OPENING:

Hi! (Owner’s Full Name) ____________? (pause) My name is (VA's Name). I have a quick question about the
property at (Address) ________________________, Are you the owner?
**(If name is on Dialer)
Hi this is (VA's Name) ___________. I was hoping to speak to the owners of
(Address)_______________________________, would that be you?
**(No name on Dialer)
If YES: Great! (Owner’s name) __________, My partner and I are local investors in the area. We work with Local
Investors
We are looking to buy a property in (City)______________. We just wanted to get on a quick call with you to
know if you were interested in selling your property. This shouldn't take long.

Seller says: No, I'm not selling

Transition: I Understand you are not selling now, but are you open to getting an offer?

QUALIFYING QUESTIONS:
If Yes: Great!
***Are you currently under contract or listed with a realtor?
*** How long have you owned the property?

If NO: No problem. Do you have any other properties you are looking to sell or do you know of anyone in the
area that might consider selling?
If Yes: Great! What is the address? (Get Address, phone number, and name)
If No: Thank you for your time today. Have a good one! (End Call) Transition to close:

4 Pillars: If they only want to hear an offer:

**If Seller Mentions the Motivation on the call, the Why are you looking to get an offer?
VA MUST reiterate and confirm the Motivation to If Seller says it is personal (Do not force the seller)
Sell*
FSBO/Previously for sale:
Transition: You mentioned earlier that you are
Why did you put the home up for sale in the first
looking to sell because....
place?
No Motivation given: Transition Statements Choose
If Seller says it is personal (Do not force the seller)
the appropriate one:
Besides the fact that I reached out today, I am 2.) TIMEFRAME TO SELL:
curious…
Timeframe is more than 90 days
1. ) MOTIVATION TO SELL:
 How soon would you like to sell
If on onset of the call they want to sell: this property?
st
Why are you looking to Sell? 1 strike * What is holding you back from
selling sooner?
Why did you choose this property to sell? 2nd * What would need to happen for
you to consider selling within a
strike 90-day period?
It seems like a good property, have you already
Timeframe depends because they need to find a
purchased a new property or are you looking for another
new home
one? 3rd strike
If Seller says it is personal (Do not force the seller)  I understand that you still need
time to find a new home. Let's say
 we presented you an offer you great condition. Is it brand new?
liked and we were able to help ***Is the HVAC also new? I assume
you find a new home, or you it is pretty well maintained?
found a home that you liked; ***Kitchen, walls, tiles, and
 I assume you would be willing to bathrooms are all updated, is that
sell within 60 days, is that right? right?
Timeframe depends on the offer ***Are there any Minor Repairs
 I can understand that. So that that need to be made?
means if we give you a fair offer ***What other Updates were done
that is fair for you and us, that on the home in the last 5 years?
means you would be willing to sell
within a 30-day period is that Property Condition 6-5
correct? Rating
Transition Statements Choose the
Transition Statement:
appropriate one:
*Seems like it was a good thing "Usually the offer depends on the
that I called, but can you tell me a overall condition of the property,
bit more. so can you tell me:
*I know you are excited to know
the value on your home. ***How Old is the Roof? When
*I thank you for taking the time to was the last time you made any
talk to me, I just want to repairs on the roof?
understand a bit more.
(Use Offer or Sell Appropriately) ***What is the condition of the
HVAC? (Heating, Ventilation and
3.) PROPERTY Airconditioning
CONDITION: ***What Major or Minor Repairs
Transition Statement: Thank you, I need to be done on the home?
would like to know more about Property Condition 4-0 Rating
the property... Transition Statement:
*** Is the property currently "Usually the offer depends on the
occupied? overall condition of the property.
If Yes: Do you live there or do you You mentioned the home is a
have tenants? 1/non livable is that right?
If Seller has tenants: Are they on a We actually buy the property as
month to month or year lease? is.
When will the contract expire? ***I just want to confirm the Roof
If No: How long has it been would need to be fixed, is that
Vacant? right?
***On a scale 1-10, 1 being *** Is the Roof still original?
unsuitable to live in and 10 being *** I am also going to confirm the
recently remodeled can you tell HVAC would most likely need to
me the overall condition of the be replaced right?
property? *** Is there anything else you
think I might need to know about
Property Condition 10-7 the property?
Rating 4.) ASKING PRICE:
Transition Statement: Transition to price:
***I assume the Roof is still in
 $1m real estate commissions and the
** What is your Asking price for best part is we buy them
the property? completely as is, so you don't
have to put another cent into the
Great! I will take note of this. We property
pay all closing costs, there are no

ADDITIONAL ASSISTANCE:

Transition for additional Service:

Just for the record, we do more than just buy homes for cash. We can also help you with finding or purchasing a
new home, or even moving, would you need that kind of assistance (Owner's name______________?
(Only use when needed- not applicable for Vacant lot, and if they do not live in the property)

CLOSE SCRIPTS:

Transition to close:
Thank you for taking the time to talk to me today (Owners Name) ____________.
Based on what we've talked about here today, it seems like a good fit! (Only say this if it is a good fit)

 I appreciate all the details you shared, I will forward these to my Partner-- (Client Name) and if
it is a good match to what we are looking for, we will call you back right away or within your
preferred time.
Do you have a preferred time for a callback? (Check client Calendar: "let me check if my
partner is available at that time") during the weekend tomorrow after 7pm
Gather additional Information: Best call back number/Email Address :
imatiredlandlordmarilynmanson@aol.com
We are all set! Again, if we are interested in making an offer, we will call you back. Thank you
for your time today
(DO NOT PROMISE A CALL BACK, ESPECIALLY IF IT IS NOT A GOOD FIT!)
REBUTTALS:
We have an agent/Realtor:
 I can respect that. I just want to confirm you are in contract, is that correct?
Do you have another property that is not in contract? Do you know anyone that is looking to
sell?
IF the property is listed and they don't have another property for sale end the call
IF they have another property that is not listed - Continue to property condition
IF OKAY: Continue to property condition

How did you get my number/Where did you get this

information?
 I know this call was out of the blue. We got your number through public records; this number
was associated with this address. Am I speaking to the owner?
 There is a lot of information available via public records. We recently bought a home in your
area. We actually make offers on properties. So, can you tell me where you thinking about
selling/hearing an offer?

You have not seen my home yet?

 That is right! We have not been inside your home yet. But we do know the area well since we are
local. If we can spend about 3-5 minutes with you, we can probably get enough information to
make you an offer within the next 48 hours.
 My partner is a local investor in this area, so we are very familiar with <city>, so if we do need to
see the property up close and personal, we will let you know ahead of time

Make me an offer/I'm not giving you a price, make me

an offer?
 I know you are excited to hear an offer. Before we can present an offer, I need to ask you for some
information in order for us to come up with an offer and we will get back to you within 48 hours or
whatever time is best for you!
 I understand you are interested in hearing an offer right away for your property. I would need to ask
you for some details first and then after that if it a good match to what we are looking for, we will call
you right away so that we can make a spot deal with you.
 I would love to give you a spot offer, my partner runs the numbers. The price usually depends on the
overall condition of the property. Can you tell me how long have you owned the property for?
 I understand you are interested in hearing an offer right away for your property. My partner will run
the numbers after this call. So, I just need to have an idea if we are in the same ballpark or not so that
we don’t waste any of your or our time.
How did you know my home is for sale? I Never listed
the property!
 "We actually didn’t' t know that it is for sale. But it's great I got you on the line. We are investors. So,
we are consistently looking for additional properties that fit our needs. We are simply looking for
individuals who have properties they would like to sell within this area."

I need to talk to my Family (Husband, wife, etc.)

 I can respect that. What do you think some of the concerns your family might have?"
 We are just looking to make you an offer. There is no commitment here. So if we are interested
it is still in your hands to make the decision.
 "Well, what we normally do is get the paperwork going and the offer is not final just yet, we
would usually get some paperwork going, but the decision is still up to you. What would need
to happen to get the property sold within a 90-day period?

A realtor told me I could get a lot more than what you

offered me
 "I’m not surprised you were told that, and I understand your concern. I know a lot of sellers meet with
realtors who come in and make really big promises.
 Remember, realtors will often times tell you what you’re looking to hear to simply secure a listing. If
you look closely at our offer as compared to holding onto your property we aren’t that far off. With
other fees, taxes, hefty commissions and time to sell we are very competitive.
 "Remember we buy the property completely as it is, so there is no need to repair the property. We pay
all closing costs, and there are no real estate commissions.

The house is full of junk, do you need me to clean it

out/ I need help moving my things/I need to fix/repair
the home:
 Actually, we don’t. We are happy to help in as many ways as possible during the process. We
also buy the property as it is. But we can get creative with the services and offer we can make
you and we can have someone help you with moving things around
 We do more than just buy homes for cash. We can also help you with finding or purchasing a
new home, would you need that kind of assistance?
 "I need to fix/repair the home:
 There is no need to repair the home since we buy the property as is"

How can you close so quickly

 We close quick because we are investors so all the time, we are ready to make spot cash offers if you
are really looking to sell. How soon are you looking to sell?
  As cash buyers we can perform our due diligence and close as quick as little will allow. We move very
quickly if that’s what you prefer, but definitely understand if you need additional time to move out.
 "Most of the time we are cash buyers We move very quickly when making an offer and again we are
investors! So, when you are ready to sell, we would be ready to buy! But if you need time, we can
work with you. In fact, most people need a little more time, but if you did have to move quickly, we
can do it. Let me ask you this…how quickly do you need to sell your house?"

I am not selling/I am not selling right now

 "Hi (Owner’s Name) ____________? (pause) My name is (VA's Name). I have a quick question about the
property at (Address) ________________________, Are you the owner?
**(If name is on Dialer)
 Hi this is (VA's Name) ___________. I was hoping to speak to the owners of
(Address)_______________________________ , would that be you?
**(No name on Dialer)
 If YES: Great! (Owner’s name) __________, My partner and I are local investors in the area /We work
with Local Investors
 We are looking to buy a property in (CITY)______________ . We just wanted to get on a quick call with
you to know if you were interested in selling your property. This shouldn't take long.
 Seller says: No, I'm not selling
Transition: I Understand you are not selling now, but are you open to getting an offer?"
 If NO: No problem. Do you have any other properties you are looking to sell or do you know of
anyone in the area that might consider selling?
If Yes: Great! What is the address? (Get Address, phone number, and name)
If No: Thank you for your time today. Have a good one! (End Call)

Who do you work for/What is the name of your

company
 My partner are local investors in the area. We are direct buyers and we can also help you find a
home if you need one. Are you the owner at (Address)
 I work specifically with <Client Name>
We are local but we cater the whole of <State>

"I want to talk to the Investor/your partner directly"

 I would love to transfer you to my partner right away, but before that I need to ask you a couple of
questions and if it is a good match to what my partner is looking for- We will call you back right away or
within your preferred time.
 I understand you are interested in talking to my partner right away but I just need to ask a few
questions about the property because our offer would usually depend on the condition of the property.
My partner will run the numbers after this. So can you tell me....
Do you have a buyer for me? What is your commission?
 "We don't need to find you a buyer because we are buyers! As cash buyers we can perform our due
diligence and close on your property if you are willing to sell right away. So, would you like to hear an
offer?"
 There is a lot of information available via public records. We recently bought a home in your area. We
actually make offers on properties. So can you tell me were you thinking about selling/hearing an offer?

I do not want a lowball offer

 I understand your hesitation. But we do our best to come up with a fair offer. My partner would be
happy to talk to you so we can determine/come up with the best price that seems fair for you and for
us. But before that…
 I definitely understand how you might think that, but it’s more complicated than that. When we buy a
home, we take on a lot of risk because we close quick and we usually don’t do extensive inspections
and require you to fix any issues before selling the same way another buyer’s bank will require them to
do

The timeframe depends on the offer/Timeframe

depends because they need to find a new home
 I can understand that. So that means if we give you a fair offer that is fair for you and us, that means
you would be willing to sell within a 15–30-day period is that correct?
 I understand that you still need time to find a new home. Let's say we presented you an offer you liked
and we were able to help you find a new home, or you found a home that you liked;
I assume you would be willing to sell within 30-45 days, is that right?

Is this a sales call?

 No this is not a sales call. Again, my name is <VA name> My partner and I are local investors, in the
area. We buy properties directly and also help our clients find homes. Are you thinking about getting an
offer for your property?

I do not want to work with Investors

I completely understand your hesitation, do you mind me asking why?

 As investors, we buy properties directly. We pay all closing costs and there are no real estate
commissions and the best part is we buy them completely as is, so you don't have to put another cent
into the property. We try our best to come up with a fair offer. Are you open to getting on a quick call
with my partner?
  I understand your hesitation. But we do our best to come up with a fair offer. My partner would be
happy to talk to you so we can determine the best price that seems fair for you and for us, the decision
is still up to you, but you mentioned that you are interested in getting an offer, right?

I want to talk to other investors first

 I understand completely. Do you mind me asking what is holding you back right now from going
forward with me?
 Unfortunately, we only have so much capital to work with. What we commonly do in this situation is
agree to the terms and the price and then my partner would be happy to make our agreement upon a
two-day review if that suits you better. At least that would let me get the process started, pull a couple
of our other offers and with absolutely no commitment or risk from you. I assume that may ease your
mind am I correct?
 Well as you know we do have other offers out on other properties so I would have to at least nail
something down pretty quickly otherwise you might risk losing our offer.

What are you guys going to do with my property/ What

do you guys do?
 We buy properties directly and also help our clients find homes as well. We pay all closing costs, there
are no real estate commissions and the best part is we buy them completely as is so you don't have to
put another cent into the property
 We buy properties directly and also help our clients find homes as well. We pay all closing costs, there
are no real estate commissions and the best part is we buy them completely as is so you don't have to
put another cent into the property
 There are also many other benefits to working with us. We make cash and spot offers; we also get
creative with our offers. We buy a lot of properties in the area that need work and we also purchase a
lot of nicer
homes from people who don’t want to deal with paying hefty realtor commissions. To start the process
all I have to do is gather is some basic information about the property.

I am driving/I am in a hurry!
 I am in a hurry/I don't have a lot of time to talk
I am sorry about that, can you put me on a loud speaker? I will just make this call very quick; do you
have about 2-3 minutes for a quick chat? My partner and I are local investors in the area. We are
looking to buy a property in your area. Are you interested in getting an offer for your property?

Sorry wrong number

 Oh! I am sorry about that. But great I still got you on the line. By the way---
My partner and I are local investors in the area. We are looking to buy a property in the (CITY). Do you
have any properties you are looking to sell?
I am not the home owner/ I do not own that property
 If you don't mind me asking, how are you related to (Name of the Owner).?
I just want to confirm if you are the decision maker of the home?
 I am calling about the property at (Address)____________, since you are the Wife/husband, I assume
you are authorized to answer a few questions about the property. Can you tell me.

Appointment Template-

Appointment type:

Appointment date:

Appointment time:

VA name:

SOURCE:

NAME:

ADDRESS:

BEST CALL BACK NUMBER:

email:

IN CONTRACT TO SELL?(Yes/No):

Asking Price:

Lowest price:

Price--

Zillow:

Redfin:

PROPERTY CONDITION (Repairs/Upgrades):

Timeframe/how soon:

Motivation/REASON FOR SELLING:

IN CONTRACT TO SELL? (Yes/No)

OCCUPANCY:

Call flow

Opening
Qualifying Questions

4 Pillars

Additional assistance

Closing

Name:

ADDRESS:

BEST CALL BACK NUMBER:

email:

IN CONTRACT TO SELL? (Yes/No):

Asking Price:

Lowest price:

Price:

Zillow:

Redfin:

PROPERTY CONDITION (Repairs/Upgrades):

Timeframe/how soon:

Motivation/REASON FOR SELLING:

OCCUPANCY:

Do not ask if they are selling property instead

QUALIFYING QUESTIONS:
If Yes: Great!
***Are you currently under contract or listed with a realtor?
*** How long have you owned the property?

AP is to high do not use the power words//let me just confirm is this negotiable may I know how did you come
up with that price

I worked with a local investors and we are looking to buy a property in your area