You don’t need to be a smooth-talking sales machine to crush your real estate calls.
You just need a game plan.
Whether you're calling a brand-new internet lead or following up with someone from your sphere, the phone is still one of the most powerful tools in your business—if you know how to use it with intention.
Here’s how to stop dreading calls and start making them count.
💡 Mindset First: You’re Calling to Help, Not to Hustle
Let’s get this straight:
📌 You are not interrupting.
📌 You are not bothering anyone.
📌 You are showing up as a resource.
When you pick up the phone with service in mind, you’re not selling—you’re connecting.
Start every call with this internal script:
“I’m here to help this person take their next step—on their timeline, not mine.”
That shift alone will change your tone and build trust instantly.
🎯 5 Things Every Great Real Estate Call Should Do
You don’t need a rigid script—you need a flexible structure.
Here’s our 5-part flow that works in nearly any situation:
1️⃣ Permission
“Hey [Name], thanks for reaching out / signing up / chatting with us recently. Do you have a quick minute?”
Starting with permission disarms people and gives them a second to decide to engage.
2️⃣ Purpose
“I just wanted to quickly introduce myself, make sure you’re getting what you need, and see how I can help—no pressure.”
Set expectations and lower resistance.
3️⃣ Specific Questions
“Are you just exploring the market right now or thinking of making a move this year?”
“What’s your current living situation?”
“What would your dream scenario look like?”
These questions unlock clarity—and let you meet people where they’re at.
4️⃣ Listen
Seriously. Listen. Mirror their language.
“Got it—you’re renting now but would love to buy if it felt doable.”
“Sounds like you’d only move if the right land came up.”
Don’t rush the solution. Be present.
5️⃣ Value
Offer one relevant tip, idea, or resource.
“A lot of folks in your situation use USDA loans—we can help you explore that if you're curious.”
“We’ve got an off-market list that might actually fit what you're describing. Want me to send it?”
Then loop back:
“What else would be helpful right now?”
🔁 The Goal Isn’t the Sale—It’s the Relationship
Here’s the deal:
Most leads don’t convert on the first call.
But almost every lead remembers how you made them feel.
If you’re pushy, vague, or robotic? You’re toast.
But if you’re warm, knowledgeable, and confident—you just became their future agent.
🧰 Pro Tips to Level Up Your Phone Game
🕓 Block call time daily.
Put it in your calendar like a showing. 45–90 minutes of focused follow-up changes your pipeline.
📋 Prep your CRM notes.
Don’t call blind. Know who they are, how they found you, and what they looked at.
📣 Stand up or walk while you talk.
You’ll sound more energized and natural.
📱 Use your CRM’s dialer.
Click-to-call with notes on screen = faster follow-up, smarter convos.
💬 Don’t be afraid to text first.
A quick “Hey Joe, just left you a voicemail” makes you feel more real.
💬 Real Scripts from Our Team
Here are a few phone-friendly lines that we love:
🗣️ “Hey—it’s totally fine if you're just browsing. I’m here when you need me. Is there anything specific you'd love to find?”
🗣️ “Would it be helpful if I set up a custom search? I can keep it super light—just enough to keep you in the loop.”
🗣️ “It’s early days? Great. That’s when most of our clients find it helpful to get real info instead of just Zillow noise.”
🤠 Final Frontier Wisdom
You don’t have to love making calls.
But you do have to be willing to connect with real people in real time if you want a real business.
This is where the magic happens:
Trust gets built
Clarity gets shared
Referrals get earned
And the next chapter of someone’s life gets started—with you on the line
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