Nov 5 • Recordings
Recap: 🔥 11/5/25 Survive to Thrive Call - Master Scripts That Close Deals
🔥 November 5 Survive to Thrive Call - Master Scripts That Close Deals
For AI-generated transcript and summary: https://fathom.video/share/NdFYNBgncu-kdcxLJ6UdDEzNSLzFtn15
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KEY TAKEAWAYS:
- Master the 1-10 scale immediately after any objection - it isolates the real concern and gives you control
- Commission objections are closing opportunities in disguise - use the exact script to turn negotiation into commitment
- FSBO conversations have ONE play to run: "What does a great buyer look like to you?" - this positions you as the only path to qualified buyers
- Scripts work when you memorize them EXACTLY as written, then practice daily until they become automatic
- The difference between agents who close and agents who don't: PDR (Practice, Drill, Rehearse) daily on these exact words
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MEMBER WINS & ENERGY:
Amo: Grateful for being part of the Diller Group and for mentors who've guided her from loan origination and new home sales into real estate success
Sean: Made the leap from corporate job despite everyone telling him not to - knew he'd hit a ceiling and went "both cheeks in" with two kids and a wife depending on him
Brian: After 2+ years on these calls, price adjustment conversations aren't scary anymore - just got a $50,000 price drop with complete confidence
Jacqueline: Finally hired an assistant and has the biggest pipeline she's ever had - on track to hit her annual goal and ready to execute during the holidays
Carly: Brand new to the industry, invited by mentor Kim, ready to learn and implement
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ROLE PLAY BREAKDOWNS:
🎯 THE COMMISSION OBJECTION - The Complete Script
Scenario: You're at the listing table closing with "Are you ready to get started?" and hear anything but "yes"
John's Complete Script (Word-for-Word):
Step 1 - Isolate the Real Objection:
"On a scale of 1 to 10, 1 being you don't like anything I said and you can't wait for me to leave, 10 being I'm the right agent for the job - where are we?"
(When they say 9): "Awesome. What would it take for us to be a 10?"
(When they say commission): "If I were willing to lower my fee, would you hire me today?"
(When they say yes): "Can I share with you why that concerns me?"
Step 2 - The Full Close:
"You see, if you hire that limited service discount agent who's willing to lower their fee just to put a sign in your front yard - if they're willing to give away their money that they use to support their family that quickly, how quickly would they give up YOUR money when there's an offer on the table?
I know your asking price is $400,000, but I also know your bottom line is $380,000 because you told me. You're also going to tell the other agent your bottom line is $380,000. Now they get an offer for $370,000 and their response is 'that's awesome because I know she'll sell for $380,000.'
What if you could have sold your home for $400,000? You just lost $20,000 trying to save $4,000. Trying to save 1% cost you $20,000.
Now, if you're asking me if my fee is negotiable, the answer is 100% yes. When we have an offer on your home, if I need to give up money in order to make the deal work, I will - because I'm a deal maker, not a deal breaker.
Are you ready to get started?"
Why This Works:
- You never actually lower your fee at the table
- You position discount agents as a liability to their equity
- You show them the real math - saving 1% can cost them 5%+
- You maintain your value while showing flexibility for DEALS, not negotiations
Key Quote from John:
"Using scripts your entire life, you just don't know it. Every time you sing Happy Birthday, does anybody need to hand you the music? No. You know it because you've been singing it your entire life. Practice, drill, rehearse. Practice, drill, rehearse. Practice, drill, rehearse."
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📞 THE EXPIRED LISTING OBJECTION - "I'm Going Back with My Previous Agent"
John's Script:
"Just curious - what are they going to do different? After all, doing the same thing expecting a different result is the definition of insanity. We both know you're not insane. So what are they going to do different?"
Alternative Approach (when loyalty is the issue):
"Wow, that's amazing. I appreciate the loyalty. But you know, the truth is you don't owe them anything. You don't owe me anything. But you DO owe it to yourself to make sure you have the right agent - especially when you're going back on the market for the second time.
At the very least, you'd get a second opinion by meeting with me. And you have nothing to lose by meeting with me. I mean, if we get together, you're not going to do anything you don't want to do, right?
I've got some time today at 4 o'clock or 6 o'clock. Which one of those times works better for you so I can show you what I do to get homes sold in today's market?"
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🏠 THE FSBO PLAY - Only One Script You Need
The Setup: You're following up with a frustrated for sale by owner whose home hasn't sold
THE PLAY TO RUN: "What does a great buyer look like to you?"
Their Answer (Always): "Somebody who can afford my home"
John's Complete Script:
"Can I share with you what a great buyer looks like to me?
A great buyer is somebody who sold their home yesterday and needs to find a home to move into in the next 30 days. Wouldn't you agree?
OR a great buyer is somebody who is in town for the weekend to buy a home. Wouldn't you agree?
(They say yes)
Now, if you were that buyer, are you out driving around looking at for sale by owners? Or are you working with a professional like me?
(They say: Working with a professional)
Yeah. Now if you're the agent who's working with that buyer, are you driving around showing them for sale by owners? Or are you showing them homes that are listed by a professional like me?
(They say: Homes listed with agents)
I agree. So if you're not attracting one of the buyers we just described as a really good buyer, who ARE you attracting?
(The only honest answer: Everyone else)
That's right. Now, if I could show you how I could sell your home for more money in less time, would you be interested in seeing how I could do that?"
Why This Works:
- It's a curiosity question, NOT asking for a listing appointment
- You're showing them they're attracting the WRONG buyers
- You position yourself as the only path to QUALIFIED buyers
- They convince themselves they need you
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COACHING WISDOM:
M-I-C-C Framework (from Chad):
- Memorize - Learn the script exactly as written
- Internalize - Say it 1,000 times until it's natural
- Customize - Make it your own (if you're in SoCal: "Yo dude...")
- Capitalize - Make money
Performance-Based Commission Structure (Chad's Script):
"We don't actually do discounts. What we do is a performance-based commission structure. Here's what I mean:
When we aggressively price your home at $1 million and you agree to that, when I sell your home for $1 million or above with a smile on your face, I take my full fee - 3% of the sales price.
If I sell it for between $900K and $1 million, we'll do a 0.5% discount.
Anything less than that (which isn't going to happen), I'll give you a full 1% discount.
Does that sound good?"
John on Objection Handling:
- First thing when you hear an objection: ISOLATE IT
- Never skip the 1-10 scale - it gives you control and surfaces the real issue
- Turn every objection into a close by getting them to say "yes, I would hire you if..."
- Let powerful statements LAND - don't rush through them
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RESOURCES MENTIONED:
John's Books: Multiple YouTube videos and books with these exact scripts documented
Yesterday's Video: Small wins tracking system (check previous day's recording)
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ACTION ITEMS:
1. Write out the commission objection script in bullet points - memorize it word-for-word
2. Practice the 1-10 scale response 20 times out loud today until it's automatic
3. Memorize the FSBO "great buyer" script - this is your only play for frustrated FSBOs
5. Track your small wins daily - every call made, every script practiced gets a checkmark
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BOTTOM LINE:
These scripts work when you use John's EXACT words. Not close. Not similar. EXACT. Agents got close in today's role plays, but no one nailed it except John - and that's the teaching moment. The difference between closing and losing is in the specific language. You can be bad at delivery but if you're consistent with making calls and using these exact words, you WILL have a successful business.
Next Call: Thursday, same time. Come ready to practice these scripts.
Your Move: Which script are you committing to memorize this week? Drop it in the comments.
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Pro Tip: "Nothing happens until you use them. You can suck at doing this, but if you're consistent at making the calls and doing the activities, you will have a successful business." - Practice doesn't make perfect. Consistent practice with the RIGHT words makes deals.
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Training Date: November 5, 2025 | Duration: 32 minutes
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Recap: 🔥 11/5/25 Survive to Thrive Call - Master Scripts That Close Deals
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