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LM Script V3

The document outlines a script for calling a homeowner about purchasing their property. It includes questions to determine property details like occupancy, condition, timeline and reason for selling. It provides guidance on gathering key information to make an offer while building rapport with the homeowner.

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juanma.1511solocali
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43 views6 pages

LM Script V3

The document outlines a script for calling a homeowner about purchasing their property. It includes questions to determine property details like occupancy, condition, timeline and reason for selling. It provides guidance on gathering key information to make an offer while building rapport with the homeowner.

Uploaded by

juanma.1511solocali
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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INTRODUCTION

Hi [home owner’s name]. This is [your name] I’m calling you back
about a house on (123 main st), Is this a good time to talk?

➔ YES: Great, thank you! So, I understand you want to sell. We buy
5-10 properties a month so I just want to see if there’s anything we
can do to make an offer on yours. I just will need to verify some of the
information I have and gather some more details. Do you have about
10 minutes to talk to me? By the end of this call, we should know if
we are a good fit for each other...
- YES: Occupancy questions
- NO: No problem, just wanted to make sure I returned your call as soon as
possible. When should I call back?
➔ NO: No problem, just wanted to make sure I returned your call as
soon as possible. When should I call back?

OCCUPANCY QUESTIONS

1. The property is not listed on the MLS right?


2. Is the property currently rented, vacant, are you living
there… What is the current situation?
➔ RENTED:
1. Are they good tenants?
2. Do the tenants know you are selling?
3. Do you think we’ll have a problem if they have to move out of the house?
4. What is it being rented for?
5. Are they month to month or on a lease? For how long is the lease for?
6. Can I ask you, what is your plan after the sale? Do you already have
another property in mind? Is there anything we can do to help?
➔ VACANT:
1. When was the last time you saw the property?
2. Why is the house currently vacant?
3. How long has the property been vacant?
4. If you don’t sell the property do you plan on keeping it vacant?
5. Can I ask you, what is your plan after the sale? Do you already have
another property in mind? Is there anything we can do to help?
➔ LIVING THERE:
1. How long have you lived there?
2. Can I ask you, what is your plan after the sale? Do you already have
another property in mind? Is there anything we can do to help?

TIMELINE

As far as time goes, what is your ideal timeline to get all this
done? meaning closing, getting paid, and moving to your next
property?

ASKING PRICE (1st Attempt):

I Don’t see it in my notes considering we pay all cash; you don’t


have to worry about repairs, and we take care of all the fees,
where do you need to be at a MINIMUM to consider an offer?
(Seller will either give you an asking price or shut you down…)

➔ GIVES ASKING PRICE:

Got it, thank you. If the property fits our buying criteria, we always look at every
possibility to make sure we get as close as we can. (move along with the script
even if their asking price number is a deal)

➔ DOES NOT GIVE AN ASKING PRICE:

No problem, I was just asking because we want to make sure we are even in
your ballpark, the last thing I want to do is waste anybody’s time. (Don’t be upset
or awkward if you don’t get a number, continue with a conversational tone …
MOVE ON)

CONDITION OF THE PROPERTY:


I appreciate all the info; it really helps to get a full picture. Now,
about the condition of the house… Would you say it’s in good,
great, or bad shape?... How much work does it need? (Let the
seller elaborate on this and use OPEN-ENDED questions)

➔ GOOD SHAPE BUT NEEDS SOME WORK:


1. When was the last time you had any work done on the property?
2. What type of special upgrades have you done to the property like smart
home equipment, solar panels, etc.?
3. What are some of the major issues with the property right now?
4. How much money do you think it would take to remodel/repair it?
5. Ok, I have a shortlist of the standard rehab things we look at, please let
me know if any of those needs work:
a) Flooring:
b) Stainless steel appliances:
c) Granite & backsplash
d) Cabinets
e) Tiled in showers & new vanity’s
f) Roofing
g) AC Unit
h) Grey’s & Whites (paint)?
6. How far do you think the house is from one of those remodels they do on
tv?

Got it, no problem that’s actually along the lines of what we are looking for. We always
buy “AS IS” so we handle all the repairs, updates and our sellers don’t have to worry
about the cost or the headaches. (Screen ALL the responses to find if there’s anything
besides the property condition and asking price that makes them want to sell (i.e.
relocate, financial hardship, etc. MAKE SURE YOU MAKE A NOTE OF ALL THE
INFORMATION FOR THE ACQUISITIONS RP)

➔ NEEDS ZERO WORK & IT IS IN EXCELLENT SHAPE: (Engage with


the seller and push the conversation a bit further, (the point is to
assume the upgrades have been recently made)
1. When was the last time the floors were replaced?
2. How old are the cabinets or is it outdated?
3. Have the bathrooms been remodeled?
4. When was the granite in the kitchen installed?
5. The roof was redone less than 5 years ago, right?
6. So, it has a new A/C Unit?
7. How far do you think the house is from one of those remodels they do on
tv?

(The seller will say no to a lot of those, stay engaged in the convo & respond)

Got it, no problem that’s actually along the lines of what we are looking for. We buy
houses “AS IS” so we handle all the repairs and updating.
CONTINUE RAPPORT OR CONVERT TO A PROSPECT AND SEND TO (Push To Lead)? - At
this point you should know enough to keep it personal or get a little more professional on your
tone. If the seller is not fully engaged in what they are saying, make a decision.
MAIN REASON FOR SELLING

Thank you for all the information, it’s really helping me get a clear
idea of what we can do. If you don’t mind me asking what is the
main reason selling has even crossed your mind?

➔ SELLER OPENS UP AND GIVES YOU THE REASON:

This is a part that can’t be scripted, you have to empathize with the seller. Show
them what we do and that we are REALLY here to come up with a SOLUTION to
their problem. Every situation is different so get creative and try to find a way to
get their issue solved.

➔ SELLER DOES NOT GIVE YOU A REASON:

The reason I’m asking is that in most cases we can also help out in other areas
that don’t even involve your property. We know that selling can be stressful and
have a huge network of resources that we can use to ease the process and offer
solutions others can’t.

ASKING PRICE (2nd Attempt)

1. Confirm the price if they responded the first time.


2. What is the remaining balance of the mortgage?
➔ SELLER PROVIDES MORTGAGE BALANCE OR OWNS THE
HOUSE FREE & CLEAR:

Got it, so, when it’s all said and done, and you’ve sold the house. How much
money do you need to have in your pocket after any pending debt is paid off?

➔ IF SELLER DOES NOT DISCLOSE MORTGAGE BALANCE:

I’m asking because we have to make sure any offer we make can cover any
existing debt on the property. It really does feel weird to ask but it’s just part of
the process. Do you have a ballpark of what is owned in the house? (If no
answer, say “ok, no problem” & move on).
OUTCOME

➔ FOLLOW UP:

(Set a date to provide follow-up with the owner)

➔ CONVERT THE CONTACT TO A LEAD:


1. Thank you for all the information you’ve shared so far. I think
your property fits and we can make something work. My
manager is the one that handles all the numbers, So I’ll have
him give you a call with a formal offer. His name is
______________.
2. (SET THE UPFRONT CONTRACT) He will be able to answer
ALL of your questions and give you a formal written offer. You’ll
need about 20 minutes with him/her and if it all makes sense
and works for both of you, you can walk away with an
Agreement and have your money within a couple of weeks…
When is the best time to schedule the call?

➔ DEAD LEAD:

(If the property is listed, under contract, or working with a realtor. It’s
important to keep an eye on those also because sometimes the deal
never closes)

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