10 Mike Ferry Scripts to Generate & Nurture Real Estate Leads

If you’re in the real estate industry and haven’t heard of Mike Ferry, you best continue reading. He has been educating real estate agents for 45-plus years and has a proven track record of success, especially with scripts. Mike Ferry scripts are effective tools to connect with clients and generate leads. Each script is designed to interact and combat objections with different prospects, like buyers and sellers, expired listing leads, for sale by owner leads, and past clients. 

So buckle yourself in; you’re about to get a crash course on Mike Ferry real estate scripts. Start by downloading all 10 Mike Ferry scripts for free below, then read along for additional tips and tricks to make them work for you.

1. Just Sold or Just Listed Script

Just listed or just sold scripts are a great way to leverage properties you’ve sold to generate more leads in a specific geographic area. Since you’ve already listed or sold a property in the area, you will be able to talk the talk about the location while also circle prospecting for your next client to help. It is also an opportunity for you to showcase the marketing materials and work you’ve done with the recently sold property.

Eric Jon Melnikoff, a Keller Williams Realty broker, exemplifies Mike Ferry’s Just Listed/Sold Script. He employs a friendly tone to build rapport with potential sellers and emphasize his role in recently sold properties.

• Key Takeaways:

• Show off your skills by highlighting the marketing and advertising efforts you put into selling a past property and explain how these methods can help sell their home. 
• Become an expert in a specific geographic area, so you’re the go-to real estate professional.
• Get to know your caller by asking them questions about their plans.
• Schedule a face-to-face, or virtual face-to-face, appointment to move to the next steps.

2. FSBO Script

A for sale by owner (FSBO) lead is someone selling their house without a real estate professional, either because of past agent-related issues or to avoid broker fees. Agents can use an FSBO Mike Ferry listing script to persuade sellers to choose them over working independently. As we know, selling a property is hard work, so don’t be afraid to expand on that point when pitching to FSBO homeowners. 

Rick Colton of Colton Lindsay Realty used Mike Ferry’s FSBO Script during a live call with an FSBO lead. He skillfully adapted the script and adeptly addressed objections by actively listening, mirroring objections, identifying underlying concerns, and empathizing with the prospect’s concerns.

• Key Takeaways:

• Keep your FSBO scripts clear and straightforward.
• Show genuine interest and pay close attention to what homeowners say.
• Respect their decisions. Don’t make a follow-up call if they turn down your services.
• Provide your contact information in case they decide to list with an agent later.
• Bring up past FSBO leads you’ve assisted or other sales where you went above and beyond for the seller to demonstrate how you can help them.

To find FSBO leads, agents can visit Zillow, Craigslist, or their local multiple listing service (MLS) systems. However, buying leads via a lead generation company like REDX is simpler. REDX offers real estate professionals a robust prospecting tool to generate listing appointments. The platform includes FSBO lead sources, expired leads, seller leads, and a lead management tool that simplifies follow-up. Read our REDX review to learn more.

3. Expired Listing Script

Expired listings are properties left unsold after their listing period. Agents can locate leads for expired listings through the MLS, networking with peers, or public records. Unfortunately, clients whose listings have expired are typically unhappy that their house didn’t sell with the previous agent, so exercise empathy when approaching these expired leads. 

The Mike Ferry Expired Script was featured in a live role-play of a listing appointment call between two top-producing real estate agents. Observe how they handle objections by explaining their unique marketing approach, which has proven more effective than previous agents they’ve partnered with.

• Key Takeaways:

• Employ drip campaigns for expired listings to nurture leads over time.
• Use SMS marketing campaigns for open houses and display readiness for business.
• Send eye-catching direct mail like brochures and postcards to schedule appointments with expired leads.
• Deliver a property-focused marketing presentation highlighting overlooked features and sales strategies.

4. Center of Influence or Past Client Script

The center of influence or past client script is used to contact people who already know, like, and trust you, also known as your sphere of influence. It’s not merely “keeping in touch” but uncovering their upcoming real estate needs or potential referrals. Keep track of past clients and maintain a good relationship using customer relationship management (CRM) software that automates reminders for important events like anniversaries or birthdays. 

Mike Ferry Organization’s vice president, Tony Smith, advises using your Center of Influence or Past Client databases to maintain and nurture connections. His video below recommends consistently sending mailings to your previous clients, like postcards distributed quarterly, to touch base, strengthen relationships, and generate new leads.

• Key Takeaways:

• Update clients on market changes, including favorable shifts and other significant developments.
• Establish a real estate client follow-up system using a CRM to manage multiple past clients. 
• Send postcards with information on newly listed and recently sold homes to previous clients.
• Prepare pop-by gifts for in-person visits to strengthen relationships with past clients.

If you’re searching for a real estate CRM to assist you in nurturing and maintaining client relationships, Wise Agent is worth considering. This platform efficiently organizes your sales process and tracks your progress to help you achieve your sales targets. It also offers transaction management, a mobile app, landing pages, digital ads, and more. Take a look at our Wise Agent review, or click the button below to check out their website.

5. Prequalifying the Listing Presentation Script

Before conducting a listing presentation, you should use a prequalifying script to assess the homeowners’ background, reasoning, and financial situation. Doing so lets you personalize your presentation and focus on what matters most to the homesellers. You’ll also weed out homesellers working with other agents or not 100% committed to selling, saving your time and effort for people who want to work with you. 

Anthony Nader, an Epic Real Estate Sales, LLC agent, demonstrates how to use this Mike Ferry real estate script for expired and prequalifying listing presentation script. Anthony successfully booked an appointment with a lead by directly calling an expired listing and asking key questions to prequalify the property.

• Key Takeaways:

• Ask key questions and personalize your presentation.
• Determine the desired listing price for the property.
• Establish the minimum acceptable price for the property.
• Consider interviewing multiple agents to sell your home.
• Understand the amount owed on the property.
• Decide whether to finance the house for the buyer or receive a cash payment.

6. One-minute Listing Presentation Script

Mike Ferry’s “one-minute” listing presentation script converts home sellers into clients by making a solid first impression and pitching the agent as the best person to hire. Sometimes, you only have a minute to get your point across, so having this script in your toolkit is essential. 

Watch Joey Rodriguez, a local real estate agent in Southern California, demonstrate how he qualifies prospects, overcomes objections, and creates a sense of urgency to close using the “one-minute” listing presentation script. He asked questions like, “Do you really have to sell your home?” and “Do you want me to handle the sale for you?” to close the transaction immediately.

• Key Takeaways:

• Screen real estate leads before working with them.
• Determine leads’ budgets and timelines early on to identify which houses to show them.
• Assert your intent to close the deal and create a sense of urgency.
• Prepare a comparative market analysis (CMA) to have data to show clients and make sense of your assessment of their home. 

7. Absentee Owner Script

Real estate agents should use the absentee owner script to obtain listings from potential home sellers who own real estate assets but don’t occupy or manage them. Absentee owners can be a valuable source of future real estate leads, as they’re often motivated sellers or interested in passive income. Browse rental listings, make cold calls, buy an absentee owner list, or use direct mailing to find these leads.

In a live Mike Ferry cold calling script video, Brandon Mulrenin from ReverseSelling shows how to prospect absentee owners for listing using the absentee owner script. He asks questions like “How long do you own the property?” and “Do you consider selling your property in the future if the prices continue to increase?” to determine potential leads.

• Key Takeaways:

• When speaking with an absentee owner, understand their motivation for not being in the home. 
• Tell absentee owners how you will help them offload their property and move forward with other investment options. 
• Explain how your comparable market analysis process works and how it can help dictate a proper selling price for their property. 

8. CMA Presentation Script

Mike Ferry’s comparative market analysis (CMA) presentation script determines a property’s market value by comparing its price, location, year built, renovations, features, and benefits to those of similar properties that are sold recently or are currently on the market. By presenting this information, your clients will better understand their home’s current value. 

During a live role-play, Monica Diaz, a Century 21 Masters agent, used the CMA presentation script to convert prequalified leads into clients. She compared the seller’s property with just-sold properties and those currently on the market to determine the property’s actual market value.

• Key Takeaways:

• Base the CMA on a thorough analysis of recent sales and listings. 
• Explain the CMA in a way that is easy for the seller to understand. Avoid using jargon or technical terms.
• Present the CMA objectively without trying to persuade the seller to list their home for a specific price.
• Be willing to listen to the seller’s feedback and adjust the CMA if necessary.

9. 40 Real Estate Objections Script

Knowing how to handle objections is integral for agents to build relationships with leads, establish themselves as knowledgeable problem solvers, and determine if a lead is a viable opportunity. Preparing yourself for client objections will help you address common concerns and feel confident.  

To see how important overcoming objections is, download Mike Ferry’s 40 Real Estate Objections Handled scripts and check out The Mike Ferry Organization video below. Mike provides valuable advice on handling objections, such as “The stronger your presentation, the fewer objections you’ll receive” and “Objections must be answered and resolved rather than ignored.”

• Key Takeaways:

• Really listen to what the person is saying, and try to understand their concerns, even if you disagree. Validate their feelings. 
• Answer objections head-on and provide evidence to support your answer. 
• Sometimes, you may need to compromise to overcome an objection. This compromise doesn’t mean giving in to everything the person wants, but it does mean being willing to work with them to find a solution that works for both of you.
• Don’t give up if the person disagrees with you right away. Keep trying to address their concerns, and eventually, you may be able to overcome their objections.

10. Most Common Buyer Objections Script

In addition to general objections, agents and brokers must know how to deal with specific objections, especially from buyers. Most agents start their careers working with buyer clients—handling these will be integral to your success. The Mike Ferry buyer script guides you on effectively handling buyer objections by actively listening to their concerns, avoiding defensive reactions, and working towards finding a solution.

Find more examples of common buyer objection scripts with the Mike Ferry downloadable script. To further understand the Mike Ferry Most Common Buyer Objections script, watch the Mike Ferry Organization’s video below. The video explains how agents can simplify working with buyers by having lenders prequalify all buyers, setting standard buyer requirements, and limiting home showings to three at a time.

• Key Takeaways:

• Acknowledge the buyer’s concern about affordability and ask questions to understand their financial situation.
• The buyer may be uncertain about what they want in a home. Help them narrow their options by asking questions about their needs and wants. 
• The buyer may not be ready to buy a home immediately. Asking questions about their goals can help you create a timeline for when they will be ready to buy.

How to Enhance a Mike Ferry Script

Now that you’ve read and seen the Mike Ferry scripts in action, focus on making them compelling enough to close more deals. Here are tips for using Mike’s scripts to help you get more clients:

Memorize the Scripts Without Sounding Robotic & Stiff

Mike Ferry real estate scripts must fit your character and be delivered in your natural voice to be effective. Follow these guidelines to avoid sounding like a robot:

• Make the script conversational by making it a two-way conversation. 
• Slow down, say things clearly, and pause between thoughts or before answering a question. Your communication does not have to be perfect; it only needs to be genuine and helpful.
• Incorporate stories to prove your points. It helps people to visualize and connect the dots to achieve emotional engagement, which is critical in any decision-making process.
• Have confidence in yourself. When you speak confidently, your tone of voice changes completely. A self-assured person is perceived as well-organized.

Practice Using Mike Ferry Scripts Consistently

Practicing Mike Ferry sales scripts will improve your tone or sound, the impression you make, your rapport, and your overall convincing power. According to Farnam Street, deliberate practice involves the following:

• Point out the specific areas that require improvement.
• Set short-term and long-term goals to determine what to concentrate on at each stage of development.
• Receive constant feedback and instruction.
• Ask for help from a teacher or coach.
• Commit to intense focus and intrinsic motivation.
• Document and assess upgrades all the time.
• Practice consistently and repetitively.

Role-play the Script With a Partner

Another great practice to improve your performance and skills is to role-play the script with a friend or agent who knows some of the objections that buyers or sellers might ask. Learning the script by role-playing is much easier than memorizing Mike Ferry’s cold-calling scripts alone.

To make your role-playing effective, you or your partner could take notes so you can work on improving your style or performance. It would be best to make your role-play as accurate as possible and focused on objectives, allowing your partner to give specific feedback.

Record Yourself During Your Practice

Because it can be difficult to objectively critique your cold calling while role-playing or on the phone, recording yourself on a smartphone or a computer is more feasible. When you listen back to yourself, you may be surprised to discover that what you thought was effective sounded flat or that you are projecting your voice aggressively or communicating too confidently. Modulate your voice and use familiar words or phrases to avoid these things.

Focus on Your Goal to Generate Leads

Real estate agents’ goals include generating and nurturing leads to build their client base and grow a successful business. Mike Ferry’s scripts eliminate distractions, like unnecessary questions, and enable you to focus on your plan, like booking an appointment to see a seller’s house or taking a buyer on a property tour.

Here are some pieces of advice to help you stay focused on your goals:

• Determine which motivators work best for your personality. It could be incentives or achievements.
• Make a list of your goals and keep it somewhere visible—constantly reminding you of the things you want to achieve.
• Break big goals into smaller attainable parts by creating milestones.

Talk Less & Listen More

According to FinancesOnline, a 43:57 talk-to-listen ratio produced their study’s “highest-yielding” conversations, where sales reps spent 43% of their engagement time talking and 57% listening. Therefore, your mindset should focus on solving the potential client’s problem rather than bragging about your excellent performance. 

Listening is a far more valuable skill in sales than talking. It may sound counterintuitive, but remember that an agent’s role is to effectively solve a problem for your clients, not sell them something. 

Frequently Asked Questions (FAQs)

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Bringing It All Together

With over 45 years of real estate experience, Mike Ferry and his organization have provided agents and brokers with tools to succeed in the real estate industry. Use these scripts to generate leads and sharpen your sales skills. 

Have scripts that work magic? Share them with us!