Me: Hello (Name)/(Mr./Mrs.

Last Name)

Prospect: Yes, this is him how can I help you?

Me: My name is (Your Name) and I’m calling regarding your property at (Property Address).

Prospect: Okay, what about it?

ME: The reason that I’m calling is because our company just bought a property around the area and I just
wanna reach out to you personally to ask you if you are interested in a cash offer on your property
there?

1. If No: I can definitely appreciate that, but do you happen to have any property that you might consider
selling?

Prospect: No

Me: Alright, you have a good day.

[END SCRIPT]

2. If they ask “what is your offer?”

Me: I don’t usually run the numbers. My job is to find out some basic information about the property, so
may I ask you some quick question about the property so we can get a better idea of how much we can
offer you is that ok?

Prospect: Ok go ahead.

[Ask the pre-qualifying questions]

3 Prospect: Yes
Me: Sounds good ! can I have a minute of your time to ask you some quick question about the property
so we can get a better idea of how much we can offer you is that ok?

Prospect: Go ahead.

[Ask the pre-qualifying questions]

PREQUALIFYING QUESTIONS

Can you tell me a li’l bit about the property? Like what kind of condition its in right now… What kind of
repairs are we talking about.. (Let them speak)
(Secure the rapport while asking the condition complement every good details)
Condition:
Repairs:
If the property is in bad condition or need minor repairs, tell them that don’t worry, we buy property
completely as is means they don’t need to do any repairs before you can sell.

How many Beds and baths?

Owned since/for: For how long have you owned the property?
Occupancy: Is there anyone living in the property right now?
If vacant: Why is it vacant? Tell me the story... (Dig motivation) (Before digging motivation set the stage)
If rented: For how much is the monthly rent? For how many years it is being rented? When will the lease
term expires?
(Dig Motivation) (Before digging motivation set the stage)
*How are your tenants there?
*Do you have plans on renewing the lease term? Would you mind me asking why? (If they have a lease
term)

Do you have plans on renewing the lease term?

Asking: Don’t you have any ballpark figure on how much would you like to sell the property considering
the condition we talk about?
Comps as per seller: Do you happen to know how much houses same as your house, in excellent
condition are going for?

How soon to sell: If you like to sell to us or anyone else. Would you do so within 30 days. 90 days… or
sometime further out?

Title: if we buy the property will we need to pay off any taxes, liens or a mortgage?

Realtor: Is this property currently listed with a realtor?

This sounds like a property that we might be interested in….

Motivaiton: Why are you thinking about selling?

(If their reason has no pain)
set the stage, dig more ask Impact questions)

Impact questions:
Remember to set the stage first because you are getting personal
(if the property needs minor repairs) Why don’t you put some repairs and put it in the market?

If the seller’s answer is not clear use PUSHING QUESTIONS:

What do you mean it depends?
What do you mean you’re just waiting?
What do you mean I have to do some things first?
What do you mean _______?

If we do this (_______) how does that impact you?

If we help you with (__________) what can you say about that?

It totally depends on the seller’s current situation.

Our goal here is to make the seller say something about where they currently are or what kind of
situation they’re in. In short as much as possible we need to let them open up the real reason why they
are selling.

Deal killer:

You know, the money piece of all this is usually the easiest. Even if we want to buy, you want to sell, and
the money works, there are a few things that can prevent us from doing anything. Is it ok if we talk about
those things for a moment?

• Risk/Discomfort o “if you did decide to sell, what would your biggest worry be about it all? Would you
be concerned about anything at all?”
• Relationships o “Would anyone be upset if you decided to sell? Is there anyone else who would have
something to say about all this? Is there anyone who will give you their thoughts on all this whether you
asked them to or not? What would they say? What would you say?”
• Competitions/Options o “I’m not your only option. And I’m really not sure if we are your best option or
not…what about/have you considered:”
▪ “Listing the Property”
▪ “Renting the Property”
▪ “Keeping the Property” or “If for some reason we couldn’t buy the property, what do you think you’d
do?” (This will uncover your true competition. Your only real competition is their preferred course of
action; not every possible option they are considering.)
▪ “Do you have someone else who called you an offering you cash like what we are doing?”

(If it all went well)

Me: so far, I think I have all the information that I need ooooh
One last thing, almost forgot….

Where would you like us to email our information to?

You’re in good hands someone from our team will put your options and your cash offer together and will
call you as soon as possible if not they will surely call you within the next 24-48 hours, alrighty!!!
Thanks a lot have a good day!
*********************************
STICKY NOTES TEMPLATE

Name:
Phone:
Address:

Condition:
Repairs:
Bed/Baths:
Owned:
Occupancy:
Realtor:
How soon to sell:
Title:
Asking:
Comps as per seller:
Motivation:
Deal Killer/s:

Email Address:
Notes:
**********************************

REBUTTALS!

Question: Where did you get my number?

Answer: We input property addresses we might like to buy in a tool called Lexus Nexus and sometimes if
we get lucky they’ll give us the name and number of the owner of the property, make sense? (Redirect
the flow to the question where you left off)

Question: What company are you with?

Answer: We are working with group of local home buyers who is looking to buy 6 more properties
around your area, and just so you know we are buying properties completely as is means you don’t
need to do some repairs before you could sell it to us, we pay all cash and if we can agree on a price
we can close within 7-14 days, make sense? (Redirect the flow to the question where you left off)

Question: Where are you calling from?

Answer: I’m working with group of local home buyers who is looking to buy 6 more properties around
your area. And just so you know we are buying properties completely as is means you don’t need to do
some repairs before you could sell it to us, we pay all cash and if we can agree on a price we can close
within 7-14 days, make sense? (Redirect the flow to the question where you left off)

Question: What’s the name of your boss?

Answer: I’m working with a private local homebuyer who is looking to buy 6 more properties around
your area. (Redirect the flow to the question where you left off)

If they insist to get the name: Honestly speaking we can’t disclose that unless we could see a strong
motivation that you’d like to sell your property and after this call he might call you within the next 24-48
hours

Question: Who are you guys?

My name is (NAME) I’m working with group of local home buyers who is looking to buy 6 more
properties around your area. (Ask the next question where you left off)

Question: (If they ask a question, and we are not sure what to say. {How is the process? Can I still sell
it even if I’m out of state? I’m still under probates can you do something about it to make me have my
property faster? How can I get the money when we agree on a price?)

Answer: That is a good question, someone from our local home buyers will answer that for you they
know a lot more than I am regarding the processes and other stuffs I’ll have them call you ASAP if not
they will surely call you within the next 24-48 hours alright? (Ask the next question where you left off)

Heads up:

If they insist about the offer…

Answer: You know what (Name) it is really hard to make a blind offer since we haven’t seen or don’t
know something about the property yet, yes we got some basic information here online in Zillow but
sometimes it is not updated, that’s why I’m asking a couple of minutes of yours to ask you some quick
questions about the property so we can get a better idea of how much we can offer you is that alright?
***************************************************************
If the seller’s confidence go down because his/her property is not in good condition but you can feel that
they want to sell, tell them that

Don’t worry Mr/Ms. [Seller]. We are buying properties completely as is means you don’t need to do
some repairs before selling it to us, we are paying all cash, we are paying all realtor commissions and
fees, and we’re gonna pay all closing costs. The offer that they’ll give you is exactly what you’ll have in
your pocket and the best thing about us is that we are really flexible so you can choose whenever date
you wanna close OK Mr. Seller? {Emphasize every phrase}

*************************************************************************
Note: Never tell the seller that we are wholesaling properties, rather tell them that we are buying
properties to fix it and put it in the market or we are buying properties and have them for rent.

***********************************************************************
It is a sin for us cold callers to make an offer. It is only the acquisition specialist has the ability to make an
offer.
********************************************************************
They are asking a good price if they are at “Zestimate x 50% or 60%”

(Note: Zestimates is an estimate for houses in excellent condition, Zestimate is only an estimate
sometimes it is too high sometimes it is too low.)

Check Zillow’s Zestimate if they are near our offer Mark them as hot.
*******************************************************************************