Cold calling is the fastest, most predictable way to generate listings in real estate. But most agents hate it. Why? Because they don’t have proven scripts, they don’t know how to handle objections, and they haven’t built the muscle memory to do it with confidence.
This guide solves that. We’re giving you the exact real estate cold calling scripts that top agents are using to set appointments and take listings in today’s market. No fluff, no outdated tactics — just what works.
In this post, you’ll get:
- The 3-part framework for any successful cold call
- The #1 mindset shift you must make before picking up the phone
- Proven scripts for FSBOs, Expireds, Circle Prospecting, and Sphere of Influence
- How to handle the most common objections without breaking a sweat
- How to use AI to practice these scripts until they’re second nature
Ready to turn your dialer into a money-making machine? Let’s dive in.
The Mindset: You’re a Doctor, Not a Salesperson
Before we get to the scripts, let’s fix the biggest mistake agents make: the mindset. You are not calling to “sell” anyone. You are calling to see if you can help.
Think of yourself as a doctor. You’re calling to diagnose a problem (e.g., “My house isn’t selling,” or “I need to move but don’t know where to start”). Your script is your diagnostic tool. Your listing presentation is your prescription.
When you adopt this mindset, a few things happen:
- Your fear disappears. You’re not bothering people; you’re offering professional help.
- Your tone changes. You sound like a confident consultant, not a desperate salesperson.
- Rejection doesn’t sting. If someone doesn’t need your help, that’s fine. You simply move on to the next person who might.
Every script in this guide is built on this “doctor” framework. Your goal is to identify pain, offer a solution, and book an appointment to present that solution.
The Anatomy of a Perfect Cold Call
Every effective cold call, regardless of the lead type, follows a simple 3-part structure:
- The Opener (0-15 seconds): State who you are, why you’re calling, and get permission to continue. The goal is to be clear, confident, and disarmingly direct.
- The Discovery (15-60 seconds): Ask open-ended questions to uncover their motivation, timeline, and potential pain points. This is where you diagnose.
- The Close (60-90 seconds): Propose a clear next step — usually a 15-minute appointment — that directly addresses the pain you just uncovered.
That’s it. If you can master this 90-second flow, you can build a seven-figure real estate business with nothing but a phone and a dialer.
Script 1: The FSBO (For Sale By Owner) Script
FSBOs are the lowest-hanging fruit for new agents. They have publicly raised their hand and said, “I want to sell my house.” Your job is to show them why they’ll net more money in less time by hiring you.
Goal: Book a listing appointment.
You: “Hi, is this the owner of the home for sale at 123 Main Street?”
FSBO: “Yes, it is.”
You: “Great. My name is Jon with XYZ Realty. I saw your home for sale online and I’m calling to see if you’re cooperating with buyer’s agents?”
FSBO: “Yes, I’ll pay 2% to an agent who brings me a buyer.”
You: “Perfect. That’s exactly why I’m calling. I have a list of qualified buyers looking for homes in your area, and your home could be a great fit. Before I schedule a showing, I have a couple of quick questions. Are you open to that?”
FSBO: “Sure.”
You (Discovery): “Great. I’m curious, what’s motivating you to make the move?” … “And where are you planning on moving to?” … “How soon do you need to be there?” … “What has been the biggest challenge with selling it yourself so far?”
You (The Close): “That’s helpful. It sounds like getting the highest possible price is a priority so you can make the move to Austin. Many sellers I work with start by trying to sell on their own, but find that my marketing strategy exposes their home to more buyers and ultimately nets them more money, even after the commission. I’ve put together a marketing plan specifically for homes like yours. Would you be open to a 15-minute meeting where I can share it with you? If you like it, great. If not, no big deal.”
Why it works: You’re not asking for the listing. You’re offering value (a marketing plan) and making it easy for them to say yes with a low-commitment, 15-minute meeting.
Pro Tip: Use a dialer like Vulcan7 to get the cell phone numbers for FSBOs and other lead types. It’s the prospecting engine behind most top-producing teams.
Script 2: The Expired Listing Script
Expireds are gold. They tried to sell, failed, and are likely frustrated with their previous agent. They are motivated and ready for a professional to step in.
Goal: Book a listing appointment.
You: “Hi, I’m looking for the owner of 123 Main Street. Is this them?”
Expired: “Yes.”
You: “Hi, my name is Jon with XYZ Realty. I’m sure you’ve been getting a ton of calls, but I noticed your home came off the market and I was shocked it didn’t sell. It’s a beautiful home. I’m calling to ask one quick question: are you still looking to sell?”
Expired: “Yes, but we’re taking a break.”
You: “I completely understand. Selling a home can be a frustrating process. My question is, if you had a solid plan to get your home sold for the price you want in the next 30 days, would that be worth a 15-minute conversation?”
Expired: “What’s the plan?”
You (Discovery): “That’s what I’d like to show you. But first, what do you think was the main reason it didn’t sell last time?” … “And what was the feedback you got from showings?” … “Where were you planning on moving to once it sold?”
You (The Close): “It sounds like the biggest issue was a lack of aggressive marketing to the right buyers. My approach is different. I specialize in selling homes that other agents couldn’t. I can pop by tomorrow at 4 PM or would Saturday at 10 AM be better to show you exactly how I do it?”
Why it works: You lead with empathy (“I’m sure you’ve been getting a ton of calls”), create curiosity (“I was shocked it didn’t sell”), and close with a confident, specific appointment time.
Pro Tip: Use a lead service like REDX to get daily lists of new expired listings in your market, complete with owner contact information.
Script 3: The Circle Prospecting Script (Just Listed/Just Sold)
Circle prospecting is calling the homes in a 1-mile radius around a new listing or a recent sale. It’s a powerful way to establish yourself as the neighborhood expert.
Goal: Identify future sellers and add them to your database.
You: “Hi there, my name is Jon with XYZ Realty. I’m calling with some exciting real estate news in your neighborhood. Do you have a quick second?”
Homeowner: “Sure.”
You: “Great. We just listed/sold the home over at 123 Main Street, and we had a ton of buyer interest. We’re expecting a lot of traffic at the open house this weekend, and that often makes neighbors curious about their own home’s value. Have you had any thoughts of selling in the next 12 months?”
Homeowner (Scenario A: “No”): “No, we’re happy here.”
You: “That’s great to hear! It’s a fantastic neighborhood. Do you know of anyone else on the street who might be thinking of making a move?”
Homeowner (Scenario B: “Yes”): “Yes, we’ve been thinking about it.”
You (Discovery): “That’s exciting! What’s prompting the potential move?” … “And what’s your ideal timeline?” … “What would be the most important thing for you in choosing an agent to work with?”
You (The Close): “It’s a great time to be thinking about it. Home values in your area are up 12% year-over-year. I’d be happy to prepare a complimentary, no-obligation equity analysis for your home so you know exactly what it’s worth. Would that be helpful?”
Why it works: You’re providing local, relevant information. You’re not asking for their business directly; you’re offering a free, valuable service (an equity analysis) to start the relationship.
Practice Makes Perfect: Use AI to Master These Scripts
Reading scripts is one thing. Internalizing them is another. The only way to get truly comfortable is through practice. But you don’t need to drag a colleague into a conference room for an hour every day.
This is where AI can be a game-changer. With the CloseDaily AI Practice Partner, you can roleplay these exact scenarios with an AI that responds like a real homeowner. It will give you objections, ask tough questions, and score your performance at the end.
Imagine practicing your FSBO script 20 times in 20 minutes, right before your live calling session. That’s how you build the confidence and muscle memory to perform when a real lead is on the line.
Ready to Start Closing?
These scripts are your starting point. The real magic happens when you make them your own and deliver them with confidence. Pick one script, commit to calling for one hour every day for the next 21 days, and track your numbers.
If you’re serious about building a prospecting-based business, CloseDaily is the system that will get you there. Our 52-week curriculum provides the daily structure, the AI tools give you the practice, and the community keeps you accountable.
Start your free week of CloseDaily today and get access to our full script library and AI tools.
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