Scripts for Agents Working Appointment Leads and Following Up with Non-Appointment Leads

Overview

Having clear and effective scripts helps agents make a strong first impression and build rapport with leads. Below are example scripts tailored for agents working appointment leads (set by Concierge) and non-appointment leads (active leads or raw leads), along with best practices for initial outreach.

Appointment Leads: Initial Contact Script

Purpose:

To confirm the appointment, introduce yourself, and establish rapport.

Script:

• "Hi [Client’s Name], this is [Your Name], the real estate agent matched with you through SOLD.com. I understand you’re looking to [sell your home/get a valuation/receive a cash offer], and I’m excited to help! I wanted to confirm our appointment scheduled for [date/time]. Does that time still work for you?"
• "Great! Before we meet, is there anything specific you'd like me to prepare or any questions you have about the process?"

Key Notes:

• Be personable and approachable.
• Reinforce the value of the appointment (e.g., free home valuation, market analysis, tailored advice).
• Use this opportunity to set expectations about the meeting.

Non-Appointment Leads: Initial Contact Script

Purpose:

To introduce yourself, build rapport, and gauge the lead’s level of interest.

Script:

• "Hi [Client’s Name], this is [Your Name], a local real estate agent with SOLD.com. I see you recently inquired about [home value/cash offer/exploring your options]. I’d love to learn more about your goals and see how I can help. Do you have a few minutes to chat?"
• If hesitant: "I completely understand if you’re just starting to explore your options—I’m here to provide information and answer any questions to make the process easier for you."

If No Response:

• "Hi [Client’s Name], this is [Your Name]. I noticed you inquired about [home value/selling your home] through SOLD.com. I just wanted to follow up to see how I can help you. Let me know when you’re available to connect!"

Best Practices for Initial Contact

For Both Appointment and Non-Appointment Leads:

1. Be Prompt:
   • Contact leads within minutes of receiving them for the best chance of engagement.
2. Establish Trust:
   • Mention SOLD.com and the lead’s specific inquiry to build credibility.
3. Listen Actively:
   • Ask open-ended questions to better understand their needs.
4. Tailor the Approach:
   • Use the "Client’s Intent" field (e.g., cash offer, home valuation) to personalize your outreach.

For Appointment Leads:

• Ensure you confirm the appointment time and provide value by preparing materials (e.g., market analysis, comps, or marketing strategies).

For Non-Appointment Leads:

• Focus on nurturing these leads by being consistent with follow-ups and offering helpful information to build long-term trust.

Follow-Up Schedule for Non-Appointment Leads

1. Day 1: Call and send an introductory email/text.
2. Day 3-5: Follow up with a value-driven message (e.g., market trends or home valuation tips).
3. Week 1-2: Schedule a call to check in.
4. Monthly: Send a touchpoint email with helpful insights about the local market or the selling process.

Internal Tip for Teams

Encourage agents to record notes from each interaction in their portal to personalize future outreach. Consistent follow-ups with a helpful, no-pressure approach can turn even hesitant leads into successful clients over time.