Turn Cold Calls Into Real Conversations—One Heartfelt Step at a Time
Ever pick up the phone to call a lead and feel… awkward?
Like you're about to interrupt someone’s day just to pitch a house they’re not ready to buy? Or worse, like your voice might accidentally radiate commission breath?
We’ve all been there.
At Big Frontier Group, we teach agents to start conversations—not sales scripts. And one of the simplest frameworks we love for that is something called PSLV (say it out loud like “P.S. Love”).
It’s not a gimmick. It’s not a pushy script. It’s just a way to stay grounded in service, not sales—and make sure your leads feel heard, not handled.
Let’s break it down.
🧭 What Is PSLV?
PSLV stands for:
Permission
Specific Questions
Listen
Value
It’s how you stay human and effective when talking to new leads or people in your database.
☎️ Step 1: Permission
Start the call with empathy and transparency. You're not here to chase them down—you're here to help.
Say this:
“Hey [Name], thanks for checking out our site. I know you’re probably just browsing, and you might not be ready to buy soon—but I don’t want to send you junk that doesn’t help. Can I ask what you're actually looking for, so I can tailor your search?”
Then stop talking. Just listen.
This step sets the tone: you’re the guide, not the pushy salesperson.
🛠 Step 2: Specific Questions
Once they start talking, ask focused, helpful questions.
“Are you thinking about a single-family home or something low-maintenance like a townhome?”
“Are schools or acreage more important?”
“What’s missing in your current space that you’d love to change?”
These give you insight—and make the lead feel like you’re really listening.
👂 Step 3: Listen (Actually Listen)
Don’t wait for your turn to talk. Listen for:
Pain points
Timeline clues
Language to mirror back
Needs you can actually help solve
People don’t remember scripts. They remember being heard.
Take notes. Mirror key phrases. Respond naturally.
💡 Step 4: Value
Now that you’ve earned some trust, offer something meaningful:
“Sounds like you’re looking for something a little quieter but still close to town. Did you know [Neighborhood] has had three new listings this month under $450K—and one just hit today that might be a great fit?”
Or:
“If land is a priority, I can send you a map of parcels that already have power and septic access. It’ll save you hours.”
Keep it tight. Keep it helpful. Then loop back:
“Does that sound like what you're looking for?”
🔁 Step 5: Repeat as Needed
PSLV isn’t a one-time thing—it’s a conversation rhythm. Use it on the first call, the second follow-up, or your tenth touch.
Keep the flow simple:
Ask permission
Ask specific questions
Listen with curiosity
Offer relevant value
Repeat
🧱 Why It Works
Agents who use PSLV:
Build trust faster
Stay in control without being pushy
Make better use of every call
Turn “just browsing” leads into real clients
It takes the pressure off—and brings the conversation back to what real estate is supposed to be about: service.
Print it out. Practice it. Make it muscle memory.
We use it every day—and it works.
🎯 Want more scripts, CRM strategies, or lead coaching?