Cold Call Script

INTRO

Hello {First name}? (pause)
This is [Your Name], and I was calling about a property I believe you own on [Property Address]. (pause)
I was calling to see if you might be interested in selling that property.

Prospect: Yes, what’s your offer?

• 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.
• Have you done any updates in the last 5 years?
  • If YES, proceed to CONDITION questions.

Occupancy Questions

• Are you currently living there?
  • If RENTED:
    • Are the tenants on a long-term lease or a monthly lease?
    • Any issues with the tenants? (Optional)
  • If VACANT:
    • How long has it been vacant?

Condition Questions

• What kind of updates were done?
• So I see you’ve been (living there / renting it / it’s vacant), does it need any major or minor repairs?
• How is the exterior? Any damages or repairs needed? (Optional)
• How old are the roof and the AC? Do they need 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/square feet?
• Is it zoned residential or commercial?
• Does it have access to utilities like gas, water, electricity, and cable?
• Do you mind providing the parcel number?

Listing Questions

• Is the property currently on the market?
  • If yes:
    • Is it listed with a realtor?
    • Have you thought about listing it?

Closing Timeline

• If we agree on a price, how soon could you sell?
• If I can get you an acceptable cash offer, how soon are you looking to sell?

Motivation & Reasoning Questions

Use active listening and tailor questions based on their situation:

• If RENTED:
  • I see the property is generating income—why consider selling?
  • Are you having issues with tenants?
• If VACANT:
  • How long has it been vacant?
  • Why sell now instead of renting or rehabbing?
• If OWNER OCCUPIED:
  • It seems like a good home in a nice area—why are you thinking of selling?
• If a VACANT LOT:
  • Why haven’t you considered building on it?
• Have you thought about selling it before?
• Since it’s your primary residence, do you have plans after selling?

Asking Price

• Do you have an idea of how much your property is worth?
  • If YES: “What’s the price you’re expecting to get or start with?”
• Do you have a ballpark or price range in mind?
• Always ask if the price is negotiable, even if it’s below market value.

Callback/Confirmation

• When is a good time for a callback with the offer?
• Let me confirm the address: [Property Address]
• Can you confirm the last three digits of your phone number?

Rebuttals & Common Objections

• Wrong Number:
  • “Sorry, I might’ve called the wrong person—but do you happen to own any property you’d consider selling?”
• Not Interested:
  • “That’s fine. Do you have any other property you might consider selling, or know someone who is?”
• Where Are You Located?:
  • “We have offices all over the state. I’m calling you today from our local office in [City].”
• Who Will Call Me?:
  • “One of our acquisition managers/partners will follow up. It depends on who’s available at the time.”
• Where Did You Get My Number?:
  • “From public city records.”
• Your Number Shows as Spam:
  • “That might be due to high call volume, but it’s not an indication of anything wrong.”

Cold Calling Tips

• Avoid high-pitched openings—they sound like telemarketing.
• Use the owner’s first name often. Ask if there’s a preferred name: “Is it okay if I call you John?”
• Build rapport with lines like:
  “Thanks, John. I appreciate your help—dealing with a lot of sellers every day can be a bit of a headache.”
• Practice active listening—go with the flow, not the rigid script.
• Sound confident and knowledgeable about the property and neighborhood.
• Ask questions as if having a conversation—not like reading from a script.
• Always ask if the price is negotiable.
• To verify ownership, intentionally misstate part of the address and see if they correct it.
• Match the seller’s tone in the first 10 seconds.
• If speaking to someone authorized (spouse, sibling, etc.), ask for their name politely.
  • “I assume this number is under William’s name—may I know who I’m speaking with?”

Lead Template

Full Name:

Property Address:

Phone Number:

Q: Asking Price: 

Q: Mortgage: 

Q: Market Value: 

Q: Is The Property Listed: 

Q: How Many Bedrooms & Bathrooms: 

Q: Any Updates Done to the Property Within the Last 3–5 Years or Does It Need Any Repairs?: 

Q: Occupancy?: 

Q: Reason for Selling?: 

Q: Closing Timeline?: ( 3 months max ) 

Q: Best Call Back Time?: 

Notes: