Scripts
Structure and stages
Stage I- Lead asks for an offer on their property.
This can be done via cold calling, text message or reaching out to FSBO.
Stage II- Lead Manager calls lead and primes lead to receive an offer.
The lead manager should uncover multiple reasons for selling and highlight the pain a seller is going through. They should also emphasizing the uncertainty and disruption selling a house can bring. Positioning us as the solution at the end of the call.
Stage III- Acquisitions builds off of the lead managers call and makes the offer.
Acquisitions should get the seller thinking about how it will feel to sell the house by using the lead managers notes and asking even more probing questions. Finally make the offer only after multiple pain points have been explored and the seller has acknowledged the solution with the acquisitions person.
Cold Caller Scripts
Short generic script
Hey this is just Carla, I was wondering if you could help me out.
Pause and wait for them to answer.
Your property on
(Street name of the property)
When DID you plan on selling it?
I don’t have any plans to sell it
So you are happy living in it the rest of your life?
So you are happy owning it the rest of your life?
If they say yes then:
That’s interesting. If you WERE to sell it, do you know much you would want for it?
No because I’m not selling it
I understand, well we are buying houses on that street. Do you at least want to find out what we would give you for it?
If no ask for a referral:
Who do you know that would benefit from a call from us about getting an offer for their property. FYI we pay up to a $1000 for referrals.
If yes I want an offer:
Excellent, I just need a few details to start. What kind of condition is it in?
Does it need any major or minor repairs?
On a scale of 1 to 10, what condition would you say it's in?
Is it vacant or occupied?
Get their time frame
On a scale of 1 to 10 with 10 being I'm ready to sell tomorrow. How soon will you be ready to sell your house?
Not sure when they want to sell
Well would it be sometime this year?
If we gave you an offer that you liked, how soon would you be ready to take it?
Get their motivation
I know this call is out of the blue.Why would you even consider selling it?
Why would you consider selling it at that time?
Get their asking price
Considering the condition it’s in right now, how much would you take to for it?
What email can we send an offer to?
When is the best time for us to call you back?
Thanks Ms Seller, someone will be calling you back within 24 hrs to get you that offer.
The number ends with 6989.
Lead Manager Scripts
Our scripts are designed to build value in our offer and highlight the pain of their situation. This is always the 2 main goals.
The biggest value we bring to sellers is certainty. They will know what they’re getting for their house at the closing and don’t have to do anything but sign a few documents to get there. This is what me must constantly highlight for sellers.
Before building value, we must practice uncovering their true pain and exploring it with them. Our questions must stir emotions about their current situation.
Tonality will be our secret weapon. Using the right tone with the right question is what must be mastered.
Building- Our questions must build off of one another. Asking the right question at the wrong time can totally destroy the call.
Always know what phase you’re in. No matter what is talked about, always steer the conversation down the same path. Below is the path way to success.
Stages of the script
Lead Manager is in Stage 1
Stage 1 Engagement - Find motivation, highlight pain, talk about solutions and disarm them with probing questions.
A. Opening-Introduce yourself, frame the call, confirm known info
B. Property questions-Get basics of the property and condition
C. Situation questions- What's the reason for this call?
D. Explore their motivation- What's your life like or how are you imagining it in the future?
F. Probing questions- Can you tell me more about that?
E. Dream building questions- I bet you will feel like "this" once this house sells right?
G. Solution Awareness questions- What does a solution look/feel like for you?
Stage 2 Explore their options- Eliminate every option except working with us
A.Why not just list it?- Highlight the fees and uncertainty of listing
B. Have you though of renting?- Highlight the problem of dealing with tenants
B. Can you do the renovations and work yourself?- Get them to say they don't want to do the work
Stage 3 Transition helping- Talk about elements of our solution
A. Connect our solution with specific details of their motivation- What if we could do this for you? Would that help?
B. Find out how committed they are to solving their motivation-How important it is to get your problem solved now?
Stage 4 Get their asking price-
A. What's the least you will take for it?- List every thing our offer will include and then ask the question
B. Ask them if they're flexible on that price- Repeat their price with a confused tone first.
Book the call
If they have motivation and or a reasonable price book them on an appointment as soon as possible
Generic Script
Opening
Hey this is just Alex, I’m calling about the property on (Street name).You spoke with (apt setter) about getting an offer for it?
Yes
Good, so I’m just going to gather some details from you, before we schedule you on a call with my buying specialist. He will actually be able to buy your property on that call. Sounds good?
Confirm their name, phone number and full address of the property.
Basic property information
So your property looks like its a (bed and bath count)
How many square feet is it?
And does it need any major or minor repairs?
On a scale of 1-10 what kind of shape would you say it’s in?
Stage 1 Explore their motivation
So when you spoke with (apt setter) why did you agree to take this call?
A. Put yourself in their shoes -Wow, can you tell me more about that?
That sounds amazing! Can you tell more about it?
What will that be like once you finally sell the house?
Is your family excited?
How long has that been going on?
How have you been dealing with that?
I guess "pain" is getting old huh?
That’s sounds difficult, how are you coping with that?
Stubborn seller questions-If they haven't given good motivation
So besides getting the right price, is there any other reason you would want to sell right now?
What made you buy it in the first place?
Has the neighborhood changed?
Would a lower mortgage help right now?
How do you feel about the 10.4% recent property tax hikes? Were you aware of them or have they not hit you yet?
Have you outgrown the house?
Is it too much house now?
What don’t you like about the property now?
Does the location work for you? Is there someone or something you want to live closer too?
Does it still make sense to own this particular property?
Have you liked owning this house?
What would you change about the house?
Just want to hear an offer/ no real motivation
So to be clear, we help people sell their house with one of our 4 buying programs. In most cases we buy it with our own money. If the price is right. How serious are you about selling?
How soon will you be ready to sell?
Probing questions-So what you're saying is....
So how long have you been thinking of dealing with this issue?
So how long have you been thinking of selling?
That’s sounds difficult, how are you coping with that?
When you said.... what did you mean?
Why sell now? What's changed to finally push you to this point?
Dream building- How will you feel once this house is sold?
So once you sell the house you can....?
I bet your excited to finally get to....?
That’s sounds difficult, how are you coping with that?
How has (pain) affected your life?
How long have you been dealing with that?
Has this been holding up your plans?
Sounds frustrating, have gotten use to that yet?
How much is this property costing you every month?
Do you want to change that?
How did that happen?
How important is it you to sell and get (pain) taken care of?
How does(Pain) impact you when this happens?
Stage 2 Explore their options- Eliminate every option except working with us
I'm curious Ms Seller, why haven't you listed with a realtor?
Is this your first time selling a house?
Have you considered renting it out?
Have you dealt with tenants?
I know I hate the uncertainty that swirls around when trying to sell a house. You never how it will all pan out. How much would you value knowing today, exactly what you will walk away with when the house finally closes?
If our program took care of everything for you from start to finish, including any fees, would that help you right now?
How valuable would something like that be for you right at this moment?
Has anything prevented you from selling the property until now?
Have you sold a house before? What was that like? Did you use a realtor? How was working with a realtor?
Are you ok with paying 6% to a realtor?
Would you be open to concessions from a buyer like paying down the interest rate on their loan, that’s becoming very common these days.
Do you know what closing costs are in your area?
Are you prepared to make any renovations?
Are you prepared to make any repairs?
If we could take care of any repairs or renovations, would the help?
A. Connect our solution with specific details of their motivation- What if we could do this for you? Would that help?
How much do you think it would take to make your property HGTV ready?
Can you do any of the work yourself?
If we could help you get moved, would that help?
Stage 3 Elements of our solution- This is what we can do for you
A. Connect our solution with specific details of their motivation- What if we could do this for you? Would that help?
So Seller, if we are able to (motivation) for you, you would be ready to sell?
Seller, after listening to you, I really want to help you with (Motivation). Are you ready to sell?
Stage 4: Get their asking price
First prepare them to accept a discounted price
Just so you know, we will not be living in your property. We are buying it as an investment at our own risk. We will need to make a return. Do you think your property is a good fit for us at this point?
You're gonna try to low ball me
We don't do that here. Our goals is to pay you as much as possible for you property
So if we could help you with (pain), take your property in as is condition so you can (pain), what's the least you would take for it?
Be quiet
Ask for a lower price
Repeat their number back with a confused tone and then be quiet
To get (pain) done, Is that the best you can do?
Follow up with
What if we took care of all the closing costs, renovations, repairs, and you didn't have to worry about any realtor fees. What would you take for it in that case?
If it's too high
Well I’m going to be honest with you, based on recent sale prices in the area, we won’t be able to offer you that much for your property. Should I still book the call?
If they won't budge, ask them if we could follow up with them in the near future and at them to the follow up pipeline.
Must have a good price and or strong motivation to book the call
Stage 5 Book the next call
Ok, based on everything we have discussed, we maybe exactly what you’re looking for. I’m going to book you on a call with our buying specialist Seph Brown. Now Seph will actually make you an offer over the phone and can even buy it on the spot, sight unseen. Does that work for you?
Ok he has — and — available. Would either of those work for you?
So this is the thing Ms Seller, Seph is in my opinion the best specialist we have so he is really busy. He gets mad at me when I book appointments and people don’t show up. So can you think of any reason you won’t be available on (date and time)? Please ,if anything changes, call me back or even text me. My phone number is 513-951-5055. Ok? Thanks have a fantastic day!
Creative buying program script
If I can get you closer to your offer with your creative buying program, would this be something you would like to discuss?
Let me ask you a question, do you think banks are profitable?
If you could make the same type of money as a bank would you?
Our creative buying program puts you in the same position as the most profitable industry in the world --banks.
They loan out money and collect payments every month while paying little taxes. They also have the ability to double dip, meaning if you default on the loan, then you can resell the asset and make even more money.
So would you like to make extra money on your property?
How would little to no tax burden work for you?
If the only up keep for this property was to cash a check every month just like banks do, would that suit you right now?
This is how intelligent sellers sell their property.
FSBO Script
Stage 1 Engagement
Opening
Hey this is just Alex.
Your property on (Name the street only) have you found the right buyer for that yet?
No
SMS
Hey this is just Alex, we were just texting about (Property street name) I thought I'd give you a call.
Great! We buy 5 to 10 houses per month. I wanted to get some information about it so we could possibly making you an offer. If I think it's a good fit I'll connect you with our buying specialist and he has the ability to buy your house on that call. Is that cool?
Questions about the property
Confirm the address, phone number and spelling of their name.
How many bedrooms and bathrooms?
How many Square feet is it?
Does it need any major or minor repairs?
On a scale of 1 to 10, what kind of shape would you say it's in?
Situation Questions-
So Mr Seller, can I ask you what made you decide to sell without a realtor?
I see.. What you’re saying is that….
What have you tried so far to sell your house, just so I have more background?
Do you have it listed anywhere else?
How long have you been trying to sell.
Can you walk me through what you’re doing to get the highest price for your house.
Have you gotten any offers?
Where did they come in at?
It doesn’t matter if they refuse to give them to you.
How come you haven’t accepted any of them?
Wow, so you’ve had offers on the table but didn’t accept them because (Their response)
So Mr seller, I know how disruptive selling a house can be. Why are you selling in the first place?
Oh wow.
Ok, just so I understand, you’re selling because…
Probing questions
(Ask at least 3 of these)
How has that affected your daily life?
How has that made you feel?
How hard has that been?
How long have you been dealing with that?
How long have you felt that way?
Did you anticipate this happening when you bought it/ last year?
How long have you been thinking of selling?
So I’m curious, what it is about owning this property that you don’t like?
Can you walk me through what you’re doing now to get the highest price for your house?
Problem awareness questions: Find root causes and how they are affecting them
(Ask at least 4 of these questions)
How have you enjoyed the process of trying to sell your house?
Is this your first time selling a house?
Have you had to deal with buyers coming in to look at that weren’t really serious about buying? I don’t like that.
How are you screening calls for potential buyers?
How is the process working out?
Is it convenient?
When you made the decision to list without a realtor, was it strictly about the fees, or was it something else?
But besides (Reason 1)and (…reason 2) what’s the main reason why you might be looking to sell yourself… rather than list it ?
Why is it important to you to sell now though?
I know for me, the most nerve racking part of selling a house is the uncertainty of it all. Not knowing how it will all end. How are you handling that?
This is where you start building value in our offer. Always ask this question.
Have you calculated what the closing costs will be?
What about the property taxes you will owe at closing?
Is the property, vacant or is someone living in it?
If it’s vacant
Do you know how much the property is costing per month to hold onto?
Example: Taxes, utilities, landscaping, insurance, possible vandalism.
So you have been trying to sell this house yourself. Do you like the quality of results you’ve been getting?
When you made the decision to list without a realtor, was it strictly about the fees, or was it something else?
We recently found out that property taxes went up 10.4%. That’s costing all property owners extra money every month. Were you aware of that?
Solution awareness question: Get them to emotionally own their problems
(Ask at least 5 of these questions)
How will selling the house help you out right now?
What will change in your life once you sell the house?
How will it feel to finally be done with this process?
What would a perfect house selling process look like for you right now? Especially now that you no more about what you’re getting yourself into.
Always ask this question
So, the house is sold and you’ve achieved (Their motivation) how good do you feel right now?
What's the first thing you will do once you get the check from the sale? I always like to ask my clients that.
If you had an offer in hand, and didn’t have to deal with the uncertainty of selling anymore, would that help you out right now?
Always ask this question
Let’s do this… just to make sure that what we’re doing could actually help you sell your property, besides motivation 1 and motivation 2, what would you actually be looking to accomplish when you finally close on this property?
How has the strategy to sell yourself worked out so far?
What do you think is holding you back from having success?
Get their asking price
So if we were able to help you with (Pain or motivation) What's the least you would take for the property?
Repeat their price back to them in a confusing tone.
Book next call: Schedule a call with acquisitions or a follow up call based on the conversation
If their price is reasonable
Ok, well this has been a great call. Like I said at the start, my job is to gather details and get you connected with my buying specialist. He can make you an offer right over the phone. Hopefully, if he get's an approval. Right now he has --- time and -- time available. Would either work for you?
If their price is too high
Wow, ok. Can I ask how you came up with that price?
OK, let's just say your trying to sell for months and it doesn't sell, what happens next?
Listen for any signs of flexibility
I’m not the one who makes the offers on our properties, but based on what I am seeing with other properties that have sold in your area, I can tell you that we would not be able to offer you that much for your property.
So, knowing that we would not be able to offer you that price, would you still want to schedule a call with our home buying specialist to see what we could offer you for it?
Lock in the meeting time
Now Ms seller. I have you scheduled with Seph, for (Date and time). He is actually our best buyer and can usually get things done. He does however get upset with me when I book appointments and they don't show. It's part of my job to make sure you show up. Can you think of any reason you won't be available at (repeat meeting time again)? Cool, please if anything changes, don't hesitate to call or text me on this number 513-951-5055.
Have a fabulous day!
Rebuttal
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