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Agent TrainingLeads & scripts training for real estate agents
Speed to lead, first-call and callback scripts, day 2 texts, carrier-safe texting, sphere and referral asks. 20 guides from Brian Lee Burke, team leader of The Kenna Group at Keller Williams DTC, licensed since 2003, each with the short answer, the steps and a script for your client.
Are Paid Real Estate Leads Worth It? Zillow, Pay-at-Closing and the Math That DecidesAre Zillow leads worth it? Sometimes. Paid leads work when your cost per closing is well below what you net per deal, and when you answer every lead in minutes and follow up for months. If you can't do both, they usually aren't. Long term, build traffic you own so you aren't renting every client.How do I build a real estate lead generation plan?Pick two or three lead sources you'll actually work: your sphere, open houses, online leads, a farm, past clients or referral partners. Put call blocks on your calendar like appointments. Count real conversations, not dials. Aim for 50 conversations a week, and give every person a next step in your CRM.How do I market to my sphere of influence without being pushy?Put everyone you know into your CRM. Tell each of them, once and clearly, that you're in real estate and you'd love their referrals. Then touch them about 33 times a year with a mix of calls, notes, useful emails and small visits. Make most touches about them, not about you. Ask for referrals in a calm, normal way a few times a year.How do I nurture real estate leads for the long term?Most agents call once, get voicemail and quit. That's your opportunity. Build a pipeline of people you're actually talking to, and touch them on a schedule. Let your CRM's automations send value emails between calls. Your calls build the relationship.How do I plan client appreciation events that bring in referrals?Pick a simple, repeatable event your people will enjoy. Invite your past clients and sphere, and let them bring a friend. Collect RSVPs so you capture contact info. Spend the event connecting, not selling. Follow up within 48 hours with every guest. Run one or two events a year, the same time every year, so people look forward to them.How do I start geographic farming as a real estate agent?Pick an area of a few hundred to a couple thousand homes with healthy turnover and no single agent already owning it. Touch every home consistently, at least monthly, with useful local information: sold prices, market updates, events and helpful guides. Show up in person with open houses and events. Track listings, calls and conversations. Give it at least 12 months.How do I text leads without getting blocked by carriers?Write like a person. No links. No money words. No hype. Identify yourself as a licensed agent. Include opt-out language when your system requires it. Text only people who gave you permission. Stop the second they say stop.How many times should I call a new lead before I stop?Day one, inside five minutes. Then once a day for nine days, at different times, with a short voicemail and a text after each miss. If you still haven't reached them, move them into a spaced call plan for about 90 days. Any reply stops the plan and starts a real conversation.How to Ask for Referrals in Real Estate: Scripts, Timing and Follow-UpHow to ask for referrals in real estate: ask a specific question on a good day. "Anybody come to mind?" gets nothing. "Who else do you know who's been talking about moving?" gets a name. Ask right after a win, again at closing, and on a schedule after that. Thank every referral and tell the referrer how it went.How to Call Internet Leads: Speed to Lead, What to Say and What to Log in Follow Up BossHow to call internet leads: call within 5 minutes from your CRM app, open with a specific home they viewed, ask what caught their eye, and let them talk. Listen for area, price, timing and motivation. Before you leave the record, set a stage, check the saved search, write a note and date the next task.Old Real Estate Leads Script: What to Say When You Call (or Text) a Cold Lead BackAn old real estate leads script works when you name what they did, give them an easy out, and ask one real question. My line: "Is that still on your mind at all, or did that ship sail?" Never defend the lead source. Then reset the stage, saved search and next task.Open House Tips for Realtors: How to Run an Open House That Generates LeadsGood open house tips for realtors come down to one idea: you're there to meet people, not sell that house. Prep a week out, knock on neighbors' doors, get every visitor signed in, ask two questions that matter, stay safe, then enter every name and follow up the same night. Judge it by appointments set.Real Estate New Lead Call Script: What to Say, Word for Word, When You Call a New LeadA real estate new lead call script has seven moves: open by naming what they just did, check the time, ask what caught their eye, ask for a short discovery call, ask what to filter out, get permission to send homes, and read their criteria back. Then log the stage, note and next task.Real Estate Seller Lead Script: What to Say When You Call a Home Value LeadA real estate seller lead script for a home value lead does three things. It names the address, gives the owner an easy answer ("selling, or just keeping an eye on it?"), and asks if a real number is worth twenty minutes. Never argue the online estimate. Replace it. Offer two times. If they won't book, set a follow-up date.Real Estate Text Message Follow Up Scripts: What to Text a New Lead on Day 2 and BeyondA real estate text message follow up script should be short, personal and about one home or one question. Use their name and yours, mention what they looked at, skip links and dollar signs, and ask something they can answer in a word. Send it from your CRM, and pair every text with a call.The 5 Minute Rule for Real Estate Leads: What the MIT Lead Response Study Really FoundThe 5 minute rule for real estate leads means you reach every new web lead within five minutes. It comes from the 2007 Lead Response Management Study led by Dr. James Oldroyd with InsideSales.com. Calling at 5 minutes instead of 30 made reaching the lead about 100 times more likely and qualifying them about 21 times more likely.What do I say when a lead asks 'how did you get my number?'The three hard calls are "how did you get my number," "I'm not interested," and angry. For each one: be honest, ask at most one question, and if they want out, take them out right away and mark it in your CRM. Never argue, never justify, never call back.What is the three-ask script for calling my sphere and database?Ask about their own plans, ask who they know, ask who they trust. Then ask permission to stay in touch with useful information. That yes is the whole point of the call.What phrases should real estate agents never say on calls?Drop the filler, drop the apologies, and drop the questions that hand the decision back to the client. Replace them with a reason for calling, a recommendation and a next step.Why am I not converting leads, and how do I fix it?Find your symptom. Not enough conversations is a timing problem. Conversations but no appointments is an asking problem. Appointments but no clients is a trust and objection problem. Fix one, not five.
