Cold Calling Scrips

Cold Calling Scrips

Calling Scripts are meant to break the ice and get a conversation started about the property.

Cold Calling Getting Started

  1. Get to the point. 
  2. Make your intentions known. 
  3. Identify yourself, cash investor, inherited home specialist, etc. 

Questions: 

  1. What are your Intentions with the Property?
  2. Is there anything I can help you with?
  3. What is your biggest obsitcal?
  4. Would you be willing to accept an offer on the property?
  5. What are your intentions with the property?

3 Levels of Detail

1) Vague
Sometimes a vague calling script is the best way to contact the list. 
  1. Hello this is {Your Name}, I am a local Real Estate Investor and was calling to see if you had any Real Estate you wanted to sell or know anybody that does?
2) More Info, Mention the Property. 
  1. Hi, is this Dave? Hi Dave, my name is {Your Name} and I'm calling about a property at 123 Main Street. I am just calling to see if you might be interested in selling the property, I'm a cash buyer.
3) Mention the Potential Inheritance.
  1. Hi, is this Dave? Hi Dave, my name is {Your Name} and I'm coming about a property located at 123 Main Street.My records indicate that it's possible that you may have inherited this home and I'm just calling to see if you might be willing to sell the property? I'm a cash buyer.

Best Scripts
Responses below. 

1. Short and Simple - Help, Offer Resources

  1. Hello, is this (Prospect’s First Name)?
Prospect: Yes, this is him. 
  1. My name is {Your Name} and with (Company Name), I was calling about your property at 123 Main St?
Prospect: Okay, what about it?  
  1. I was calling to see what your intentions are with the Property or if you needed any help with anything?

2. Short and Simple - Purchase

  1. Hello, is this (Prospect’s First Name)?
Prospect: Yes, this is him. 
  1. My name is {Your Name} and I was calling about your property at 123 Main St?
Prospect: Okay, what about it?  
  1. I was calling to see if you would be willing to accept an offer on the property?

Responses

Response 1. We are keeping the Property.
  1. Do you think you might do something with the Property? Like Possibly selling the Property?
  2. Do you happen to have any other properties that you need help with?
Response 2. We are trying to figure out what we need to do before we can sell. 
  1. Great, do you mind if I have my manager call you back? They specialize in Inherited Homes.
Response 3. We need to get with the family (have not made a decision yet).
  1. Great, do you mind if I have my manager call you back? They specialize in Inherited Homes.
Response 4. No. I’m not interested in selling.
  1. Do you happen to have any plans of selling in the future?
  2. Do you happen to have any other properties you would consider selling?
Response 5. What’s your offer?
  1. Sure, we ask that you give us 24-48 hours for the best offer.
Response 6. We need to hire a Probate Attorney
  1. Great! I will forward your info to my manager and they will contact you ASAP.
Response 7. We need to fix (whatever they say) yet. 
  1. Great! I will forward your info to my manager and they will contact you ASAP.
Response 8. If Yes I’m interested
  1. Great! I will forward your info to my manager and they will contact you ASAP.
  1. We are inherited home specialists and help people with local Realtors, Reputable Probate Attorneys and most of the time, I refer people to cash-investors who purchase “As Is” and pay all costs and close really quick.  

 Dispositions/Rebuttals

If you are going to spend your time and money working Data, then making sure we dispose of each call properly is of utmost importance. See Dispositions Here. Leaving deals on the table is one of the biggest mistakes that Real Estate Professionals make. 

Real Estate Professionals frequently make the same mistakes over and over. Asking questions can clear up some of the examples are below.
  1. Wrong person - Statistically InheritedData only has a 2% miss rate. Meaning that you will not fine many wrong persons. However, questions can clear this up quickly. 
    1. Do you know the {Subject Property}? 
    2. Do you know the {Deceased Name}? This should be enough to pinpoint the correct beneficiary.
  2. Deceased Name is Alive - First of all, we can assure you that the person has passed. However, this might be a case of  mistaken identity. 
    1. Ok, was this person born in 1921?
    2. Is this person 87 years of age?
  3. I don't know that property - Once again, asking about the {Deceased Name} is the best way to connect the dots. 
  4. The Property Has Been Taken by the Bank - Foreclosure can take time, especially in State where Banks have to use the Court System complete the foreclosure process. Point is, the Bank did not take the house. Just let the potential Seller know that there might be a way for them to make some money on the home still. Then do your research. Check the Property Appraiser or Tax Assessor, that will display current owner info. If the title is still in the Deceased Name, you have a winner.
  5. There is No Equity - Sometimes low equity deals can be good deals depending on how you structure the Deal. Other times, the Relatives are unsure of the real debt on the home. Research the property before letting this one go. 
  6. Reverse Mortgage - Reverse Mortgages are tricky to decifer. A quick conversation with the bank will clear up any questions about debt and equity. Working with the Beneficiary and the bank can unlock in great deals. 
  7. How did you find me? Where did you get my information? OR This is creepy, how did you get my phone number?
  8. Your a Vulture. Your are Trying to steel my HomeWe help heirs of the estate navigate the complicated process of inheriting a home. Many times someone passes away and the heir(s) live in a different state. The heir has to worry about mortgages, taxes, insurance, utilities and traveling back and forth. We are able to help make the experience less stressful. We provide a valuable service. AND we can help you liquidate your asset.
  9. Where did you get my phone number? We get our numbers from public records.
  10. Where are you calling from? We are calling from We Buy Houses (Or Clients’ Company Name)
  11. Who are you? I am {Your Name}, we are cash buyers.

Disposition Definitions (Important) → Learn More

Quick IceBreakers…..
  1. Hello is this {Seller Name} ? My name is {Your Name}, I am calling about an Inherited Home located at {Subject Property}.
  2. I am an Inherited Home Specialist and I am calling to see if I can offer you my resources. 
  3. Mind if I ask, what is your biggest obstacle?
I can help you with:
  1. Probate Attorney
  2. Realtor
  3. Cash investors – I can get you the highest offer
  4. Estate Sale Companies
  5. Clean out/removal Companies
  6. Local Contractors
  7. Inheritance Funding
  8. Landscape Company
  9. Etc………

*Best Practice

It is a good idea to have a good Probate Attorney that you work with. Find a Probate Attorney that will accept being paid at closing. Even better, find a Probate Attorney that is also a Title Attorney or Closing Attorney.

3. Appointment Setter Script

Set an Appointment to Talk About the Inherited Home.

  1. Hello, is this {Seller Name}? Hi, my name is {Your Name}, I am a local Inherited Home Specialist. 
  2. I was just calling to see if you would be available in the next week or two to do an introduction. 
  3. What is an Inherited Home Specialist?
What do you want to talk about? Who, What??
  1. I help people that inherit a home by offering my resources. Is Monday or Tuesday best for you?  2 or 4pm?
  2. Great!
If you have any questions, possibly write them down, so we make sure to address them then. Also, let's identify your biggest or most pressing obstacle. 

4. Investor Assistant

Hello my name is {Your Name}, I am a cash investor's assistant. I am calling about the property at {Subject Property} and wanted to ask if you are willing to accept an offer on the property.

5. Inherited Home Specialist

  1. Hello this is {Your Name}, and I’m calling about a property that I believe you’re an heir to?
  2. I am calling to see what your intentions are with the property, or if you might be interested in selling.
  3. Also, you might need help with one of my resources, like a local realtor, probate attorney, estate sales specialist?...
  4. Or, if you wanted to liquidate your inheritance quicker, I have several investors that could give you a cash offer and close in less than 7 days. 
Listen, at this point listen to what they need and provide a solution or solutions.....

Inherited Home Specialist Script

  1. Hello, is this Relative Name?
  2. Hi, my name is {Your Name}, I work for a local Inherited Home Specialist. 
  3. I was just calling to see if you would be available in the next week or two to do an introduction. 
  4. What is an Inherited Home Specialist?
    1. The Company I work for helps people that inherit a home by offering their resources. Is Monday or Tuesday best for you? 2 or 4pm? Great!
  5. What do you want to talk about? Our records indicate that you MAY have inherited a home. We understand that inheriting a home is a big undertaking. 
  6. My Boss (Associate) will call at the scheduled time, please have some questions ready for him/her and let them know your biggest obstacle. 

Voicemail Drop

The Voicemail drop needs to be short and create curiosity.
  1. Hello my name is {your name}, I was calling about your property, please call me back at xxx-xxx-xxxx. I look forward to hearing from you. Thanks!

6. Large Investment Firm 

  1. Hi (first name) this is __________calling from ______ Investments. I am one of the Sr. buying specialists here. Your file came across my desk from our junior associate regarding the property at (address). 
  2. I am just calling to see your intentions with the property............(letting them speak)......
If the answer is not an outright no, then perfect. 
  1. Just want to confirm some of the property details. I apologize in advance if what we discuss is redundant but want to make sure I have all the correct facts so we can give you our best offer possible. 

Step 1. Setting the Stage 

  1. Great...Typically, people who call us want to know what we do, how we do it, & how much we can offer for their property... those kinds of things. Do you have those same types of questions? 
  2. Firstly, we are Real Estate Investment Company. We work with a group of investors and we buy in AS IS condition, all cash and can close in your timeframe. Sometimes in as little as a few days. There are no hidden fees, real-estate commission and we pay all closing costs! Make sense? 
  3. This process takes about 7 minutes. Sounds good? 
  4. Great - So our process is very simple. I just need to ask you some basic questions about your property so that way I can go ahead and evaluate the area right here on the computer and see what 
  5. I can offer you. Do you have about 5 -7 minutes so I can ask you some questions about your situation and about the condition of the property? 
  6. Ok, great...after that I’ll let you know what your options are, and you can just let me know what you’d like to do. If at any stage, you feel like we are not a right fit (don’t like me etc...) then just let me know. We can go back and try and fix where I went wrong or at the end of the No, is okay too. It's all about communication and I am sure you agree that open communication is what makes every go smoother. 

Step 2. Information Gathering  

Contact Information 
  1. Is it ok if I start by confirming your full name and the address of the property please? 
  2. Is this the best phone number for you?
    Where would you like us to email our offer and contact information to? 

Property Condition Report → HERE

  1. Now I’m going to run through some quick questions about the property, ok? 
    1. How long have you owned the property? 
    2. Is it occupied? 
    3. Obviously, we are not together on your property but let’s imagine for a moment we are. What’s the general condition of the house? 
    4. How many bedrooms and bathrooms? 
    5. Are there any major repairs that need to be done? 
    6. Does the house have any special features? 
    7. Have the roof or windows ever been replaced? 
    8. Have the kitchens and bathrooms been fully updated recently? 
    9. Is there anything else you would like to tell me about the property? 

Motivation
  1. This sounds like a property we might be interested in.
  2. Why are you thinking about selling it? 
  3. How long have you been thinking about selling? 
Timeline 
  1. If you did decide to sell to us or anyone else, would you like to do so within 30 days, 90 days, or further out? 
Amount Owed 
  1. If we buy the property, will we need to pay off any taxes, liens, or a mortgage? 
  2. (If So) Do you have a rough idea of how much? 
Home Value 
  1. I haven’t done my research yet...BUT Considering Condition, (repeat the repairs needed) did you have any idea as to what you think it might be worth or WHAT you need to at least sell it for? Is that your asking price? 
  2. If they don’t know this is when we give similar properties in as is conditions. Start by giving the street not the full address. Anchor price is solely how motivated they are 
  3. GO OVER PROPERTIES THAT ARE SELLING IN THE AREA (SET ANCHOR PRICE with lowest property and work up from there. USE MANAGER APPROVAL to by time)
  4. No price: Don’t give a set price—ONLY give a wide price range Give Wide (wide range....Top number is always $10K below top comp. Always assume the close) 
  5. We can cover all the closing costs, there are no fees or commissions, we will buy the house as is, and if needed we can cover the closing costs.

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