Proven scripts from Brandon Mulrenin's reverse selling playbook. Stop chasing. Start closing.
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..."
This is the bread and butter script. Pattern interrupt, ask permission, then use reverse questions to let the seller convince themselves they need you.
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 + ReverseIf 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 AppointmentYou: "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 sellers are usually protecting their equity. Don't fight it. Respect their decision, then plant seeds of doubt about doing it alone.
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 QuestionsYou: "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 CloseYou: "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?"
A home just sold in the neighborhood. That means other homeowners are curious about their own home's value. Use that curiosity.
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 InterestIf 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 SeedYou: "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."
These leads already raised their hand. Speed matters here. Call fast, be direct, and qualify hard. Don't waste time on tire kickers.
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?"
QualifyingYou: "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 ShowingYou: "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?"
Every agent hears these. The key is to never get defensive. Agree with them first. Then redirect with a question that makes them rethink.
Keep every voicemail under 20 seconds. Be curious, not salesy. Leave them wanting to know more.
Most deals are won in the follow up. These text templates are designed to be short, human, and hard to ignore.
Emails work best after you've already tried calling and texting. Keep them short. Make the subject line impossible to ignore.
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]
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]
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]
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 stages in Jtek mirror the real estate sales process. Move cards as conversations progress so nothing slips through the cracks.