Call Script — LiveAgent + Lender
Scott Smith · Real Estate + Mortgage

Call Script

Homes first · you're the agent and the lender

They Said…

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The Flow

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01New leads — be intro ready
"Hi….is this (Lead Name)? Hey (Lead Name), it's Scott Smith."
FB: "We connected on Facebook and it looks like you were looking at homes in (City)! So, is just (CITY) you're looking in?"
Web: "We connected on my website while you were looking at homes in (City)! So, is it just (CITY) you're looking in?"
02Connect — all non-objections
Excited to buy
"Nice! I love (CITY)! It's a great area! Why are you wanting to be in (CITY)… Is it close to work or family or what makes it attractive?"
Connect with them.
"What are you looking for in your new home? And dream a little with me… what's important for you and your family?"
Then go to the Qualification (DISC) section.
03Objections
Waiting (school, lease ends, after an event, rates drop, next year)
"I totally get that. When that happens, what are you looking for in your new home? And dream a little with me… what's important for you and your family?"
Connect. The timeline just tells you when to line up financing — which you handle. Then go to Qualification.
Browsing (just looking, window shopping, curb appeal)
"No problem there! You have to start somewhere and I can definitely help you with the process — So, (Lead Name), what type of property are you looking for? Are you wanting a single family home or are you wanting more of a townhome or condo?"
"So, is it just (CITY) you're looking in? What are you looking for in your new home? And dream a little with me… what's important for you and your family?"
Bad credit
"I get it… but the good news is that you don't need perfect credit to buy a house, and we have programs where you can buy a house with nothing down once your credit hits a certain level. Where do you think your credit's at right now?"
"If you're over 580 — I think we could still help you qualify for sure. And since I'm also the lender, I can look at exactly where you're at and what you'd qualify for — no separate person to chase. I've helped a lot of people in your exact situation."
"What are you looking for in your new home? And dream a little with me… what's important for you and your family?"
No money
"I think you would be surprised at how cheap it can be to buy a home. There are loan programs that make buying a home cheaper than rent! There are even grants out there that cover your entire down payment!"
"And I do the financing side myself, so I know these programs cold — we'll find the one that fits you."
"What are you looking for in your new home? And dream a little with me… what's important for you and your family?"
I already have an agent
"No problem…. There's lots of part time agents out there. What's their name?"
  1. Ok….. and when is the last time you guys went and looked at a house?
  2. When is the next time you're going out?
  3. Have you written an offer on a home yet, or have you signed a buyer agency agreement with someone?
If YES → when does it end? Politely end the call.  ·  If NO → say this:
"I would love the chance to earn your business, and what I like to do is offer my clients a credit from my commission to cover some of their closing costs or to get an even better interest rate! And here's what most agents can't do — I'm also your lender, so it's one person for the home AND the financing, aligned incentives, fewer surprises."
"What price range are you guys looking in? ______. I can give you a credit of $______ when we close on your new home that you can use towards closing costs or getting a lower mortgage payment. So, (Client First Name), let's talk about what you're looking for in a new home… And dream a little with me… what's important for you and your family?"
I already have a lender (new — your dual edge)
"That's great — are you fully underwritten, or just pre-qualified? Here's my edge: I'm also a licensed agent, so I can be your agent AND your lender — one person, one timeline, and I'll match or beat what you've got and credit some of my commission toward your closing costs. Worst case, you've got a backup. So let's talk homes — what are you looking for in your new home?"
05Get DISC — qualification
Frame every money question as home-shopping ("so I show you the right homes"), not a loan app. Record answers on the Worksheet tab.
#1–2 · Down payment & credit
"Are you wanting to bring in a down payment, or do you want to take advantage of one of our down payment assistance (DPA) programs?"
If they HAVE a down payment:
"What do you have saved? $______ Where is that coming from? ______ What do you think your credit score is? ______"
If USING DPA:
"In order to qualify for that program, you need a 620 credit score. What do you think your credit score is right now?"
Over 620: "Congratulations! You would totally qualify!"
"Oh ok…. no worries. We can hopefully still help you…. what dropped your score? Did you miss some payments recently?"
Find out what happened — and since the lender is you, "we'll sort it out together."
#3 · Employment & income
"What do you do for a living? ______ What did you make on your last W2? $______ Anybody else on the loan? ______ Name/Relation: ______ What do they do for a living? ______ What did they make on their last W2? $______"
If 1099: "Have you filed taxes on this business for 2 years? Do you know what your income is after write-offs? $______"
#4 · Debt
"The bank is going to look at your debt that appears on your credit report. Do you have any car payments, credit cards, or student loan payments? Car payments: $______ Other vehicles/motorcycles/toys: $______ Credit card payments: $______ Student loan payments: $______"
✎Worksheet — type it as you go
Quick affordability
Enter income to estimate…
Rough only — ~43% DTI, ~$700/mo per $100k all-in. Confirm with a real pre-approval (that's you).
Buyer
Down payment & credit
Employment & income
Debts on credit ($/mo)
Auto-saved on this phone. "Copy for GHL" grabs it all so you can paste into the contact.
06Confirm the appointment
If everything looks good
"Everything sounds good, (Lead Name)! I think you'll qualify no problem and I'm excited to start looking at homes with you! And here's the best part — I'm your agent AND your loan officer, so I'll get you pre-approved myself. No handoff, no separate lender, no keyboard for you. Like I mentioned, I'm going to keep sending you homes — just let me know what you like and don't like so I can figure out your style."
"And let's have that open communication… as you see houses online that you like, text them over to me and I'll add those to our tour on (Day)! So, 100% we'll meet on (Day) at (Time) (am/pm), and let's just confirm what we want to look at in person on (Day Before). And one more thing… please add me as a contact in your phone. My name again is Scott Smith — your agent and lender — and my number is ______. I'm looking forward to meeting you!"
If we should pre-approve first
"I just want us to be 100% sure we're looking at the right houses and staying within our budget — so let's get you pre-approved first. Good news: that's me too, so it's the same person the whole way, quick and easy, nobody to chase. When's a good time for about 10 minutes? … And add me in your phone — Scott Smith, your agent and lender, my cell is ______. I'm excited to start looking at houses with you!"
07Sellers — there's a home to sell
If there is a house to sell
"When did you buy your home? ______ What was the purchase price? ______ Do you remember your down payment amount? ______ How much do you think your home is worth? $______ Is that what some of your neighbor's houses sold for? ______ How much do you owe on your home? $______ Are you wanting to put the equity from your current home into the new home? ______"
"I love that! It's going to make your new purchase super easy! And since I do both sides, I'll line up the sale AND your new financing so they close clean. I'm going to do some research and put together a market analysis for you to give you an idea of value."
Upgrades & timeframe
"Can you tell me about all the upgrades you have made to your home: ______ What year were the upgrades done in: ______ What did you spend on those upgrades? ______ What's your current address? ______ When are you wanting your home to get listed? ______"
"The goal of this whole process and my job is to get you the most amount of money that the market will allow — so we just have to price it correctly. And I work for you!"
Set the appointment
"So, the next step is for me to come out there and see the home in person. I always tell people that their house doesn't have to be perfectly clean for me to see it. I'm just going to walk through it to make sure we price it right. What's a good day for you guys when I can come out? Does this weekend work? ______"
"Well, (Lead Name), thanks for your time today! I'm looking forward to meeting you at your home on (Day) at (Time). If you can just do me another favor… when we hang up, go ahead and save me as a contact in your cell phone. My name again is Scott Smith, and this is my cell phone number: ______. See you on (Day)!"
The end. Go get that listing!
08Payment cheat-sheet — 740 score
Ballpark total payments. Ask the coach or me to refresh — rates move.
FHA · 3.5% down · 1% buydown · ~6.1%
PricePaymentPricePayment
$200k$1,571$500k$3,328
$300k$2,156$600k$4,013
$400k$2,742$700k$4,599
CHFA · $1,000 down · ~6.375%
PricePaymentPricePayment
$200k$1,641$500k$3,513
$300k$2,265$600k$4,236
$400k$2,889$700k$4,860
VA · $0 down · 1% buydown · ~6.1%
PricePaymentPricePayment
$200k$1,609$500k$3,524
$300k$2,214$600k$4,129
$400k$2,819$700k$4,734
Conventional · 20% down · 1% buydown · ~6.3%
PricePaymentPricePayment
$200k$1,442$500k$3,055
$300k$1,933$600k$3,566
$400k$2,444$700k$4,077
Reference figures dated Jul 14, 2025.
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Ask the Coach · live
They have an agentThey have a lenderRate is too highI want to think about itRenting is cheaperBad creditNot ready yet
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