Sales Scripts
Proven scripts from Brandon Mulrenin's reverse selling playbook. Stop chasing. Start closing.
The Reverse Selling Method
Mulrenin's core philosophy is simple. Never chase a prospect. Ask permission before you pitch anything. Use reverse psychology so the lead sells themselves on meeting you. The magic phrase that unlocks it all: "Would you be opposed to..."
A script only pays you back when it is one keystroke away during a live call. Save each one as a template so every lead gets the same opening, the same follow-up, and the same objection handler. It takes about twelve minutes.
Expired Listing Script
This is the bread and butter script. Pattern interrupt, ask permission, then use reverse questions to let the seller convince themselves they need you.
Opening / Pattern interrupt
You: "Hi, is this [Name]? My name is [Your Name] with [Company]. I noticed your home on [Street] is no longer showing as active in the MLS. I'm sure you've been getting a ton of calls from agents, and I'm not looking to be another one of those people. I was actually calling to see if you've already hired someone or if the property is still available?"
Permission + reverse
If still available:
You: "Got it. Well look, I don't want to waste your time. Can I ask you a quick question? What do you think went wrong the first time? Why do you think it didn't sell?"
Let them talk. Listen. Then:
You: "That makes total sense. Would you be opposed to me putting together a game plan that shows exactly what I'd do differently? No commitment at all. If it doesn't make sense, just tell me to get lost."
Booking the appointment
You: "I can swing by tomorrow or Thursday. Which works better for your schedule? I just need about 15 minutes to walk you through the numbers. Sound fair?"
FSBO Script
FSBO sellers are usually protecting their equity. Don't fight it. Respect their decision, then plant seeds of doubt about doing it alone.
Opening
You: "Hi [Name], this is [Your Name]. I saw your home listed for sale on [Source]. I'm a local agent but I'm not calling to try and list your home. I actually just had a quick question. Are you looking to sell within the next 30 days, or is there some flexibility on your timeline?"
Reverse questions
You: "Just out of curiosity, have you already been approached by agents about listing it?"
They'll likely say yes and that they want to save the commission.
You: "Makes total sense. I respect that. Let me ask you this though. If you could net the same amount of money or more after paying a commission, would you still want to do it on your own? Or would it be worth having someone handle the showings, negotiations, and paperwork for you?"
The close
You: "Here's what I'd suggest. Would you be opposed to me running some numbers on what your home could realistically sell for with professional marketing? If the numbers don't work, no hard feelings. I'll even share my research with you either way. Can I stop by tomorrow to walk through it?"
Circle Prospecting Script
A home just sold in the neighborhood. That means other homeowners are curious about their own home's value. Use that curiosity.
Opening
You: "Hi [Name], this is [Your Name] with [Company]. The reason for my call is a home just sold near you on [Street] for [Price]. I've been reaching out to a few neighbors because when a home sells in an area, it directly impacts the value of every other home nearby. I'm not calling to sell you anything. I was just wondering, have you given any thought to what your home might be worth in today's market?"
Building interest
If yes or curious:
You: "Great question. Honestly, the answer might surprise you. Values in your area have shifted quite a bit recently. Would you be opposed to me sending you a quick market report? It shows exactly what homes like yours have sold for in the last 90 days. No strings attached."
Planting the seed
You: "By the way, I don't know if it applies to you, but if you ever get to the point where you're even slightly considering a move, would you want me to keep you in the loop on what's happening in your neighborhood? I send updates every few weeks and most people find them pretty helpful."
Buyer Lead Script
These leads already raised their hand. Speed matters here. Call fast, be direct, and qualify hard. Don't waste time on tire kickers.
Speed to lead opening
You: "Hi [Name], this is [Your Name]. I'm the agent connected to the property you were looking at on [Source] over on [Street]. I just wanted to reach out real quick because homes in that area are moving fast. Are you still interested in that one, or are you open to seeing some others in the neighborhood?"
Qualifying
You: "Awesome. Let me ask you a couple quick questions so I don't waste your time. Are you pre-approved with a lender yet, or is that still on the to-do list?"
Then:
You: "And what's your timeline looking like? Are you needing to move in the next 30 to 60 days, or is this more of a longer term search?"
Booking the showing
You: "Here's what I'd recommend. Rather than just sending you listings online, would you be opposed to us setting up a quick tour? I can line up two or three homes that match what you're looking for and we can knock it out in about an hour. Does this weekend work, or would a weekday evening be better?"
Objection Handling
Every agent hears these. The key is to never get defensive. Agree with them first. Then redirect with a question that makes them rethink.
You: "Totally understand. Out of curiosity, are you locked into an agreement with them or is that more of a casual relationship? The reason I ask is most people I talk to say they have an agent but haven't actually signed anything. If that's the case, it might be worth seeing what else is out there. Would you be opposed to a second opinion?"
You: "No problem at all. Just so I understand, when you say not interested, do you mean you're not interested in selling right now? Or not interested in talking to agents? Because if it's the first one, I'd love to just stay in touch and keep you updated on what's happening in your market. No pressure whatsoever."
You: "Happy to do that. What's the best email for you? And real quick, so I can send you something that's actually useful and not just generic fluff, what's the one thing you'd most want to know about selling your home right now? That way I can tailor the info to your situation."
Behind every stall there is usually one specific thing. Find it.
You: "Of course. Take all the time you need. Can I ask what specifically you're weighing? Sometimes when people say they need to think about it, there's usually one thing holding them back. If you share what that is, I might be able to help clear it up right now."
You: "I hear that a lot. And honestly, if all agents were the same, I'd agree with you. But let me ask you this. If I could show you how my marketing strategy gets your home sold for significantly more than a discount agent would, and you'd actually walk away with more money in your pocket even after paying my fee, would that change the conversation?"
You: "Respect that 100%. A lot of my best clients started out that way. Let me ask though. If after 30 days you're not getting the results you want, would you be open to having a conversation? I won't bug you before then. I'll just check in once. And in the meantime, I can send you a free market report so you know exactly where you stand."
A timing objection is rarely a no. Book the next conversation.
You: "Completely understand. Is there a better time for me to call you back? Or is it more that you're just not ready to make a move right now? Either way is totally fine. I just don't want to miss an opportunity to help you if the timing does line up."
You: "That's fair. Most people I work with felt the same way at first. Can I ask, when you say not ready, is that because you need to do some work on the house first? Or is it more of a timing thing? Because a lot of sellers don't realize that the prep work alone takes 30 to 60 days. Starting the conversation now could save you a lot of stress later."
Voicemail Drops
Keep every voicemail under 20 seconds. Be curious, not salesy. Leave them wanting to know more.
Attempt 1
"Hey [Name], it's [Your Name]. I'm calling about your property on [Street]. I had a quick question for you. Nothing urgent. If you get a chance, give me a call back at [Number]. Thanks."
Attempt 2
"Hey [Name], it's [Your Name] again. I left you a message the other day. I've got some information about your property I think you'll want to see. Call me back when you have a sec. [Number]."
Attempt 3
"Hey [Name], [Your Name] here. I just finished pulling some numbers for properties in your neighborhood and there were a few surprises. I'd love to share them with you. Give me a ring at [Number] when you get a chance."
Attempt 4
"Hey [Name], it's [Your Name]. This will be my last message. I didn't want to keep bugging you. If you ever want to chat about the market or your property, my number is [Number]. Either way, I wish you the best."
Follow Up Text Messages
Most deals are won in the follow up. These text templates are designed to be short, human, and hard to ignore.
Email Follow Ups
Emails work best after you've already tried calling and texting. Keep them short. Make the subject line impossible to ignore.
Initial outreach
Hi [Name],
I noticed your home on [Street] is no longer active in the MLS. I work with homeowners in your area and wanted to reach out with a quick question.
Have you already found another agent, or is the property still available?
If you're open to it, I'd love to share what I think could work differently this time around. No obligation. Just a conversation.
Best,
[Your Name]
[Phone]
Market report
Hi [Name],
I just pulled the latest market data for your area and there are a few numbers I think you'd find interesting.
Three homes within a half mile of yours sold in the last 60 days. Two of them went above asking price. I put together a quick breakdown showing how your home compares.
Want me to send it over? No strings attached. Just thought it might be useful whether you're thinking about selling or not.
Talk soon,
[Your Name]
[Phone]
One email to restart it, one to close the file cleanly.
Follow up
Hi [Name],
I reached out a little while ago about your property and wanted to follow up. I know life gets busy.
If selling is still something you're considering, I'd be happy to put together a quick game plan. If not, no worries at all.
Either way, just wanted to make sure I didn't fall through the cracks.
Best,
[Your Name]
[Phone]
Breakup email
Hi [Name],
I've reached out a few times and I haven't heard back, so I'm going to close out your file on my end.
If you ever decide to revisit selling your home, my door is always open. You've got my number.
Wishing you the best either way.
[Your Name]
[Phone]
Your Pipeline in Jtek
Your pipeline stages in Jtek mirror the real estate sales process. Move cards as conversations progress so nothing slips through the cracks.