Seller%Lead%Sheet%%

Call%Flow,%Scripts,%Objection%Handling%
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Seller Lead Sheet

Section 1 Seller Contact Information

Property Address:_____________________________ Date:___________ Lead Source:_________________

_____________________________ Cell Phone:___________________________________

Contact Person:_______________________________ Alternate Phone:_______________________________

Owner(s) on Title:_____________________________ Email:_______________________________________

Section 2 Property Information

Do you currently live in the home:_______________________ How long:_____________________________

Sq Ft:___________ Style of Home:_____________________ Lot Size:_______________________________

Bedrooms:________ Bathrooms:________ Rent $:_______________ Garage:_________________________

Notes:____________________________________________________________________________________

Any Repairs Needed:________________________________________________________________________

Is the Home Listed:_________ Price:__________ How Long:___________ Listing Expires:______________

Realtor Information: Name:___________________ Phone:_________________ Email:___________________

Section 3 Motivation and Price

How quickly are you looking to sell?____________________________________________________________

Is there a reason you are looking to sell at this time?________________________________________________

What are you looking to sell the property for?__________________ Is that price flexible?_________________

What are you going to do if the property does not sell?______________________________________________

If I can offer you cash and close quickly what is the best you can do?__________________________________

Section 4 Categorization and Notes

Notes:____________________________________________________________________________________

__________________________________________________________________________________________

After Repair Value:____________________ Reasoning:___________________________________________

Category: HOT | Warm | Dead | Agent Referral Reasoning:_______________________________________

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3%Step%Seller%Lead%Sheet%Process%
% %
1!!Get!their!name!and!thank!the!potential!seller.!
! 2!!Deliver!elevator!pitch.!
! 3!!Work!your!way!through!the!seller%lead%sheet.!
% %
Step%1:%Get%Their%Name%and%Thank%the%Seller%
!
Always!thank!the!seller!for!taking!the!time!to!call!your!company.!The!goal!is!to!start!
establishing!rapport!immediately!and!starting!the!call!by!using!their!name!and!giving!a!
thank!you!goes!a!long!way.!
!
VA:!
!Thanks!for!calling!Company%Name,!this!is!Your%Name!how!can!I!help!you?!
!
A!Few!Ways!a!Seller!Might!Respond:!!
Yeah!I!got!a!letter/postcard!from!you!saying!you!wanted!to!buy!my!house?!
Yeah!I!saw!your!bandit!sign!and!I!was!just!giving!you!a!call!to!see!who!you!are?!
I!saw!your!website!saying!you!buy!houses!I!was!looking!for!some!additional!information?!
You!sent!my!wife!a!solicitation!saying!you!wanted!to!buy!our!house?!
!
VA:!!
Id!love!to!tell!you!about!Company%Name,!I!didnt!catch!your!name?!
Id!love!to!tell!you!about!Company%Name,!what!was!your!name!again?!
Let!me!tell!you!a!little!bit!about!us.!What!was!your!name!again?!
!
Seller:!!
Seller%Name%
!
VA:!!
Thanks!again!Seller%Name!for!giving!us!a!call.!
!
Step%2:%Deliver%Elevator%Pitch%
!
Important:!Discuss!your!elevator!pitch!with!your!client!!They!might!have!something!
specific!they!want!you!to!say.!!
!
Elements%of%a%great%elevator%pitch:%%
T buy property as is
T paying cash so no financing issues
T can close whenever is best for seller
T no realtor commissions
T closing cost paid by buyer.

!
Proven%Example:%!
Thanks!for!taking!the!time!to!give!us!a!call!today!<Seller_Name>.!My!name!is!
<<Your_Name>>!with!<Co_Name>!and!we!are!a!real!estate!investment!company!right!here!
in!your!back!yard.!We!pay!all!cash!for!properties!in!asTis!condition!so!you!dont!have!to!do!
any!work!whatsoever.!That!also!means!we!can!close!on!your!timeframe!in!as!fast!as!10!
days!or!longer,!whatever!suits!you!best.!We!can!also!eliminate!the!fees!and!commissions!
charged!by!Realtors!and!Ill!pay!all!closing!cost.!Thats!a!huge!savings!for!you.!We!are!
looking!to!purchase!2T3!additional!properties!this!month!and!wanted!to!see!if!your!home!is!
a!good!fit.!So!why!dont!we!start!by!getting!some!additional!information!from!you!and!I!can!
make!you!an!offer!in!24T48!hours!
!
Additional%Elevator%Pitches:%
!
Ex.1!
I!appreciate!you!calling!in!<Seller>.!We!are!a!real!estate!solutions!company!here!in!
<market>.!We!are!looking!to!buy!2T3!properties!in!your!area!this!month.!We!pay!all!cash,!
can!close!in!a!matter!of!days,!and!the!best!part!is!there!arent!any!additional!fees!or!closing!
cost!on!your!end.!We!are!licensed!as!agents!so!we!can!eliminate!the!commission!as!well.!Id!
like!to!get!a!little!bit!additional!information!about!your!property!and!can!usually!make!you!
an!offer!within!24!hours.!!
!
!What!was!the!address!of!the!property!I!inquired!about?!
!
Ex.2!
!Were!an!investment!company!and!we!buy!houses!throughout!the!<<Your!Area>>.!What!
we!do!is!very!simple,!I!just!get!some!basic!information!over!the!phone!from!you!about!the!
property!itself!and!once!I!have!all!of!the!information,!I!can!make!an!offer!on!your!property,!
generally!within!a!very!quick!time!frame,!usually!24T48!hours.!The!great!thing!about!
working!with!me!is!you!dont!have!to!pay!any!Realtor!fees,!you!dont!have!to!pay!any!
commissions,!there!are!no!obligations!whatsoever!and!I!can!usually!close!on!your!timeline.!
So,!what!Id!like!to!do!is!ask!you!some!questions!about!your!property!and!get!some!
information!from!you.!!
!
In!case!we!get!disconnected,!whats!a!good!phone!number!for!me!to!reach!you?!!
!
Ex.3!
Let!me!tell!you!a!little!bit!more!about!our!company!and!how!we!operate,!and!well!see!if!
we!can!be!a!fit.!Basically!were!a!local!company!and!on!this!call!we!just!get!some!general!
information!from!you!on!the!house.!Most!importantly!we!want!to!talk!about!your!situation!
and!your!goals.!Weve!been!in!business!in!<market!location>!for!a!long!time!and!are!able!to!
assist!homeowners!with!selling!their!property.!What!makes!us!unique!is!we!work!in!all!
cash,!youre!not!required!to!perform!any!repairs,!we!work!on!your!timeline,!no!
commissions/save!money!and!we!pride!ourselves!on!our!ethics!and!integrity.!How!does!
that!sound?!
!

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Step%3:%Move%into%Seller%Lead%Sheet%
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Section%1:%Contact%Information%
!
Address:%
T!What!did!you!say!the!property!address!was?!
T!Let!me!start!by!getting!the!property!address!from!you?!
T!Which!property!did!we!send!you!a!letter!about?!
T!Will!you!please!provide!me!with!the!address!of!the!property!you!are!referring!to?!
!
Contact%Person%
T!Im!so!glad!you!called,!though!I!didnt!catch!your!name.!
T!Thanks!so!much!for!calling,!as!I!mentioned!my!name!is![your!name].!Who!do!I!have!the!
pleasure!of!speaking!with!today?!
!
Owner%on%Title%
T!Are!you!the!owner!on!title!for!this!property?!
T!Is!there!anyone!else!listed!on!title!as!well?!
T!Before!we!go!any!further,!is!there!anyone!else!on!the!title!that!I!should!be!speaking!to?!
T!Are!you!the!only!person!on!the!title?!
T!If!we!came!to!an!agreement,!is!there!anyone!else!who!would!also!need!to!be!involved?!
T!Besides!yourself,!is!there!anyone!else!listed!on!the!title?!
T!If!others!on!the!title:!!
Are!you!all!in!agreement!with!selling!the!house,!pricing!and!timeframe?!
If!we!can!agree!on!a!price,!will!you!be!able!to!get!the!others!to!agree?!
Are!you!the!one!who!will!make!the!final!decision!about!the!property?!
!
Lead%Source%
Often!times!a!seller!will!tell!you!immediately!how!they!got!your!contact!information.!If!a!
lead!tells!you!the!source,!such!as!bandit!sign,!dig!a!little!deeper!to!figure!out!exactly!
what/where!was!sent!to!them.!Ask!probing!questions!to!be!as!accurate!as!possible.!
Sometimes!we!have!to!pry!information!out!of!sellers.!
!
T!How!did!you!hear!about!us?!
T!Where!was!the!bandit!sign!located!that!you!saw?!
T!What!website!did!you!find!on!Google?!What!was!the!URL?!
!
Phone%Numbers%and%Email%
T!I!noticed!you!called!in!on!<<Recite_Number>>,!is!that!the!best!number!for!you?!
T!What!is!the!best!phone!number!to!reach!you?!
T!Do!you!have!another!number!youd!like!to!have!on!file!as!well?!
T!In!case!we!get!disconnected!and!I!need!to!call!you!back,!whats!the!best!number!to!reach!
you?!
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Section%2:%Property%Information%
!
Do%you%currently%live%in%the%home?%
T!Do!you!currently!live!in!the!home,!or!is!it!an!investment!property!for!you?!
(If!No)!Is!the!property!vacant?!Is!this!a!rental!property?!!
(If!Yes)!T!How!long!have!you!lived!in/did!your!family!live!in!the!home?!
TTell!me!some!of!the!basics!of!the!home!like!number!of!bedrooms!and!baths,!square!
footage,!last!type!any!repairs!were!made.!
T!Tell!me!a!little!bit!about!the!home.!How!would!you!describe!the!home!to!potential!
homebuyers?!
T!Do!you!know!approximately!what!year!the!home!was!built?!
T!Was!this!the!house!you!grew!up!in?!
T!Is!there!any!information!about!the!property!I!wouldnt!be!able!to!find!in!the!tax!records,!
an!addition!or!something!to!that!nature?!
T!Are!there!any!special!features!about!the!home!or!location!like!community!amenities,!
school!district,!parking,!etc?!
T!What!is!the!style!of!your!home?!(ranch,!traditional,!contemporary,!ATframe!etc)!
T!Tell!me!a!little!bit!about!the!property.!Whats!the!square!footage!and!bed!and!bath!count?!
!
Repairs%
Sellers!tend!to!think!their!properties!are!better!than!they!are.!Often!times!we!have!to!ask!
creative!questions!in!order!to!get!the!truth!out!of!a!seller.!
!
Proven!Example:!If!you!were!going!to!live!in!the!property,!and!make!it!a!home,!what!would!
you!like!to!change!about!the!house?!
!
T!Have!you!made!any!improvements!since!living!in!the!home?!
T!Are!there!any!repairs!that!you!know!of!that!need!to!be!made?!
T!What!is!the!condition!of!the!heating/cooling!unit,!roof,!plumbing,!electrical?!Are!these!all!
original!or!have!any!had!updating/work!done,!and!if!so,!when?!
T!Have!you!ever!had!any!issues!with!heating/cooling,!roof,!plumbing!or!electrical?!
T!If!you!were!going!to!stay!in!the!home!another!5T10!years,!what!updates/improvements!
would!you!make?!
!
Is%the%property%listed%with%a%realtor?%
T!By!calling!in!you!obviously!are!interested!in!selling!your!home,!and!it!sounds!like!it!needs!
some!updating.!Have!you!tried!listing!it!with!a!realtor?!
T!If!yes:!How!long!did!you!have!it!listed?!Do!you!remember!what!price!you!had!it!listed!at?!!
T!Did!you!have!any!offers!at!the!time!it!was!listed?!
T!If!yes:!Do!you!recall!what!the!offer!was!for?!Out!of!curiosity,!why!didnt!you!take!the!offer?!
T!When!the!home!was!listed!did!you!have!a!lot!of!showings?!
T!What!was!some!of!the!feedback!you!had!on!your!showings?!
!
!
!

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Section%3:%Motivation%and%Price%%
T!Is!there!a!particular!reason!youre!looking!to!sell?!
T!Is!it!safe!to!assume!youre!looking!to!sell!the!home!as!quickly!as!possible?!
T!What!is!your!timeframe!for!selling!the!home?!
T!Did!you!have!a!price!in!mind!that!you!were!hoping!to!sell!the!home!for!at!this!point?!
T!Are!you!flexible!on!that!price?!Would!you!be!willing!to!work!with!me!if!we!could!come!
close!to!that!price?!
%
Section%4%%Categorization%and%Notes%
Makes!notes!of!all!relevant!information.!The!more!information!the!better,!anything!the!
seller!said!of!important!make!sure!to!list!it!in!the!notes!section.!We!will!come!up!with!an!
ARV!and!categorize!the!lead!after!we!get!off!the!call.!
!
Final:%Closing%the%Call%
If!your!investor!client!wants!you!to!end!the!call!by!feeling!out!the!sellers!price!point,!that!is!
a!trial!close.!
!
Trial%Close:%
T!While!I!cannot!guarantee!a!price!and!am!not!making!a!formal!offer,!would!you!be!willing!
to!accept!an!offer!between!($!T!$$)?!
T!I!still!need!to!see!the!property!and!do!a!full!evaluation!so!you!cant!hold!me!to!this,!but!if!I!
could!make!an!offer!between!($!T!$$),!is!that!a!price!that!youd!be!willing!to!consider?!
!
Closing%the%call%without%trial%close:%
T!Hot!Lead!T!If!we!could!come!to!terms!on!a!price!to!sell!your!property!are!you!in!a!position!
to!make!a!decision!when!we!meet?!
T!Hot!Lead!T!I!think!I!have!the!proper!information!at!this!point!and!it!sounds!like!were!in!
the!right!range!to!set!up!an!appointment!and!take!a!closer!look.!!Lets!set!a!time!to!meet!and!
come!up!with!something!that!works!for!both!of!us.!
T!Warm!!Dead!!Referral!T!I!think!I!have!the!proper!information!at!this!point!and!just!need!
to!spend!some!time!to!do!some!due!diligence.!Whats!the!best!time!to!call!you!back?!
!
If%your%client%wants%you%to%set%an%appointment:%
T!I!think!I!have!the!proper!information!at!this!point!and!it!sounds!like!were!in!the!right!
range!to!set!up!an!appointment!and!take!a!closer!look.!!Lets!set!a!time!to!meet!and!come!up!
with!something!that!works!for!both!of!us.!
T!It!sounds!like!I!have!enough!information!to!schedule!a!time!to!look!at!the!property.!Does!
<Time_A>!or!<Time_B>!work!better!for!you?!
T!Whats!your!schedule!like!<<today,!tomorrow,!next!couple!of!days>>?!
T!Ill!be!in!the!area!<<today,!tomorrow,!next!couple!of!days>>.!Would!you!be!able!to!meet!on!
<<day/date>>?!
!
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%

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 OBJECTIONS%
%
How%did%you%get%my%information?%
Im!an!investor,!<<Seller_Name>>,!so!Im!consistently!looking!for!additional!properties!that!
fit!my!needs.!There!is!also!a!lot!of!information!available!via!public!record.!We!are!simply!
looking!for!individuals!who!have!properties!they!would!like!to!sell.!!
!
We!obtained!your!information!from!a!third!party!marketing!company.!Information!about!
the!home!is!public!information!and!there!are!companies!that!collect!it!and!sell!it!to!
businesses!for!marketing.!We!arent!entirely!sure!of!their!process,!but!they!provide!us!with!
a!list!of!people!who!might!be!interested!in!selling!a!home.!
Its!the!same!way!you!receive!credit!card!offers!that!you!didnt!ask!for.!
!
You%have%not%seen%my%home%yet?%
No!<<Seller_Name>>!I!havent!been!inside!your!home!yet.!I!do!know!the!area!well!as!we!
work!right!here!in!<<Market>>.!If!I!can!spend!5T10!minutes!with!you!I!can!probably!get!
enough!information!to!make!you!an!offer!in!24T48!hours.!
!
Im%just%looking%for%you%to%make%me%an%offer%and%Ill%decide%if%Im%interested%in%selling!%
I!would!love!to!make!you!an!offer.!Before!I!can!give!you!any!range!of!numbers!I!need!to!
spend!a!couple!minutes!with!you!to!get!some!additional!information.!Once!I!have!some!
basic!information!I!can!perform!my!due!diligence!and!have!an!offer!within!24T48!hours.!!
!
Im%not%giving%you%a%price,%make%me%an%offer.%
I!understand!you!are!interested!in!what!we!can!offer!for!your!property.!Please!know!we!are!
professionals!and!will!be!evaluating!a!large!number!of!properties!every!day.!We!need!to!
have!an!idea!if!we!are!in!the!same!ballpark!or!not!so!that!we!dont!waste!any!of!your!or!our!
time.!!
!
A%realtor%told%me%I%could%get%a%lot%more%than%what%you%offered%me!%
Im!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!youre!looking!to!hear!to!simply!secure!a!listing.!If!you!look!
closely!at!our!offer!as!compared!to!holding!onto!your!property!we!arent!that!far!off.!When!
you!factor!in!mortgage!payments,!taxes,!hefty!commissions!and!time!we!are!much!stronger!
dont!you!agree?!
!
How%can%you%close%so%quickly?%
As!cash!buyers!we!can!perform!our!due!diligence!and!close!as!quick!as!title!will!allow.!We!
move!very!quickly!if!thats!what!you!prefer,!but!definitely!understand!if!you!need!
additional!time!to!move!out.!
!
What%does%your%company%do?%
Our!company!does!a!wide!variety!of!things!based!on!each!individual!real!estate!situation.!!
We!buy!a!lot!of!properties!in!the!area!that!need!work!and!we!also!purchase!a!lot!of!nicer!

!
homes!from!people!who!dont!want!to!deal!with!paying!hefty!realtor!commissions.!We!can!
make!you!an!offer!in!the!next!24!to!48!hours!on!your!home!and!we!can!close!on!your!
timeline.!There!are!also!many!other!benefits!to!working!with!us.!To!start!the!process!all!I!
have!to!do!is!gather!is!some!basic!information!about!the!property.!Do!you!have!a!property!
that!you!are!looking!to!sell?!
!
How%can%you%buy%a%house%so%quickly?%
Well,!most!of!the!time!we!are!cash!buyers!and!all!we!would!have!to!do!is!a!title!search!and!
prepare!the!paperwork!and!we!can!close!in!that!timeframe.!We!move!very!quickly!if!need!
be!although!not!everyone!has!to!sell!their!house!in!this!short!of!a!time!frame.!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!thishow!quickly!do!you!need!to!sell!your!house?!
%
A%realtor%told%me%I%could%get%a%lot%more%for%my%property.%
I!am!not!surprised!and!I!definitely!understand!your!concern.!I!know!a!lot!of!sellers!meet!
with!Realtors!who!come!in!and!make!some!pretty!bold!promises!just!to!get!the!listing.!
Remember,!often!Realtors!tell!you!what!they!think!you!want!to!hear!with!the!intention!of!
securing!the!listing.!Then!three!months!later!after!they!havent!sold!the!property!they!ask!
you!to!make!some!major!price!reductions.!!!
!
If!you!really!look!at!our!offer!versus!the!alternative!of!holding!onto!your!house!for!the!next!
6!months,!paying!ALL!those!mortgage!payments,!and!then!a!heft!commission!on!top!of!that!
our!offer!is!not!too!far!offwouldnt!you!agree?!
% !
Let%me%talk%it%over%with%my%family?%
Not!a!problemis!there!something!that!is!holding!you!back!right!now?!
!
Well,!what!we!normally!do!is!get!the!paperwork!going!and!we!can!make!the!offer!
completely!contingent!upon!you!speaking!with!your!family.!The!agreement!is!nonTbinding!
during!this!period,!but!at!least!it!saves!time!from!the!attorney/title!companies!standpoint.!!
!
When!you!are!ready!to!go!forward!after!speaking!to!your!family!we!will!call!the!
attorney/title!company!to!tell!them!to!get!everything!going.!If!you!decide!against!it!we!can!
rip!the!contract!up!and!I!can!go!on!my!way.!I!am!assuming!you!would!like!to!save!some!
time!while!you!and!your!family!talk!it!over!
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I%want%to%meet%with%a%couple%other%investors%before%I%make%a%decision?%
I!understand!completely.!Do!you!mind!me!asking!what!if!anything!is!holding!you!back!right!
now!from!going!forward!with!me?!
!
Well!as!you!know!I!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!my!offer.!
Unfortunately,!I!only!have!so!much!capital!to!work!with.!What!I!commonly!do!in!this!
situation!is!agree!to!the!terms!and!the!price!and!then!I!would!be!happy!to!give!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!my!other!offers!and!with!absolutely!no!commitment!or!risk!
from!you.!I!assume!that!may!ease!your!mind!am!I!correct?!
!
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You%should%know%my%address,%you%sent%me%a%letter.%
Mrs.!<name>,!I!understand!your!expectation,!but!let!me!explain!how!we!obtained!your!
information.!We!get!a!list!of!nearly!two!thousand!names!and!addresses!from!a!third!party!
marketing!company!and!mail!them!our!marketing!materials.!Since!there!are!so!many,!we!
do!not!know!which!address!is!yours.!!
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The%house%is%full%of%junk,%do%you%need%me%to%clean%it%out?%
Actually,!we!dont.!We!are!happy!to!help!in!as!many!ways!as!possible!during!the!process.!
The!more!honest!you!can!be!about!your!needs!and!goals,!we!can!get!creative!with!the!
services!and!offer!we!can!make!you.!
%
I%know%what%you%guys%do.%You%make%low%ball%offers%
I!definitely!understand!how!you!might!think!that,!but!its!more!complicated!than!that.!
When!we!buy!a!home!we!take!on!a!lot!of!risk!because!we!close!quick!and!we!usually!dont!
do!extensive!inspections!and!require!you!to!fix!any!issues!before!selling!the!same!way!
another!buyers!bank!will!require!them!to!do.!!
!
In!addition!to!the!risk,!we!obviously!have!to!do!all!of!the!repairs,!which!amounts!to!much!
more!than!most!people!think!after!you!account!for!permits,!trash!removal,!and!paying!the!
bills!and!taxes!for!six!months!while!we!hold!it.!!
Obviously!after!all!that,!we!need!to!make!a!profit.!So%you%see,%offers%do%tend%to%be%lower,%
but%they%are%fair%offers%based%on%the%condition%of%the%home.%That%is%why%Id%like%to%ask%
you%some%questions%about%the%house%so%we%can%make%an%offer%that%makes%sense%for%
the%home%and%the%market.!%
Can!I!ask!you!some!questions?!
!