INTRO:

1- Hello {First name}. This is [Your Name], I know this call might be out of the blue but I was calling about your property on 123 main street to see if you would consider selling it to me.

(Option 1).

2- Hello {First name}.This is [Your Name] . Me and my partners were looking to buy properties in the neighborhood, so I was checking if you might consider selling the one at 123 main street.

(Option 2).

3- Hello {First name}.This is [Your Name] I'm sorry if I called you at a bad time but I was reaching out to you about your property on 123 main street to see if you might consider selling it? (Option 3).


Prospect: Yes, what’s your offer?

- The offer depends on the condition so have you done any updates in the last 5 years?

 

- The offer depends on the condition of the house; We saw some exterior pictures online and would like to know more about the interior to make you a fair offer.

 
IF YES GO TO THE CONDITION QUESTIONS!

OCCUPANCY:

- Are you currently living there?

IF RENTED:
- Are the tenants on a Long Term Lease or a monthly Lease?
- Are you facing any issues with the tenants?(Optional)

 IF VACANT:
- How long has it been vacant?

CONDITION:

- What kind of updates were done?
- So I see (You've been living there - renting it - it's Vacant ) so it might need any repairs major

  or even minor correct?
- How is the Exterior is there any damages or repairs needed to be fixed? (Optional)
- How old are the roof and the AC and do they need any repairs?

- What about the kitchen and the bathrooms, have they been updated in the last 5 years?


-IF IT’S A VACANT LOT

- How many acres/Sqft?
- Is it residential or commercial?
- Does it has access to utilities like (gas, water, electricity, and cable TV)

- Do you mind providing me with the parcel number?

LISTING:

- Is it currently on the market?
  If yes:

- Is it listed with a realtor? (Skip the lead if it’s with a realtor)
- Have you thought about listing it? (Extra)

CLOSING:

- If we agreed on a price, How soon will you be able to sell?
- If I can get you an acceptable cash offer, How soon are you looking to sell?

IF THE OWNER IS NOT SURE:

- So would you take more than 30 days? Don’t give the max option (6 months).

 

Also, If it’s owner-occupied and he said he can sell Asap, you might ask him "Ohh that's cool, do you already have another house ready to move to?" if he said no, Follow up by asking "so when saying Asap what did that mean exactly for you since we can do the closing in 30 days?"

REASONS:

Note: Always try to get the reasons from the owners depending on their cases (Active listening).

- IF RENTED: So I see the property is getting you a cash flow so why would you consider selling

   Are you facing issues with the tenants or something?

- IF VACANT: How long has it been vacant for? (Let him answer) So why would you consider   selling it now, instead of renting it?

- IF OWNER OCCUPIED: I see it’s a good property, also a good neighborhood so why do you wanna sell it?

- IF IT’S A VACANT LOT: So John, Why haven’t you thought of building on it instead of selling it?

- Have you thought about selling it before?

 

- Since it's your primary residence, Do you have plans after selling it?

ASKING PRICE:

- Do you have an idea of how much your property is worth? (IF YES) So what’s the price you’re expecting to get or start the offer with?

- Do you have an idea of How much do you think you can get for a property in this condition and location?

- Do you have a ballpark or a range in mind for your property?

Note: Always ask if the price is negotiable or not even if his asking price is below the market, and you don’t have to ask it right away after he says his price.

- Asking price comes last.

 Callback/confirmation:

- So when is a good time for you to give you a callback with the offer?

- Well (owners name) Let me confirm the address real quick it’s:
  123 main street, City, State, Zip code.
- Confirm the last three digits of the phone number.

Rebuttals and common questions:

- Wrong number.
Sorry, I think I got the wrong person but since we got with you on the phone do you happen to have any property that you would consider selling it?


- Not interested.
It’s fine but do you have any other property that you might consider a cash offer for it or do you know someone else who might be looking to sell their property?
- Where are you located?
We have offices all over the state sir but now I’m calling you from the local office located here at (Same city as shown in the address) e.g. Austin, Texas/ Columbus, Ohio.

- Who is going to call me/what is the name of the person who is going to call me?
Well (Owners name), one of the acquisition managers/Partners is going to call you and I don’t want to guide you wrong, so it depends on who’s available at this time.
- Where did you get my number?
From the public city records.
- Your number appears as a scam?
That’s maybe because some people don't want to get bothered or because we’re calling multiple numbers a day but It’s by no means an indication of anything troubling.

Cold calling tips:

- Don't start the call with a high pitch (the owner will immediately recognize that it's a sales call and will become defensive and want to hang up).

- Instead of saying (Sir, Ma'am) a lot, try to use their first name frequently, and as an extra step, ask whether it's okay to call you e.g. John, or if there's another name you'd rather I use.

- You can use this rebuttal as building rapport with the owner:-

 Hey John. I appreciate your help and making things simple and straightforward for me because I deal with a lot of sellers every day and it's kind of a headache.

- Having active listening is a MUST, You have to be on the same stage as the owner on the call not just following your own script flow, the owner might also mention something important you can get the reason or get any good info out of it.

- Act as if you know the market very well, Sound as if you made your homework on his property and the near ones to be able to take from him a quality call.

- Try to make your questions as a scenario not asking with a script, go with the flow, not with the same arrangement of questions.

- Ask whether the price is negotiable; even if the price is lower than the market, this will improve the quality of the lead.

- Whether the owner is a bluffer or you suspect he is not the owner, when you confirm the address, say it incorrectly to see if he would correct it or not.

- Always focus on the first 10 seconds of the call and try to match the owner's tonality and be on the same stage as the owner.

- If we are speaking to someone authorized to speak on behalf of the owner, such as the owner's wife, sister, brother... etc. Just make sure you ask them their name; you may say something like, I assume when I called it was William's name attached to the number, therefore may I please know your name? e.g You're the wife, correct?