8 Essential SOI Call Scripts For Real Estate Agents
Most agents pour hours into social posts and email newsletters yet ignore the one channel that creates the fastest referrals: live SOI calls. When you layer a simple weekly call block on top of proven content like Real Estate Agents Video Marketing: Boost Conversions and Engage Clients with Effective Videos, you turn casual relationships into a predictable pipeline of listings and buyers.
Why SOI Calls Beat Every Other Channel
Your sphere of influence is the only audience that already knows who you are, picks up when you call, and trusts you with real money decisions. Voice to voice conversations with that group routinely outperform cold leads, online ads, and even strong Email Marketing for Real Estate Agents when you run them on a consistent schedule.
The difference between a sporadic caller and a business owner is structure. You are not dialing to chase random deals. You are running a weekly relationship system that uncovers life changes, offers real help, and positions you as the obvious agent when a move becomes real.
- Shorter path to listings than paid leads because trust already exists.
- Lower cost per deal since your only spend is a phone, a CRM, and focused time.
- Higher lifetime value because one strong call can produce repeat business and multiple referrals.
The 3 C Rules For Every SOI Call
Every strong SOI script sits on the same foundation. You create quick warmth, you open a real conversation, then you make a clear request that fits the moment. When those three pieces stay tight, the call feels natural instead of pushy.
Think of your call as the live version of a strong video hook and CTA. In the same way that The Ultimate Guide to Real Estate Video Marketing: A-Z Strategy walks viewers toward a next step, your script gives the contact a simple path from small talk to a specific action.
- Contextual warmth: open with a quick personal reference or memory so the contact knows this is a human check in, not a random sales pitch.
- Conversational bridge: ask one or two open questions about work, family, or plans that naturally reveal potential moves or money decisions.
- Clear next step: close with one specific action such as sending a short update, booking a value conversation, or asking for a single referral name.
Most agents overlook that the true power of call scripts lives in the pauses, not the words. A successful call relies on asking a clear question then waiting long enough for the client to fill the silence. Track the listening to talking ratio in practice sessions; you should be listening about seventy percent of the time so the conversation stays about the client, not your sales agenda.
Three High Impact SOI Script Frameworks
Use these frameworks as containers for the eight essential scripts in this guide. You will rotate the value offer and CTA by contact type, but the rhythm stays the same so you never freeze when someone answers the phone.
For homeowners, you lean on the Quick Market Value Check In, the Past Client Resource Call, and the We Just Sold One follow up. Each script starts as a friendly check in, uses one specific value item, then asks for a next step that fits their situation.
For renters and leads, you rotate the Renter Wealth Builder Script, the General Friend And Neighbor Call, the Database Re Activation Call, the Open House Visitor Conversion Script, and an Annual Equity Review Call for your A list. Together those eight moves cover almost every conversation an agent needs inside a healthy sphere.
Quick Market Value Check In Script
Dialogue: agent
- Hook: "I was looking at recent sales in your area and your place came to mind today."
- CTA: "Would you like a short update on what your home could realistically sell for right now."
Call notes
- "Stay relaxed and sound curious, not urgent."
- "Share one clear stat about their street or zip code."
- "Always confirm the best email for the follow up report."
Call flow and notes
- Open with their name and ask if they have two minutes before you share anything.
- Share one recent sale, then pause and let them react before you ask how they feel about their equity.
- Offer the value report as the natural next step and confirm the best channel to send it.
- End by promising to send the report today and schedule a simple follow up touch on your calendar.
Pacing notes
Keep your tone calm and unhurried. Let silence work for you after each question so the other person does most of the talking.
Past Client Resource Script
Dialogue: agent
- Hook: "I wanted to check in and see how the house has been treating you since we closed."
- Build: "Many clients are asking for trusted vendors, so I am updating my resource list and thought of you."
- CTA: "Who is one person in your world who might need a solid contractor or honest housing advice right now."
Call notes
- "Always celebrate one detail you remember about the move."
- "Offer at least one specific vendor by trade such as plumbing or heating."
- "Normalize the referral ask by framing it as part of how you serve their friends."
Call flow and notes
- Open with gratitude for working together and ask one question about life in the home.
- Listen for any small pain points and offer help before you mention referrals.
- Ask for a single person, not a list, so the request feels light and specific.
- Log any family milestones you hear so future calls feel even more personal.
Pacing notes
Keep this call under five minutes. The goal is to feel like a helpful neighbor who also happens to be the agent they trust.
Renter Wealth Builder Script
Dialogue: agent
- Hook: "I know rent keeps climbing in our area and I was curious how your current payment feels right now."
- Build: "I have been running numbers for local renters and many are closer to owning than they realize."
- Reveal: "Based on your rough payment and income range you may be able to buy with a similar monthly cost."
- CTA: "Would you be open to a fifteen minute call next week so we can run your numbers and see if it makes sense to explore."
Call notes
- "Avoid judgment about past choices and focus on options."
- "Lead with education and clear math, not pressure."
- "Be clear that the next step is a review, not a commitment."
Call flow and notes
- Confirm their rent payment and how long they plan to stay in the area.
- Share one simple rent versus own comparison with ballpark monthly numbers.
- Ask permission before collecting any deeper financial details or credit information.
- Book a calendar slot while you are on the phone and send a short recap by email.
Production Plans You Can Repeat
You win with SOI calls by turning them into a weekly production habit instead of a random task. The framework below gives you a ninety day runway to install that habit and to keep every promise you make on the phone.
- Define your block: choose one morning each week and reserve a non negotiable sixty minute window for outbound calls.
- Segment your A list: identify ten to fifteen past clients and top referrers for that week.
- Review your CRM notes so you can reference recent conversations, life events, and any promises you made.
- Select the script type that fits each contact such as market value, resource, renter, or open house follow up.
- Execute the calls, follow your chosen script flow, and keep each conversation under five minutes.
- Update the CRM immediately after each call with date, outcome, and at least one personal detail.
- Fulfill every promise you made on the call such as sending a market report or connection email before the day ends.
- Tag warm contacts who mentioned a future move or curiosity about value so you know who needs a follow up in thirty days.
- Track how many dials, contacts, and appointments you created inside the block.
- Review your numbers in a regular Coaching and Consulting session or solo review so you can see which scripts convert best.
Block sixty minutes once a week, aim for fifteen to twenty dials, and work from a simple spreadsheet or basic CRM. Your only spend is a mobile plan and a low cost contact database. Send any promised follow ups through Email Marketing for Real Estate Agents so every call you make creates a second touch without extra effort.
Commit ninety minutes per week and target twenty five to thirty five dials across your full sphere. Invest in a light dialer or voicemail drop tool in the fifty to one hundred dollar per month range and pair your calls with Direct Mail Marketing touches for your A list. Plug your plan into Coaching and Consulting if you want outside accountability on metrics and message.
Phone outreach remains the most efficient line item in your marketing budget. The time tiers below give you a realistic model for what one person or a small team can handle without burning out.
- Entry level consistency: sixty minutes per week, fifteen to twenty dials, and a focus on mastering three core scripts for your best contacts.
- Growth level systematic: ninety minutes per week, twenty five to thirty five dials, a dialer or voicemail tool, and follow up through email and direct mail touches.
- High volume team scaling: one hundred twenty minutes per week across the team, forty or more dials, a strong CRM, and light quality control on how assistants use your scripts.
None of these tiers work without clean data. Every dial, contact, and outcome needs to land in your CRM so you can see which scripts work and where calls stall. Create tags such as Warm, Referral Source, and Needs Market Report so next week you know exactly who to call and what script they should hear.
Build simple automations that send promised reports through email or trigger a personalized direct mail piece after a high value conversation. When your systems support your calls, your phone time turns into a full voice to inbox to mailbox experience your sphere rarely gets from other agents.
| Metric | What it tracks. | Target range | How to read it. |
|---|---|---|---|
| Contacts hour | Live conversations you reach inside each call block. | 10 to 14 | If you fall below this range you are dialing too slowly or staying too long on low value calls. |
| Appt rate | Percent of conversations that turn into scheduled meetings. | 5% to 8% | Track this weekly so you can test different openings and value offers instead of guessing what works. |
| Referral ratio | Referrals you win out of total contacts each month. | 2% to 3% | This roughly equals one referral for every thirty to fifty contacts and shows how referable you feel to your sphere. |
What Successful Real Estate Agents Are Reading
FAQ
How many SOI calls should I make in a typical week?
You will see progress with as few as fifteen focused calls per week. For most solo agents, that looks like one sixty minute block where you reach ten to twelve live contacts and leave a few voicemails. The real key is consistency. When you keep the same day and time, your own anxiety drops fast.
What if I feel awkward asking for referrals on these calls?
Start by anchoring your ask to real service, not pressure. When you have just solved a problem or shared a useful update, you can explain that you build your business by serving people they care about. Then ask for one person, not an entire address book. The more you repeat that line, the more natural it sounds.
Should I read my SOI call scripts word for word?
No. Treat the script as a map, not a performance. Memorize the opening line, the value offer, and the closing question, then let the rest of the conversation follow what they share. If you catch yourself reading, slow down and look away from the screen. You want to sound like a trusted friend, not a call center rep.
How do I handle contacts who say they are not thinking about moving?
Accept that answer quickly and stay curious. You can respond with something like that makes sense, then ask one light follow up about how their home is working for them. Often people are not ready yet but will share hints such as space issues or future plans. Make a note, send any promised resource, and check in later.
What is the best way to log details after a call?
Keep the fields simple so you actually use them. Log date, script type, outcome, and one personal detail such as kids, work, or travel. Use tags like Warm, Referral Source, or Needs Market Report rather than long free form notes. That structure lets you filter quickly before the next block and hand work to an assistant later.
How do I stay compliant with Do Not Call rules?
Work from a clean list of people who know you or who opted into contact. Past clients, warm referrals, and friends fall in that category. Never call numbers on the national Do Not Call registry if you do not have a prior relationship. State your name and brokerage early, and honor any request to stop by updating their record.
Can SOI calls really compete with paid online leads?
Yes, especially over a full year. SOI calls are almost free financially, and they compound because each conversation deepens trust. Paid leads can fill gaps, but they rarely match the speed or loyalty that comes from a strong relationship with someone who already believes in you. Agents who win combine smart digital marketing with disciplined SOI phone time.
The fastest way to install this system is to let a specialist team build the campaigns and follow up around your calls. AmericasBestMarketing.com runs done-for-you multi-channel marketing for real estate agents so your SOI conversations plug into consistent email, direct mail, and digital touch points instead of sitting inside your phone log.
Complete Multi-Channel Marketing Program
- Custom-branded marketing assets featuring you and your brand
- Branded social media: your services & testimonials (3/week)
- Listing social media: Just Listed • Open House • Pending • Sold
- Email campaigns personalized to you and your area
- Digital retargeting & contextual ad campaigns to your area
- Direct mail campaigns (scope & frequency set by you)
- GEO farm / niche marketing: direct mail & email campaigns
- Database formatting & research (priced per name researched)
- IDX websites (add-on) created and maintained in partnership with iHouseWeb, available at additional cost to help agents strengthen online presence and support lead capture from their website traffic.
- 1:1 Coaching & Accountability sessions (add-on program)
Pricing reflects current platform rates and may change. Third-party ad spend plus printing and postage billed separately. Final terms are outlined in a simple client agreement.
