Building a Listing-Based Business, Part 2: Mastering the Scripts

By Greg Harrelson

Greg Harrelson is the founder and leader of the largest Century 21 offices on the East Coast. With offices located throughout South and North Carolina, Greg coaches the top real estate talent in the Carolinas and also founded Real Estate Sales Solutions which has coaching programs like the Agent Success Academy.

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In the second part of my four-part series on building a listing-based business, I’ll teach you how to master the scripts.

Welcome to the second installment of my four-part series explaining how to build a listing-based business. As you recall, last time we discussed who to call, when to call, and how many people to call.

In today’s video, I’ll talk about the scripts you’ll use for these calls. Everything we do in this business comes at the end of a conversation, and scripts are key to mastering the conversation. Therefore, you must master the scripts.

Stay tuned for part three of my series. In the meantime, if you have any questions about this topic or there’s anything else I can assist you with, don’t hesitate to reach out to me. I’d love to help you.

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Many brokerages promise real estate agents more money, but did you know that most agents want more time? The truth is that having free time to live your life is extremely valuable but all too hard to come by. However, it doesn’t have to be difficult if you work with us. Here at Century 21, we always say: Why do it yourself when we’re willing to do it for you?

Most teams want agents to do everything themselves, but we want to do everything for you. We are the only true “done for you” platform that exists in this industry and can help you look like a superstar in the eyes of your clients. Here are a few of the things we provide:

A large database of leads for you to use
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A licensed closing department with many years of experience
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Our mission is to support our agents, help them grow, and guide them so they can reach their goals. The proof comes from our success—we have some of the top agents in North and South Carolina on our team! If you want to get to the next level in your career, don’t hesitate to reach out. Our contact information is below, and we look forward to hearing from you!

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What Century 21 Agents Are Saying...

“I remember the day that Greg and I met in our interview and everything and you kind of tell me what we did here. Obviously I lived here my entire life so you heard a lot of people say well because you know they do a lot of that prospecting over there and I remember making the comment to them well. I don’t know what they’re doing but what they are doing is working. I mean they’re number one for a reason.”

- KJ Jordon

“I wanted to really find a good real estate company so I did my research went on google and started researching who doing transactions, what company came up the most often, who was rate the top one and came across to this company. First, I met and spoke with Greg partner for a little while on the first day. Shadowed a few agents and then just started from there.”

- Kevin Mills

“So we first started talking probably about eleven years ago and late 2006. Making a career change coming out of the corporate world and ended up going to a new agent seminar where you you know we’re doing a lot of those at the time. Just kind letting people know what you’re about, what the company’s about and you know it ended up we connected at one of those and the rest was kind of history.”

- Lori Sorensen

“I have been working for Greg for almost two years now, and he has completely changed my life simply by providing me with resources. Needless to say, I came from a different company where I made less than two deals per year. With Greg Harrelson, I was able to exceed almost 14 deals last year, and I’m on track to close about 20 deals this year. I currently have multiple deals pending, thanks to the CRM system he has in place, and the coaching calls that provide me with valuable information. I am where I am now because of Greg Harrelson, and I really appreciate his tutoring. Because of him, I am able to earn more money and take care of my family, so I am very grateful to him.”

- Chris Small

I joined the Harrelson Group right after graduating high school with little knowledge about the field. However, the idea of selling properties intrigued me. With the help of Greg and the Harrelson Group, I’ve been able to achieve a lot in the past six months. I’ve taken 18 listings, and I currently have 10 active listings with a total market value of $2.5 million, of which two are pending. The success rate has been pretty good. Being able to sit four seats down from Greg during the morning listing presentations and all the training he provided has helped me tremendously in my first year as a Realtor. My goal this year is to do 40 deals, and I’m well on my way with five completed so far, so it’s been great.”

- Jordan Rye