Agent Workbook

The script book tells you the words.

The playbook tells you the strategy.

This workbook is where you practice.

Each chapter mirrors a script. You read the script once. Then you work the chapter until the script lives in your head — not on the page.

If you can run the script cold, with rhythm, while a tough customer pushes back, you have it. Until then, keep working.

How to use this workbook

Every chapter has the same eight sections. Once you know the pattern, every new script feels familiar.

1. The Goal One line. The job this script has to do. If you forget the words, you fall back to the goal.

2. The Beats The intent of each section. Three to five bullets. Memorize the beats first, the words second.

3. The Words The actual script. Lifted straight from the script book.

4. Blank-Page Drill Close the book. Write the script from memory. Compare. Mark gaps. Do it again tomorrow.

5. Cloze Drills Fill-in-the-blank versions of the load-bearing phrases. The words that can't be paraphrased.

6. Objection Branches What if they say X? Write your response first. Then check the model answer.

7. Self-Scoring Rubric After a real call, grade yourself on five questions. Track the score over time.

8. Loom Submission Record yourself running the script in 90 seconds. Post the link to your coach if you want feedback.

Print or work on screen

Print the chapter if you want to write by hand — handwriting beats typing for memory. The web version is identical. Same source, same content.

How long this takes

Plan on 15 minutes a day per chapter for the first two weeks of a new script.

That's it. Do the reps.

Chapters

§1 Intro Call — Workbook

Mirror script: §1 Intro Call

1. The Goal

Get the prospect to show up to the consult ready to make a decision.

That's it. Not "build rapport." Not "answer their questions." Show up. Ready to decide.

If you remember nothing else, remember the goal.

2. The Beats

The script has seven moves. Each one has a job.

1. Open + appointment frame — anchor that we already have a meeting on the calendar
2. Time check — get permission to keep talking
3. Reason for the call — explain why this isn't weird
4. Dream-vs-tough qualifier — find out which kind of move this is
5. Permission close — pre-frame three yeses for the consult
6. Their questions — let them tell you what to prepare
7. Sign-off — confirm the appointment

Memorize the beats before the words. If you lose your place, fall back to the beat.

3. The Words

The full script lives at /agent-scripts/#1-intro-call. Read it once. Then come back here and work the drills.

4. Blank-Page Drill

Close the script book. On a blank page, write each beat and the exact words you'd use.

Don't peek. If you blank, write "—" and move on.

When you're done, open the script and compare. Circle every gap. Tomorrow, drill again.

Beat 1 — Open + appointment frame:
_____________________________________
_____________________________________
_____________________________________

Beat 2 — Time check:
_____________________________________

Beat 3 — Reason for the call:
_____________________________________
_____________________________________
_____________________________________

Beat 4 — Dream-vs-tough qualifier:
_____________________________________
_____________________________________
_____________________________________

Beat 5 — Permission close (three questions):
_____________________________________
_____________________________________
_____________________________________
_____________________________________
_____________________________________
_____________________________________

Beat 6 — Their questions:
_____________________________________

Beat 7 — Sign-off:
_____________________________________

Do this every day for the first 14 days.

5. Cloze Drills

Fill in the missing words from memory. These phrases are load-bearing. Don't paraphrase them.

Drill 1 (time check)

"Is now a __________ time for __________ seconds, just have a __________ question for you?"

Drill 2 (reason for the call)

"As part of my __________ for our appointment, I like to do this __________ call and __________ myself. That way it's not like a __________ is walking up and coming into your house on the day of the appointment."

Drill 3 (the qualifier)

"Is this a __________ outcome, __________ kind of move? Or is this one of those __________ circumstances, we need to get you out of a __________ position type of move?"

Drill 4 (permission close — first question)

"If after the meeting you feel as though hiring me to sell the property doesn't make sense, you'd feel __________ telling me, right?"

Drill 5 (permission close — third question)

"And if neither of us say __________ to each other, would it be ok if we spent a few minutes at the end of our meeting to discuss some potential __________ steps?"

Answers are in the script — check yourself, don't peek.

6. Objection Branches

Real calls don't follow the script. The customer says something off-script. You stay on goal.

For each objection, write your response in the blank. Then check the model answer below.

Objection 1: "Now's not a great time."

Your response: __________________________________________________

---

Model answer: "Totally fair, I won't keep you. When's a better time today — early afternoon or end of day?" Then book a callback in your calendar before you hang up.

Objection 2: "Just send me the info, I'll look at it."

Your response: __________________________________________________

---

Model answer: "Happy to. The info I send is generic though — the appointment is where we look at your specific situation. We're already on the calendar for {{APPOINTMENT_TIME}}, does that still work?" Push back on email-only — they're hiding.

Objection 3 (during qualifier): "It's both. Kind of a tough situation but also exciting."

Your response: __________________________________________________

---

Model answer: Don't pick one. Say: "Got it, sounds like there's a lot going on. We'll dig into that when we meet. Anything specific you want me to prep for?" Move to beat 6.

Objection 4 (permission close): "I don't want to commit to anything yet."

Your response: __________________________________________________

---

Model answer: "I'm not asking you to. I'm asking if you'd tell me 'no' if it doesn't make sense. That's it." Restate the question. They almost always say yes.

7. Self-Scoring Rubric

After every real intro call, grade yourself. Be honest. Hesitation counts as a miss.

Score yourself out of 5. Track the score for 30 days. If you're not at 4+ after two weeks, drill more.

8. Loom Submission

Record yourself running the full intro call in 90 seconds or less. Pretend the prospect is on the line.

• No notes. No script in front of you.
• Real pace. Real pauses where the prospect would talk.
• Post the Loom link to your coach.

The first recording will be rough. That's the point. Watch it back. Note the hesitations. Re-record next week.

You're done with this chapter when the Loom sounds like a phone call, not a recital.

§2 Ready to Book — Workbook

Mirror script: §2 Ready to Book

1. The Goal

Find out if they're still considering you. Then either set a follow-up or release them.

That's it. You're not selling. You're sorting.

Two clean outcomes — booked next contact, or off your list. Anything in between wastes both your time.

2. The Beats

The script has eight moves. Each one has a job.

1. Confirm identity — make sure it's actually them
2. Pattern interrupt — name the gap, ask for 30 seconds
3. Reason for the call — frame it as respect, not pressure
4. Branch on intent — still selling, or not?
5. Closer to a move? — temperature check if still selling
6. The qualifier — still considering me, or going elsewhere?
7. Yes branch — let them set the next contact (Outcome 2)
8. No branch — thank them, archive them (Outcome 1)

The goal is sorting. Don't get sucked into selling them on the call.

3. The Words

Full script lives at /agent-scripts/#2-ready-to-book-agent-self-call. Read it once. Then drill.

4. Blank-Page Drill

Close the script book. Write each beat and the exact words from memory.

Beat 1 — Confirm identity:
_____________________________________

Beat 2 — Pattern interrupt:
_____________________________________
_____________________________________
_____________________________________

Beat 3 — Reason for the call:
_____________________________________
_____________________________________
_____________________________________

Beat 4 — If NOT selling:
_____________________________________
_____________________________________

Beat 5 — If still selling (closer to a move?):
_____________________________________
_____________________________________

Beat 6 — The qualifier:
_____________________________________
_____________________________________
_____________________________________

Beat 7 — Yes branch (Outcome 2):
_____________________________________
_____________________________________

Beat 8 — No branch (Outcome 1):
_____________________________________

Daily for 14 days. Compare to the script. Mark gaps. Drill again tomorrow.

5. Cloze Drills

Fill in the missing words from memory. These phrases carry weight. Don't paraphrase them.

Drill 1 (pattern interrupt)

"{{NAME}}, this is {{AGENT_FIRST_NAME}}. I know it's been a __________ since we talked about your house on {{STREET}}. Is now a __________ time for __________ seconds?"

Drill 2 (reason for the call)

"I appreciate that. Hey, I'm not in the business of calling and texting and being super __________ to potential customers. Just wanted to see if there was something that __________ on your end that's caused you to decide __________ to sell."

Drill 3 (if NOT selling)

"Got it. Is that because the __________ wasn't right, the __________ didn't work, or was it something else?"

Drill 4 (closer to a move?)

"Makes sense. And I'm curious — are you any __________ to making a move today than the __________ time we talked, or about the __________?"

Drill 5 (the qualifier)

"And this might be a __________ question, but again, I want to make sure I'm not __________ you or __________ your time. Are you still considering working with me, or have you decided to go a __________ direction?"

Drill 6 (yes branch)

"Okay, that's awesome. So look, you know your __________ the best. When would you like to hear from me __________?"

Drill 7 (no branch)

"Hey, really appreciate you letting me know. I'll make sure to take you __________ my list."

Answers are in the script — check yourself, don't peek.

6. Objection Branches

Real calls don't follow the script. Stay on the goal — sort, don't sell.

For each objection, write your response in the blank. Then check the model answer below.

Objection 1: "Who is this again?"

Your response: __________________________________________________

---

Model answer: "Sorry, this is {{AGENT_FIRST_NAME}} from Orchard. We talked back when you were thinking about selling your house on {{STREET}}. Got 30 seconds?" Re-anchor the relationship. If they still don't remember you, that's data — they're cold.

Objection 2: "I told the last person I'm not selling anymore."

Your response: __________________________________________________

---

Model answer: "Got it, I appreciate you confirming. Was that because the timing wasn't right, the numbers didn't work, or something else?" You're not arguing — you're learning so you know whether to follow up later or archive.

Objection 3 (qualifier): "I'm still talking to a few agents."

Your response: __________________________________________________

---

Model answer: "Totally fair. I'm not asking you to commit. Just want to make sure I'm not bugging you. When would you like to hear from me next — or would you rather I take you off my list?" Force the binary. They pick.

Objection 4: "Just send me the info."

Your response: __________________________________________________

---

Model answer: "Happy to. But quickly — are you still planning to sell, or have things changed?" Don't let "send info" become an exit ramp. Sort first, then send.

Objection 5 (yes branch): "I don't know, just whenever."

Your response: __________________________________________________

---

Model answer: "Got it. How about I check back in two weeks — does {{DATE_2_WEEKS_OUT}} work?" Pick a specific date. "Whenever" is not a follow-up.

7. Self-Scoring Rubric

After every real Ready-to-Book call, grade yourself.

Score yourself out of 5. Track for 30 days. If you're below 4 after two weeks, drill more.

The single biggest miss on this call: trying to convince them. Don't. Sort.

8. Loom Submission

Record yourself running the full Ready-to-Book script in 90 seconds.

Pretend the prospect picks up. Pretend they're lukewarm — the most common case.

• No notes. No script in front of you.
• Run both branches: a yes-branch take and a no-branch take.
• Post the Loom link to your coach.

Watch it back. Did you sort, or did you try to sell? Re-record next week until you sound like a sorter, not a closer.