:12 AM
Realtor.com® - A division of Move, Inc.

Thanks for weighing in, Nina Hollander! Perhaps talking about your personalized service is a part of the informal script you use each and every day. We're glad you know yourself well enough to not use a script that doesn't match your style. Have a good one!

Aug 08, 2017 01:51 PM
Chad Felter
Virginia Beach, VA
Providing service through out Hampton Roads

Scripts are a great guide line to secure the response you pursue once you internalize the psychology of the thought process involved in the interaction.

Aug 07, 2017 05:22 AM
Realtor.com® - A division of Move, Inc.

Thanks, Chad Felter! We agree that scripts are a great way to stay on target and they're especially helpful if you're going after a new type of client (perhaps changing from buyers to listings) or if you have missed a series of opportunities because you haven't been direct enough. Hopefully you found one of these scripts useful for you! 

Aug 08, 2017 01:52 PM
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

We all use 'scripts".  We use similar phrases over and over because they work for us.  How we explain our value proposition when we meet with buyers or sellers is our "script".  We do need to communicate in a way that is genuine and is natural for us.  I wouldn't want to be too cutesie with a first meeting when I don't yet know the person. 

 

Aug 07, 2017 05:50 AM
Realtor.com® - A division of Move, Inc.

We agree, 100% -- and that's why we were excited to share a few scripts from top conversion experts. But even more than that, we agree that your "script" can be a natural progression of a conversation, where you remain focused on your goal and clear about what you have to offer. One-line closing scripts aren't for everyone, so we are glad to know you've found what works for you! Thanks, Shirley Coomer.

Aug 08, 2017 01:54 PM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Good basic concepts.

Aug 07, 2017 07:04 AM
Realtor.com® - A division of Move, Inc.

Thanks, Olga Simoncelli

Aug 08, 2017 01:54 PM
Ron Tissier
Chapman Hall Premier Realtors (404) 580-9069 - Atlanta, GA
Defining Homes. Defining Lifestyles.

These one liners don't feel scripted to me.  I prefer a direct approach.  Time is money and I'd rather know sooner than later if we're going to work together.

Cheers!

Aug 07, 2017 10:14 AM
Realtor.com® - A division of Move, Inc.

We agree that it can be awkward if a script doesn't match your personality. We're glad you've found a direct approach that helps you close the deal. Thanks, Ron Tissier!

Aug 08, 2017 01:56 PM
Bruce Kunz
C21 Solid Gold Realty, Brick, NJ, 732-920-2100 - Howell, NJ
REALTOR®, Brick & Howell NJ Homes for Sale

Interesting. I don't think I can come up with typical questions I use to gain a conclusion, but perhaps I should think about it. Makes sense.

Thanks for sharing,
Bruce

 

Aug 07, 2017 04:16 PM
Realtor.com® - A division of Move, Inc.

While we love offering script ideas, we agree that it's best when agents come up with their own scripts! Perhaps you can go back to the last few clients you've been able to win over and see if there are any similarities in the way you communicated with them. That can be the beginning of creating a script you use over and over again! Good luck, Bruce Kunz.

Aug 08, 2017 01:57 PM
Mike Kelly,CRS,CIPS
The MJKelly Team - Santa Rosa, CA
"One of Sonoma County's Natural Resources"

 Bob Wolff, Realtor in Orange County and one of the best instructors you'll ever hear, has a great line he uses. When he walks into a home and a small child is there he squats down, hands the child his business card and says, "If you ever see your parents talking to another Realtor you call me right away!". If you know Bob he pulls this off seamlessly.

Aug 07, 2017 07:23 PM
Realtor.com® - A division of Move, Inc.

Oh, man! I'm not sure we can sign off on this tactic but you did give us quite a laugh! :)

Aug 08, 2017 01:58 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I need to bookmark the scripts and review them for later use, no doubt about that I can use them very well! :)

Aug 07, 2017 11:29 PM
Realtor.com® - A division of Move, Inc.

Perfect, we are happy to have given you something to think about!

Aug 08, 2017 01:59 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I'm very familiar with the local Realty in this area and I think these could be very well used, Mike Kelly

Aug 07, 2017 11:30 PM
Corey Vandenberg
Success Mortgage Partners - Lafayette, IN
More home mortgage loan options!

Always be working to close, remind them

Willing to be your preferred lender:
www.phmc.com/coreyvandenberg

Aug 08, 2017 04:45 AM
Dana Basiliere
Rossi & Riina Real Estate - Williston, VT
Making deals "Happen"

For better or worse I cannot use scripts.  I wing it and say what comes to my mind.  I wouldn't look right with a script coming out of my mouth because it doesn't

 feel right.

Aug 08, 2017 05:18 AM
Realtor.com® - A division of Move, Inc.

Play to your strengths! It's good that you feel most engaged when you're speaking naturally and off the cuff. While some people can easily make a script "their own," no one likes to talk to a robot who is clearly going through a series of pre-set lines. We're glad you know what works best for you. Thanks, Dana Basiliere!

Aug 08, 2017 02:00 PM
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

When we watch a great movie, all the actors are following a script. They are not reading a script as that would not be a believable performance.

We all should spend time thinking about what we are going to say.

Many coaches tell us to practice the script so we are seen as genuine and trustworthy.

I think you have provided some great examples that we can take and personalize and help us be more productive.

Aug 08, 2017 07:18 AM
Realtor.com® - A division of Move, Inc.

That's a GREAT way of looking at it -- Thanks for sharing that nuance, John Wiley! We hope you find a script you can personalize and use to win more business. 

Aug 08, 2017 02:54 PM
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

Scripts are proven to have a good conversion in all industries. Just because an Agent or a Lender does  not think it is their style does not mean it works.

You do not know for sure what the suspect will bite on. Your own style does not have years of analytics to prove the point. Scripts on the other hand do.

I try scripts versus my style, whatever that is and wait for a response: good or bad. After all that, next.

Aug 08, 2017 09:23 AM
Realtor.com® - A division of Move, Inc.

We do think there's something to be said for feeling comfortable about the words and scripts you use -- but many, many real estate and sales coaches have boosted the business of their clients by offering scripts that the clients never would have used otherwise! As with any tactic, you have to determine if you are willing to go out of your comfort zone and, as you mention... be willing to pivot and try something new if you don't get the response you were hoping for! Thanks, Ron Aguilar!

Aug 08, 2017 02:56 PM
Donna & Larry Johnson
Keller Williams Real Estate - West Chester, PA
Chester & Delaware County

Scripts are great but make sure you use the right one on the right person.

Aug 13, 2017 09:10 AM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I should really bookmark this one. These are very valuable and thank you for posting them, very much!

Aug 31, 2017 11:49 PM
Travis "the SOLD man" Parker; Broker/Owner
Travis Realty - Enterprise, AL
email: Travis@theSOLDman.me / cell: 334-494-7846

I use a version of #3.

For Sellers, I tell them I'm "more expensive" in that I get a higher commission than other Agents, but I've shown them how much more I do, and I only can work with a few at a time because of these extra benefits!

For Buyers, I point out my 30+ years in Retail and how that experience  will help them in negotiations for the best DEAL, not necessarily just the best PRICE. 

Sep 28, 2017 07:41 PM