# Listing & Valuation Scripts
*Sources: Tom Panos, Team LANC, Serhant Agent Training Guide*

## Prospecting for Valuations

**Neighbour prospecting (Just Listed):**
> "Hi [Name], it's [Agent] from [Agency]. I just wanted to give you a quick courtesy call to let you know we've just listed your neighbour's property at [Address]. We'd love to invite you to our first viewing on [Day] at [Time]. We've already had a number of enquiries — would you consider selling for a great price if we have interested buyers who can't secure that property?"

**Neighbour prospecting (Just Sold):**
> "Hi [Name], it's [Agent] from [Agency]. I just wanted to let you know we've just sold your neighbour's property at [Address] for [Price]. We had [X] interested buyers who were unsuccessful. Would you consider selling for a great price? We have qualified buyers ready to go."

**Database reactivation:**
> "It's been [X] years since we last did an appraisal on your property. A lot has changed since then. I'm doing street appraisals on [Day] at [Time]. Would you like to know the new value of your home? It'll only take 10 minutes."

**Area prospecting:**
> "I know you're not selling and I'll be brief. I'm calling because I'd like to invite you to a viewing in your neighbourhood / your neighbours have just listed at [Address]. Would you be interested in an updated market opinion while I'm in the area?"

## At the Valuation Appointment

**Opening (first 5 minutes — Tom Panos):**
> "Today, I'm going to have a look around. I'm going to ask you a few questions about the property. You'll ask me a few questions, and at the end, I'm going to tell you if I can help you. If I can, I'll explain what we do and how we do it. If I can't help you, I'll also tell you. Because I don't want to waste your time. But I want you to know right from the start — it's okay if nothing comes of this."

## Handling Common Objections

**"I have a friend/family member in the business":**
> "Have you ever had a friend or family member do some work for you and it didn't work out the way you wanted? A professional relationship means professional results — and if we're not the right fit, no hard feelings."

**"Another agent priced it higher":**
> "When selecting an agent, will you pick based on things the agent can control — their marketing, database, and negotiation ability — or things they can't control, like the number they give you today? Anyone can give you a high number. Getting you that number is the skill."

## Commission/Fee Dialogue

**When asked to reduce fees:**
> "You wouldn't walk into a shop and start negotiating on a TV unless you actually intend to buy that TV. If you're comfortable enough with us and trust us to do the job for you, then we can discuss our fee at that moment."

**Value framing:**
> "There are agents who'll do it for less. There are also agents who'll get you less. The question isn't what you pay us — it's what you net after the sale."

## Post-Valuation Follow-Up

**Same day:** Send written valuation summary with comparable evidence
**48 hours:** If not instructed, gentle follow-up
**1 week:** Value-led touch — share a recent local sale result
**2 weeks:** Direct ask: "Have you made a decision on how you'd like to proceed?"