📞 Scripts & Dialogues for Your Sphere:

Turning Contacts into Closings

The #1 source of business for Realtors is your sphere and database. Yet, many agents underuse this goldmine because they do not know what to say — or they avoid reaching out altogether. In this week’s Tuesday Training, Mike Ferrante of the 21 Mike Team at Century 21 HomeStar and Broker/Owner Tony Geraci share proven scripts, dialogues, and strategies to connect with your sphere without sounding pushy.

📍 Why Your Sphere Matters Most

For most agents, two-thirds or more of business comes from people they already know. On the 21 Mike Team, it’s closer to 87%. That means if you are not regularly engaging with your sphere, you are leaving business on the table.

Even with only 100 people in your database:

• If they move every 10 years → 10 transactions/year

• If each sends you 1 referral every 10 years → 20 transactions/year

If you are doing less than that, you are not working your sphere effectively.

🗣 The Ford Script: Your Go-To Conversation Framework

The Ford Script helps you keep conversations fresh and personal:

• F – Family

• O – Occupation

• R – Recreation

• D – Dreams/Hopes

Instead of calling just to ask, “Are you buying or selling?” use these categories to naturally connect and build rapport.

📊 Share Value: Market Data & Updates

People love real estate conversations — and they always want to know, “How’s the market?”
Use this to your advantage:

• Offer neighborhood-specific updates

• Share quarterly home value changes

• Text or email a quick market video

💡 Pro Tip: Leave compelling voicemails. “Hey, Tony — I’ve got a quick update on what’s happening in your neighborhood. Call me back and I’ll send it over.”

🤝 Ask for Referral Sources, Not Just Leads

Go beyond “Who do you know looking to buy or sell?” and try:

• “Do you know a great probate attorney I could connect with?”

• “Can you introduce me to an estate planner or divorce attorney?”

These introductions can lead to long-term referral relationships with professionals who regularly encounter people needing to sell.

🧲 Become Unforgettable

Keep your name top-of-mind with small, consistent touches:

• Branded fridge magnets

• Invitations to client events

• Annual holiday gifts or seasonal mailers

💬 Example: The 21 Mike Team’s Client Appreciation Pie Giveaway. Even if only 10% attend, the invitation is a reason to call and offer something of value.

🎯 Touch Your Sphere Multiple Times Per Year

Mix your outreach methods:

• Calls & Voicemails – Personal check-ins, Ford conversations, market updates

• Texts & Emails – Video messages, event invites, quick data snapshots

• Mailers – Use tools like the C21 Preferred Client Club (7 mailings/year for a small fee)

• Events – Appreciation parties, seminars, community gatherings

Aim for 10–20 touches annually per person in your database.

📌 Final Takeaway

Your sphere is your most profitable, reliable lead source — if you work it intentionally.
That means:

• Practicing scripts until they sound natural

• Offering value every time you reach out

• Asking for introductions, not just immediate deals

• Staying consistent with multiple touches per year

Stop letting your sphere forget about you. Call them, connect with them, and watch your business grow.

Want to practice with the 21 Mike Team?

We run Saturday morning roleplay sessions at 8:30 AM EST — open to agents who want to sharpen their skills.

Visit 21Mike.com or email mike@21mike.com to join us.

For more great Real Estate content:

You can listen to our Podcast FREE BEER AND REAL ESTATE,  or on YouTube for Mike’s weekly classes!!!

https://freebeerandrealestate.buzzsprout.com/

SCHEDULE AN APPOINTMENT WITH MIKE: 21Mike.com

EMAIL: MIKE@21MIKE.COM 

CHECK OUT OUR TRAINING VIDEOS ON YOUTUBE: https://www.youtube.com/user/21mikec21

FACEBOOK: facebook.com/21MikeTeam

TRAINING ON  ZOOM, TUESDAYS AT 11:30 EST:  https://bit.ly/3r9Lw2c