Master the Phone: 7 Real Estate Phone & Text Scripts to Book More Appointments

1. Why Phone Calls Still Matter in a Digital Age

We’re living in a time where everyone seems glued to their phones—but ironically, nobody wants to actually make a phone call. Texts, DMs, and emails are simpler, less intrusive, and require minimal courage. I get it—picking up the phone can be intimidating. Yet phone calls can be the quickest way to establish trust and set that crucial appointment.

A mini anecdote

I want everyone to pay attention to a recent example: I was consulting with an agent who was heavily reliant on email funnels. Her open rates were decent, but she was struggling to turn those email leads into face-to-face appointments. She started calling each lead who’d engaged with her emails. Boom—her appointment rate doubled in a month. Why? Because hearing a voice is still powerful.

Quick stat

According to NAR, 81% of sellers contact only one agent before deciding who to list with. That means if you’re the first (and friendliest) voice they hear, you have a strong shot at winning that listing. Don’t wait another year to get comfortable with phone calls.

2. The Basic “Introduce Yourself” Script (For New Leads)

Now what I love about a good introduction call is that it’s straightforward. But you’d be surprised how many agents trip over themselves, not knowing how to start. Here’s a simple, direct script you can tailor to your style.

Script Example

Agent: “Hi [Lead Name], this is [Your Name] with [Your Brokerage]. I saw that you recently [filled out my home valuation form / requested info on a property / inquired about selling your home]. I just wanted to reach out personally and see how I can help. Do you have a few minutes to chat?”

Why it works: You’re showing you recognize who they are (or at least what they did) and offering help without being pushy. Keep the tone casual but confident.

CTA: If you’ve got a pile of uncontacted leads in your CRM, commit to calling at least 20 a day using a simple introduction like this. Over time, watch how many quick appointments you land.

3. Handling the “Not Interested” Objection

And I want to make sure you don’t miss this: objections are normal. Don’t freak out when a lead says they’re “not interested” or “just looking.” Your job is to figure out if it’s a brush-off or if they truly have zero interest in selling or buying. Sometimes, a polite nudge can move them forward.

Script Example

Lead: “I’m not really interested right now.”
Agent: “I totally understand. Many homeowners in [Neighborhood] feel the same way, especially if they’re not planning a move immediately. Out of curiosity—what would have to change for you to consider selling or moving?”

Or:

Agent: “That’s no problem. Sometimes we don’t realize we’re ready until the right opportunity appears. Out of curiosity, have you done any recent research on your home’s current value? I’d love to offer a quick, no-strings evaluation so you at least have the information when you decide.”

Why it works

This approach acknowledges their hesitation, then gently offers additional value. You’re not pushing them; you’re offering a free resource (like a valuation) or simply asking them a future-focused question.

4. Turning Nurture Calls into Listing Appointments

Once you’ve started building that relationship—maybe you’ve sent them some follow-up emails or they’re on your monthly market update—how do you pivot from friendly contact to booking a real appointment?

Script Example

Agent: “Hey [Lead Name], this is [Your Name] again. I remember you mentioned you might be looking at selling once your kids finish the school year. How are things going on your end? Still thinking about making a move this summer?”

If they say they’re still thinking about it:
Agent: “That’s awesome. Would you like me to pop by and give you a quick, updated market analysis of your home’s value? It’s free, and you’ll at least have a solid idea of what you could net if you decided to put it on the market.”

Why it works

You’re referencing a prior conversation (showing you care about their timeline), and you’re offering a tangible next step that feels helpful. People often hesitate to invite an agent over, but if it’s framed as a free educational session, it’s less threatening.

Personal anecdote

An agent I worked with had a homeowner who’d been in their funnel for 9 months. They called every other month to check in, no pressure. The third time, they used a script similar to the above. She agreed to let them come by for a quick walkthrough. That “walkthrough” turned into an in-depth discussion about her moving plans, and she signed the listing agreement two weeks later.

Got a list of “warm leads” you’ve been nurturing via email? Schedule time this week to call them. Reference your last interaction and simply offer a free in-home price analysis.

5. Don’t Underestimate Text Scripts

The interesting thing is, phone calls are great, but texts can be just as powerful—especially if someone’s screening your calls. Text messages have a 98% open rate (compared to about 20-30% for most emails). That’s huge. If you’re not texting leads, you’re leaving opportunities on the table.

Simple text script for new leads

Agent (Text):
“Hey [Name], this is [Your Name] from [Brokerage]. Thanks for checking out our property/home valuation/website! Let me know if you have any questions or if you’d like to see a home in person. No rush—just here to help.”

Objection via text

Sometimes leads text back: “Just looking around” or “Not now.” A quick reply could be:

Agent (Text):
“Totally get it! Out of curiosity, what’s the dream scenario for you? I’m happy to send you updates on properties or market stats so you’re prepared when the time is right.”

Key tip

I’ve always had strong reply rates with the double text technique. Break your text into two messages like this:

Text 1: “Hey [Name], this is [Your Name] from [Brokerage]. Thanks for checking out our property/home valuation/website! Let me know if you have any questions or if you’d like to see a home in person. 

Text 2: (send immediately): No rush—just here to help.”

6. The “Follow-Up After Showing” or “Open House” Script

Now what I love about following up after a showing or open house is that you already have a bit of rapport (they at least showed up, right?). But how do you transition from “Thank you for coming” to setting an appointment?

Script for post-event phone call

Agent: “Hi [Name], this is [Your Name] from [Brokerage]. Thanks for stopping by the open house on Elm Street last weekend—did you enjoy the property?”

(If they mention concerns or something they loved, engage them on that.)

Agent: “Got it. Well, I wanted to see if you’re still in the market for something similar. If so, I’d be happy to show you a few other listings that might match your style. No pressure—I just recall you mentioned wanting a bigger backyard, and I’ve got a couple in mind. Would that be helpful?”

Text version

Agent (Text): “Hey [Name], [Your Name] from the Elm Street open house here. Any questions about that home or the neighborhood? Let me know—I might have another property that fits your wish list!”

Next open house, gather phone numbers with permission. Then systematically follow up within 24–48 hours using the short script above. Watch how many “Oh, sure, we’d like to see more” replies you get.

7. Setting an Appointment on the Spot

Let’s say the lead shows genuine interest over the phone or text. Do you wait and send them a calendar link? Or do you go for the appointment right there? I’m a fan of “seize the moment.” If they sound warm, lock down a date and time.

Script to finalize

Agent: “Great! I’d love to help you explore your options. My calendar is pretty open on Wednesday and Friday afternoons—would either of those work for a quick, 30-minute chat about your real estate goals? We could do it by phone or meet at my office—whichever you prefer.”

Why it works

You offer specific time slots instead of “Let me know when works for you.” That subtle nudge often gets them to commit. If they can’t do those slots, they’ll usually propose an alternative.

Personal anecdote

I’ve tested this strategy for years. Often, the lead says, “Actually, I’m busy Wednesday, but I can do next Monday.” Perfect—that’s still a booked appointment. If you give them a vague “Call me when you’re free,” you might never hear from them again. Seize the moment.

Pro Tips for Confidence & Consistency

• Practice: Don’t read these scripts word for word. Memorize the flow, then adapt to your style.
• Warm Up: Make a few quick dials on easy leads first to boost your confidence.
• Follow Compliance: Especially for texting, ensure you have permission to text leads. You don’t want legal trouble.
• Track Your Numbers: It can take 100 or more phone calls to land 1 appointment. Don’t get discouraged—know the data to stay motivated.

Quick Glance at the Scripts (A Summary)

1. New Lead Introduction: “Hi, this is [Your Name]. I saw you [did X]. How can I help you?”
2. Handling “Not Interested”: “I understand. What would have to change for you to consider moving?”
3. Nurture to Appointment: “Remember how you mentioned [timeline]? Want an in-home market analysis?”
4. Text Intro: “Hey [Name], thanks for [X]. Let me know if I can help further.”
5. Text Objection: “Totally cool. What’s your dream scenario? I can send updates if you’d like.”
6. After Showing/Open House: “Thanks for dropping by! Would you like to see a similar property?”
7. Lock It In: “My calendar is open Wednesday and Friday—how’s your schedule look?”

Ready to Step Up Your Game?

Don’t wait another year to master phone and text scripts. If you’re hesitant, just start small. Block out one hour each morning to make calls. Or send follow-up texts right after lunch. Over time, you’ll get more comfortable, and your appointment rate should climb.

Action Steps

• Pick 2 scripts to memorize this week.
• Practice them with a friend or colleague so you don’t sound stiff or robotic.
• Implement them on real leads—like, now.
• Tweak based on feedback: If one line feels awkward, adjust it.

Final Thoughts (Plus a Gentle Reminder)

Scripts are a starting point, not a prison. Personalize them. Let your authentic voice shine. The biggest mistake is letting fear or perfectionism stop you from making the call or sending the text.

As you refine your approach, you’ll find that some leads respond best to phone calls, while others prefer texting. That’s normal. Stay flexible. The real victory is booking that face-to-face or Zoom appointment where you can truly showcase your expertise. 

Knowing what to say (and when to say it) can make all the difference in turning a lead into a listing. At Listing Leads, our proven real estate sales scripts give you the exact words to use in phone calls, texts, and DMs—so you or your team can confidently follow up, handle objections, and book more appointments.

Sign up for a free trial today and get instant access to our top-performing sales scripts.

So go on—get out there. Pick up your phone. Fire off those texts. And watch your appointment calendar fill up. Good luck!

‍