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Objections Script

This document outlines rebuttals to common objections that may arise when making offers to purchase properties directly from homeowners. It addresses objections related to timing, price and value, trust and credibility, lack of motivation or uncertainty, contract details, and issues around missing parties or decision makers. The rebuttals are designed to overcome the objections by addressing the homeowners' concerns, providing flexibility, and emphasizing the benefits of a quick, all-cash sale with no fees.

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Ella Jean Liu
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© © All Rights Reserved
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Download as PDF, TXT or read online on Scribd
213 views

Objections Script

This document outlines rebuttals to common objections that may arise when making offers to purchase properties directly from homeowners. It addresses objections related to timing, price and value, trust and credibility, lack of motivation or uncertainty, contract details, and issues around missing parties or decision makers. The rebuttals are designed to overcome the objections by addressing the homeowners' concerns, providing flexibility, and emphasizing the benefits of a quick, all-cash sale with no fees.

Uploaded by

Ella Jean Liu
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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Objections vs.

Rebuttals
Time/Convenience
Wait, I must wait for someone else to call me back? Ya, I am not interested.
o Give me 20 seconds of your time to explain the benefits of our
program. If it makes sense we continue, if it doesn’t make sense we
part as friends, is that fair?

I just don’t want to deal my tenants right now.


o We take over the tenants and help them through the process, so you
don’t have to

I don’t know how quick I can vacate the property.


I don’t know how quickly I can get into another place.
o I can allow you ample time to vacate the property

I need money sooner than 21-30 days


o Depending on your situation, we may possibly be able to advance you
some of the proceeds to help you transitions to another home.

This is moving to fast for me right now, it’s overwhelming.


o I know this can be a little overwhelming especially since you don’t do
this every day, but if at any point in this process you have any
questions please say “timeout” and let’s get it cleared up. I’m here to
help

Am I able to rent back from you for a few months?


Objections vs. Rebuttals
Price/Value
I need some money in my pocket not just the mortgage paid off.
o Absolutely I will try my best to ensure you get the most for your
home, depending on the situation I may be able to do that for you.

I want retail for my property


o As an investor, I do not pay retail for homes, but I can guarantee a
painless & streamlined process and given the fact that there no fees
involved selling to me, my number will be an all cash NET OFFER.

The offer is too low, my house is worth more than you’ll pay.
o Based on all the information on the work needed in this home and
price to complete the repairs you gave me, I feel like my offer is fair
and competitive considering it’s a net offer and can close within 2
weeks.
I’ve done work on the home, why don’t I get money for that?
o The work that you have done to the home was taken into
consideration when putting a value on it.
I’m comfortable with out needing to sell the property.
o You don’t see the value in liquidating you home and using that equity
cash to invest, go on a vacation, or buy another home?

The income I get from the tenants pays the bills.


o You don’t see the value in liquidating you home and using that equity
cash to invest, go on a vacation, or buy another home?

How did you come up with that price?


o We looked at comparable homes in the area and what they recently
have been selling for on the open market.

I am going to shop around, see if I can get a better offer.


o (Seller), I can assure you that dealing with our company will
experience nothing but the easiest & streamlined process. Do you
really want to start all over from scratch?
Objections vs. Rebuttals
Trust/Credibility
I keep getting these robo calls, this is such a scam.
o I’m sorry you keep getting these calls from other companies, I am
actually a real person.

I want to do research on your company first.


o Sure absolutely, I can also send you a package that outlines our
company & the services we offer to our customers, we are also
accredited by the BBB

I think I need to consult with a realtor or lawyer. I am unsure this is a good


direction to go!
o A realtor is obviously going to want you to list it in a traditional
manner, that’s their commission at stake. I’d be more than happy to
hop on a call with your lawyer or realtor to help them understand
better.

I’d like to see your contract, so I can make sure I am not getting scammed.
Why should I give you any information on my home? Shouldn’t you already have
that?
o Sure, I can go over it with you line by line, our agreement is only a
page and a half long and it doesn’t have all that confusing legal
mumbo jumbo, its simple and to the point.
o The reason to give me a little more information on your home is so I
can properly put a value on it and try to maximize my cash offer

How are you guys able to make an offer with cash without seeing the property?
Where do I go once I sell the property?
o We use a value appointing process that has proven itself, we don’t
get rich on one purchase, we do 30-40 house a month
Objections vs. Rebuttals
Unmotivated/Uncertainty
I’m not ready for this, I want to think about it for a while.

o I can understand this can be possibly a bit overwhelming, if you don’t


mind me asking, what’s the reason why you’d like to wait? I ask
because maybe it’s something I can help with.

I am not in any rush to sell my property; can we talk later?

o So, if I freed up some capital and gave you too much money for your
home you wouldn’t want to receive a cash offer? Is this evening a
better time for me to call?

I think I might just fix the property myself and then sell, sounds like Ill get a
better offer that way.

o It’s going to cost you a lot of money and time to fix it up, not to
mention it’s not guaranteed you’d get your money back.

I am just going to list as is.

o I buy homes “as is” without the headache of the listing process and
with $0 commission
o
Why are you calling me without an offer?

o I was calling to get a little more information on the property, so I


could see if your property even qualifies for our program.

I am just going to rent the property out.

o Why no free up the equity in your home?


Objections vs. Rebuttals
Contract/Details
Why is the earnest money amount so low?
o Some companies use $1000, but the reason why it’s low is because I
have about 40 properties in escrow per month, that’s $20k, I have
tied up

Why do we have to move so quickly?


o We don’t have to move quickly, at any time you can say we need a
specific timeline, we are here to make this easy for you.
How are you able to close so fast?
o Since we are cash buyers, there’s no hold up of waiting on banks and
lenders
Why is there an inspection period?
o This is a short period, so I can have my contractors take a look at the
property for me.
Can I use my own title agency?
o We could, but we have a strong relationship with our title company
and they have proven their ability to move quickly and effectively
Your purchasing it with cash? How?
o We are buying with cash, have our own capital and also a network of
cash buying partners.

I want to sign the contract face to face, not electronically.


o No problem, Can we meet (specific date).
What happens to my mortgage?
o When in escrow the title company obtains a mortgage payoff,
balance of the mortgage is settled from the proceeds you’ll be
receiving.
Will I be able to buy another house?
o Absolutely, we are paying off your old mortgage and you’ll have a
nice size amount to put down on a new home.
How long can I stay at the house after I sell?
o I can give you up to two weeks after close of escrow.
Objections vs. Rebuttals
Missing Parties/Decision Makers
I must talk to my spouse, I cannot make this decision alone.

There are other people involved that wouldn’t agree.

I want to leave the property to my kids

(PROBATE) They would want me to keep the property in the family.

Can I call you after I talk to my spouse/family?

I want to sign face to face but the additional party lives out of town.

The property is in the name of a trust.

Let me think about the details and discuss them with a couple people to see if
this a good move, I will call you back.

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