Qualifying SCRIPT
Warm Opening
Hi [first name]
It's [your name], I'm calling you because you may have spoken with my assistant about selling the property on [address]...
I probably called you at a bad time.
Cold Opening
Hi [first name], Can you hear me?
Great.
I’m potentially interested in BUYING [address], are you the owner?
Awesome... would you be open to selling the property?
[If yes - Skip to Clarify/Find Pain]
good time...
is the property still available?
bad time...
That’s fair...
If you were me when would be a better time to call you back about this?
[schedule follow up in CRM]
Clarify / Find Pain
Awesome, so catch me up to speed, what's got you interested in selling?
Got it. I understand...
And You were hoping to get your property sold by (pick a major holiday about 6 months out)?
needs sooner...
Oh, sorry, I didn’t understand.
Why do you need to sell your home so fast?
indiferent...
I see.
It sounds like you DON'T NEED to sell any time soon?
What stopped you from listing the property with an agent?
What's going to happen if you're not able to sell your home?
Timeline
Ok, so if you and I could agree on a price, what's the soonest we could buy the property?
30 Second Commercial
Great! May I tell you a little bit about who we are and what we do so we can see if we are a good fit for each other?
[PAUSE - WAIT FOR RESPONSE]
We are investors and we buy properties in many different ways.
We aren't buying the house to live in, so we don't typically pay market price.
We have to buy it a price where we can fix it up and resell it for a profit, or rent it to get a fair return on our money invested...
[PAUSE - LET SELLER SAY SOMETHING SO YOUR NOT BLABBING ON...]
The Good news is we are cash buyers, we buy several homes a month so we know what we are doing. You are in good hands if we are the right fit.
positive response...
[SELLER - Ok, I understand you're not going to give me market price - keep going ]
negative response...
[SELLER - Well I want top dollar, I don't need to sell this house, it's just that you called me so I'm entertaining your offer ]
(Ask the seller what they want and see where that compares in the market value, if they are really high, don't waste too much time on them. The point is to be upfront)
Condition
Can you tell me a little about the condition of the property?
When did you last remodel?
What repairs does it need?
How is the roof, foundation, plumbing?
[SOMETIMES THIS IS WHERE MOTIVATION IS, THE HOUSE IS IN POOR CONDITION]
Price
Did you have any idea what you would take for the property if I could offer you cash, take it AS-IS, and close the sale quickly?
gives price...
[NEXT STEP]
doesn't give price...
[Ask them the question in different ways]
ok so you have no idea what the right price would be?
(more rapport building questions to squeeze in the conversation)
Decision Maker
Is there anyone else that's involved with the sale of the property?
Summarize
I appreciate you for sharing that information with me…
given everything we talked about...
(Reference Pain Points)
Did I get that right? / Did I miss anything?
Closing/Getting Off the Phone
Well it was great meet you. I'll have to go back and do some homework on this house.
What I do is submit this property to our underwriting department, they look at the comparable sales and see what other investors are offering so we can get you a competitive offer.
And if you like it we can send you an offer and go from there.
How does that sound?
We look forward to working with you on this. Thank you and have a great day!