From pricing to negotiations, clear communication will help you avoid confusion and build trust.

 

Have you ever been in a meeting with a buyer or seller and didn’t know the right thing to say? Maybe you’ve worried about how to ask the right questions, build trust, or guide them through financing. I get it, real estate is full of conversations that can make or break your business.

That’s why at Broaddus Properties Group, we practice scripts every week. And I’m looking for agents who want to grow, learn, and master these skills with me.

Here’s how script practice looks in action and how it can help you handle real conversations with ease.

Talking About Location. When you’re working with buyers, schools often come up. In this practice, I show how to handle that. For example, I might say:

“I’ve done some research. I heard Seacrest is a good school, and Coconino State is a nice area where I often see kids walking to school. I even have a friend who lives there. There’s also a website I can send you that gives you all the schools and ratings.”

That response shows you’re listening, you’ve done research, and you’re ready to provide resources.

Talking About Lenders and payment terms. Another common question is financing. If a client says they’ve spoken with a lender but the lender isn’t local, here’s how I respond:

“That’s a great choice to look local. It really helps in the buying process because agents don’t trust out-of-town lenders. Why don’t I get you in touch with my preferred local lender and see what they say you can qualify for?”

That positions you as helpful and connected, while guiding them toward the best option.

"Mastering communication helps you build trust, close more deals, and create lasting relationships with clients."

Talking About Timing. Sometimes clients worry about price range or interest rates. Here’s a script that works:

“Right now is a perfect time to buy because sellers are offering concessions to help. We can maybe even bump your price up if needed with seller concessions, buying the rate down, before interest rates actually drop and prices go up. Let’s find the perfect house now and worry about the rate later this month.”

This gives clients confidence and urgency without pressure.

Talking About Experience. If a client says they’ve only done video tours or just called on homes, I ask: “Are you renting or do you own right now?” If they say they own and need to sell, I offer: “Do you want me to help you find an amazing agent in your area? That way, we can get you set up.”

It’s simple, supportive, and it keeps the conversation moving forward.

Next Steps With Clients. Finally, I invite clients to meet at my office:

“Let’s go over details and answer your questions on how to buy a home. We’ll tour a few homes virtually on my computer, then look at some in person. On a Saturday afternoon, I can also give you homes in different neighborhoods to drive by, even if they’re pending or sold. That way, you can do your own research on schools and neighborhoods. When we meet, you’ll have more knowledge about what areas feel right.”

This shows leadership while letting clients explore at their own pace.

These are the kinds of conversations we practice every week. Script training gives you confidence, helps you connect with buyers and sellers, and builds the skills that make deals happen.

If you’re an agent who wants to grow with the right guidance, reach out at (928) 606-6749 or send an email to kelly.broaddus@exprealty.com. I’d love to discuss how we can help you take your business to the next level.