Seller scripts for short sales

I. Mindset Shift: Helping, Not Selling

Before engaging with sellers, remember: ✅ You are a problem solver, not a salesperson. ✅ Sellers are often overwhelmed and need guidance, not pressure. ✅ Rejection is not personal—it’s just part of the process. ✅ Your goal is to build trust and offer solutions.

II. The 5-Step Seller Conversation Framework

1. Introduction & Rapport Building

• Be warm, confident, and empathetic.
• Keep it conversational and natural.

Example:
“Hi [Seller’s Name], this is [Your Name]. I came across your situation and wanted to see if I could be a resource for you. Do you have a quick minute?”

(If they say yes, proceed. If they say no, ask when would be a better time.)

2. Discovery – Understanding Their Situation

• Ask open-ended questions to encourage them to share.
• Listen more than you talk.
• Acknowledge their emotions and show empathy.

Example Questions:
🔹 “Can you share a little about what’s going on?”
🔹 “How long have you been in this situation?”
🔹 “What outcome would be ideal for you?”
🔹 “Have you explored any options so far?”

💡 Tip: Let silence do the work. Sellers often open up after a pause.

3. Positioning the Solution

• Educate, don’t push.
• Explain how you can help based on their needs.
• Use simple language—avoid technical jargon.

Example:
“I understand how stressful this must be. The good news is there are options. Depending on your situation, a short sale could help you avoid foreclosure, protect your credit, and give you a fresh start. Would you like to explore how that could work for you?”

4. Handling Objections with Confidence

• Stay calm and acknowledge concerns.
• Ask clarifying questions to understand their hesitation.
• Reiterate how you can help.

Common Objections & Responses:
🔹 “I want to try and save my home.”
💡 “That makes complete sense. Have you looked into a loan modification or other options? If those don’t work, would you be open to a backup plan?”

🔹 “I need to talk to my spouse/family first.”
💡 “Absolutely! This is a big decision. Would it help if we all got on a call together so I can answer their questions?”

🔹 “I don’t want to ruin my credit.”
💡 “I understand. A short sale actually has less impact on your credit than a foreclosure. Many homeowners are able to recover financially much faster this way.”

5. Closing the Conversation & Next Steps

• Summarize their situation and how you can help.
• Offer a clear next step.
• Keep the tone friendly and non-pushy.

Example:
“I appreciate you sharing your situation with me. It sounds like you want to avoid foreclosure and explore all options. I’d love to walk you through the process in more detail. How about we schedule a time to go over it together?”

🔹 If they agree: Set an appointment and confirm the details. 🔹 If they hesitate: Keep the door open—“I understand this is a big decision. I’ll check back in a few days to see how you’re feeling. In the meantime, if you have any questions, feel free to reach out.”

III. Practice: Role-Playing Exercise

Pair up and practice: 

✅ One person plays the seller (use different scenarios: skeptical, distressed, indifferent, etc.). 

✅ The other follows the 5-Step Framework. 

✅ Rotate roles and give feedback. 

✅ Record the conversations and analyze strengths & areas for improvement.

IV. Key Takeaways & Action Steps

✔ Confidence comes from practice. The more conversations you have, the easier it gets. 

✔ Focus on helping, not selling. 

✔ Active listening is your greatest tool. 

✔ Every “no” gets you closer to a “yes.” 

✔ Set a goal to call at least 5 sellers this week and track your progress.

REMINDERS

💡 “Sellers aren’t rejecting you—they’re rejecting uncertainty. Your job is to bring clarity and solutions.” 🚀

💡 Ask yourself- How is the seller going to find you after this conversation?  Make sure you send them a text with your information and remind them how you can help.

Ask them for a good email so you can email them their options or more information about their situation. 

Use the Cooperation paradigm 

Want to learn more? Join my Ultimate Short Sale Training and Community.

(Written with the help of AI)