Script 6.
0
Lead Generation Script
Introduction
Hello? (wait for an answer)
Hi, John?
My name is Ann,
and the reason I'm calling...
is because I work for a local home buyer...
I'm reaching to see if you're interested in Selling your property at
(address) for A Cash Offer?
If Interested
-Do you have a rough estimate that you can use as a starting point?
Yes
-Would you be open to negotiation?
If he said yes, continue with the qualifying questions
(If he asked “what’s your offer?”)
Well, it depends on the condition of the property so let me ask you;
does it need any major or minor repairs?
(If he said no; move to the most important questions then return
back to ask about the condition in details)
:
Qualifying Questions
And as I can see here it’s 3 beds and 1.5 baths (check zillow)
correct?
And by the way the property is not listed with a realtor, correct?
If I may ask, how much is left for the mortgage to be paid off? If you
still owe a mortgage for sure.
(If he didn’t want to disclose, just say: “It’s absolutely fine” and move
to the next question right away.
And is it owner occupied? Are you living there or do you have tenants
or it’s vacant?
Reason for Selling
So.... we have been talking about the property you are considering
selling for the past 5 mins and of course we looked at it but at this
point I am wondering what would be the motivation for you to go
ahead and close on it?
If he mentioned a valid reason move on with closing, if he didn’t
mention a reason or said “just for the cash” you must confirm the
interest by saying:
“We're looking for motivated sellers so I just wanted to make sure
that you would like to sell your property.” (PAUSE AND WAIT for an
answer)
Closing
If we can agree on a price, how soon do you want to do the closing?
:
Or
Let’s say we came to an agreement on a number that works for the
both of us, are you willing to get this process started right away?
Detailed Condition
So (John) before ending the call, let me ask you more details about
the condition of the property. Do you remember how old the roof is?
And the HVAC?
And is there any issue with the foundation?
What kind of upgrades have been done to the property so far?
What kind of upgrades are needed?
One last question here; can you please tell me for how long have you
owned the property?
Confirming Owner’s Info
Perfect! I think that’s all the information we need, (Seller Name).
Now, if you don’t mind, let’s go over the details real quick one more
time.
- Just confirming your full name is (First Name, Last Name)
- Full address is …. (with zip code)
- And your phone number is …..
:
Is it okay to provide me with your email?
Ending
Confirming the interest again, MUST SAY:
So Sir/ Ma'am, just confirming again that you are interested in selling
the property we just discussed because we’re looking for sellers who
wanna get things done ASAP, and depending on that I’ll have my
ACQ manager run the numbers and get back to you within 2
business days with a cash offer.
I really appreciate talking to you John and looking forward to the
ACQ manager to call you too, do u have a specific time that you want
him to call you at with his offer on this number?
And Do you have another property or know someone who has a
property that would be interested in selling? (If yes; start over and try
to get more than one house)
Thank you so much and have an awesome day!
Other Scenarios
1. If not Interested
Ok, do you happen to have another property or know someone who
has a property and would be interested in Selling?
2. If it’s a wrong number
I’m sorry, but since I’ve got you on the phone, would you happen to
have any property that you might consider selling or know someone
by any chance?
:
Or
Oh okay! So actually we’re interested in buying all over (the state’s
name) . Do you happen to have any property that you’re interested in
selling? We pay all in cash and we buy as is.
3. In case the property is rented ask these questions:
1. Are they on a yearly lease or a monthly lease?
2. When does their lease expire?
3. How much are they paying for rent?
4. In case it’s vacant lot ask these questions
1. What’s the size of the land? (Can be in Acres or SqFt)
2. Is the land residential or commercial?
3. Does it have access to utilities like water, electricity, gas and
cable TV?
5. If his AP is above the MV say the negotiation rebuttal
Oh, I see that this is your asking price but let me tell you that we buy
the property in cash, covering all the closing fees and also we don’t
ask you to do any more repairs or anything else in the property so,
about the asking price I meant what’s the least you are eager to get
in-cash when walking away?
6. (If the Property is listed and we DON’T cover the realtor or
listing fees, you must say this rebuttal)
Let me just explain, that we don't deal with any realtors directly,
simply because we don't pay for their fees & commissions, you'll be
the one paying the realtor's fees & commissions and we'll take care
of the closing costs, is that okay?
RED FLAGS
:
Please note that the points below will get the lead disqualified
automatically, be careful:
If the owner mentioned am not interested
I got another offer - under contract - another buyer - there’s an
agreement - foreclosure
Am just curious to know the offer
If the reason for selling is because we called and no other reason
after saying the motivation rebuttal
Active listening for bluffers
Rebuttals for Potential Leads
If he’s selling because we called him, we must say:
To be honest we’re looking for motivated sellers so let’s say we came
to an agreement on a number that works for the both of us, are you
willing to get this process started right away?
Getting a valid reason for selling:
:
Aside from the money factor, what would be the reason for selling
the property?
(While asking about the reason for selling you should pause after
asking to wait for an answer, don’t ever give options or help him by
saying a reason)
Owner wants an offer now instead of waiting for the acquisition:
Sir, let me just explain that we cannot run numbers blindly, in order
for us to give you an educated offer and a fair one, I'll need to
confirm some information here. (and go straight forward to the
qualifying questions)
Owner saying come look at the property first:
Sure sir, actually my manager is going to be more than happy to
schedule a visit and come to look at the property, so first we just
need to confirm your interest by asking some basic information
about the property
Or
Yes sure I’ve seen it from the street view and I have some information
about it already, but I just need to confirm it right now over the phone
with you.
(You need to set expectations in the beginning of the call on how the
process goes by being clear that the cash offer depends on the
condition, I’ll ask some questions about it and pass it to my
acquisition manager and he will call back with an offer).
If an owner refuses to answer questions:
Well sir, it’s only taking a couple of minutes of your time. I won't be
asking you anything confidential, just a few questions about the
:
condition that will help us generate that offer.
:
