When you call your sphere, don’t open with business. Open with them. Say who you are, give a real reason for the call, ask one question about their life, and listen. Mention real estate once, near the end, by asking if they know anyone thinking about a move. Then write down what you learned and when you’ll call back.
Plenty of agents I talk to know they should call the people they already know. They just don’t, because they’re afraid of sounding like a salesperson to their own friends. I’ve felt that too. I’ve sat with my phone in my hand and talked myself out of calling someone I’ve known for years. Andrew and I hear the same thing from brand new agents and from agents with a long track record. What helped me wasn’t more courage. It was knowing exactly what I was going to say.
Who counts as your sphere
Your sphere is everyone who already knows your name. That means family, friends, past clients, people from church, your kids’ coaches, the parents you sit next to at games, old coworkers, your neighbors and your dentist. If they’d say hello to you at the grocery store, they belong on the list.
Start by writing down 50 names. Don’t judge the list or guess who might buy or sell. You don’t know what’s happening in their lives, and that’s the point of calling.
The four parts of every sphere call
Every script below follows the same simple shape, so you never have to memorize much.
- Say hello and say why you’re calling. In my experience, people relax when they know the reason.
- Ask about them. Pick one thing to ask about, like their family, work or plans.
- Listen and follow up. Ask a second question about whatever they tell you.
- Ask for help, once. Near the end, ask if they know anyone thinking about a move.
That’s the whole posture of a good sphere call. You’re calling to care about them first. Business comes second, and sometimes it doesn’t come up at all. That’s fine.
Script 1: The first call after you get licensed
“Hi Mike, it’s [your name]. Do you have a couple of minutes? I wanted to call you personally because I just got my real estate license and I’m with [your brokerage], and I’m letting the people who matter to me hear it from me first. How are you guys doing? How’s the new job going?”
Let them talk. Ask a follow-up question. Then close with this:
“I’m really glad I called. One favor before I let you go. If you ever hear of someone thinking about buying or selling, would you mind sending them my way? I’ll take good care of them.”
Swap in your own name and your brokerage. Saying where you hang your license is part of being upfront.
Script 2: Checking in with someone you haven’t talked to in a while
“Hey Lisa, it’s [your name]. You popped into my head today and I realized it’s been way too long. How’s your family? Last time we talked, Emma was starting high school. How’s she doing?”
This one only works if it’s true, so tell them the real reason they came to mind. Keep notes after every call so next time you can ask about Emma by name.
Script 3: The past client home anniversary call
“Hi Tom, it’s [your name] from [your brokerage]. I was looking at my calendar and saw it’s been one year since you got the keys. Happy home anniversary! How’s the house treating you? Anything you’ve wished you knew before you moved in?”
Past clients are the easiest calls you’ll ever make, because you already helped them. Ask if anything needs a good contractor, and have a few names ready. Then ask the same favor: “If anyone you know is thinking about a move, I’d love to help them the way I helped you.”
Script 4: The helpful market update call
“Hi Karen, it’s [your name]. I’m calling a few homeowners I know because a couple of homes near you came on the market recently. Want me to text you what they’re listed at? No pressure. I just figured you’d want to know what’s happening on your street.”
If they say yes, send the listings that day. Don’t guess at what their home is worth over the phone. If they want to know, offer to walk through it and put together a proper market analysis.
Script 5: When someone says they might move
“That’s exciting. Can I ask what’s got you thinking about it? And is that more of a this spring idea or a someday idea?”
Then stop talking. Listen to the whole answer. Ask what they’d want in the next place and what’s holding them back. Offer one next step, like a coffee or setting them up with a home search so they can see what’s out there. Don’t push for a meeting on the first call. Let them set the pace.
What not to say
- Don’t open with “Are you thinking about buying or selling?” It turns a friendly call into a sales call in five seconds.
- Don’t promise what their home will sell for or how fast it will sell.
- Don’t comment on who lives in a neighborhood or what kind of people a street would suit. Talk about homes, parks and things to do, and let every buyer choose where to live.
- Don’t pitch someone who just told you about a hard season. Listen first, and call back another time.
Make it a daily habit
Five sphere calls a day is plenty. Only call people who actually know you. If a number came from a list or a stranger, check the Do Not Call registry and your brokerage’s rules before you dial, and never text or autodial anyone who hasn’t said yes to it. Five a day is 25 a week, and you’ll get through your list of 50 in two weeks. Then start again. Block the same 30 minutes every morning, before email and before social media. Stand up when you call, and smile. I can hear the difference when I do.
After each call, write one sentence about what you learned and set a date to follow up. Your notes are what turn a call into a relationship.
If you want to practice these out loud, our Fearless Agents training covers scripts, role-play and follow-up step by step. Sign up for the training here.
The Sphere Call in Four Steps
Say who you are and why you called.
Their family, work or plans.
Ask one follow-up question.
“Know anyone thinking about a move?”
Make five calls a day and write one sentence of notes after each. Care about them first, and the business follows.
Frequently asked questions
What should I say when I call my sphere as a real estate agent?
Say hello, give a real reason for the call, ask about their life, and listen. Near the end, ask once if they know anyone thinking about buying or selling.
How do I call friends and family about real estate without sounding salesy?
Lead with them, not with business. Ask about their family or work, follow up on what they say, and mention real estate only once at the end of the call.
How many sphere calls should a real estate agent make a day?
Five a day is a good place to start. That is 25 a week, which is enough to work through a list of 50 people in two weeks.
What is a good script for a past client call?
Call on their home anniversary. Congratulate them, ask how the house is treating them, offer a contractor name if they need one, and ask if anyone they know is thinking about a move.
Should I give a home value over the phone?
No. Offer to send recent listings nearby, and if they want a real number, set a time to walk through the home and prepare a market analysis.
Be fearless. Sash, Realest.com
