In this episode of Real Estate Success: The Whissel Way, hosts Tad Murroughs and Bryan Koci dive deep into the art and science of real estate phone scripts. Tad shares his unique perspective as someone who transitioned from being an agent to an Inside Sales Associate (ISA), explaining how consistency and psychology make the difference when working leads. The discussion covers everything from how to open a call, frame conversations, uncover client motivation, handle objections, and confidently ask for the appointment. Agents will walk away with proven frameworks, actionable scripts, and a mindset shift that makes prospecting less intimidating and far more effective.

Open With Familiarity & Purpose – Use the lead’s name early, introduce yourself clearly, and explain why you’re calling to build instant trust and reduce resistance.

Motivation Drives Everything – Always uncover what’s truly motivating a client; this insight lets you frame solutions, overcome objections, and close with confidence.

Follow-Up With Specificity – Never end a call vaguely. Always set the next step, give a clear timeline, and follow through—this builds trust and keeps leads engaged.