"Hey [NAME], so great to meet you — I'm [YOUR NAME], I head up enrollment here at The Listings Lab. Before we dive into anything — where are you calling in from?"

• Warm intro — I'm [YOUR NAME], enrollment.
• Where are you calling in from?

"And how long have you been following Jess?"

• How long following Jess?

Let it breathe. Find the real human thread — keep it natural; if "where from" doesn't open anything, follow whatever does. This is your first read and where the warmth lives.

"Love that. Okay — here's how I like to run these so it's actually valuable for you. First, I'll ask you some questions; all I'm trying to figure out is whether we're a fit and whether I'm a hundred percent sure we can help you. If I don't think it's a fit, I'll tell you straight and point you in a better direction. And if it is a fit, I'll walk you through exactly how this works and what it'd look like for you. Sound good?"

• Here's how I run these:
  • First I ask questions — are we a fit?
  • Not a fit? I'll tell you straight.
  • A fit? I'll show you exactly how it works.
• Sound good?

"One more thing — as we go, please don't be polite. The worst thing is we get to the end and you had a great question you forgot to ask. Jump in anytime. Fair?"

• Don't be polite — jump in anytime.
• Worst case: you forget a great question.
• Fair?

That little "fair?" yes is your first agreement of the call.

"Quick one before we go deep — is this something you decide on your own, or do you and a partner make these calls together?"

• Decide on your own, or with a partner?

"So tell me — what's the biggest thing not working at the level it could be right now?"

• Biggest thing not working right now?

"How long have you been an agent?"

• How long an agent?

"Last 12 months — how many deals did you close? Roughly what did that pay you? And where did most of it come from — referrals, sphere, paid leads?"

• Last 12 months:
  • How many deals?
  • What did it pay?
  • Where from? (referrals / sphere / paid)

Optional — run it if the open has room and you want the trend read. Not in the core script; skip to stay tight.

"And how does that compare to the year before — were you up, down, or about the same?"

• vs last year — up, down, or flat?

"Couple quick numbers so I can be precise with you — what brokerage are you with, and what's your split?"

• Brokerage + split?

"What's your average sale price?"

• Average sale price?

"And your commission — are you at 2.5, 3%?"

• Commission — 2.5 or 3%?

"So what's your average commission per deal — your actual check after the split?"

• Check per deal after split? (circle it)

"What have you done for lead gen? Anything paid — how much, and are you getting a return? Is it consistent or feast-or-famine? What about social — what's worked, what hasn't?"

• What for lead gen?
  • Paid? How much? Return?
  • Consistent or feast-famine?
  • Social — what's worked?

"How big is your database? What are you doing to stay in front of those people — email, social, anything?"

• Database — how big?
  • Staying in front how? (email / social / anything)

"And how do you feel about your current CRM — does it work for you, or does it kind of slow you down?"

• CRM — works, or slows you down?

"Was there something specific that made you book today? And — funny question — what was it about Jess's stuff that actually made you book? What called to you?"

• Why book today?
  • What about Jess's stuff called to you?

"Where are you most stuck right now, specifically?"

• Where most stuck — specifically?

"Tell me more — what do you mean by that? Why's that the big one? What's kept you from solving it yourself?"

• Tell me more:
  • What do you mean?
  • Why's it the big one?
  • What's kept you from fixing it?

"Walk me through what that looks like day to day — where it shows up, how long it's been going on, and whether there was a moment you decided you had to fix it."

• Day to day — what's it look like?
  • Where it shows up
  • How long it's gone on
  • The moment you decided to fix it ⭐

"How's that bleeding into other parts of your business? Does it hit you at home too? And on a scale of 1 to 10 — where 10 is your full potential — where are you right now? Why that number?"

• Bleeding into the rest of the business?
  • Hits home too?
  • 1–10 vs your full potential — where? Why?

Then pick the ONE that matches how they've been talking:

"If you fixed this — what would that open up? How would things be different? How would that feel?"

• If you fixed this:
  • What opens up?
  • How's it different? How's it feel?

"So that's the trap — [their problem in one line]. The other side is [their goal in one line]. Before I show you anything — do you actually want out of that? Genuinely?"

• The trap: [their problem]. The other side: [their goal].
  • Do you actually want out? Genuinely?

"So [their pain] is what's between you and [their goal] — right? What's stopped you from cracking this yourself?"

• [their pain] is between you and [their goal] — right?
  • What's stopped you cracking it yourself?

"Most agents reach out for one of two reasons. One: they don't know what they don't know. Two: they could probably figure it out, but like any real entrepreneur they'd rather use a proven system than waste time reinventing it. Which one is you?"

• Two reasons agents reach out:
  • Don't know what they don't know
  • Could figure it out, but won't reinvent it
  • Which one is you?

"How long have you been trying to fix this? What have you tried? Were you looking at other coaches or programs?"

• How long trying to fix this?
  • What have you tried?
  • Other coaches / programs?

Optional deepener — use only if they've actually tried things before. Not in the core script.

"When something doesn't work, it's usually one of three things — the system was outdated, the content was fine but too general with no real support, or it worked for others but you didn't show up consistently. Which was it?"

• Why it failed — usually one of three:
  • Outdated system
  • Too general, no support
  • You didn't show up consistently
  • Which was it?

"Can I ask you something a little more personal?"

• Can I ask something more personal?

"You've wanted this for a while — why is now the moment? Why not stay where you are another year?"

• Why now, not another year?

"What's the plan if nothing changes — are you still doing exactly this in three years? And if it gets worse, not the same — what then?"

• If nothing changes — still here in 3 years?
  • And if it gets worse, not the same?

"When you've made big investment decisions before — how'd you actually decide? Same day, or sleep on it?"

• Past big decisions — how'd you decide?
  • Same day, or sleep on it?

Only if they're going through the motions — use ONE of these. Skip both on a normal call.

"What's the real goal — the net per month you want, consistently?"

• Real goal — net per month, consistently? (net, not gross)

"Why does that number matter? What would it actually do for you and your family?"

• Why does that number matter?
  • What would it do for you + your family?

"When you say you want [their goal] — is that more so you can [option A], or more about [option B]? Most people chase the number. The ones who make it are chasing something bigger. That's really what this is about for you, isn't it?"

• [their goal] — more [option A] or [option B]?
  • Most chase the number; winners chase something bigger.
  • That's what this is really about, isn't it?

"Let me play it back — stop me if I'm off. The three things actually standing between you and [their goal] are: one, [problem 1]. Two, [problem 2]. Three, [problem 3]. Did I get that right?"

• Playing it back — the 3 things between you and [their goal]:
  • [problem 1]
  • [problem 2]
  • [problem 3]
  • Did I get it right?

Wait for the yes.

"Of those three — which one hurts the most right now?"

• Which of the three hurts most?

"Let me walk you through exactly how this works and how we'd get you there."

• Let me show you how this works + gets you there.

"Based on everything you've told me, let me walk you through exactly how we'd fix this — first how the approach actually works, then what you get to run it."

• Here's how we'd fix this:
  • First, how the approach works
  • Then, what you get to run it

"What makes this different is it's built on the parts of human psychology that never change. Marketing, at the end of the day, is just psychology — the science of influence. We all make decisions emotionally and back them up with logic. But almost all real estate marketing is logic only — 'I'm the #1 agent,' market stats, 'great time to buy.' All logic, no human connection — and connection is the most powerful part. So that's where we start."

• What's different: built on psychology that never changes.
  • Marketing = psychology (the science of influence).
  • We decide emotionally, justify with logic.
  • Most RE marketing is logic only — no connection.
  • Connection is the most powerful part — we start there.

"There are two pillars. The first is Relevancy — getting the message behind your marketing right before you worry about where to post it. We do this three ways."

• Two pillars. #1: Relevancy.
  • Get the message right before where you post it.
  • We do it three ways.

"One — we get crystal clear on who you're actually talking to: their pains, fears, desires. So your message makes [their ideal client] feel like you're reading their mind."

• One — who you're talking to: pains, fears, desires.
  • Message makes [their ideal client] feel read.

"Two — we map the journey from stranger to someone who knows you, likes you, trusts you, wants to work with you. Nine content types do it — front-loading authority and proof so people take you seriously, then layering in the human stuff: your story, your beliefs. You could be the #1 agent in your market, but if someone doesn't like you, they're not working with you."

• Two — map stranger → know, like, trust, work with you.
  • Nine content types: authority + proof, then the human stuff.
  • #1 agent means nothing if they don't like you.

"Three — we name and brand your own signature process. Every expert in every industry has a proven process — except real estate, where people think agents just make it up as they go. You have a process; it's just not defined. So we name it, brand it, market it — and it doubles as a scaling mechanism, because now your whole team can run it too."

• Three — name + brand your signature process.
  • Every expert has one; yours just isn't defined.
  • Name it, brand it, market it — and it scales the team.

"And this isn't plug-and-play — no templates. What works in one city doesn't work in another. It has to be your message, your market, your people. Make sense so far?"

• Not plug-and-play — no templates.
  • Your message, your market, your people.
  • Make sense so far?

Pause. Let them answer.

"Second pillar — Omnipresence. The fun part, the one everybody wants to skip to. Once your message is dialed in, we make the right people see you a few times a day. Three reasons it works — all just human psychology."

• #2: Omnipresence — the fun part.
  • Message dialed → they see you a few times a day.
  • Three reasons it works — all psychology.

"Top of mind. The brain really only holds two names per category. Quick — name a running shoe. [Nike.] Exactly. That's all top-of-mind awareness is, and it's what every agent doing cold calls and billboards is reaching for. We just do it properly — we make you the Nike of real estate in your market."

• Top of mind — brain holds ~2 names per category.
  • Name a running shoe → [Nike].
  • We make you the Nike of real estate here.

"Trust through exposure. There's something called the mere-exposure effect — see someone consistently, you start to trust them. And we build trust a second way: by giving before we ask. About 70% of your content has no call to action at all — just showing up and giving value. So when you do ask, the goodwill's already there."

• Trust through exposure (mere-exposure effect).
  • ~70% of content has no ask — give first.
  • Goodwill's there before you ask.

"The Halo of Success. Here's the magic — we're all in our own newsfeed bubble. When Sally sees you twice a day, she assumes the whole market sees you that much. She thinks, 'Wow, they're everywhere, running a ton of ads, must be killing it — that's who I want.' What Sally doesn't realize: you're only showing up to the people you're relevant to, and it's cheap. That halo makes you the obvious choice."

• The Halo of Success.
  • Sally sees you 2x/day → assumes everyone does.
  • "They're everywhere, must be killing it."
  • Really you're cheap + targeted → the obvious choice.

"Real example — an agent named Steve, three weeks in, spent about $467. From that: two listings and three buyers under representation, around $50K. And while he works those five, hundreds more are being nurtured for when they're ready. It compounds."

• Real example — Steve:
  • 3 weeks, ~$467 spent
  • 2 listings + 3 buyers (~$50K)
  • Hundreds more nurturing — it compounds.

"This is what replaces cold calling and buying lists — instead of hunting leads, the right people start reaching out to you. How does that sound?"

• Replaces cold calling + buying lists.
  • The right people reach out to you.
  • How does that sound?

Pause. Questions before you move to delivery.

"That's the methodology — the why. Here's exactly what you get to run it."

• That's the why. Here's what you get.

"The full Listings Lab course — self-paced; some finish in eight weeks, some take six months. This is everything you need to build a 7-figure brand. There's nothing we don't go through, in the simplest, most direct way."

• Full Listings Lab course — self-paced (8 wks–6 mos).
  • Everything to build a 7-figure brand, simply.

"Honestly, the support is the most important part. Jess built it this way because she'd been through programs where you hit a wall, send an email, and wait three days — useless when you're learning something new. There are three points of support."

• Support is the most important part.
  • Built so you're never stuck waiting 3 days.
  • Three points of support:

"A weekly live call with Jess or Cynthia, our head coach — anything's fair game: marketing, hiring, systems. An ads clinic with Heather, the only other person Jess trusts in her ad account — mostly screen-shares, so she shows you step by step or just does it in your account. And a private members-only community — small, just for the program — with daily access to Jess, an ads expert, copywriters, designers. Never stuck, never waiting."

• Weekly live call (Jess / Cynthia) — anything goes.
• Ads clinic with Heather — screen-shares, done in your account.
• Private members community — daily access to experts.

"And every single thing you build gets eyes on it — Cynthia reviews your work line by line before you move on. Self-paced, but not self-study."

• Everything you build gets reviewed (Cynthia, line by line).
  • Self-paced, but not self-study.

"On top of that: an AI content engine trained on your voice — creates content across every platform that sounds like you, even clips your videos into reels. A personal social media audit. And a ticket to a live virtual event."

• Plus: AI content engine in your voice (even clips reels).
• Personal social media audit.
• Ticket to a live virtual event.

"Think about what that replaces. A content person alone runs you two to five grand a month — you'd be hiring a team to do a worse version of what's already built in, before we even count the coaching."

• What it replaces: a content person = $2–5K/mo.
  • And that's a worse version — before coaching.

"How's this landing? Does this feel like the answer to what you're trying to fix?"

• How's this landing?
  • Feel like the answer to your problem?

"Based on everything we covered — do you feel like this is the right move for you?"

• Does this feel like the right move for you?

"On a scale of 1 to 10 — 1 is 'this isn't for me,' 10 is 'let's go right now' — where are you?"

• 1–10 — "not for me" … "let's go right now." Where?

"With all that in mind — can you think of any reason this wouldn't work for you?"

• Any reason this wouldn't work for you?

"Before I give you the number — want to know who doesn't get results in our program? It's never the people who execute. We've never had someone who actually did the work not get results. It's the people who show up sporadically, or think they know better. So the only real question is which one you're going to be."

• Who doesn't get results? Never the executors.
  • Only the sporadic / know-better ones.
  • Which one will you be?

"So here's what I think you need. Based on everything you've told me, the right place for you is the Listings Lab — it's exactly where someone in your spot starts, and it's everything we just walked through."

• Here's what you need: the Listings Lab.
  • Exactly where someone in your spot starts.

"The investment for the year is $7,000 — everything included. That's it."

• $7,000 for the year — everything included. That's it. (then go quiet)

Then stop. Give them room.

If they hesitate after the price → go to the objection section.

"No problem. Set [the objection] aside for a second — how do you feel about the process itself? Is it what gets you to [their outcome]?"

• Set [the objection] aside — how's the process itself?
  • Is it what gets you to [their outcome]?

"So you're not in a should-I-do-this place, you're in a how-do-I-do-this place — you're certain this is the route, just sorting out [the objection]?"

• Not "should I," but "how do I"?
  • Sure it's the route — just sorting [the objection]?

"Welcome to the team — I'm genuinely excited for you. Future-you is going to thank present-you for this. Let's get you to [their goal]."

• Welcome to the team — excited for you.
  • Future-you thanks present-you. Let's get to [their goal].

"You'll get an email from support@thelistingslab.com — check your junk folder if you don't see it. Inside is a quick intake form, and when you hit submit it takes you straight to book your kickoff call."

• Email from support@thelistingslab.com (check junk).
  • Intake form → submit → book your kickoff call.

"Before we wrap, two quick questions. First — why did you decide to do this today, instead of putting it off another six months like you maybe could have?"

• Why decide today, not put it off 6 months?

Let them answer. They'll reinforce their own decision better than you can.

"And second — what are you most excited about now that you've made this call?"

• What are you most excited about?

"Last thing — the agents who do best usually have a friend or two in the same boat. Who's the first person who comes to mind — the friend dealing with what you were dealing with three months ago?"

• Who's the friend in the same boat?
  • The one dealing with what you were 3 months ago.