How it works
- 01
Choose a call to practice
An hour ago, she filled out valuation forms for three agencies. She wants a price right away, without a visit.
- 02
Set a goal
Find out why she is selling and her timeline, then book a valuation appointment.
- 03
Review your wording
Did you find out why they’re selling and when, and book an appointment for a specific date? Quoting a price without a visit commits the agency.
What does a call in your industry sound like?
An hour ago, she filled out valuation forms for three agencies. She wants a price right away, without a visit.
The customer says, “Just give me a ballpark price.” Here’s one possible response.
“I’d rather not give you a random number. What’s prompting you to sell, and when?”
Customer brief
Example
Claire DuboisHomeowner · Requested a valuation online- Context
- An hour ago, she filled out valuation forms for three agencies. She wants a price right away, without a visit.
- Your objective
- Find out why she is selling and her timeline, then book a valuation appointment.
« Just give me a ballpark price. »
Which objections should you practice?
The ones your team hears every week. The simulated customer raises them at the right moment, based on their mood and what you say.
- “I’m selling on my own. I don’t want to pay a commission.”
- “Give me a price right away, without a visit.”
- “I won’t sign an exclusive listing agreement.”
- “The agency across the street charges less.”
- “I’ve already listed with three agencies.”
Which calls should you practice first?
Three common situations, each with a specific goal.
- Call a homeowner who just requested an online valuation and is comparing several agencies. Goal: book a valuation appointment for a specific date.
- Check in with a seller who has had a nonexclusive listing for three months without a showing. Goal: secure an exclusive listing or revisit the price.
- Defend your commission to a seller ready to sign who asks you to match a competitor’s fee. Goal: sign the listing without giving in to the first round of pressure.
Scenarios ready for your industry
The Clozing library includes 5 scenarios for this industry and a “Real Estate Agent: Listings and Lead Follow-Up” scorecard. Copy them to your workspace, then adapt them to your fees, service area, and services. A scenario about qualifying a buyer is also included in the pack.
See how scenarios work.
- Follow-up on an online valuation request
- Homeowner selling on their own for two months
- Nonexclusive listing with no showings for three months
- Seller who wants to reduce the commission
- Follow-up with a buyer who inquired about a listing
How can you get started this week?
The free trial lasts 7 days, with no credit card required. The first guided call takes four minutes, and the call report is ready right afterward.
Each call report gives a score, phrases to change, and a phrase to use instead. The sales manager tracks everyone’s progress. See the call report and pricing.
Your call report
ExampleOverall score
82 / 100
Breakdown by criterion
Conversation excerpts
You said« We cost less. »
Try this« What matters most to you? »
3 tips to help you improve
- 1Ask an open-ended question.
- 2Rephrase the objection.
- 3Confirm the next step.
What limitations should you know about?
Give the scenario your actual fees and services. The simulated seller doesn’t know your local market, so don’t use the simulation to determine a sale price. The people and properties in the scenarios are fictional.
The call report is a learning aid that reads the call transcript. It doesn’t guarantee any results on your real calls.