In this coaching segment, Chris Prefontaine walks through the practical steps and scripts for contacting homeowners who are already under a listing agreement with a realtor. He emphasizes legal compliance by avoiding ringless voicemail and instead using VA (voice‑assistant) dials, outlines the core "realtor script" that probes a seller’s exclusivity, ability to cancel the contract, and the timeline of the listing. A key "magic question"—whether the seller can wait for their money or needs the full proceeds immediately—is highlighted as a qualification tool. Chris also discusses financing realities, noting that only about 17‑20% of buyers in the price range can secure funding, which informs the pitch. The conversation includes a real‑world example of a seller who could cancel his listing, and Chris advises on follow‑up timing (e.g., calling back in 30 days) after initial postcard leads. State‑specific nuances, such as occasional cancellation fees in Arizona, are mentioned to caution agents about contractual pitfalls.
Chapters
My next magic question is, can you wait for your money or do you need all that million out to buy your next house? He said, I don't need to buy. And we went through the whole script, but I just stick with the realtor script.
I've been going through a lot of the modules again and going through Deal Structure Overtime. A lot of the deals seemed like they were incoming from Sly Broadcasts. I know that's not allowed in certain states and you guys kind of I don't know. Can I'm asking for list them off as a tool actually like a just called slide broadcast or like a ringless voicemail?
We haven't done it since all the new rules. Yeah. So we just do the VA dials instead.
Got it. So you don't recommend that at all?
We don't touch it.
I wouldn't. No. Okay.
There's rules around it. You gotta say who you are at the beginning. It's sort of like a texting. I just don't want to get any of my lines messed up or have someone pissy and moany and try to sue.
Okay, cool. And then quick follow-up. I've been having a lot of people that are, for whatever reason, our leads are now under contract with a realtor. So when you're navigating these conversations, do you guys just ask how long you're tied up for or is there a way around that? Can they break the contract with the realtor? How do you guys navigate?
Okay. I just, just, just before this call, I got a call from this postcard we sent out, and if you want information on it, I'll give it to you.
Okay.
We sent it to Free and Clear only in my area, Three Town Island. Gentleman called. He has a $1,049,000 house, super nice. I said, are you tied up? No, I didn't. I said, he said, I'm listed though. And I said, oh, can you sell it on your own? He goes, yeah, I can cancel it. I know I can cancel it. So that told me I'm okay there. And then I said, how long you tied up for? And he said, doesn't matter, I cancel it. So yes, I always use that script, but then I went right to the, all right, Ron, his name was Ron, it's right near my house.
Yep.
I said, my next magic question is, can you wait for your money or do you need all that million out to buy your next house? He said, I don't need to buy. And we went through the whole script, but I just stick with the realtor script.
When I started. You just started with the realtor script, but it's how long you tied up for. But then after you're comfortable saying, can you break that?
Oh yeah.
All right.
Yeah. Did you have an exclusive? Did you give them an exclusive or can you sell it on your own or do you know them well enough to cancel it? Because you can cancel a contract, guys. I know the realtors try to— there's like 2 states I ran into that there's literally a cancellation fee still in there that's onerous. One was Arizona, but all the years I've only seen it once.
Cool.
And so where I went next, you might as well continue. It's like a live call. I literally just get off it. Where I went next is, all right, Ron. He said, look, I've had people default second mortgages on me before. I just don't think I want to go that route. I said, all right, well, if you don't— this is the realtor script. If you don't get your full price in the time you want, why don't we revisit it? Because in your price range, only 17%, 20% of buyers can get financing. It's really brutal. He goes, I know it is. So I just put it— I just gave it to MJ and said, have me call this guy in 30 days.
