You'll meet the CEO, VP of Operations, Supervisors, CSM, and Data Manager. This sets the culture and your expectations as part of the Scaleable team.

Led by your trainer. Topics covered: What is an ISA, the Caller vs. Closer mindset, the Four Keys to ISA Success, and your daily/weekly targets.

• Daily target: 180–200 dials per day
• Weekly target: 2–4 appointments per client per week
• Mindset: Activity drives results. Do not attach emotion to outcomes.

Work through these modules on your own. Take your time — read every script carefully.

• Module 1: Real Estate 101
• Module 2: DNA of a Great Call
• Module 3: Disqualification Method
• Module 4: FSBO Mastery
• Module 5: Expired Listings
• Complete Quiz 1 + Quiz 3 before debrief

Your trainer reviews quiz scores with the group. Common mistakes are addressed. Questions answered. Be ready to share what stood out to you.

Trainer reviews remaining quiz results. Gaps in knowledge are addressed before role play begins. No weak links going into the phones.

Hands-on session: verifying property status, confirming ownership, removing duplicates, identifying active vs. off-market properties.

Trainer walks through the Scripts Library as a group. You already read it — now you understand the why behind every line. Focus on:

• Pattern interrupts and how they work
• Disqualification questions and intent checks
• Appointment closes — physical vs. phone
• The Rebuttal Guide — 11 rebuttals drilled out loud

Objection drills, tonality correction, confidence calibration. You will be recorded and played back. The Real Calls (Michelle + Danny) in the academy are the benchmark — match that energy and control.

Remember: The first 30 seconds determine call strength. Weak openings are corrected immediately.

Get your dialer access, CRM login, and lead sheet assigned. You are ready to dial tomorrow morning.

Facilitated by: Paola Retirado and Yoona Lee

"Hi, is this [Name]? Great! This is [Your Name] with [Company]. I'm calling because we just had a lot of activity in your neighborhood and I wanted to reach out to homeowners in the area to share what we're seeing in the market. Do you have 30 seconds?"

"Hi [Name], this is [Your Name] — I work with [Agent Name] at [Company]. We recently sold a home in your area and our sellers walked away with more than they expected. I'm calling to see if you've thought about what your home might be worth in today's market. Quick question — do you plan to stay in your home long term, or would you consider moving if the price was right?"

"Hey [Name]! Quick question for you — if I could show you a way to get top dollar for your home in this market, would that be worth a 15-minute conversation with our team? … Perfect. Let me get you set up."

"Hey, real quick — I was trying to get a hold of whoever's connected to the property at (Street Address). Did I reach the right person?"

"Just so I don't make the wrong assumptions — are you looking to sell this on your own no matter what, or are you still weighing your options?"

• "How is the sale going so far?"
• "Are you getting more calls from agents or from buyers?"
• "Is the property vacant or occupied?"
• "How did you get the price right? Did you do the comps by yourself?"

• Ask the Motivation
• Ask the lead's Timeline
• "Let's say a month goes by or 2 months go by and the property still doesn't sell — would you, at that point, consider talking or interviewing agents?"

"If my agent can get you the same amount of money in your pocket or more and help sell sooner — what would stop you from sitting down with [Agent's Name] at no cost or obligation, to show you our working strategy, why we can sell a home in this market, and get you the most out of your home? No obligations or commitments, just a conversation and free info for you."

"Before you make any decisions, I'd like to have my agent [Agent's Name] have a quick chat with you. What he/she usually offers is just a quick second opinion — no pressure, no obligation. They can show you what's working in today's market, what might be holding the property back, and what options you'd have if you needed a backup plan."

[Set up a date and time after.]

Step 1: "What's the reason why you want to sell the property on your own rather than list it with an agent?"

[After they answer:]

Step 2: "Great — what I hear you saying is you want to walk away with as much money as possible?"

Step 3: "Good. I'm sure you've come up with a bottom-line number that you can't go below — to where it wouldn't make sense to sell, right?"

Step 4: "Got it. And as long as you get that number — does it really matter how you sell or how much commission you pay, as long as you get what you want?"

"Hey — am I speaking with the owner of [Property Address]?"

[Confirmed]

"Perfect. Hey, I'll be real quick — my name is [Name]. I noticed the property is no longer listed for sale, and I just wanted to reach out. Has it sold, or did you just take it off the market?"

[If not sold]

"Got it. Hey, I'm just curious — are you still looking to sell, or did you just need a break from the whole process?"

[Let them talk. Don't interrupt. This is where they start opening up.]

"What happened with the previous listing? Were you working with an agent at the time?"

[Listen]

"And did your agent ever give you any real feedback on why it wasn't selling — or did it kind of just... fizzle out?"

[Listen]

"Were you happy with how they handled it, or did it fall short somewhere?"

"Can I ask — what was pushing you to sell in the first place? Were you looking to downsize, relocate, or was there something else going on?"

[Listen — this is the most important part of the call]

"And is that reason still there for you today?"

"If things were to move forward — is there still a window of time where selling would make sense for you, or has that changed?"

"You know what — based on everything you just shared, I think it would actually be worth a quick conversation. Not to pitch you on anything, I promise. My agent [Name] is really good at looking at situations like yours and just giving you an honest second opinion — what went wrong, what the market looks like now, and what options you actually have. No pressure, no commitment. Just 15 minutes of real, useful info so you can make the best decision moving forward."

[Set the date and time.]

"I'm done with agents. My last one wasted my time."

"That's completely fair — and honestly, I hear that a lot. A bad experience with one agent is enough to turn anyone off. I'm not here to defend that or try to convince you otherwise. What I will say is — [Agent Name] is the kind of person who'd rather tell you the truth than tell you what you want to hear. If there's nothing they can do for your situation, they'll say so. Would it be worth 15 minutes just to find out? If it's not a fit, no hard feelings at all."

"I'm just waiting it out / I'll relist when the time is right."

"That makes a lot of sense — timing is everything. Can I ask, what would need to change for the timing to feel right? … [listen] … Got it. Here's what I'd offer — my agent keeps a close eye on what's shifting in the market, and sometimes there are things happening right now that could actually work in your favor. It might be worth a quick conversation just so you're not making that decision in the dark. Even if you don't relist for 6 months, at least you'd know exactly where things stand."

"I'm not interested in talking to another agent."

"Totally get it. I'm not here to push that. Honestly, the reason I called is just to make sure you had the right information — because a lot of sellers in your situation don't always know what their options are, and I'd hate for that to cost you. If nothing else, just take this as a free resource. No strings attached. Is there anything I can answer for you right now?"

"We're thinking of going FSBO this time."

"That's a totally valid move — a lot of sellers try that. Can I ask, have you sold on your own before? … [listen] … The reason I ask is, the market has shifted quite a bit, and what's working for FSBO sellers right now is a little different than it used to be. My agent has actually helped a few FSBO sellers in your area navigate that. It might be worth a 15-minute chat — not to talk you out of it, just to make sure you're going in with the full picture."

"Hi [Name], this is [Your Name] with [Company] — quick question for you. I'm not sure if you're even someone I can help, but would you be open to a quick conversation so I can find out? I promise I won't waste your time."

• "Are you thinking about selling in the next 3-6 months, or is this more of a longer-term thing?"

• "If the timing were right, what would need to be true for you to consider moving?"

• "On a scale of 1-10, how serious are you about selling right now?"

• "What's your biggest concern about selling?"

• "Is there anything that would prevent you from moving forward if we found the right buyer?"

"Hi, is this [Name]? … Hi [Name], my name is [Your Name] from [Company]. I'm calling because we just sold the home on [nearby street] and it actually sold for [price / above asking / in X days]. I'm now reaching out to homeowners in the area because we have a few buyers who missed out on that home and are still looking in your neighborhood. Quick question — have you ever thought about what your home might be worth in this market?"

"Hi [Name]! Quick heads up — your neighbor at [address] just listed their home for [price], and based on what we're seeing in the market right now, it could spark some great buyer activity in your area. I just wanted to check in — are you thinking about making a move at all, or are you staying put for now?"

"Hi — am I speaking to the homeowner of [Property Address]?"

[Confirmed]

"Hi there! I'll be straightforward with you — I actually came across your property and just had a quick question. Has selling ever crossed your mind, even down the road?"

[If they say no or they're unsure]

"Totally fair — I figured. I'm just curious, is there anything that would ever make you consider it? Like, is it a 'never' or more of a 'not right now'?"

"What would make you think about selling — like, what would have to happen for it to make sense?"

"Are you thinking about downsizing at some point? Maybe relocating?"

"If you were to sell — and I know it's hypothetical — how much would you be looking to get for it?"

"How did you come up with that number?"

"Is there a timeframe in mind — like would you consider it in the next year or two, or is it further out?"

"You know what — I'm not here to rush anything. But what I can offer is a quick conversation with my agent, completely free, no obligation. Just to give you a realistic picture of what your property is worth right now — so that when the time comes, you're not going in blind. Would that be useful?"

[Set the date and time if they're open.]

"I'm never selling."

"That's completely fine — a lot of people feel that way. Out of curiosity, what would have to change for that to shift at all? … [listen] … Got it. I'll respect that — if anything ever changes, feel free to reach out."

"Why are you calling me?"

"Great question — I came across your property in [Area] and just wanted to reach out directly. I work with homeowners in your neighborhood, and sometimes people are open to conversations they didn't expect to have. I figured it couldn't hurt to ask."

"I'm not interested right now."

"Totally understand. 'Not right now' is actually really helpful — can I ask, is there a point in the future where it might make more sense? Even roughly? … [listen] … Perfect. I'll follow up around that time. No pressure in the meantime."

You discover: They need to sell because they're relocating for a new job starting in 60 days.

You say: "So if I'm hearing you right — you've got a new job starting in two months, and you need this home sold before then so you're not carrying two mortgages while you're getting settled in a new city. Is that right?"

[They confirm. Now their urgency is front-of-mind and the appointment feels necessary, not optional.]

Date/Time: [Date + Time of Call]
Contact Name: [Full Name]
Phone: [Number Called]
Property: [Address]
Lead Source: [FSBO / Expired / Circle / Inbound / etc.]
Call Result: [Appointment Set / Callback / Not Interested / No Answer / Left VM]

Notes:
– Motivation: [Why they're selling]
– Timeline: [When they need to sell]
– Future Plans: [Where going after]
– Key Objections Raised: [What they said]
– Tone/Energy: [How they came across]
– Next Step: [What was agreed to]
– Follow-Up Date: [When to call again]

• Intent to Sell — The answer must be YES before going further
• Motivation — Why are they selling? Downsizing? Relocating?
• Timeframe — 3 months? 6 months? Within a year?
• Agent — Are they currently under contract with an agent?
• Appointment — Must be a DEFINITE time. Not "anytime" — a specific time like 3 PM or 5 PM.

⚠️ Always validate the name of the person AND confirm they own the property you're calling about!

"I get a feeling that if I asked you whether you've ever thought about selling your property at [Address], you'd probably laugh and say, 'No way, not a chance,' right?"

[If they say yes, not selling → go to Step 2]

"So, do you see this property as your forever home?"

[If they say yes → go to Step 3]

"So, in a perfect world, you'll be staying in this property no matter what?"

[Check for consistency. If all three answers align — they're truly not selling. If there's hesitation anywhere — there's an opening.]

"Got it, sorry about that. Before I let you go — do you happen to own any property in [Area]?"

"No worries, I may have the wrong contact. Just in case — are you connected to any property in [Area] at all?"

"Understood. Sometimes numbers get crossed — quick question, do you own or know anyone who owns in [Area]?"

"Ah, thanks for letting me know. Do you happen to know if [Owner Name] still owns the property in [Area]?"

"Got it. Just checking — are you by any chance connected to that property on [Street]?"

"Appreciate it. While I have you — do you own any real estate in [Area] yourself?"

"Great question — we work with public property records and local data in the area."

"We pull from publicly available property records — nothing private."

"It comes from property records tied to the area — we're just reaching out to see if there's any opportunity."

"Totally fair — I'm not calling to push anything. Just wanted to see if you'd be open to exploring options if the numbers made sense?"

"Understood. Most people feel that way at first — can I ask, have you considered what you'd do if the right offer came in?"

"No problem at all. Quick question — if the market shifted in your favor, would you at least want to know your options?"

"I'll keep it quick — this will take 20 seconds. I just wanted to check if you'd consider an opportunity on your property?"

"Understood — when would be a better time later today?"

"No problem, I'll be brief — are you open to discussing your property at all, yes or no?"

"Got it — and just so I understand, is that a 'not now' or 'not at all'?"

"That makes sense. Out of curiosity, what would have to happen for you to consider it?"

"Totally fair. If the price made sense, would you at least take a look?"

"That's great — are you currently under contract with them?"

"We're a local team working with buyers and sellers in the area."

"We work directly with homeowners in [Area] looking at opportunities."

"We're reaching out regarding properties in your area to see who might be open to opportunities."

"Absolutely, I'll make a note of that right away."

"Before I let you go — just to confirm, you're not open to any opportunities with your property, correct?"

"Got it. Just in case — do you happen to own a property somewhere in [Area]?"

"No worries at all. Quick one before I go — any chance you own real estate in [Area] or nearby?"

"Understood. While I have you — are you a homeowner in the area by any chance?"

"I'm the assistant of a local realtor — we work with homeowners in [Area] looking at opportunities."

1. Timeline: "When are you looking to sell? 3 months? 6 months? Or within a year?"

2. Motivation: "What would make you sell your home? Are you looking to downsize? Relocate?"

3. Price: "How much would you like this property to be sold for? … How did you come up with that number?"

4. Offer the appointment: "I'd love to have my agent walk you through the value of your home based on current market activity — at no cost, no obligation, just useful information."

5. Check for agent: "Last question — are you by any chance currently or actively working with an agent?"

"Hey, real quick — I was trying to get a hold of whoever's connected to the property at (Street Address). Did I reach the right person?"

"Just so I don't make the wrong assumptions — are you looking to sell this on your own no matter what, or are you still weighing your options?"

• "How is the sale going so far?"
• "Are you getting more calls from agents or from buyers?"
• "Is the property vacant or occupied?"
• "How did you get the price right? Did you do the comps by yourself?"

• Ask the Motivation
• Ask the lead's Timeline
• "Let's say a month goes by or 2 months go by and the property still doesn't sell — would you, at that point, consider talking or interviewing agents?"

"If my agent can get you the same amount of money in your pocket or more and help sell sooner — what would stop you from sitting down with [Agent's Name] at no cost or obligation, to show you our working strategy, why we can sell a home in this market, and get you the most out of your home? No obligations or commitments, just a conversation and free info for you."

"Before you make any decisions, I'd like to have my agent [Agent's Name] have a quick chat with you. What he/she usually offers is just a quick second opinion — no pressure, no obligation. They can show you what's working in today's market, what might be holding the property back, and what options you'd have if you needed a backup plan."

[Set up a date and time after.]

1. "What's the reason why you want to sell the property on your own rather than list it with an agent?"

2. "Great — what I hear you saying is you want to walk away with as much money as possible?"

3. "Good. I'm sure you've come up with a bottom-line number that you can't go below — to where it wouldn't make sense to sell, right?"

4. "Got it. And as long as you get that number — does it really matter how you sell or how much commission you pay, as long as you get what you want?"

"Hey — am I speaking with the owner of [Property Address]? … Perfect. Hey, I'll be real quick — my name is [Name]. I noticed the property is no longer listed for sale. Has it sold, or did you just take it off the market?"

"Got it. Hey, I'm just curious — are you still looking to sell, or did you just need a break from the whole process?"

If they're short or cold — stop asking questions. Diffuse it:

"Hey, I don't want to take up too much of your time — I just wanted to make sure you had all the info you need to make the best decision for yourself. That's it. No agenda."

Let them lead from there. The goal is for them to feel informed, not cornered.

"What happened with the previous listing? Were you working with an agent at the time?"

"Did your agent ever give you real feedback on why it wasn't selling — or did it kind of just fizzle out?"

"Were you happy with how they handled it, or did it fall short somewhere?"

"What was pushing you to sell in the first place? Were you looking to downsize, relocate, or was there something else going on?"

"And is that reason still there for you today?"

"If things were to move forward — is there still a window of time where selling would make sense for you, or has that changed?"

"Based on everything you just shared, I think it would be worth a quick conversation. Not to pitch you — my agent [Name] just gives an honest second opinion. What went wrong, what the market looks like now, what options you have. No pressure, no commitment. Just 15 minutes of real, useful info so you can make the best decision moving forward."

"That's completely fair — I hear that a lot. A bad experience is enough to turn anyone off. What I will say is — [Agent Name] would rather tell you the truth than what you want to hear. If there's nothing they can do, they'll say so. Would it be worth 15 minutes just to find out?"

"That makes sense — timing is everything. What would need to change for the timing to feel right? … [listen] … Got it. My agent keeps a close eye on what's shifting in the market — sometimes things are moving in your favor right now. It might be worth a quick conversation so you're not making that decision in the dark."

"That's a totally valid move. Have you sold on your own before? … [listen] … The market has shifted quite a bit, and what's working for FSBO sellers right now is different than it used to be. My agent has helped a few FSBO sellers navigate that. It might be worth a 15-minute chat — not to talk you out of it, just to make sure you're going in with the full picture."

"Hi [Name], my name is [Your Name] from [Company]. We just sold the home on [Street] and it actually sold for [price/above asking/in X days]. We now have a few buyers who missed out and are still actively looking in your neighborhood. Quick question — have you ever thought about what your home might be worth right now?"

"That's totally fine — most of my best clients weren't thinking about it until they saw the numbers. Would it hurt to at least know what your home is worth? It's free, takes about 15 minutes, and there's absolutely no obligation. Even if you don't sell for 5 years, it's good to know your equity position."

"I'm gonna have to update our data, Michelle, but — any plans on selling in the near future though?"

"That sucks… but any plans on selling it again maybe?" / "Yeah I'm definitely gonna sell it."

"I think the last time that we saw — I'm not sure if this was your asking price — it was for 750. Was that around the price you were looking for?"

"Team Bham, number one real estate team here in Pinellas County — we've sold a few properties here and we sell like 300 units minimum every year. So we're kind of baffled why this didn't sell in the first place, Michelle."

"What made you consider even, you know, putting it in the market in the first place?"

Michelle: "All my kids have bought their own homes and I'm a single woman living in a 4-bedroom home."

"Got you, so downsizing — but are you probably staying in the same area at least?"

"It sounds like Michelle, if someone can put up a solid plan wherein you could move to Hudson, downsize to your preferred home, and show you that you don't have to reduce $1,000 out of your home — we don't wanna leave money on the table, right? But if someone can show a concrete plan to do that in strategy, is that something that you'd be opposed to at this point?"

Michelle: "I do not wanna sign another 6-month contract."

ISA: "OK, so I think the other route is the way to go — which is an offer from an investor. No obligations, OK? I know that you're a busy woman, taking care of your mom — you're a family person."

"I'll have Jason give you a call next week, just 10 to 15 minutes of your time max… And then if it makes financial sense again, you can make your decision from there — no obligations or commitments… Are you available next week, probably around the same time, or do you prefer afternoons?"

"I was just calling about your property — we've been getting a lot of interest and I'm wondering if you might have thought of possibly selling at some point, or are you holding on to it long term?"

Danny: "I'm probably selling it for about 800,000."
Bella: "For 800 — that's the price you're looking for? Got it, sir. OK."

"Are you looking to move out of the area, getting something bigger, probably downsizing or cashing out?"

Danny: "I'm planning on getting out and downsizing."

"Can I have my agent reach out to you — see how we can help out? Walk you through the market pricing, see what's selling, find what makes financial sense for you for your timeline. No pressure at all."

Danny: "You have to give me a call later because I'd have to [think about it]."
Bella: "Absolutely sir — what time works best for you later today?"
Danny: "About 3."
Bella: "3pm — got it sir. Awesome."

Bella: "Would you be needing to purchase a new home in order to sell this one?"
Danny: "Yeah, I probably will be, yes."
Bella: "OK, sounds great — my agent might be able to help you out."

"Hi [Name] — quick question. Are you thinking about selling [property] at some point, or are you more of a long-term holder right now?"

"We've had a lot of activity in your area lately and I was just curious — have you given any thought to what you might do with the property in the next year or so?"

"I don't want to assume anything — are you in any kind of mindset to sell, or is this more of a hold situation for you?"

"$[X] — got it. Have you had a recent appraisal done, or is that based on what you've seen other homes selling for in the area?"

"That's a solid number. Out of curiosity — is that the number you need to net, or is there some flexibility there depending on the offer?"

"Got it — and if the market data came back a little different than that, would you want to know? Or are you pretty firm on that figure?"

"Do you have a specific timeframe in mind, or is this more of a 'whenever the right offer comes' situation?"

"What's pushing the timeline for you — is there something coming up that's making you think about this now?"

"If everything lined up perfectly — offer, price, buyer — how quickly could you move? Or do you have other things that need to happen first?"

"That's exactly why talking to our agent makes sense right now — even if you're not ready to sell. They can walk you through what's currently happening in your specific neighborhood, what homes like yours are selling for, and what that means for your number. So when you ARE ready, you're making a decision from a position of real information, not guessing. Would 15 minutes with them this week be worth it?"

"You know what, that's actually where our team specializes. A lot of our clients are in that exact position — they can't sell until they know where they're going, and they can't buy until they sell. Our agent has a specific strategy for coordinating both so you're never caught in between with no home. That's actually the most important reason to have this conversation sooner rather than later. Can we set up 15 minutes so they can walk you through how that works?"

"I hear that — and honestly, when a home doesn't sell, there's almost always a fixable reason. It could be pricing, marketing, exposure, or even timing. Our agent would love to just do a quick post-mortem with you — look at what happened, tell you what they'd do differently, and be honest with you about whether the conditions are better now. No commitment, just clarity. Would that be a useful 15-minute conversation?"

"We work with a lot of landlords in similar situations — people who are just done with the property management headache and want to cash out cleanly. Our agent has helped quite a few of them figure out the best exit strategy, whether that's a traditional listing, a cash offer from an investor, or even working around the tenant situation so you don't have to deal with it. Would it be worth a 15-minute call just to hear what those options look like?"

"That's actually the most common thing we hear — and it's the exact reason a 15-minute call with our agent is so valuable right now. They're watching this market daily. They can tell you whether it's a strong window for your specific area, what buyers are paying right now, and whether waiting makes financial sense or costs you. You're not committing to anything — you're just getting real data so you can make an informed decision. Would that be helpful?"

"100% — and that's exactly what our agent will show you. They'll break down what the data says your home should sell for in this market, what buyers are actually paying right now, and what you'd walk away with after everything. If the number makes financial sense, great. If it doesn't, you'll know that too and you haven't wasted a dime. Would you be open to that conversation?"

"Our agent is actually great at helping people through exactly this transition — selling a larger home, figuring out where to go next, and making sure the timing and the numbers work so you're not stressed during the process. A lot of their clients are in the same stage of life. Would it help to just have a conversation with them — no pressure, just to understand what your options look like?"

"Hey [Name], this is [Your Name] — I'm the assistant of a local realtor here in [Area]. I know this call is a little random, and I promise I'll keep it quick."

[Brief pause — let them respond or breathe]

"I was actually going through some property information in your neighborhood and your name came up in connection with [address]. I just had one quick question for you…"

• "I get a feeling that if I asked you whether you'd ever thought about selling that property, you'd probably say 'not a chance,' right?"

• "Out of curiosity — is that a property you see yourself holding onto long term, or is it something you'd ever consider making a move on?"

• "I'm guessing that one is pretty much off the table as far as selling — would I be right about that?"

"Look, I'm not here to push anything — what I can offer is a quick, no-obligation conversation with our agent who can walk you through exactly what your property is worth right now, based on what's actually happening in the market."

"No cost. No pressure. Just useful information. Would that even be worth 15 minutes of your time?"