The Perfect Seller Call Script to Win Trust and Book Appointments
A word-for-word framework for building rapport and moving sellers toward a yes.
Austin Beveridge
Tennessee
, Goliath Teammate
Making a seller call can be daunting, especially when your goal is to build trust and secure an appointment. You might worry about sounding pushy or not knowing what to say. The good news is that with the right script, you can navigate these calls with confidence and achieve your objectives.
Quick Answer
The perfect seller call script should start with a friendly introduction, followed by a brief value proposition tailored to the seller's needs. Use open-ended questions to engage them, listen actively, and then propose a specific time for a follow-up meeting. This approach builds rapport and increases the likelihood of booking an appointment.
Understanding the Seller Call Script
A seller call script is a structured outline that guides your conversation with potential sellers. It helps you stay focused, ensures you cover essential points, and allows for a natural flow of dialogue. The key is to adapt the script based on the seller's responses and needs.
Steps to Create the Perfect Seller Call Script
Research Your Seller: Understand who you are calling. Look into their background, property details, and any recent activities related to their property.
Craft a Friendly Introduction: Start with a warm greeting and introduce yourself. Mention how you found their contact information.
Present Your Value Proposition: Clearly explain why you are calling and what value you can provide to them.
Ask Open-Ended Questions: Encourage the seller to share their thoughts and feelings about selling. This builds trust and shows you care.
Listen Actively: Pay attention to their responses and acknowledge their concerns. This demonstrates empathy and understanding.
Propose a Meeting: Suggest a specific time for a follow-up appointment, making it easy for them to agree.
Realistic Example: Before and After
Imagine calling a seller without a script. You might stumble through the conversation, miss key points, and leave the seller feeling uncertain. Now, consider using the script outlined above. You greet the seller warmly, ask about their property, and listen to their concerns. By the end of the call, you’ve established trust and booked an appointment, turning a potential lead into a solid opportunity.
Checklist for Your Seller Call Script
Research the seller and their property.
Prepare a friendly introduction.
Clearly state your value proposition.
Use open-ended questions to engage.
Listen actively and respond to concerns.
Suggest a specific time for a follow-up meeting.
Practice your script to sound natural.
Follow up with a thank-you message after the call.
Common Mistakes to Avoid
Even with a solid script, it’s easy to make mistakes that can undermine your efforts. Here are some common pitfalls:
Being Too Pushy: If you come off as overly aggressive, sellers may feel uncomfortable and disengage.
Not Listening: Failing to listen to the seller's concerns can lead to misunderstandings and missed opportunities.
Rushing the Call: Take your time to build rapport. Rushing can make the seller feel undervalued.
Ignoring Follow-Up: Always follow up after the call to reinforce your commitment and keep the conversation going.
Using Jargon: Avoid industry jargon that may confuse the seller. Speak in plain language to ensure clarity.
FAQs
What should I say in the introduction of my seller call?
Your introduction should be friendly and straightforward. Start by greeting the seller, introducing yourself, and mentioning how you found their contact information. For example, "Hi, I'm [Your Name], and I came across your property listing online. I wanted to reach out and see if you’re considering selling your home."
How do I handle objections during the call?
When a seller raises objections, acknowledge their concerns and ask open-ended questions to understand their perspective better. This shows you value their opinion and helps you address their worries more effectively.
How long should my seller call last?
A seller call should ideally last between 10 to 15 minutes. This timeframe allows you to cover essential points without overwhelming the seller. If the conversation flows well, it can extend naturally.
Can I use a script for every call?
While a script is a great starting point, it’s essential to adapt it based on the seller's responses. Flexibility allows for a more genuine conversation and helps build trust.
What if the seller is not interested?
If a seller expresses disinterest, thank them for their time and ask if you can follow up in the future. Keeping the door open for future conversations can lead to opportunities down the line.
