Part 2 of The Early-Stage Buyer Playbook

In Part 1 of this series, we built your pipeline machine—the CRM system that captures every opportunity and organises your daily work.

But here's the uncomfortable truth: none of that matters if you can't get buyers on a call.

This video gives you the exact script that converts 30% of our calls into scheduled meetings. Not 10%. Not 15%. Thirty percent.

And it starts with understanding why most agents completely destroy their chances within the first 10 seconds.

The 10-Second Mistake That Kills Every Call

Picture this: A buyer in Sweden has been researching properties in your area for weeks. They see an ad for a beautiful villa—your villa. They click through, they see the price, the location, it's exactly what they're looking for.

They fill out a form. Our system sends them an email saying "we've carefully selected the best local agency for your needs." They're expecting a call from the recommended expert.

That's you.

Now imagine what happens when you call them and say:

"Hi there! This is Sarah from Sunshine Properties. How are you doing today? Great weather we're having, isn't it? So anyway, I bought your contact details from a lead generation platform, and I was just wondering if you might possibly be interested in buying a property in Spain at some point?"

Can you hear it? The desperation? The uncertainty?

You've just told them three things:

1. You're a salesperson
2. You bought their details from someone
3. You have no idea who they are or what they want

Every bit of trust we built through our introduction process? Gone. In ten seconds.

The Reality You Need to Understand

These buyers have already been warmed up. They clicked on your property. They were told you're the expert. They received an email introducing your agency.

Your job isn't to sell them a house on this call. Your job is to book a meeting. That's it.

The script we're about to share follows a structure we've refined over more than a decade. It's designed to feel like a natural conversation, not a sales pitch.

The core principle is what we call assumed familiarity. You call as if there's already a connection—because there is. They clicked on your listing. They were introduced to you. They're expecting your call.

The 7-Step Script That Converts

Step 1: The Simple Opening and the Power Pause

You say your name, your agency, and then you stop. You wait.

"Hello, this is James from Costa Living Properties."

[PAUSE - 2 seconds]

That's it. Clean. Professional. Direct. And then silence.

This silence is critical. It gives them a moment to switch context and actually listen. Most agents fill this silence with nervous chatter. Don't. Let the pause do the work.

Step 2: Establish Legitimacy Immediately

The moment they respond, you give them the reason for your call.

"You enquired about a property in Marbella through one of our partner platforms."

Notice we don't ask if they remember. We state it as fact. Because it is a fact. Whether they remember filling out the form is completely irrelevant. You know they did. That's why you're calling.

This single sentence answers the question burning in their mind: Why are you calling me?

Step 3: Seamless Transition Into Rapport

Regardless of whether they confirm or not, your next move is the same. Introduce yourself briefly, then get them talking.

If they confirm: "Great. We're a real estate agency based here in Marbella. Do you visit the Costa del Sol often?"

If they don't remember: "No problem, it might have been a little while ago. We're a real estate agency based here in Marbella. Do you visit the Costa del Sol often?"

See how smoothly that pivots? You're not dwelling on the form. You're moving directly into building rapport with an open-ended question that gets them talking about their connection to the area.

Step 4: Intelligent Qualifying

This is where you dig for their actual situation. Listen closely. Are they already living in Spain? Do they need to sell another property first? Are they focused on a specific neighbourhood?

Explore:

• How often they visit the area
• Where they're currently living
• How long they've been interested
• Any specific property requirements
• Previous experience with Spanish real estate
• What drew them to this area specifically

The key here is listening. Really listening. Not waiting for your turn to speak. Every piece of information they share is ammunition for the next phase.

Step 5: The Value Hook and Temperature Check

Once you understand their situation, connect it to your value.

"Okay, that makes sense. What we specialise in here at Costa Living is helping international buyers navigate the entire purchase process. From finding the right property, through legal requirements, to handing you the keys. How does that sound?"

Those four words at the end—"How does that sound?"—are your first crucial checkpoint.

You're actively seeking acceptance. You're inviting feedback. If they have concerns, you want to know now. Not at the end of the call when they say they need to think about it.

Step 6: Propose the Next Step

Only after you've presented your value and handled any initial objections, you propose the meeting.

"Okay, great. The way we usually structure this is with an initial online meeting. In that meeting, we typically go through the different areas that might suit you, explore specific property types based on your interests, and explain more about how we work to protect your interests throughout the process. How does that sound?"

Notice the double acceptance. You asked "how does that sound?" after your value hook. And you're asking it again after proposing the meeting. This ensures you're not trying to book a meeting with someone holding unvoiced reservations.

Step 7: The Two-Way Closure

Once they agree in principle, lock it down efficiently.

"Excellent. Does tomorrow work for you? Is before lunch or afternoon generally better?"

"Afternoon would be better."

"Okay, how about 2 PM or 3 PM?"

"3 works."

"Perfect. 3 PM it is. I'll send you a calendar invite with the video link right now."

Offer broad options first (tomorrow or Wednesday, morning or afternoon), then narrow to specific options (2 PM or 3 PM).

Never ask the open-ended question "when are you free?" That invites procrastination. Keep control while remaining flexible.

Handling the "Just Looking" Objection

Let's address the most common pushback you'll encounter:

"Well, to be honest, I'm really just looking around at the moment. I'm not sure I'm ready to talk to an agent yet."

Here's exactly how to respond:

"Great, and that's exactly why I reached out. Many people are exploring the market initially, which is completely normal. That's actually why I'd suggest a brief online meeting. We can share some insights about current market trends in the area, explain how the buying process works here in Spain—which can have some quirks—and discuss opportunities you might not be aware of. It's really about giving you better information for your search. Would finding 20 or 30 minutes for that be helpful?"

Notice what happened there. We agreed with them. We validated their position. Then we reframed.

Their reason for not meeting became the reason to meet.

They're just looking around? Perfect. That's exactly who benefits from an informational meeting.

What a Complete Call Sounds Like

The entire call—from opening to booked meeting—takes about three minutes. No pressure. No awkwardness. Just a natural conversation that ends with a confirmed appointment.

In the video, we demonstrate a full call with roleplay so you can hear exactly how these steps flow together in practice.

What Happens After the Call

If you scheduled a meeting:

• Send a calendar invite immediately
• Include a brief agenda so they know what to expect
• Send a reminder 24 hours before

If you didn't schedule a meeting:

• Schedule a follow-up in your CRM (48 hours later)
• Send a value-based email with useful information
• Note their objections for future reference
• Don't give up

The Reality Check

Let me address the elephant in the room: this takes practice.

Your first few calls using this structure will feel awkward. You'll stumble. You'll fill the pause when you should let it breathe. That's normal.

But agents who commit to this approach see their meeting rates climb within two weeks. The difference between struggling (1 meeting per 20 calls) and thriving (1 meeting per 3 calls) is simply using the right structure.

Remember what makes these introductions different from cold calling:

• These buyers clicked YOUR property
• They were told YOU'RE the expert
• They're EXPECTING your call

You're not cold calling. You're following up on a warm introduction. Act like it.

The Long Game

Some of you might be thinking: "This seems like a lot of effort for someone who's 12 months away from buying."

Here's the reality. When that buyer is finally ready to purchase, who are they going to call? The agent who built a relationship with them over months? Or some random agency they find on Google?

The work you put in today compounds. One strong relationship can be worth fifty cold contacts.

Watch the Full Video

Coming in Part 3: Running the First Meeting

In Part 3 of The Early-Stage Buyer Playbook, we'll cover how to run that first meeting and move buyers through your pipeline effectively.

But for now, practice this script. Record yourself. Listen back. Refine.

The 30% conversion rate is real. But it requires you to put in the work.

Your properties are already attracting interested buyers. Now go book those meetings.

The Complete Early-Stage Buyer Playbook

• Part 1: Build Your Pipeline Machine (CRM setup with Close)
• Part 2: The Introduction-to-Meeting Script (this video)
• Part 3: Running the First Meeting (coming soon)

This script works because the introduction process positions you as the recommended expert before you ever pick up the phone. The warm handoff is already done—your job is simply to book the meeting.