These scripts are designed to help agents effectively call home valuation leads, engage the consumer, and handle common objections. Use a tone that’s friendly, professional, and conversational.

Introduction Approaches

1. Friendly Introduction with Value Offer

• Script:
  • “Hi [First Name], this is [Your Name] with [Your Agency]. I saw you requested a home valuation recently, and I’d love to provide you with an updated market report. Have you had a chance to review any market trends in your area?”
• Why It Works: Opens the conversation with value, not a sales pitch, and invites dialogue.

2. Curiosity-Based Approach

• Script:
  • “Hi [First Name], this is [Your Name]. I noticed you were exploring your home’s value online, and I wanted to make sure you got all the information you needed. Did you have any specific questions about your property?”
• Why It Works: Frames the call as helpful and non-intrusive while making it clear you’re addressing their curiosity.

3. Specific Address Mention

• Script:
  • “Hi [First Name], this is [Your Name] with [Your Agency]. I was looking at the property on [Address] that you requested a valuation for. Is now a good time to discuss your options?”
• Why It Works: Personalizes the call by referencing the property, making the lead feel you’re prepared and professional.

4. “What’s Next?” Strategy

• Script:
  • “Hi [First Name], this is [Your Name] with [Your Agency]. I noticed you were curious about the value of your home. Are you looking to sell soon, or are you just gathering information for now?”
• Why It Works: Frames the conversation around their timeline, making it easier to tailor your response.

Common Objections and How to Handle Them

1. "I’m Just Curious."

• Response:
  • “That’s great! Many homeowners I work with are in the same place. I’d be happy to send you a detailed valuation and some market insights to help you plan for the future. Would you prefer an emailed report or a quick phone chat?”
• Why It Works: Acknowledges their curiosity while offering value.

2. "I’m Not Selling Right Now."

• Response:
  • “Totally understandable. Many homeowners I speak with aren’t selling immediately but like to keep an eye on their property’s value. Would it be helpful if I sent you an equity update every few months?”
• Why It Works: Focuses on building a long-term relationship without pressuring the lead.

3. "I Didn’t Request Anything."

• Response:
  • “That’s surprising! Sometimes these requests come through when people are exploring online tools or home value ads. While I have you, would you like a quick update on what homes in your area are selling for?”
• Why It Works: Keeps the conversation going without dwelling on how the lead was generated.

4. "I Already Have an Agent."

• Response:
  • “That’s great to hear you’re already connected with someone! If you’d like, I’d still be happy to provide some additional information about your home’s value—no obligation. Is there anything I can help clarify about the current market?”
• Why It Works: Positions you as helpful without challenging their current relationship.

5. "I’m Only Interested in a Cash Offer."

• Response:
  • “That’s good to know! I can help you explore cash offer options and also provide a traditional market analysis to compare. Many of my clients start with a cash offer and end up exploring both paths to find what works best for them. What’s your timeline for selling?”
• Why It Works: Frames the conversation around options rather than focusing solely on the cash offer.

Closing the Call

1. Offer Additional Value

• Script:
  • “I’ll send over some information about your home’s value along with recent sales in your neighborhood. Do you have any specific updates you’ve made to the property that I should include in my analysis?”
• Why It Works: Keeps the conversation active and focused on collaboration.

2. Set a Follow-Up

• Script:
  • “I’ll send this report to your email right away. Would it be okay if I check back in a couple of weeks to see if you have any questions?”
• Why It Works: Keeps the door open for future engagement.

3. Ask for Referrals

• Script:
  • “If you’re not thinking of selling now, that’s okay! Do you know anyone else who might be curious about their home’s value? I’d be happy to help them too.”
• Why It Works: Broadens your opportunities for business while closing the conversation positively.

Best Practices for Home Valuation Leads

• Stay Proactive: Follow up within minutes of receiving the lead. Speed to lead increases your chances of connecting.
• Focus on Education: Many leads are at the start of their selling journey. Provide valuable information without pressuring them to sell.
• Use a CRM: Log all interactions and schedule follow-ups to keep track of where each lead is in the process.
• Be Patient: Remember, many home valuation leads take 12-18 months to convert.

For a deeper dive into working SOLD.com leads, schedule a one-on-one consultation with our team:
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Questions? Email us at [email protected]