The Power of 3 Questions: How the Fello Script Can Improve Your Prospect Calls

In real estate, converting your database contacts into actual listings often feels like searching for needles in a haystack. But what if three simple questions could transform those casual database connections into genuine listing opportunities? That's exactly what the Fello script accomplishes.

Why Simple Scripting Matters

The most effective conversations with potential sellers don't come from complex sales tactics or aggressive pitches. They stem from genuine curiosity and straightforward dialogue. When you're connecting with homeowners, every extra word or complicated question creates friction — using up valuable "brain calories" that could derail the natural flow of conversation.

The Fello script works because it:

• Comes from a place of pure curiosity rather than sales pressure
• Creates natural conversation flow without aggressive tactics
• Can be adjusted for any lead type
• Is easy to remember and implement

For the full Fello script and options, plus text messages and scripts to address any homeowner objections, download Ryan's 30in30 Playbook:

— — —

The Three Essential Questions

Question 1: Value Assessment

This opening question immediately positions you as a value consultant rather than a salesperson. Whether they say it's too high, too low, or just right, you have an opportunity to demonstrate your expertise. If they haven't seen a value estimate yet, you can provide one and ask for their thoughts.

When they indicate the value seems off, you can respond with: "That's completely understandable. Automated Valuation Models provide a bird's eye view, but let's talk about your specific property. Have you made any updates? What makes your home unique in the neighborhood?

Question 2: The Intent Question

This question might seem straightforward, but it's strategically designed to elicit the most common response: "I was just curious." This response is actually ideal, as it sets up the most crucial question in the script.

Question 3: The Key Opportunity Question

This is where the magic happens. This question consistently helps overcome the "just curious" hurdle and opens the door to meaningful conversations about selling. Homeowners often respond by sharing their real situation:

• "Well, we're planning to downsize once our youngest graduates in two years..."
• "If the numbers worked, we might consider it. We've been looking at homes in..."
• "Actually, we've been thinking about moving to..."

Implementation Strategies

Phone Conversations

Before making calls, review the property details in your system. Understanding their current interest rate, equity position, and how long they've owned the home gives you valuable context for the conversation.

Text Messaging Success

One real estate team in Colorado Springs demonstrated the script's versatility by adapting it for text messaging. Their results? 54 listing appointments from their database using this simple approach:

1. Initial Text: "We've been sending you home values. Curious if you've seen them?"
2. Follow-up: After their response, move to the key question about considering an offer if it made financial sense.

The script's simplicity makes it perfect for text communication, where brevity and clarity are essential.

The Power of Simplicity

The beauty of this three-question script lies in its simplicity. You don't need complex dialogues or high-pressure sales tactics. By leading with curiosity and focusing on natural conversation, you create opportunities for homeowners to share their real intentions and timing.

Remember: The goal isn't to force a listing appointment. It's to open a dialogue that allows homeowners to share their true plans and motivations. When you approach conversations this way, you'll find more genuine opportunities within your database — and more importantly, you'll build stronger relationships with potential sellers who appreciate your consultative approach.

— — —

Looking to boost your business in 2025? Download CEO Ryan's 30in30 Playbook and try out the strategies and scripts for yourself. Or, book a demo to see how Fello can supercharge your database and help you get more seller leads and listing appointments.

If you're already a Fello customer, reach out to your Customer Success Manager or email success@hifello.com for strategies and advice to get more from Fello. Check out Fello Academy for more tips on scripting!