Objection

I'm not that person... (Wrong number)

No, that's not my address anymore. I

already moved to (different
state)... (Wrong property address when
verifying the leads details)

Not Interested
 Not Interested

Who are we?/ Who do you work for?

Which properties have we bought?

Where are you calling me from?

How did you get my number?

 How much are you willing to offer?

I want you to give me the offer right now!

“Well, I’m not planning to sell for another

3+ years from now because of ...”/I'm not
ready to sell.../ Timeframe is more than 60
days

“How much can I sell my home for” or

“How much is my home worth?” or
any real estate specific question(s).

"I won't answer your questions, you should

have researched that before calling me."
 “I'm in a Do NOT Call List”

Are you trying to lowball me/rip me off?

Reassurance/Value of our services

"What are you actually gonna do with the

property?"

Do you see any for sale sign in front of my

house?"

"What about my Tenants?"

Answer to any real estate-specific

information that you don’t know
 Suggested Rebuttal

Our apologies, do you happen to be the owner of (address listed)?

If Yes – (Resume script)
If No – Do you happen to own a home in (city you’re calling)?
Since I already have you here, we’re looking to buy houses in the area, do you have
any properties you’re considering selling?
If Yes – (Resume script)
If No – Thank them for their time and end the call

Great, well we have buyers looking all across (city you’re calling in,) do you have any
investment properties here that you are planning to sell?
If Yes – Jump to Nurture Questions
No – Thank them for their time and end the call

That's okay, we're not expecting you to sell right away.

Has the thought of moving ever crossed your mind at any point?
IF yes:
Well it seems like a great property..What EVEN HAD you thinking about making a
move?
...Immediately go back to wherever you left off in the script.
 What if we presented an all cash offer that you liked…would you consider
selling at this time? Wait for the leads response then continue with your script.

I work for a buying real estate team and my job is to gather information to send it over
to the Acquisitions specialist. They are the ones that run the numbers.
...Immediately go back to wherever you left off in the script.

Caller: “I am calling on behalf of a Local Real Estate Team”

IF OKAY: Immediately go back to wherever you left off in the script.
IF LEAD SAYS: “But who do you work for?... Which Agent”
Caller: “We're not a big company, but I represent a local real estate investor here in
the area.
...Immediately go back to wherever you left off in the script.

I currently don't have access to that information but I'll let my acquisition manager
share those addresses of the properties bought when they call you with the offer.
Immediately go back to wherever you left off in the script.

“I'm working with a Group of local real estate team buyers in the area and we're
looking to buy properties.”
...Immediately go back to wherever you left off in the script.

Caller: We actually get it online from public records”

IF OKAY: Immediately go back to wherever you left off in the script.
IF UPSET: “I completely understand. You have a good day!
...Immediately go back to wherever you left off in the script.
We only give fair offers here can I ask you questions about it so we could have a
better idea of how much can we offer you? Proceed with your pre-qualifying
questions.

I don't actually run the numbers my manager does, my job is to make sure that
he/she can come up with a fair and reasonable offer based on the details of the
property that you will be sharing with me. Can I ask you a quick questions about the
property so we could have better idea how much we could offer you?
...Immediately go back to wherever you left off in the script.

Caller: “Okay. So what would need to happen in order for you to be able to
sell your home within 30 to 60 days from now?”
...Immediately go back to wherever you left off in the script.

After knowing their motivation:

"Well let me ask you, if we could help you find (motivation), would you be ready to
sell within 30 to 60 days?
...Immediately go back to wherever you left off in the script.

What if you get a good offer, would you sell sooner? ...Immediately
go back to wherever you left off in the script.

“That's a great question, I'll have my acquisitions manager discuss that with you
during their follow up call, sounds good?
...After getting the details about the callback, Immediately go back to wherever you
left off in the script.

To be honest, we weren't really sure if you were interested in an offer that's why I
wasn't able to look up the public records. But since I have you on the line, I only have
basic questions like
...Immediately go back to wherever you left off in the script.
“I apologize, we're just taking chances here but since I have you on the line, do you
have any plans in selling your property or are you interested in a cash offer?
...Immediately go back to wherever you left off in the script.

That's never our intention, we give out fair offers here, what's your bottom dollar
looks like?
...Immediately go back to wherever you left off in the script.

You know what (Seller first name), we are actually buying properties as is, meaning
you don’t need to do any last minute repairs or remodeling on it. We pay all the
closing costs, and there are no realtor commissions. And what’s good about it is that
you can actually sell WHENEVER you want to, and the BEST part? If my partner
comes up with an offer, that’s the exact amount you’ll walk away with. Sounds good?

Good question! Well we do all kinds of things, we buy properties, fix it and then sell it
to the market. Or Fix it and make it as a rental property". ...Immediately go
back to wherever you left off in the script.

I apologize , I understand it's not for sale but do you have plans in selling your
property or are you interested in a cash offer?. Just trying our luck
here. ...Immediately go back to wherever you left off in the script.

We also buy properties with tenants, you don’t have to worry, cause we will take
good care of them" ...Immediately go
back to wherever you left off in the script.

"That’s a great question, I'll write that down and I'll have my manager answer that for
you.
"
 SOP for Appointment Note

Lead Temperature: → Always base this on the lead temperature guide

Name: →complete name

Phone: →best callback number
Address: →complete address that they are selling

Beds, Baths, & Square ft: → validate this information based on what you see in zillow before do
available then ask.

General condition: → clarify from the script

Occupancy: → verify based on the script, provide supporting details if it’s rental and vacant ( re
vacant)
Repairs done on the property: → never forget to put the year or month when the repairs were m
Repairs needed: →actively listen and probe which other parts are in possible need of repairs

Asking/ballpark figure: →always ask a follow up question if what’s their bottom line (No shortcu
How soon to sell: →ask and use leading questions that’s on the script

Zestimate value & Zillow link: → copy + paste from Zillow

Title (With mortgage/Free and Clear): →provide additional info if the property is with a mortgag
Motivation: → never settle for a mediocre answer, ask effective questions that’s on the PB refre

Best time to callback: →select a specific date/time following the timeline (24 to 48 hours) that’s

Notes: →any additional information that you got from your prospect. Put it here.

Caller: (Your name)

ppointment Notes

perature guide

sed on what you see in zillow before doing copy + paste. If it’s not

rting details if it’s rental and vacant ( reason and how long it has been

year or month when the repairs were made

parts are in possible need of repairs

n if what’s their bottom line (No shortcuts with the digits $250,000).
on the script

nal info if the property is with a mortgage

ffective questions that’s on the PB refresher file to get the pain points

ing the timeline (24 to 48 hours) that’s on the script (Monday 8 AM)

ur prospect. Put it here.

 Xencall Dispositions
Callback

"Not Interested" is not the same with "Not yet ready". Kindy utilize the callback disposition
properly.
Busy at work and was able to set a callback instead.

Wrong number vs Not Interested

Not Interested

We are looking for the property owner of the address. If it's the right person (phone number
belongs to the correct name) and has a property but doesn't wanna sell then "NI".

If the address is incorrect, then try asking if they have any property etc.

Wrong number

If the phone number doesn't belong to the name on file (WN) and not familiar with the address.

Same with calling business establishments and other locations.

Not Available vs Not Interested

Not interested

Answered the phone but then disconnected the call after you delivered the script.
Not Available vs Not Interested

Not interested

Answered the phone but then disconnected the call after you delivered the script.

Not Available

No answer and just plain dead air.

Auto hung-up after picking up the phone.
Busy at work and can't talk then immediately disconnected.
Language barrier.
Hearing problems.
"Heard some noises but no response then hangup. "

Do Not Call
Home owner/seller tells you to stop calling or remove them from the list.

Note:
Regardless of the call type, please don’t forget to do circle prospecting.

We need to attempt to check if they or the people they know have properties that they might
wanna sell their properties now or in the future.