Recently Sold Home YOU CAN SAY It has been such a pleasure working with you and I am so excited for how much you are going to love your new home. Don’t worry—I’ll still be here to offer any help I can, and I’ll check in to make sure the process is continuing as planned. As we finish this transaction, who can you think of right now who is thinking about buying or selling a home? You have my guarantee that they will receive the same five-star attention and service that you did! Checking in with your seller during the contract to close process is your opportunity to ask about friends or family who may be buying or selling a home. This strategy showcases your commitment to service while also prospecting for future clients. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Leverage Just Sold Listings YOU CAN SAY Hello, I'm (your name), real estate agent affiliated with (your company). I'm calling to share some good news about a home sale in your neighborhood. My company just sold (address of sold property) which was on the market for (number of days) and sold for (percentage) of the asking price. I know the news may be saying the real estate market is not very strong, but the reality is buyer demand is high and there is a major lack of listings for sale in this neighborhood. Please feel free to reach out to me if you or someone, you know, has any questions about real estate or is considering buying or selling. I'm happy to share how I help sellers get the highest price possible while the market is hot right now. Do you know of anyone that might be interested in a free no obligation market analysis? When there is uncertainty in the market, homeowners are more interested in having real estate conversations with agents. Just sold properties give you an opportunity to call homeowners in the neighborhood to provide value, build rapport and ask questions to determine if the homeowner has a real estate need. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

I Want To List At A Higher Price YOU CAN SAY From what I'm hearing you say, your concern is that if your house sells fast, you'll wonder if you should have priced higher. I understand your concern. You're hearing that houses are selling fast and above asking price and there's a lack of supply of listings to choose from right now. Many sellers right now are feeling the same way and were uncertain of where to set the right price. In my experience, when other agents see that a home is priced high in the beginning, that will tell them that the sellers may be unrealistic and not motivated. The agents may interpret this as troublesome when it comes to getting the deal closed. If we need to lower the price later, all the ready, willing and able buyers will have bought another home, and we may lose out on some highly qualified buyers. If we can decide on a list price based on what the market is telling us, we have the best chance of getting a lot of competition and potentially multiple offers, right? OR In my experience, marketing your home at the right price is critical in achieving your goals of selling. Let's see what the market is saying about your property. (Insert data on the seller’s property within the market. This is important to you because the pricing decision is the most critical decision you will make. My job is to provide you with the best information to make this decision. I'll lay out everything you need to know. The benefit to you is having a complete understanding so you can make the most informed and profitable decision. Can you see why this would be important? Sellers may feel inclined to want to price their homes over the CMA, either due to their concern for underselling or from what they have heard in the media about the current real estate market. Demonstrate to the seller how pricing their home appropriately in relation to the CMA creates a sense of urgency for informed buyers and can motivate other agents to encourage buyers to look at their home. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Coldwell Banker Agent Script Library Home / SOI / Open Houses / Circle Prospecting / Objection Handling / Sellers / Buyers / Referrals While your goal in any conversation is to sound like you, your goal in using scripts is to sound like you while getting powerful results. These scripts are suggestions, to get you started. IMPORTANT REMINDERS Copyright – ©2025 Anywhere Real Estate Services Group LLC. All Rights Reserved. Coldwell Banker® and the Coldwell Banker logos are registered service marks owned by Coldwell Banker Real Estate LLC. The Coldwell Banker® System is comprised of company–owned offices, which are owned by a subsidiary of Anywhere Advisors LLC, and franchised offices, which are independently owned and operated. The Coldwell Banker System fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. All Learning is Optional – As an independent contractor sales associate or independently owned and operated franchisee, you have a variety of resources and tools available to you. The educational materials, programs, or meetings are optional. This document may contain suggestions and best practices regarding specific issues you may encounter for you to use at your discretion. Affiliation/Recruiting – Nothing in this document is intended to create an employment relationship with you and Coldwell Banker Real Estate. Any affiliation by you with a Coldwell Banker franchisee or company owned brokerage is intended to be that of an independent contractor sales associate. Third–Party Materials or Video – The views expressed in any program videos produced by independent third parties are not the views of Coldwell Banker and the use of such materials are optional and completely voluntary for you to use at your discretion. Furthermore, any statements in third–party educational material or made during any related program or meeting are not those of the Coldwell Banker brand. Any third–party materials, in any format (e.g., live, presentations, videos, etc.) contain suggestions and best practices about specific issues you may encounter for you to use at your discretion to assist you in your business as a real estate sales associate. If you are attending a live program, the facilitator or presenter of the program is not an employee of the Coldwell Banker brand. The Coldwell Banker brand provides materials to the facilitator or presenter as a guide for addressing the particular subject matter. Coldwell Banker Real Estate does not require the facilitator or presenter to follow the materials verbatim. Any presentation attended by you may contain information, anecdotes or other material that has not been preapproved and is not endorsed by Coldwell Banker Real Estate. License – Subject to the Terms of Use, Anywhere Real Estate Services Group LLC hereby grants the user of these materials a non–exclusive, non–sublicenseable, non–transferable right to access and use these materials solely for purposes of educational advancement in connection with real estate brokerage and related activities of Coldwell Banker Real Estate LLC. The participant is permitted to access and use the learning materials only for so long as the participant is affiliated with Coldwell Banker Real Estate LLC. The participant shall not reproduce, alter, adapt, modify, display, perform, distribute, or make derivative works of the learning materials, in any medium now known or hereafter developed, without written permission from Anywhere Real Estate Services Group LLC. The participant agrees that Anywhere Real Estate Services Group LLC solely and exclusively owns the learning materials and will continue to own all right, title, and interest in and to the learning materials. The participant will not challenge said ownership and agrees that no title or ownership in the learning materials or any associated intellectual property rights embodied therein is transferred to the participant under the Terms of Use. Scripts – Any sample dialogue or script contains suggestions and is not intended to be used verbatim. The sample dialogue is designed to offer you suggestions for what you might say in some of the most common situations you may encounter as a real estate agent. These words are only a guide, however. The most effective dialogue will be the one that is authentically your own. GENERAL GUIDELINES AND REMINDERS Each affiliated sales representative and broker is responsible for complying with any consumer disclosure laws or regulations. Wire Fraud – Wire fraud scams continue to affect the real estate industry. Given the ongoing risks of wire fraud previously shared by the Federal Trade Commission and the National Association of REALTORS®, it is imperative that brokers and agents continue to be vigilant to this very real threat. Advertising Guidelines – Claims in advertisements should be truthful, should not be deceptive or unfair, and should be fact–based. Website considerations – If you have a website, you may consider Privacy Policies about how you intend to use any data you might collect over the Internet and incorporating terms of use. Copyright and Trademark Issues – Be mindful of using materials including but not limited to photos, videos, and music that may be copyrighted or trademarked. You must obtain permission to use any copyrighted or trademarked materials before using them. General Guidance – The information herein is intended for informational purposes only and is not intended, nor shall it be deemed, to provide or offer legal or financial advice or guidance. We recommend you consult with your own advisor when dealing with any of the issues visited herein. Do Not Call Registry – The FTC’s Telemarketing Sales Rule helps protect US–based consumers from fraudulent telemarketing calls and gives them certain protections under the National Do Not Call Registry. Companies also need to be familiar with rules banning most forms of robocalling. If you or someone working on your behalf is telemarketing, know the dos and don’ts before you plan your strategy, including but not limited to the following: 1. Before making a sales call, you or a third–party vendor you hire should determine whether the consumer’s phone number has been included on the National Do Not Call Registry and your company specific Do Not Contact list. We recommend that you speak to your broker about compliance with these rules. 2. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any state DNC list and your company DNC list (ii) do NOT use automated platforms and (iii) do NOT use artificial voice or pre–recorded messages. We recommend that you review your local MLS rules and regulations regarding the proper use of listing data for other commercial purposes such as soliciting new clients, contacting expired listings, or recruiting. Similar laws may apply outside of the United States, including, but not limited to the CAN–SPAM Act, by way of example. Top producers rely on scripts as a powerful way to streamline their conversations with sellers and buyers and overcome objections through proven dialogues. We’ve built this library not as a one-size-fits-all-needs, but in a way that you can take ideas from different sources to craft your own scripts that highlight your Value Proposition. We’ve also thrown in a few objection handling scripts to help guide you through some of those more difficult conversations. Go, explore, and learn. TCPA Certain state laws may be more restrictive. Consult with a local lawyer for more information. If you are affiliated with Coldwell Banker Realty consult the Do Not Contact Manual located on Desk.

Preventing Confusion in a Transaction YOU CAN SAY Think back to when you purchased this home. There were many factors involved in that transaction – negotiating the complexities of making an offer including the sales price and other terms, understanding how to address issues that may arise along the way, and of course obtaining financing. WWB The consequences of not having a buyer represented by an agent include, but are not limited to, a longer closing process with many bumps in the road. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

RDA Conversation Model RAPPORT, DISCOVERY, ACTION Build Rapport: Give sincere compliments, be empathetic to information they're sharing with you, find out what you may have in common and focus on that. Ask Discovery Questions: Ask open-ended questions that allow that person to talk the majority of the time. The more you allow someone to share about themselves, the more rapport and trust you can build through that process. Asking open-ended questions can help you uncover a potential real estate need. Take Action: This is where you can propose an offer to a potential prospect, see if they have a need or a question related to real estate. It is key that you make sure you build rapport and ask discovery questions first! YOU CAN SAY IF THEY HAVE A NEED Would you like to talk about creating a home buying strategy? If you're looking to maybe purchase in the next year or two, you know, let's sit down and come up with that. IF THEY DO NOT HAVE A NEED I have a regular newsletter with local real estate statistics and learning opportunities for consumers who might want or need to buy or sell in the future. May I add you to my newsletter? I would love to connect and be your resource for potential real estate opportunities. One of the hardest parts about talking to new people and starting conversation about real estate is that you do not want to be perceived as pushy. The RDA model for a conversation: Rapport, Discovery Questions and Action can provide guidance and structure to create a genuine, effective conversation with a potential client. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Prequalify Potential Sellers YOU CAN SAY MOTIVATION Why are you selling? Where are you moving? How soon do you need to move/be there? What’s most important to you—price, timing, easy transaction? Something else? ABILITY How much do you owe on the property? How much of the proceeds from this home do you plan to use in the purchase of your next home? EXPERIENCE Have you ever sold a home before? (if yes) In this area? What did you like least and most about that experience and about the other real estate agents you have worked with? PROPERTY CONDITION I’m really looking forward to seeing your home—can you tell be a little about it? Have you made any upgrades or improvements? A remodeled kitchen, for example? What’s your favorite feature? PRICE How much are you hoping to get for the property? How did you come up with that number? Your listing presentation starts with your first conversation with the seller—asking questions to understand their motivation, ability, experience, property condition, and price expectation in order to create solutions to help them get what their emotional draw is to sell their home. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

The Buyer Consultation--Goal 4 YOU CAN SAY EXPLAIN BUYER COMPENSATION-- Be transparent and confident about the options on how you will be compensated. As your representative, I want to be transparent about how Buyer’s Agents are paid for our services. Both the brokerage and I are paid on a commission basis. That means that I only get paid if I help you find a home you want to purchase and the transaction closes. Unless and until that happens, no payment is due. There are several ways in which I can be paid for my services. These include: The seller of the property you are interested in has offered to pay a commission to the buyer’s broker The seller has offered a modest commission towards the buyer’s broker as reflected in the listing, which would require either contribution by you as the buyer or we would include that as part of an offer you make on the property The seller has not offered to pay a commission to the buyer’s broker, but we include that requirement as part of the offer you make on the property The seller will not agree to pay a buyer’s broker commission, in which case you would be responsible for my compensation. Please note that my payment amount is not set by law and is fully negotiable. Buyers are not always aware of how compensation is determined in a real estate transaction. Demonstrate transparency as one of the benefits of working with you by educating and preparing buyers for the various options in which your commission may be paid. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Another Agent Will Take Lower Commission YOU CAN SAY Thank you for bringing that up. Let me ask you this: Is it more important to you to pay the least amount of money in commission or to net the most money from the sale of your home? (Wait for them to say, “net the most.”) Great! My List-to-Sale ratio is (number), while the average agent List-to-Sale ratio is (number). Did (Agent Name) talk about their List-to-Sale ratio? (Most likely, they will say “no.”) Why do you think that is? (Because it’s lower, or they don’t know their numbers.) I pride myself on my List-to-Sale ratio. My experience and expertise give me an edge, which in turn gives you an edge. Let’s do some quick math, if you don’t mind. (Have the seller net sheet calculations handy and do the math.) If I sell your home for 97 percent of list price, even with my commission, you are going to net (number). If (Agent Name) sells your home at 94 percent of list price with (percent) commission, you are going to net (number). OR Thanks for bringing that up! If (Agent Name) won’t even negotiate for their own commission, how do you expect them to negotiate for the value of your home?” Your job is to show how selecting an agent based on lowest commission isn’t setting them up for a successful selling experience. Explaining the value of your quality of service, your list-to-sale ratio and commitment to netting the greatest profit from the selling of a home provides strong rationale as to why the seller should choose to work with you. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Get Ahead of Misconceptions YOU CAN SAY Signing a Buyer Representation Agreement doesn't obligate you to purchase a home; it's just choosing me as your representative to help you find and negotiate the purchase of a home. With this commitment, I can dedicate time and energy to working with lenders, inspectors, and everyone in between! Also, MLSs in most jurisdictions require a signed agreement before I can show you any homes. WWB It’s important to get ahead of your buyers’ concerns about what a signed buyer representation does and doesn’t do. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

More Than Just the Compensation YOU CAN SAY If I’m hearing you correctly, you are concerned that I may only be working solely for the paycheck. I understand how hard it can be choosing a professional that you trust to represent you in a purchase as big as buying a home. I felt that way too! By signing a Buyer Agreement with me, it states that I only get paid if I help you find a home you want to purchase and the transaction closes. I will be committed to professionally representing you and providing the service, time, and attention it takes to find and close on the home of your dreams. I will be committed to protecting your best interests while minimizing conflicts, negotiating favorable terms, and ultimately providing the superior service that will make you a client for life. [give prior examples, show testimonials] I hope that clears up any concerns about my commitment to you during this transaction! WWB Buyers may be concerned that you are only in this “for the paycheck” and will not keep their best interests in mind. Having a Buyers Agreement in place that states that you will only get paid if you help the buyers find their home – and close on it – should clarify this concern. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Explain Buyer Compensation YOU CAN SAY As your representative, I want to be transparent about how Buyer’s Agents are paid for our services. Both the brokerage and I are paid on a commission basis. This agreement* states that I only get paid if I help you find a home you want to purchase and the transaction closes. Unless and until that happens, no payment is due. *Buyer Representation Agreements and rules vary from state to state. Check your local agreement to determine which elements apply to you. WWB It’s important to get ahead of your buyers’ concerns about what a signed buyer representation does and doesn’t do. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.