A one-page playbook for calls with people who may sell a property. These calls are personal, so listening and honesty about the market matter most.
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When to use it
Use it for enquiries from sellers, valuations requested by owners and follow-ups after a viewing or a valuation visit.
The playbook
Real estate seller calls playbook
Mini playbook
Opening
Say your name, agency and the reason for the call, for example the valuation request.
Ask whether now is a good time to talk for ten minutes.
Do not assume the person has decided to sell.
Questions about the move
What is making you think about selling?
When would you like to have moved?
Is anyone else involved in the decision?
What would a good result look like for you?
Price and doubts
Explain how you reached a valuation range and what it depends on.
If their expectation is higher, ask what it is based on, and compare calmly with recent sales.
Say clearly what you do not know and what you will find out.
Common worries, honest replies
'Other agents promised more': ask what they promised and explain your own method.
'We might wait': ask what they are waiting for and agree when to talk again.
'Is the commission worth it?': explain what you do and what it costs, in writing.
Follow-up
Send the valuation summary within a day.
Agree a date for the next contact before you hang up.
Respect the answer if they choose another agent.
DIRI AI · diriai.com · Training material, not legal or financial advice.
Replace the [square brackets] with your own facts and adapt the wording to your own voice.
How to use it
Collect three recent comparable sales before the call and have them ready.
Let the seller talk about the home first; the numbers come second.
Keep a log of promises you made and check it before each follow-up.
Practise it before you dial
In DIRI AI an AI customer, clearly marked as AI, answers your call and reacts the way a busy person might. Matching scenario: Offer value for an undecided customer. The Free plan costs nothing.