COMMON

SELLER
OBJECTIONS
& REBUTTALS


Contents
OBJECTION: PRICE ........................................................................................ 3
O: “How did you get to that price/number?” ............................................................................ 3
O: “I'm shopping around for the best price possible” .............................................................. 3
O: “I’m sorry, that offer price is too low. I really need to make $XXX out of this” .................. 3

OBJECTION: VALUE ....................................................................................... 4

O: “According to the tax appraisal website (or Zestimate), my house is valued at $XXX” ...... 4

OBJECTION: SKEPTICAL ................................................................................ 5

O: “How can you guys make an offer without looking at it?” ................................................... 5
O: “I have to talk to my wife or husband before I make a final decision.” ............................... 5

OBJECTION: UNMOTIVATED......................................................................... 5
O: “I’m in no rush. I need some time to think about it.” ........................................................... 5
O: “I think I'm just going to rent the property.” ....................................................................... 6
O: “I would rather fix up the property myself and make the profit.” ....................................... 6
O: “I’m going to try listing it with an agent again…” ................................................................ 6

OBJECTION: UNCERTAINTY .......................................................................... 7

O: “With my situation, I think I may need to file bankruptcy instead.” .................................... 7
O: “I have no place to go once I sell.” ..................................................................................7

OBJECTION: URGENCY ................................................................................. 7

O: “I’m not ready yet, this is all happening way too fast...” ..................................................... 7

OBJECTION: CONTRACT. .............................................................................. 8

O: “I’m just not comfortable with some things in the contract” ............................................... 8
O: “Why is there an inspection period listed” ........................................................................... 8
O: “Why is there such a low earnest money deposit…” ............................................................ 8
O: “I want to use my own title company for the closing" .......................................................... 8

OBJECTION: PRICE

O: “How did you get to that price/number?”

A: “Based upon a formula we use that relies on price per square footage and condition, we know
what kind of price range we need to be at to make the deal work. We buy about 15-20 properties
a month. Sometimes, we buy these properties sight unseen...so as long as these numbers fit in
our formulas, we know what range we need to be in.

O: “I'm shopping around for the best price possible...”

A: “We don't like getting into bidding wars. It's just bad business and typically, we’re one of the
highest and best offers. I'm not sure who else is giving you an offer—I don't know if they have
proof of funds or if they can close quickly. But if you want to go with them, I completely
understand..."

OR....

"You know, I can completely understand you want to get the best price possible for your property.
I'm not sure who the other buyers are, BUT this is a price I can commit to today. Next time I call
you, I can't promise you the same price because we buy so many properties a month. So, I can't
promise you the same price, but we're usually the highest and best offer."

O: “I’m sorry, but that offer price is too low. I really need to make $XXX.”

A: “Well, we're not the right fit for everybody. We are an investment company, so we don't pay
above market value. However, we can take care of the closing costs and other fees, but we have
to be at a price that makes sense for both of us. So we really have to be around [this range].
Taking all of this into consideration, what is the best price you can do?”

If they say “no” to your offer or your range, but they're still interested in selling, don't give up. Say:

“We are an investment company. Like I said, we're not a good fit for everyone, but we have to
be within this range. So, let me ask you this, if there were a price you would be interested in
selling for, what would that price be?

Let’s say they give you a much lower price than you anticipated. You could say something like:

“I think that's a great price on the open market. But as far as a cash offer goes, our numbers are
just too far apart. If you were listing it, you might be able to get that price range—but keep in
mind you’ll have closing costs, fees, etc.”

OBJECTION: VALUE

O: “According to the tax appraisal website (or the Zestimate), my house

is valued at this amount…”

A: "No, I think that price range definitely makes sense on the open market. Like I said, we are an
investment company—so we don't pay above full market value. So, maybe an all cash offer
wouldn't work for you."

If they want a specific price, you can restate the pros and cons redirect them to the listing:

“Remember, we are an investment company, so we don't pay above full market value. You could
list the property on the open market, but that could take 30, 60, 90 days. There are closing cost
fees, commissions, all that involved. However, if we bought it cash, we would have to be at [this
price], and we'll take care of all those fees and headaches for you. Is that something that's
important to you? Are you looking for top dollar, or a quick sale?”

If they respond with “both”, you can say something like:

“Well, that's the magical third option that really doesn't exist J However, if you want top dollar,
then a listing is definitely the way to go. But, if you need to get rid of this house quickly, that's
something we can help you with. But we have to be at a price that makes sense for both of us. I'm
sure you can understand. Does that make sense?”

OBJECTION: SKEPTICAL

O: “How can you guys make an offer without looking at it?”

A: “Well, we buy so many properties a month in this area, so we are very familiar with the
neighborhood and the area. And based upon the condition of the property described to me—and
based on our formulas and price per square foot in this area, we know what kind of price range we
have to be at.”

O: “I have to talk to my wife or husband before I make a final decision.”

A: “Sure, talk to your wife/husband. I can completely understand that's something that you need
to discuss with her/him. So, tell me, what would be a better time for me to call and check back to
see how your conversation went?”

If they still need think about it and say they’ll call you back next week, you need to ask them:
“I don’t want to waste your time or mine—so if you are interested in selling, what would be your
deciding factor between today and next week?”

OBJECTION: UNMOTIVATED

O: “I’m in no rush. I need some time to think about it.”

A: “I completely understand. This is a big decision. What is it that you need to think about that I
can address right over the phone for you—that would be your deciding factor for selling?”

If they STILL want to think about it and say, "Oh, I need to think about it...just call me back next
week..."you ask that key question again and dig into it more...

"Well, what would be a deciding factor between today or next week in regards to selling the
property? What would change?"

Again, if they say to call them back at a later date, you can say something like:

“Well, it seems like you're not really interested in selling the property. If that's the case, I can
completely understand, but if you are still interested in selling, I love to help you with that.”

Usually, you'll either find out they're not as motivated and they're just really just there to see what
kind of offer they can get.

O: “I think I'm just going to rent the property.”

A: “Oh, I can completely understand. Just out of curiosity, what made you change your mind from
selling to renting it out?”

Then once they respond, say:

"Oh, that makes sense. So what would be your deciding factor between selling it and keeping it as
a rental property?"

If they respond and their response is still leaning towards keeping as a rental, you can say
something like:

"Okay, so no matter how much we paid you and if we covered all the closing costs and fees [state
all benefits/value], you wouldn’t be interested in selling at all?"

If after that they say no, add a note to follow back up just in case things might change in the future.

O: I would rather fix up the property myself and make the profit.”

Here, you would apply the “negative takeaway”:

A: "Yes, you can actually do that. But, it might take you awhile to get that done—we’re talking
repairs, there’s going to be closing costs, fees and commissions on the back end...but, if you want
to do those repairs now and go that route, then that's completely okay. However, keep in mind, if
we bought the property as is, we’ll take care of the closing costs, fees, commissions and everything
else. You won’t need to do any necessary repairs—it just depends on whether you’re looking for
top dollar or a quick sale. If you're looking for top dollar, then we're not the right fit for you.”

O: “I’m going to try listing it with an agent again…”

A: “I think that makes sense. That is an option you can do. But it might take 30, 60, 90 days on the
market and you've got closing costs, commissions, repairs, and financing might fall through. And,
you know, as an investment company, we have to be at a price that makes sense for both of us. So,
we'd love to help you if you're open to selling the property, but we have to be at this range.”

OBJECTION: UNCERTAINTY

O: “With my situation, I think I may need to file bankruptcy instead.”

A: “Why would you want to file bankruptcy? Is there any specific reason you just want to do that
instead?”

Let them answer you and then you talk about the “cons.”

“You know, your property—this something we can help you out with. You only owe [this much] on
it. We can buy it for around [this amount], and you will be able to save your credit. I know you don't
want this on your credit!”

If they would rather move forward with their decision, then there may be other factors outside
selling their property that are in play.

O: “I have no place to go once I sell.”

A: “I can understand. The good thing about our company is that we can move at YOUR pace. We
often deal with homeowners in your exact scenario...where they need to find a new place before
they move. Well, the good thing is—if we agree on a price, we can send you an over an agreement,
and while we're doing the work on our end, I’ll have one of our agents reach out to you and ask
you exactly what you're looking for, your current area, budget, location, and they'll be able to help
you out. So, we can help you find a place before we even close on the property. And once we help
you find a property, keep in mind we already have an agreement in place—so we're not going to
close on buying your property until you've found a property to move into.”

OBJECTION: URGENCY

O: “I’m not ready yet, this is all happening way too fast...”

A: “Yeah, I can completely understand. The good thing about our company is that whether you
want to sell today, or in two months, three months—it doesn't matter. I want to let you know
there's no rush at all. We can move at your pace. Does that make sense?”

OBJECTION: CONTRACT

O: “I’m just not comfortable with some things in the contract...”

A: “No problem at all! What things in the agreement can I answer or clarify for you?”

O: “Why is there an inspection period listed…”

A: “Well, we do have to confirm everything we discussed over the phone and walk through the
property. We're going to have our partners at the property with us. As long as everything is just
how we discussed and all looks good, then all should be okay. But, if we go out to the property and
the house needs massive repairs or if it's a tear down, then the deal obviously won't make sense.
So that's the reason for inspection period—it’s put there to protect us. But like I said, once we go
there and confirm everything looks good, we’ll move forward.”

If they give pushback, you always want to do a "takeaway". You can say something like:

"If you don't want to sell, that's okay, I completely understand. You know, that way they just kind
of come back and say, oh, but I do want to sell. Well, this is how we do business, and this is how we
are able to buy 15, 20 properties a month.”

O: “Why is there such a low earnest money deposit…”

A: "I understand, but unfortunately, this is our company policy that this is the amount we put here.
We've bought million dollar properties and $100,000 properties with the exact same amount of
earnest money. So, if you're not interested in selling your house, I completely understand, but this
is how we do business.”

O: “I want to use my own title company for the closing…"

A: “I understand that, but since we do a significant amount of volume with our title company, we
get a great discount on all of the fees and other costs—and they’re insuring us. So, we would have
to go through our title company. If you don't want to sell your property, I can completely
understand....”