COLD CALLING

YEAR 2024
 Real Estate 101

AGENDA Home Structure Materials in

the USA

Real Estate Terminology

Hot Areas & Cold Areas in

Real Estate

Cold Calling Scripts

Objectives
By the end of this course, the cold callers
will be able to:

Define what Real Estate is, the concept of

Wholesaling and Cold Calling

Identify the different home structures, real

estate terminologies, and lead qualifications
checklist
Apply the recommended scripts for cold
calling
What is Real Estate?

is defined as the land and any permanent structures,

1 like a home, or improvements attached to the land,
whether natural or man-made.

Property, land, building, and air rights above land and

2
underground rights.
 4 Types of Real Estate

01 03
02 04
RESIDENTIAL INDUSTRIAL
Includes new construction COMMERCIAL Properties used for LAND
and resale homes manufacturing, assembly,
For business and income- distribution, and storing Property without buildings and
Two types of residential
generating purposes goods. equipment, it designated by a
homes:
E.g. Shopping centers, E.g. Factories and fixed spatial boundaries
Residential - single
malls, medical, warehouses. E.g. Vacant Land, farms, and
family homes
educational, hotels, and ranches.
Multi-Family: condos,
office building Two types of land:
apartment complexes,
Zoned - cleared land
townhouse, duplex
Wooded - with trees
What is Real Estate Wholesaling?
In real estate wholesaling, a wholesaler contracts a home with a seller,
then finds an interested party to buy it. The wholesaler contracts the
home with a buyer at a higher price than with the seller, and keeps the
difference as profit. Real estate wholesalers generally find and contract
distressed properties.

Wholesaling is considered one of the best short-term investment

strategies and is a great way for individuals to break into the real estate
investing industry. This is because wholesaling does not require
significant capital to get started. Wholesaling can also help beginners
learn quickly about the real estate market as well as gain invaluable
negotiation skills.
Example of Wholesaling
The concept of wholesaling real estate is fairly simple. For example, let’s assume
there’s a homeowner intent on selling. However, the property is fairly distressed,
and therefore incapable of being sold for its true market value—if at all. Instead
of rehabbing the home themselves, the homeowner has another option: enter
into a wholesale agreement with a subsequent investor. Whether the
homeowner can’t afford to make the upgrades or they simply don’t want to, they
can agree to enter into a wholesale contract with a wholesaler.

The contract will give the wholesaler the right to buy the property at a specified
price (often lower than market value because of the work needed to rehab it).
The wholesaler will then find an end buyer willing to pay slightly more than the
wholesaler’s original contract, and sell their rights to buy the house to the new
investor. Remember, the wholesale isn’t selling the property, but rather the right
to buy the property.
 Wholesale Real Estate Investing
Versus
House Flipping
Wholesaling real estate has become synonymous with entry-level strategies. Real estate wholesaling generally takes a
lot less time to complete, costs investors a lot less upfront, and reduces risk exposure. Consequently, wholesaling also
comes with smaller returns.

House flipping, on the other hand, is typically reserved for investors with a little more access capital, time, and
experience. If for nothing else, house flipping, costs more, takes longer, and comes with more risk. However, in the
event investors are adequately prepared, house flipping also comes with more generous returns.

The “wholesaling vs house flipping” debate doesn’t have a correct answer. Instead, investors need to determine what
they want out of investing, and choose which exit strategy is best suited to get them one step closer to their goal.

Whether an investor should wholesale or flip will depend entirely on their experience, access to capital, available time,
and risk aversion. However, there is no right or wrong answer. It is entirely possible to make a lucrative career out of
each strategy. While wholesaling generally makes less money per deal, the short-time period will make up for lower
returns in volume.
 Levels of Distress Phone Lists:
Real Estate 1. Affidavit of Heirship

Terminologies
a legal document that declares that someone is the heir of a deceased
person. Typically, an heir is a blood relative of the deceased, such as a
spouse, child, or other immediate family members. An affidavit such as this
may be used to declare rightful ownership over property or an estate.
2. Bad Credit and Low Income
3. Bankruptcy
a legal process through which people or other entities who cannot repay
debts to creditors may seek relief from some or all of their debts. In most
jurisdictions, bankruptcy is imposed by a court order, often initiated by the
debtor
4. Code Enforcement
ultimately responsible for ensuring that all buildings and properties are in
compliance with ordinances and zoning laws. Upon discovering violations,
they promptly send out warning notices, assist owners in taking corrective
steps, and charge penalties if noncompliance persists.
5. Driving for Dollar
term used by real estate investors to describe the act of walking or driving
in a specific geographic area, like neighborhoods, searching for likely leads
to market to.
Real Estate Levels of Distress Phone Lists:
6. Divorce (Decree)
7. Expired Listing

Terminologies an expired listing is a property that has not sold by the end of the period
stipulated in the listing contract between the seller and the listing agent. ...
Whether you stick with your current agent or hire someone new, the
property will have to be relisted again, creating a new listing on the MLS.
8. Failed Listings
are properties that do not sell after being exposed to the market due to
their location, condition, size, price, and/or the market condition
9. Fire Damage
10. Free & Clear
Owned completely without debt
When an asset or property is owned completely without debt or liens
against it, it is called "free and clear." Free and clear most often refers to
outright ownership of real property or real estate.
11. High Equity
12. Hospital Lien
Image result for Hospital Lien
A hospital lien is a right granted to hospitals and emergency services
providers that allows them to claim payment for their services out of any
money recovered by the injured person in a personal injury claim against
someone who caused the injury
Real Estate Levels of Distress Phone Lists:
13. Judgement Lien

Terminologies
a court ruling that gives a creditor the right to take possession of a
debtor's property if the debtor fails to fulfill his or her contractual
obligations. Judgment liens are nonconsensual because they are attached
to property without the owner's consent or agreement.
14. Landlord Lien
Landlord's lien is or was a lien at common law which a landlord would
acquire over the personal property of a tenant to secure the payment of
rent and other obligations under the lease. In most US jurisdictions the
common law landlord's lien would no longer be available; rather, to the
extent that a landlord acquired a lien like the common law landlord's lien, it
would be solely pursuant to statute. Oregon and Washington are states in
which landlord liens continue to be relevant. Landlords maintain the first
lien in these states. This is especially relevant for retailers located in these
states.
15. Liens
A lien is a claim or legal right against assets that are typically used as
collateral to satisfy a debt. A lien could be established by a creditor or a
legal judgement. A lien serves to guarantee an underlying obligation, such
as the repayment of a loan. If the underlying obligation is not satisfied, the
creditor may be able to seize the asset that is the subject of the lien. There
are many types of liens that are used to secure assets.
Real Estate Levels of Distress Phone Lists:
16. Mechanic's Lien

Terminologies
17. Lis Pendens
A written notice that a lawsuit has been filed concerning real estate,
involving either the title to the property or a claimed ownership interest in
it. The notice is usually filed in the county land records office
18. Low Income
19. Memorandum
A memorandum of contract, also known as a "memorandum of
understanding (MoU)", is a form preceding a contract of sale, in which two
parties agree upon the same objective--the sale/purchase of a property
20. Over 65+
21. Pre-foreclosure
Pre-foreclosure refers to the stage a property is in during the early stages
of repossession due to the property owner's mortgage default
22. Recent Arrest
23. Tax Delinquent
24. Unknown Equity
25. Vacant
26. Water Damage
27. Probate (Last Will & Testament)
Probate is the term for a legal process in which a will is reviewed to determine
whether it is valid and authentic. Probate also refers to the general administering
of a deceased person's will or the estate of a deceased person without a will.
What is Cold Calling?
Cold calling is the art of making unsolicited phone calls or sending
unsolicited emails to potential customers. It requires a salesperson to
pick up the phone or draft an email, reach out to a prospect, and pitch
their product or service.
 Intro to Cold Calling

Why cold calling in real estate?

Proactive Lead Generation Cost-Effective Marketing Data Collection

Cold calling is an effective Compared to some traditional During cold calls, agents can
way to proactively generate marketing methods, cold collect valuable data on client
leads. By reaching out to calling can be a cost-effective preferences, needs, and
potential clients directly, real way to reach many potential market trends. This
estate professionals can clients. It doesn't require information can be used to
identify individuals interested significant upfront investment refine marketing strategies,
in buying, selling, or investing in advertising or marketing tailor services, and stay
in properties. campaigns. informed about the evolving
real estate landscape
Things to remember in
Cold Calling
Tonality
Tonality in sales is basically how you come across while talking with your
prospects. It includes your pitch, volume, speed, and speech diction. The right
tonality makes you sound more authentic, connect better with your prospects,
and can make them open to hearing your pitch.
Ensure to match the customer’s tone of voice
The first 10 seconds of the call is crucial. You have to sound enthusiastic, then
profile the seller and match their personality.

Building Rapport
Building rapport is the process of establishing that connection. It is usually
based on shared experiences or views, including a shared sense of humor.
Always be relatable to the seller
Building rapport will help you earn seller’s trust, it will be the best way to
prepare them prior making an offer.
Things to remember in
Cold Calling
Offer
Pain/Motivation + Condition of the Property + Company Benefits or Added
Value = Offer
Sample: "I understand the offer doesn't work for you, but what if I was still able
to get you the price that you're looking to get, and possibly give you more than
what you are asking for?"

4 Quality Pillars
Condition - property condition such as repairs needed, upgrade done for the
last 5 years, or any information you need to know about the property.
Motivation - reason why they want to sell the property, identifying their
motivation would help you easily present an offer.
Timeline - how soon they want to sell the property
Price - the amount they want to sell the property
Wholesale Real Estate
6 D’s of Motivation
Death Downsizing

Debt Distress

Disease Divorce
Who is a
Motivated Seller?
We could think of them as a property owner who is willing to sell the home
at a price that is somewhere between 10% to 30% below market value.
The term could also refer to someone who would sell their property with
terms that favor you, the investor, considerably. These could include no
money down, no interest, or a solid financing plan. In some cases, you’ll find
a seller that meets many of these criteria.
More often than not, a motivated seller has a strict timeline that they are
trying to meet. Their goal is to move the property quickly, which is part of
the reason why you may have access to it at a low cost. Due to this unofficial
stipulation, it is not rare to find motivated seller leads in under a month.
When something seems too good to be true in life, it often is. However,
certain real estate investments buck the trend and prove to be the exception
of the matter when capitalized on effectively.
 Retirement
Finding distressed Can’t afford property taxes
properties: Dealing with tenants who don’t pay
In order to be successful at wholesaling, you must seek out rent
and market to motivated sellers. The properties you’ll go
after won’t be found on the MLS (Multiple Listing Service). Entering a divorce
A motivated seller is one who wants to move quickly and is
in a financial situation that calls for the home to be sold.
Have major health issues
Motivated sellers are often those who:

Inherited an unwanted property

Live out-of-state

Property in major despair

Absentee owners
Motivational Breakdown
Hot Lead
Seller are willing to sacrifice equity in their home and want
to sell well below market value and have underlying
motivational factor that make them want to sell. Want to
sell as soon as possible.

Warm Lead
Same as the Hot Lead but different timeline. Seller wants
to sell their property in 30-90days.

Cold Lead
Seller who say they just want to hear an offer and are not
serious about selling their property, but with proper
nurturing, we might be able to follow-up with them in the
future when they are more likely ready to sell.
Tips on how to master
Don’t be unknown:
Introduce yourself and tell them why you are calling and
now they will focus on what your saying
cold calling Don’t pitch immediately:
You are making yourself a human version of a spam email,
Tonality: Be enthusiastic! It plays a crucial role in cold don’t assume they have the time to listen to you and your
calling. Ensure to sustain a good tonality in every call. product
Don't apologize to your prospect: Good things never
comes after apology and by doing that you are sending 2 Grab their attention:
Clients don’t hate cold calling, but they hate time wasters,
messages. you can achieve that by applying the points above.
You are telling them what I am offering is not worth
your time. Don’t ask detrimental questions:
You will sound unconfident and won’t take your advice “What‘s your religion?”, “What’s your opinion about the
current government?”, or anything personal; related to
race, ethnicity, religion, politics, gender issues.

Objection Handling:
Identify and address common objections such as “I’m not
interested”, “I am not selling right now”, “You’re just low-
balling me”

Utilize rebuttals and responses:

When you encounter objections from the seller, do not
fret! We have set of rebuttals you may use, this way you
can still take control of the call.
Home
Structures/Materials in
USA
1. Concrete Slab
Foundations
The most commonly utilized foundation in modern
home building. The term, “Concrete slab” does a
pretty good job of explaining exactly what this
foundation is. It’s nothing more than a slab formed by
a block of concrete. Slabs are typically anywhere from
four to eight inches thick and are reinforced with steel
rods and drainage pipes. Once the foundation’s
prepared, the home is built directly on top of it.
Pros of Slab Foundation
If you’re building a home, a concrete slab makes
sense because of its low cost. It’s the cheapest
option available, and, comparatively speaking, it’s the
quickest solution. The right crew can lay a concrete
slab foundation in a short period of time, and the
drying process doesn’t take much longer. Another
benefit of a slab foundation is the fact that there’s no
airspace in between the home and the foundation. As
a result, there’s no room for mold or termite
infestations.
Cons of Slab Foundation
However, slab foundations aren’t without fault.
Homes built on slab foundations are susceptible to
warming due to a lack of ventilation between the
home and the slab. It’s also challenging to repair
leaking and damaged lines that are embedded into
the slab itself. Furthermore, the low-lying nature of
slab foundations offers little in the way of protection
against floodwater.
2. Basement Foundation
Basement foundations are common in many parts of
the country and are beneficial for a number of
reasons. Homes with basement foundations are built
using a concrete perimeter of pillars that support the
building’s above-ground structure. As a note, these
foundations are typically dug at a minimum depth of
eight feet above the home’s footing.
Pros of Basement
Foundation
The biggest benefit of building or buying a home with
a basement foundation is obviously the added square
footage and space. It allows for extra living space or
storage and can offer an excellent opportunity for
future renovations. Basements also provide natural
ventilation underneath the house, which can serve as
an effective cooling mechanism during hot summer
months.
Cons of Basement
Foundation
While a basement comes with a number of
advantages, you can expect to pay a hefty price for
these features. A basement foundation is by far the
costliest option and, ultimately, can lead to more
maintenance issues if not properly cared for.
Basements are notorious for having issues related to
flooding, moisture, and mold.
3. Crawl Space
Foundation
Another one of the more popular foundation types is
the crawl space. As the name says, homes with crawl
space foundations are built on small structures that,
essentially, act as miniature basements. Crawl spaces
are typically used when soil is tough to dig through.
Generally speaking, a crawl space is no more than
three or four feet high, and concrete pillars are placed
around the perimeter to support the structure above.
Pros of Crawl Space
Foundation
A crawl space is arguably one of the most durable
foundations in areas with a high groundwater level.
The crawl space provides better protection against
water and loose soil while simultaneously providing
better airflow underneath the home during hot
months. Crawlspaces can also be used for storing
outdoor items
Cons of Crawl Space
Foundation
The good ventilation that a crawl space provides
during the summer months turns into a negative
during cold months, making it slightly more difficult
to heat the home. It’s also possible for stagnant
water and moisture to become trapped in a crawl
space and cause health issues. And, if a crawl space
isn’t insulated and sealed, you may be asking for
problems.
4. Pier and Beam
Foundation
The final foundation type that we’re going to look at is
the pier foundation. Pier foundations are constructed
using small circular or square pads of concrete that
are located in strategic points along the outer
perimeter of the home. These pads are inserted and
secured into the ground using treated wood posts or
steel rods. These posts or rods are then connected to
the home for support.
Pros of Pier and Beam
Foundation
A crawl space is arguably one of the most durable
foundations in areas with a high groundwater level.
The crawl space provides better protection against
water and loose soil while simultaneously providing
better airflow underneath the home during hot
months. Crawlspaces can also be used for storing
outdoor items
Cons of Pier and Beam
Foundation
Perhaps the biggest con of a pier foundation is the
cost. While pier foundations may be a good idea for
small sheds and detached structures, it’s almost
always more expensive to construct a home off of the
ground. If you’re buying a home with a pier
foundation, you’ll have to be cautious. Pier
foundations often lead to creaking and sagging floors
as well as symptoms associated with poor ventilation.
Types of Roofing
1. Solar Tiles
Advanced solar collectors integrate seamlessly into
existing shingles, generating up to 1 kilowatt of
energy per 100 square feet. They’re particularly good
for sunny roofs in homeowners’ associations that
forbid typical solar panels. While they may help offset
energy costs with solar power, they also cost more
than traditional solar options.
Types of Roofing
2. Asphalt shingles
Asphalt shingles are the most common roofing
materials in America because they’re effective in all
environmental conditions. Quality varies widely, so
ask whether they pass the ASTM D3161, Class F (110
mph) or ASTM D7158, Class H (150 mph) wind tests
and the AC438 durability test. Upfront costs are low,
but you should expect to replace the shingles after
about 20 years. If you live in a hail prone area,
consider impact resistant shingles which have a UL
2218 Class 4 rating. Impact resistant shingles may
qualify for a discount on your homeowner’s premium.
Types of Roofing
3. Metal roofing
Metal roofing comes in vertical panels or shingles
resembling slate, tile and shake – and lasts about 60
years. Metal excels at sloughing off heavy snow and
rain, won’t burn and resists high winds. It is
lightweight and can be installed over existing roofs.
However, metal can be noisy during rainstorms, and
may dent from hail. Average costs range between $5
and $12 per square foot, depending on type and style
of metal – which is more than asphalt but less than
concrete tiles. Corrosion also varies by material.
Types of Roofing
4. Stone-coated steel
interlocking panels mimic slate, clay or shingles and
resist damage caused by heavy rains (up to 8.8
inches per hour), winds of 120 miles per hour,
uplifting, hail and freeze-thaw cycles. Consequently,
they’re an economical, effective choice for wet, windy
regions or areas prone to wildfires. Some
stonecoated steel roofs are warranted for the
lifetime of the house.
Types of Roofing
5. Slate
Slate roofing lasts more than 100 years. It won’t
burn, is waterproof and resists mold and fungus.
Slate is effective in wet climates but is expensive,
heavy and may be easily broken when stepped on.
Keep this in mind if you live in an area that
experiences hail.
Types of Roofing
6. Rubber slate
Rubber slate looks natural and can be cut with a knife
to fit intricate roofs like those found on Victorian
homes. Rubber slate roofs can last 100 years but can
be damaged by satellite dishes and walking – so may
also be susceptible to damage by hail, similar to slate.
Roofing professionals that are trained to install
rubber slate may be hard to find.
Types of Roofing
7. Green roofs
Green roofs are covered with plants and can improve
air quality, reduce water runoff and insulate homes to
reduce urban heat islands. However, they need extra
structural support, a vapor barrier, thermal
insulation, waterproofing, drainage, water filtration,
soil, compost and plants. Their estimated lifespan is
40 years.
Types of Roofing
8. Clay and concrete
tiles
Clay and concrete roof tiles can withstand damage from
tornadoes, hurricanes or winds up to 125 miles per hour
and even earthquakes, according to "A Summary of
Experimental Studies on Seismic Performance of
Concrete and Clay Roofing Tiles" by the University of
Southern California for the Tile Roofing Institute. They
are good in warm, dry climates. They may require extra
support to bear their weight, and they are likely to break
when walked on.
The 5 Most Popular
Types of House Siding
1. Vinyl Siding
Vinyl siding comes in a range of styles, textures, and
colors including vertical and horizontal panels and wood
shake/shingle styles. The cost is low to moderate
averaging around $3 to $8 per square foot (plus labor).
The great thing about vinyl is that it is a low
maintenance material and can last as long as 50 years.
The 5 Most Popular
Types of House Siding
2. Metal Siding
Metal siding is also available in a wide range of styles
including panels, vertical strips and even shingles. You
can find aluminum siding for about $3 to $6 per square
foot and uncoated steel sells for about $4 to $8 per
square foot. Steel and aluminum are both low
maintenance materials but may be prone to denting.
The 5 Most Popular
Types of House Siding
3. Wood Siding
Wood siding is available in a wide variety of styles,
finishes and textures but does require an exterior finish
such as stain or paint. The cost is moderate to high
averaging anywhere from $3 to $14 per square foot
installed. Because wood requires a stain or paint finish,
it is prone to problems from moisture if the home is not
properly ventilated.
The 5 Most Popular
Types of House Siding
4. Fiber Cement Siding
Fiber cement siding looks very similar to natural wood
when installed properly. It is extremely durable but a bit
on the pricier side for siding. You can have fiber cement
siding installed for about $10 per square foot. This
material is low maintenance and is not subject to rot or
insect damage. It can last as long as 50 years
The 5 Most Popular
Types of House Siding
5. Insulated Siding
is another type of vinyl siding with an insulating layer
made from expanded polystyrene foam or EPS. The EPS
gives the siding a closer fit to your home and therefore
holds air in better making your home more energy
efficient. Many homeowners report a 20% increase in
their energy efficiency with insulated siding
The 5 Most Popular
Types of House Siding
6. Stucco
Stucco is a popular siding in the Southwest regions of
the United States for the drier climates. Stucco does not
handle moisture well. It is, however, very easy to
maintain in a dry climate and cleans well with a pressure
washer. Stucco is made from the combination of lime or
sand and cement and can be painted almost any color
you can imagine.
The 5 Most Popular
Types of House Siding
7. Brick
Brick comes in a wide variety of colors giving
homeowners plenty of options to suit their taste. It is on
the pricier side depending on the size of your home and
installation is also expensive. Brick is easy to maintain
and durable, lasting for a lifetime and beyond.
The 5 Most Popular
Types of House Siding
8. Concrete
Concrete is best known for its durability and strength
but it should also be noted that concrete is one of the
most energy efficient siding options you can have.
Installation of concrete is the most expensive cost
associated with this type of siding.
The 5 Most Popular
Types of House Siding
9. Stone
The most common types of stone used for siding on
homes include flagstone, slate, lime, and granite. Natural
stone is very costly and requires professional installation
but once it's installed requires little maintenance and will
last a lifetime. Besides that, you'll have the nicest
looking home on the block.
The 5 Most Popular
Types of House Siding
9. Engineered Wood
Engineered wood is a type of siding that is more
affordable than the real thing and lasts anywhere from
20 to 30 years. One drawback is that you cannot stain or
paint it.
The 5 Most Popular
Types of House Siding
10. Glass
For a truly luxurious and elegant home exterior (and
interior), glass is a beautiful and unique option. The only
drawback is that you will be cleaning windows for the
rest of your life!
Types of Flooring Materials
1. Hardwood Flooring
Hardwood continues to be the top choice for its great
appearance and long-term ROI. The cost to install
wood flooring ranges from $2,500 to $7,000, making
it one of the most expensive options.
It’s best for the shared living spaces of the main floor.
It will develop crapes, scratches and dents over time.
Refinishing hardwood flooring costs $1,100 to
$2,400, and you can do it every 3 to 5 years
Types of Flooring Materials
2. Laminated Flooring
The pros and cons of laminate flooring include these
benefits:
lower price
ease of installation
durability
variety of colors and styles, like natural wood
As a disadvantage, this material can be prone to
moisture damage and difficult to repair. Homeowners
prefer to install it in high-traffic areas that aren’t the
kitchen or bathroom
Types of Flooring Materials
3. Vinyl or Linoleum
Vinyl flooring isn’t the cheap alternative it used to be.
These days, this synthetic flooring for the home is
durable and effectively mimic wood, ceramic and
stone.
Since it is so versatile and meant for high-traffic, you
can put it almost anywhere. Installation and
maintenance are a breeze
Types of Flooring Materials
4. Porcelain or Ceramic
Tile Flooring
Ceramic or porcelain tile is a durable, non-porous and
beautiful flooring choice. Since it’s waterproof, it’s
great for kitchens, bathrooms and entryways.
It is more difficult to install, and it can chip and
scratch under heavy use. Unlike hardwood or carpet,
you can replace individual parts instead of the entire
surface if necessary.
Types of Flooring Materials
5. Natural Stone Tile
Flooring
Natural stone tile is a classic flooring that includes
granite, marble, travertine and sandstone. Some
materials, like travertine, are more durable than
others. Keep in mind that finishes require different
amounts of care. A polished marble surface will show
scratches and scuffs more easily than a tumbled one,
for example.
Types of Flooring Materials
6. Carpet
Carpet remains a favorite for many homeowners,
especially for bedrooms. It’s soft, warm and helps cut
down on noise. Carpet installation costs $3.50 to $11
per square foot, making it one of the cheapest
materials. The expense to install a carpet pad
averages $3.75 per square foot.
It does require more upkeep, though newer stain-
resistant varieties make it easier. To maintain an
attractive and sanitary surface, you should hire a pro
to clean it at least once a year.
Hot Areas VS Cold Areas
a "hot" real estate market means many homes are being bought and
sold, and the prices of those homes are rising faster than the historical
averages. also, A hot market is also called a sellers' market. This is
because sellers tend to have the upper hand when negotiating prices
and other aspects of the home buying process.
While “cold” means there’s more supply than demand. This means that
you’ll have a greater selection to choose from and that sellers will be
more willing to negotiate a lower price. You may even be able to
purchase your dream home for less than the listing price. For all the
above reasons, cold markets are also known as buyer’s markets.
What causes a hot real
estate market?
The causes of a hot market can vary by location, but in most areas,
several factors can cause a market to heat up:

A desirable area to live

A flourishing job market or a new, large employer
An influx of homebuyers
A shortage of inventory (fewer sellers than buyers)
Low interest rates on mortgages can mean homebuyers can afford
to pay more for a house
List of Hot Areas
Alabama
Arizona
California
Florida
Georgia: Atlanta, Decatur, Fairburn
Jonesboro, Stone Mountain
North Carolina
Ohio
Oklahoma
Pennsylvania
South Carolina
Tennessee
Texas
List of Cold Areas
Detroit
Illinois
Indiana
Kansas
Minnesota
Mississippi
Rural Areas in Texas
Compliance and The Telephone Consumer Protection
Act (TCPA)

Legal Considerations
Congress passed the Telephone Consumer Protection Act in 1991 in response to
consumer concerns about the growing number of unsolicited telephone marketing
calls to their homes and the increasing use of automated and prerecorded messages.
In response, the Federal Communications Commission adopted rules requiring
anyone making a solicitation call to your home to provide his or her name, the name of
the person or entity on whose behalf the call is being made and a telephone number
or address at which that person or entity can be contacted.
Working with the Federal Trade Commission, the agency developed the national Do
Not Call Registry, which applies to all telemarketers and covers interstate and
intrastate telemarketing calls. Commercial telemarketers are not allowed to call you if
your number is on the registry, subject to certain exceptions.

Do-Not-Call Regulations:
Under FCC rules, telemarketers calling homes must provide their name along with the
name, telephone number, and address where their employer or contractor can be
contacted. Telemarketing calls to your home are prohibited before 8 am or after 9 pm,
and telemarketers are required to comply immediately with any do-not-call request
you make during a call.
Cold Calling Script
Cold Caller: Hi (Seller Name)!?

Client: Yes, this is him how can I help you?

Cold Caller:Yes, my name is (YourName), and I was calling to ask about your property
on (Address)?!

Client: Yes, what about it?

Cold Caller: Yes! I’m actually calling because I work with a property buyer in the area,
and I wanted to see if you might be interested in selling your property as is?
If NO: I appreciate it, do you know anyone who is looking to sell? [END SCRIPT]
If they are asking what we're offering: Typically, we don't run numbers until we have
an interest on your end, but I'd love to ask you few questions about the property so
that we can make you an offer if that's alright?
If YES: Awesome! So normally how these calls go is, i’ll start off by asking you some
questions about the property, and if it sounds like we could be a good fit, our home
buying specialist will reach out and make you an offer.

Client: Ok go ahead.
Cold Calling Script
Cold Caller: Perfect, to start off could you tell me if...(start asking questions found
on the leads webform)

1. Is the property currently occupied?

2. How long have you owned it for?
3. Can you tell me about the general condition of the property?
4. Has the property had any upgrades within the last 3 years?:
5. Are there any major repairs that need to be done?:
(Mention the foundation, Roof, HVAC, mold or termites )
6. Can you confirm the number of bedrooms and bathrooms the property has?
7. Anything else you would like to tell me about the property?

Cold Caller: Sounds like a great property, aside from me calling, what has you
interested in selling?

Client: *Seller provides their motivation to sell*

(This is your chance to deep dive on their motivation, build rapport if needed)

Cold Caller: If our offer works for you, would you want to do this as soon as
possible, or would you need a few months to sort things out?
Cold Calling Script
Cold Caller: Do you have an asking price in mind?
Most sellers have at least an idea of what they might like to get (add what you
think the property is worth in its current condition?)

Cold Caller: Lastly, if I could ask you how much is remaining on the property's
mortgage? (I would ask- If you do not mind me asking did you buy the property
cash or do you owe a mortgage on it?)

Client: *Stated their remaining mortgage or no mortgage on the property*

Cold Caller: Perfect, just to confirm, is the property address (state the address)

Cold Caller: When’s a good time for our home buying specialist to call back with
that offer?
(This is to further discuss the property and the needs to get you qualified for a
cash offer)
*Make sure to get the preferred call back time to call*

END
Activity: Call Listening
FIRST CALL SCENARIO:
Seller is not interested in selling

SECOND CALL SCENARIO:

Seller is not interested in selling the property, they have a
different property looking to sell.

THIRD CALL SCENARIO:

Seller is interested in selling the property
THANK YOU!
If you have any further questions, please don't
hesitate to reach out to your team leader.