The salespersons know the law and/or procedures, but often grope for a way to explain things to clients without (1) confusing them with more than they wanted or needed to know or (2) scaring
them away from the transaction.

Scripts are a great way to bridge the gap that often exists between what the salesperson knows and what the client needs to know. Scripts should be customized by the individual so that personality is reflected in the statement(s), but a standard statement, phrase or expression can be a useful source
of inspiration.

Below are listed some of the standard script basic statements, phrases and expressions that have proved useful over the years.
 

(1) What do I say when a seller asks me how much I charge for listing his property?
(2) What do I say when a buyer asks me the size of the lot?
(3) What do I say when the buyer or seller asks me the square footage        of the structure?
(4) What do I say when the seller tells me that he will take $X less than the         listing price for the property?
(5) What do I say when the buyer asks me to add his down payment to         the selling price?
(6) What do I say when I need to learn family information from prospective        buyers?
(7) What do I say when a seller asks me to conceal a known material defect         in his property?
(8) What do I say when a buyer asks me to give him the key to a property prior         to closing?
(9) What do I say when a buyer asks me to show him only property in 'good' school           districts?
(10) What do I say when a seller instructs me to avoid showing his property to persons         of a particular race?
(11) What do I say when a buyer asks me the racial composition of a neighborhood?
(12) What do I say to a buyer whose mortgage application has been rejected?