Ep. 117 - Summer Book Series- Exactly What to Say Part 2
About this episode
Ashley and Lauren provide practical scripts and strategies for real estate agents based on the book 'Exactly What to Say'.
We're revisiting one of our favorite episodes as part of our summer book series! In this follow-up to our original breakdown of Exactly What to Say , Ashley and Lauren get tactical — pulling real scripts from the book's field guide and testing them against actual scenarios agents face every day. They dig into what to say when an expired listing seller refuses to lower their price, how to handle classic FSBO objections ("I can sell my house without you"), the right way to respond to "I'm just browsing" leads, buyer's remorse after a winning offer, and sellers who insist on waiting for the "busy season." Along the way, they don't just recite the book's suggested lines — they rework several of them into scripts that actually sound like a real person talking, not a sales robot. Whether you're new to the business or a seasoned agent looking to sharpen your talk tracks, this episode is packed with practical, ready-to-use language for the conversations that make or break a deal.
More episodes of The Principals
- Ep. 118 - Summer Book Series Unreasonable Hospitality: The Real Estate Playbook Hiding in a Michelin-Starred Restaurant
- Ep. 116 - Summer Book Series: Exactly What to Say Part 1
- Ep. 115 - Summer Book Series: The 12 Week Year — Stop Making Annual Goals and Start Getting Results
- Ep. 114 - Summer Book Series: Never Split the Difference by Chris Voss — What Every Real Estate Agent Needs to Know About Negotiation
- Ep. 113 - AI vs. Realtors: What Technology Still Can't Replace
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