You Reek OF

COMMISSION
BREATH
The Most Powerful Book of Scripts
You'll Never Use
TABLE OF CONTENTS
TaTa

TABLE OF CONTENTS...................................................................................2
ICON LEGEND....................................................................................................3
REVERSE SELLING QUESTIONING STRATEGIES.................5
EXPIRED SCRIPT...........................................................................11
FSBO SCRIPT.................................................................................14
ABSENTEE OWNER SCRIPT.....................................................17
FRBO SCRIPT...............................................................................20
CIRCLE PROSPECTING SCRIPT..............................................23
PROBATE SCRIPT.......................................................................26
APPOINTMENT SETTING SCRIPT...........................................29
GENERATING A QUALITY LEAD SCRIPT..............................31
QUALIFYING THE APPOINTMENT.........................................33
RESPONDING TO OBJECTIONS..............................................35

2
3
REVERSE SELLING
QUESTIONING
STRATEGIES

4
REVERSE SELLING
QUESTIONING
STRATEGIES

Pattern Interrupts //

1. Hi Bob? Bob, this is Brandon, if I told you I was a Realtor, would you
hang up or would you give me 30 seconds to tell you why I called?
2. Hi Bob? Bob, this is Brandon, look, I’ll be upfront I’m a Realtor and
this is a cold call. Do you want to hang up or will you give me 30
seconds and then decide?
3. Hi Bob? Bob, this is Brandon, look you’re going to hate me, I’m a
Realtor. Do you want to hang up or will you give me 30 seconds to
tell you why I called?
4. Bob? Bob, this is Brandon, I’m a Realtor, I don’t think we’ve spoken
before. Do you want to hang up or can I tell you why I called?
5. Bob? Bob, this is Brandon, I’m a Realtor and I know this call is out of
the blue but I was hoping to ask you something really quick, would
that be ok?
6. Bob? Bob, this is Brandon, I’m a Realtor and I know you weren't
expecting my call. Do you have 30 seconds or would you rather
hang up?
7. Bob? Bob, this is Brandon, I’m a Realtor and I didn't know if I should
even call you, but would you hate me if I asked you something really
quick?
8. Bob? Bob, this is Brandon, I’m a Realtor and Listen, I’m sure you
hate getting calls like this as much as hate making them, but I was
hoping to ask you something really quick, would that be ok?
9. Bob? Bob, this is Brandon, I’m a Realtor and listen, before you hang
up, I was hoping to ask you something really quick, would that be
ok?
5
Presumptive Questions //
1. When you vet out interested buyers before they see your home,
what type of qualification documentation do you typically request?
2. When your agent called you to tell you why the home didn't sell,
what did they say?
3. When you interviewed the other agents and they physically took
you to see the homes you'd be competing with, what did they say
they were going to do to make your home stand out as the obvious
choice?
4. When your agent was presenting you with offers, was it just that the
offers were too low?
5. When your agent was giving you feedback, what did they say they
would do differently to start generating offers?

Reverse Presumptive Questions //

1. I get the feeling that even if you genuinely believed that I could
produce a better result than any other agent, there’s probably no
way you’d ever meet with me, right?
2. If I were to say, (something you don’t like), you’re probably going to
tell me it’s over aren't you?
3. If I were to ask you if you’d be open to selling, even if you could sell
for a great price, you’d probably laugh and tell me you’re never
selling, right?
4. Even if I was able to show you a way to actually get your home sold
and you believed it would work, I don’t suppose it would make
sense for you to invite me over, am I right?
5. I’m guessing you’re going to (do what I don't want you to do)

6
Hypothetical Questions (Future Pace) //
1. Let's pretend you decided to invite me over and after you saw my
plan, you were blown away and you genuinely believed I was the
best agent to sell your home, is there any reason why you would’nt
invite me over to explore that a bit more?
2. If, then…
3. If I told you the answer, what would happen next?
4. Let’s pretend I could, what would you do?

“No” Oriented Questions //

1. Would it be a bad idea…

2. Would you hate me if…
3. Would you be upset if…
4. Would you be against…
5. Would you be opposed…
6. Would you
7. I don't suppose

“Yes” Oriented Questions //

1. Is that fair?
2. Fair enough?
3. Would it make sense?
4. Does it make sense?

7
Socratic Questions //

1. If you were the buyer looking at a home that had been sitting on
the market for a long time and wanted to make an offer, what type
of offer would you make?
2. The average time it takes to sell a home like yours is 27 days, If we
end up sitting on the market for much longer than that, what is the
market trying to tell us?
3. What do you mean?

Because Questions //

1. Because, let’s face it, you’re not going to do anything unless it

makes sense, right?
2. Because, let’s face it, you’re going to do what’s best for you and your
family, right?
3. Because, let’s face it, if you don’t feel as though I’m the right agent
for you, I’m sure you’re going to tell me, right?
4. Because let’s face it, if after you hired me to sell your home and you
didn't feel like I was doing my job, you’d fire me, right?
5. Because, let’s be real, there’s no way you’d hire me unless you felt
100% confident that I could get you a better result than any other
agent, right?

Permission Questions //

1. Would that be ok?

2. Are you comfortable with that?
3. It’s totally up to you?
4. What would you like to do next?
5. Where should we go from here?
6. Can I ask you a blunt question?
7. Can I share my biggest fear? 8
8. I want to ask you something, but I’m afraid of how you might
respond….
ABC Questions //

1. That because you didn’t get any offers, the offers were too low or
was it something else?
2. Is that because you’ve given up on the idea of moving, you don’t
believe there’s a buyer for your home, or is it something else?
3. Is that because you feel obligated to work with them, you don’t feel
like anyone can do any better or is it something else?

Emotional Questions //

1. How does that make you feel?

2. What do you feel should have been done or not done?
3. How long has this been happening?
4. When did you first recognize this was a problem?
5. What actions did you take with your previous agent to get things
back on track?
6. What type of impact has this had?
7. Have you lost all hope?

Status Quo Questions //

1. Is it an option to just stay put and not sell?

2. What are you looking for that you don’t already have?
3. What’s wrong with where you live now?
4. Is renting it an option?

9
EXPIRED SCRIPT

3
EXPIRED SCRIPT
1. Hi, is this Bob?

2. Bob, this is Brandon. Look, I’ll be upfront, I’m a Realtor, and before you
hang up, I was hoping to ask you something really quick, would that be
ok?

3. I appreciate that. Well, I was calling about the home on XYZ street and
saw it had come off the market. I'm assuming that’s because you sold it,
right?

4. Interesting. Is that because you didn't get any offers, the offers were too
low, or was it something else?

5. And when your agent called you to let you know that the home was
coming off the market, what was the reason they said the home didn't
sell?

Can I ask you something about that…but before I do, I don’t want
to step on anyone's toes, your previous agent wasn't like your
sister-in-law was it?

That sounds frustrating, what do you feel they should have done
differently?

6. Ok, and this is probably a weird question, but the home looks great and
you’re in a prime area that most people want - out of curiosity, is it an
option to just stay there?

11
7. And Bob, let me ask you this, at this point, have you just given up on the
idea that there’s a buyer out there that would actually buy your house?

8. I see… and I get the feeling that even if you got an offer with the price
and terms you originally wanted, or more, that’s probably not
something you’d even consider at this point, right?

9. Well Bob, before I let you go, can I make a quick recommendation?

10. Ok, and if what I’m about to ask you doesn't make sense, you’ll tell me
right?

11. Ok, well let’s pretend we met, and after you saw my plan, it was
different than anything you’ve ever seen before, and you genuinely
believed I could get your home sold and help you get the “desired
outcome”, is there any reason why you wouldn't invite me over to just
explore this a bit more…

(Pause for a second after you say this and then right when the prospect
starts to speak, cut them off quickly and use the “Because framework”)

Because, I mean, let’s face it, you’re not going to do anything unless it
makes sense, right?

12. Ok, fine, then what day are you thinking would make sense for us to get
together?

13. Ok, I could probably make that work, and in the meantime, would it be
helpful if I emailed you a copy of my resume which will answer most of
the questions you probably have about me, or would you just delete it?

12
FSBO SCRIPT

6
FSBO SCRIPT
1. Hi, is this Bob?

2. Bob, this is Brandon. Listen, you’re going to hate me, I’m a Realtor. Do
you want to hang up, or will you give me 30 seconds and then decide?

3. I appreciate that. Well, look, I see you’re selling your home on your own
- which I respect - it’s priced really well, and so I get the feeling you
already have multiple offers, or the home is sold, would that be fair?

4. Interesting, is that because you didn't get any offers, the offers were too
low, or was it something else?

5. I only ask because homes like yours typically sell within hours of hitting
the market, but I was calling to find out, Not that I have one right now,
but If I came across a buyer that was interested in your home, would
you be upset If I were to introduce them to you?

6. Ok, great. And this is probably a weird question, but I’m looking at the
photos, the home looks perfect and you’re in a prime location that most
people want, I’m just curious, what are you looking for that you don’t
already have, I mean, could you just stay there and not sell?

7. Ok, fair enough. And I’m sure you’re not in a rush to sell, but ideally, if
you were to get an offer right away that had the price and terms you
wanted, would that be a problem or do you already have your next
place lined up?

8. Can I ask you one last question before I let you go?

14
9. Ok, well, If 30 days goes by and you still haven't sold on your own, would
you hate that idea of us talking again to discuss some other options in
the future?

10. Ok, fair enough and look, can I share with you my biggest fear?

11. Yeah, I kind of get the feeling that, if I were to ask you to get together
now, and I could show you how I could sell your home, net you the
money you need and remove the stress of selling on your own, you’d
probably just laugh at me and wouldn't even consider it, right?

12. Well look, I’m not sure if this makes sense or not, but, let's pretend we
did meet now, and after you saw my plan, you genuinely believed I
could sell your home and get you the money you need, is there any
reason why you wouldn't invite me over to just explore this a bit more…

(Pause for a second after you say this and then right when the prospect
starts to speak, cut them off quickly and use the “Because framework”)

Because, I mean, let’s face it, you’re not going to do anything unless it
makes sense, right?

13. Ok fine, then what day are you thinking would make sense for us to get
together?

14. Ok I could probably make that work, and in the meantime, would it be
helpful if I emailed you a copy of my resume which will answer most of
the questions you probably have about me, or would you just end up
deleting it?

15
 ABSENTEE
OWNER SCRIPT

9
ABSENTEE OWNER SCRIPT
1. Hi, is this Bob?

2. Bob, this is Brandon. Look I’ll be upfront, I’m a Realtor, do you want to
hang up, or would it be ok If asked you something really quick?

3. I was calling about the property on XYZ street, and If I were to ask you if
you’d ever consider selling, it probably wouldn't matter how much you
could get in this market, you’re probably going to hang on to it forever,
right?

4. Makes sense. And I’m curious, is that a rental property, a second home,
or something else?

5. I see. A lot of people I talk with who own rental properties tell me that
being a landlord is frustrating, tenants are a headache to deal with and
they would consider selling if it made sense, but I get the feeling you
haven't had any issues with your tenants, would that be fair?

6. And, not that I have a buyer right now, but if you did decide to sell and
got a great offer right away, would that cause any problems for you?

7. Ok, Bob, before I let you go, can I make a quick recommendation?

8. Let’s pretend I did a full value analysis on the property and you thought
the numbers made sense and genuinely believed selling it right now
was a viable option, would there be any reason why you wouldn't want
to explore that a bit more…

(Pause for a second after you say this and then right when the prospect
starts to speak, cut them off quickly and use the “Because framework”)

17
9. Because, I mean, let’s face it, you’re not going to do anything unless it
makes sense, right?

10. Why don't we do this then, if you want, I’ll do the full report to see how
much the property could sell for, I'll go through the results with you on
a quick call and then you can decide if talking about if selling makes
sense or not, does that sound fair?

11. Ok, I could probably jump back on a call tomorrow, what time would
you like to talk?

12. That should work. In the meantime, would it be helpful if I emailed you
a copy of my resume which would answer some of the questions you
probably have about me, or would you just end up deleting it?

18
FRBO SCRIPT

12
FRBO SCRIPT
1. Hi, is this Bob?

2. Bob, this is Brandon, I’m a Realtor and before you hang up, I was
hoping to ask a quick question about the home for rent, would that be
ok?
3. I appreciate that and If I were to ask you if you’d ever consider selling it,
it probably wouldn't matter how much you could get in this market,
you’re probably going to hang on to it forever, right?

4. Makes sense and I’m curious, is there a tenant in there now or have
they already moved out?

5. I see… and a lot of people I talk with who own rental properties tell me
that being a landlord is frustrating, tenants are a headache to deal with
and they would consider selling if it made sense, but I get the feeling
you haven't had any issues with your tenants, would that be fair?

6. And not that I have a buyer right now, but if you did decide to sell and
got a great offer right away, would that cause any problems for you?

7. Ok Bob, before I let you go, can I make a quick recommendation?

8. Let’s pretend I did a full value analysis on the property and you thought
the numbers made sense and genuinely believed selling it right now
was a viable option, would there be any reason why you wouldn't want
to explore that a bit more…

(Pause for a second after you say this and then right when the prospect
starts to speak, cut them off quickly and use the “Because framework”)

20
9. Because, I mean, let’s face it, you’re not going to do anything unless it
makes sense, right?

10. Why don't we do this? If you want, I can do the full report to see how
much the property could sell for, I'll go through the results with you on
a quick call and then you can decide if talking about if selling makes
sense or not, does that sound fair?

11. Ok, I could probably jump back on a call tomorrow, what time would
you like to talk?

12. That should work, in the meantime, would it be helpful if I emailed you
a copy of my resume which would answer some of the questions you
probably have about me, or would you just end up deleting it?

21
CIRCLE PROSPECTING
SCRIPT

15
CIRCLE PROSPECTING
SCRIPT
1. Hi, is this Bob?

2. Bob, this is Brandon, look don’t hate, I’m a Realtor and before you hang
up, I was hoping to ask you something really quick, would that be ok?

3. I appreciate that, look, you’re going to think this is crazy but I’m calling
because there aren’t many homes for sale and buyers are looking to
move into your neighborhood, you haven't heard of anyone thinking
about selling soon, have you?

4. Got it, and If I were to ask you if you’d ever consider selling, it probably
wouldn't matter how much you could get in this market, you’d
probably laugh at me and say you’re never moving, right?

5. Makes sense and I’m curious, how long have you lived in your home?

6. I see… and if you were to make a move, what are you looking for that
you don’t already have?

7. And not that I have a buyer right now, but if you did decide to sell and
got a great offer right away, you wouldn't be able to move anytime
soon, right?

8. Ok Bob, before I let you go, can I make a quick recommendation?

23
9. I know you’re not moving until x, but let’s pretend you decided to have
me over to look at the home now and after we had a chance to meet,
you walked away with a great plan in place for when you are ready, is
there any reason why you wouldn't invite me over to explore this a bit
more…

(Pause for a second after you say this and then right when the prospect
starts to speak, cut them off quickly and use the “Because framework”)

10. Because, I mean, let’s face it, you’re not going to do anything unless it
makes sense, right?

11. Ok fine, then what day are you thinking would make sense for us to get
together?

12. Ok I could probably make that work, and in the meantime, would it be
helpful if I emailed you a copy of my resume which will answer most of
the questions you probably have about me, or would you just end up
deleting it?

24
PROBATE SCRIPT

18
PROBATE SCRIPT
1. Hi, is this Bob?

2. Bob, this is Brandon, look don’t hate, I’m a Realtor and before you hang
up, I was hoping you could help me out with something really quick,
would that be ok?

3. I appreciate that, well the reason I called is because I handle a lot of the
properties that go through probate here in xyz (city), and the property
on xyz street just came across my desk with your name as the contact,
but you don’t have anything to do with that, do you?

4. I see, I’m sorry for your loss…yeah and a lot of people I work with tell me
how overwhelmed they are with the probate process with everything
they have to do, I’m not sure if that’s been your experience or not?

5. Got it and when it comes to the property itself, most people tell me
they don’t even know where to start when it comes to getting the
property cleaned out, handling the estate sale and getting the property
ready to be sold, but I get the feeling you haven't come across any of
that yet, right?

6. And if I were to ask if you’ve already hired a real estate professional who
specializes in probate to help you through this process, it's probably too
early to have that conversation, would that be fair?

26
7. Ok, well Bob, can I make a recommendation before I let you go?

8. Well I know you’re not ready to do anything yet, but let’s pretend we
met at the property so you could show me around and after we met,
you genuinely believed I could help you get through this frustrating
probate process and get the property sold for you, would there be any
reason why you wouldn't invite me over just to explore this a bit more…

(Pause for a second after you say this and then right when the prospect
starts to speak, cut them off quickly and use the “Because framework”)

9. Because, I mean, let’s face it, you’re not going to do anything unless it
makes sense, right?

10. Ok, fine, then what day are you thinking would make sense for us to get
together?

11. Ok, I could probably make that work, and in the meantime, would it be
helpful if I emailed you a copy of my Resume which will answer most of
the questions you probably have about me, or would you just end up
deleting it?

27
APPOINTMENT
SETTING SCRIPT

21
 APPOINTMENT SETTING
SCRIPT
Step 1: Use a language that supports the prospect's autonomy.

Step 2: Use language to future-pace and pretend that what you want (an
appointment) has already happened and the prospect was happy they
agreed to give you what you wanted.

Step 3: Ask a “No Oriented” question.

Step 4: After you pause for just a second, cut the prospect off and use the
“Because Framework” to gain agreement.

Well, look, I’ll be upfront, I don’t know if I’m the right agent for you or
not, you’ll decide that, but let’s pretend we met, and after you saw my
plan, you genuinely believed that I could sell your home and help you to
(get desired outcome), would there be any reason why you wouldn't
invite me over just to explore this a bit more…

(Pause for a second after you say this and then right when the prospect
starts to speak, cut them off quickly and use the “Because framework”)

Because, I mean, let’s face it, you’re not going to do anything unless it
makes sense, right?

29
GENERATING A
QUALITY LEAD
SCRIPT

21
GENERATING A
QUALITY LEAD SCRIPT
1. Fair enough, well can I ask for a favor before you go and you can be
honest…?

2. So based on your experience with me so far and having this

conversation, Name, I’m not asking you to make any decisions right
now, but let me ask you…would you be against us revisiting this
conversation at some point in the future, or is there no way you'd ever
consider meeting with me?
Sounds fair, when would you like to hear from me again?

3. And in the meantime, would it be helpful if I emailed you a copy of my

resume which would answer most of the questions you probably have
about me, or would you just end up deleting it?

4. And name, one last thing, you’re not going to end this call and
immediately block my number are you?

31
QUALIFYING THE
APPOINTMENT

23
QUALIFYING THE
APPOINTMENT
1. Ok, I could probably make that work, and in the meantime, would it be
helpful if I emailed you a copy of my Resume which will answer most of
the questions you probably have about me, or would you just end up
deleting it?

2. Ok, fair enough. Just one last thing, obviously the purpose of our
meeting is to determine if working together makes sense or not, can
you do me a favor?

3. If after the meeting you feel as though hiring me to sell the property
doesn't make sense, you’d feel comfortable telling me, right?

4. Ok, and likewise, if for some reason I feel as though I can’t get the home
sold or meet your expectations, would you be upset if I told you I can’t
help?

5. Ok, fair enough. And if neither of us say “no” to each other, would it be
ok if we spent a few minutes at the end of our meeting to discuss some
potential next steps?

6. Great, ok. And I almost forgot, you’re not going to hang up the phone
and think to yourself, “Oh my gosh, what have I just done? I just booked
a meeting with a Realtor” and then magically have to cancel our
meeting are you?

7. Are you sure, I don’t want you to feel like I pressured you. I only want us
to meet if you feel there’s some real value in having this conversation.

8. Ok, sounds good, well I’ll see you on…

33
 RESPONDING
TO OBJECTIONS

26
RESPONDING TO
OBJECTIONS
Step 1: A - Agreeable Acknowledgment
Action: Acknowledge what the prospect said in an agreeable manner.
Goal: Provide the prospect with a stroke to build rapport and lower
defensiveness.

Step 2: R - Respond with a Permission-Based Question

Action: Respond to the prospect by asking a permission-based question
to clarify what they’ve said.
Goal: Gain clarity while ensuring the prospect feels in control of the
conversation.

Step 3: P - Pivot to Reverse Selling Question

Action: Pivot the conversation to one of your selected “Reverse Selling
Questions.”
Goal: Gently guide the prospect towards a different perspective or
solution.

35
 EXAMPLES:

“Do you have a buyer?”

1. That’s a good question, I’m glad you brought that up…

2. And I’m sure there’s a ton of agents out there misleading you saying
they have a buyer when they don't, which I won’t do and so can I share
my biggest fear before I let you go?

3. I get the feeling that if I told you I don’t have a specific buyer right now,
It wouldn't matter what I said next, you probably wouldn't even hear
me out, would that be fair?

“We’re going to re-list with the same agent.”

1. Ok fair that’s fair…

2. Can I ask you something about that before I let you go?

3. Yeah well listen I don’t want to offend you, the agent you’re referring to
isn't your sister in law, is it?

4. Ok well, I have to ask, I mean, given that the agent failed to sell it the
first time, would it not make sense to atleast interview one other agent
to get a second opinion because, I mean let’s face it, you’re not going to
do anything unless it made sense anyway, right?

“How much do you charge?”

1. I’m really glad you brought that up…

2. And I’m going to tell you but can I share with you my biggest fear?

3. I get the feeling if I told you I wasn't the cheapest agent, even if you
believed I was the best agent to sell your home, it probably wouldn't
matter, you’d never even consider meeting with me, right? 36
 “I already have an agent.”

1. Makes sense, most people do…

2. Can I just ask you something about that before I let you go?

3. Yeah well listen I don’t want to offend you, the agent you’re referring to
isn't your sister in law, is it?

4. Ok, well I have to ask, would it not make sense to atleast interview one
other agent to get a second opinion because, I mean let’s face it, you’re
not going to do anything unless it makes sense anyway, right?

“What are you going to do differently to sell my house?”

1. I’m really glad you brought that up…

2. And I’m going to tell you but can I share my biggest fear?

3. I get the feeling that if I were to take the next few minutes and tell you
all the things that I do differently… A. you probably wouldn't believe me
and B. it would matter, you probably wouldn't meet with me anyways,
would that be fair?

“We’re going to wait.”

1. Yeah fair enough…

2. And can I ask you one last question before I let you go?

3. As far as waiting, is that because you’ve given up on the idea of moving,

you don’t believe there’s a buyer for your home, or is it something else?

37
37