This past week, I hosted a script scrimmage with one of my coaching groups.
We role-played their first Realtor meeting—and I’ll tell you straight:
Hundreds of thousands of dollars were unlocked in that one session.
Why? How? Really?!
Because saying the right words, in the right sequence, at the right pace is one of the most underrated income multipliers in sales.
I went down the research rabbit hole to back it up:
Every reputable sales research firm agrees:
Top producers use structured talk tracks and intentional silence far more than average reps.
Process beats personality.
Most Loan Officers lean way too hard on charm and charisma—and completely wing this crucial conversation.
Here’s the truth:
That Realtor sitting across from you?
They’re an ATM machine.
Your script is the PIN.
But most LOs ask 3–5 surface-level questions, never confidently ask for the business, and definitely don’t future-frame the ongoing follow-up to avoid being ghosted.
The right process amplifies your personality—it doesn’t replace it.
Use scaffolded questions to control the flow and direction of the meeting.
Here’s the simple framework we practiced:
After a quick warm-up (news, weather, sports), get into it:
1. Establish Authority & Exclusivity (Without the Ego)
“I'm excited to meet with you today, [Agent Name]. As I mentioned, I’m only taking on a few more Agent partners right now—and I’ve got a few questions I’m eager to ask to see if the timing’s right for us to work together. Cool if I ask away?”
2. Time-Box the Conversation to Signal Respect
“Awesome! I want to be respective of both our times and I’ve got a tight schedule—are you good until 12pm EST?”
3. Build RAPPID Rapport (Not Drawn-Out Drama)
Most LOs take too long here—or worse, they’re fake friendly without realizing it.
Keep it real. Keep it fast.
“Are you from [city]? Did you grow up here or move in later?”
“Did you grow up around real estate or fall into it?”
Avoid invasive personal questions like “Do you have kids?”—you never know someone’s story, and it’s not relevant.
4. Invite Their Origin Story
“I always love hearing about people’s journey—how did you get into real estate originally?”
“What’s one of the biggest lessons you’ve learned in the business so far?”
5. Dig Deep (Qualify Like a Pro)
This is the most important part—you’re not just chatting, you’re qualifying.
“Describe your typical buyer profile—are they usually first-time homebuyers, investors, or a mix?”
“How do you typically generate new buyer leads?”
“What would you say you’re really good at when it comes to working with buyers compared to other Agents?”
“What’s really important to you when it comes to partnering with a Loan Officer?”
“What’s the longest you’ve been in a relationship with a Loan Officer?”
“Have you ever fired a Loan Officer? What happened?”
“Have you ever been wowed by a Loan Officer? How?”
“I never take meetings like this for granted—I love learning from new people—but what compelled you to meet with me?”
“When was the last time you referred a Loan Officer? And how do you typically refer?”
“Walk me through your new buyer meeting. What do you usually cover?”
“…how do you bring up the lender part?”
“Are there any specific products or programs you find your buyers needing more than others?”
“Say we end up working together—what would you expect from me in terms of loan execution?”
“…and what would you expect from me in terms of business development?”
Let’s pause for a second.
Do you see how many questions that is?
Do you see how well they flow?
The person who asks the most intentional questions…
Controls the conversation.
Deepens the relationship.
Qualifies the partnership.
Now, does EVERY Agent meeting go exactly like this?
Heck no.
But most of them can—if you’re prepared and practiced.
Scripting without sensing is robotic.
Sensing without scripting is chaotic.
You need both.
So use this as your guide—because let’s be honest:
I already know you’re not doing this.
(And if you are, you’re either in GO! or you're a unicorn.)
Most LOs show up and throw up.
Let’s change that.
Next Week:
Until then—
Print this.
Practice this.
Perfect this.
Your income depends on it.
-Amir
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