COLD CALLING SCRIPT THAT REALLY WORKS!!

Hey, is this (First Name Only) the owner of {{contact.address1}} in {{contact.city}}. Is this a good time to talk?

My name is (Your First Name) and I’m with {{company name}} (Do NOT mention the real company name on the
set of the call, just say STATE NAME HOMEBUYER, example “Mississippi Homebuyer”). We are looking to buy
another property in the area next month. So, I just wanted to talk to you about your house and see if you ever thought
about selling it or if you would entertain an offer.

I’ve been thinking about selling: How long have you been thinking about it?

If “YES” or “INTERESTED” or, “WHAT IS YOUR OFFER”

(Go to qualifying questions script.)
Well, we have access to a lot of information, (pause) but what we don't know is the current condition of the property, or
any changes or updates that might have been made. Those can have a big impact on our offer. Can I ask you a few
questions about the property so we can run the numbers properly?

CONDITION AND STATUS:

It looks like your home is about 3 beds, 2 baths, and is about 1200 square feet(Check zillow) is that right?

Ask the following:

1. “Have the kitchens or bathrooms been updated in the last 5 years?”
YES:
a. What have you updated in the bathroom?
b. What have you updated in the kitchen?
i. Is it granite countertops? What year was it updated?
ii. Did you put new cabinets in?
2. “Does it have any foundation issues?” If yes, has it been repaired?
3. “How old is your roof?
4. “What about the HVAC and furnace?/ Age of the HVAC/AC?
5. “Age of water heater?”
6. Do you currently live in the property?
a. YES: Oh, I see. (pause) where do you plan to go after selling this house? Are you looking to buy a new
one?
b. IF Rented: Ask THESE 2 THINGS:
i. Are they on a month to month lease?
1. IF NO, when will the lease expire?
ii. How much is the rent per month?
c. Vacant
i. How long has it been vacant?
7. Will we need to pay off any taxes, liens, or a mortgage? Off the top of your head, do you have an idea of roughly
how much the payoff is?. [Pause for response]” (optional, no need to force them to answer) 8. Ok great, how soon
until you’re ready to sell? If we were to close in the next 2 weeks or so, would that work for you? (If not, try to find
out why) / What is the earliest date you would like to be completely done with this property? would you like to do
so within 30 days, 90 days, or some time further out?”

PRICING/GAUGE MOTIVATION:

So, we buy properties cash, no need to pay for commissions, fees or repairs. And we do not have to wait to get
financing from a bank. For an offer like that…how much are you looking to get out of the property? A ballpark number
would be fine.
1. NO IDEA ABOUT THE PRICE/MOTIVATED (will be moving out of state, could no longer manage the house,
foreclosure, divorce, etc): Right now, we’re buying homes similar to yours around (Price Range 70%-80% of
 Zillow Zestimate). Is that something you’re interested in?(Ask this question to gauge interest - pause and
continue the next line)
The challenge though is when you go to a cash buyer or someone like us then we need to buy that enough
of the discount, then go in then do work.

With on market or with an agent, they would want to show your property to diff buyers. It would need some
work, take pictures. They would want you to fix things, the benefits are higher prices.

Hmm. We haven’t personally run the number on this property yet, since we need to either personally see it or
run comparables to know how much it’s worth. So, after this call, I will have my partner run the numbers, do
some due diligence and have him/her call you back. Can we call you back tomorrow at 1pm CST? (Always be
assumptive). Is this the best number to reach you?
a. NO: Oh, no worries. What’s the best time to call you back?
b. YES: Sounds great! Again, thanks for taking the time to talk to me about this and I really look forward to
helping you in this house. Btw, my partner’s name is NAME, and his/her number is CLIENT’S
NUMBER. I will text you our details. Again, that’s tomorrow at TIME. Sounds good?(wait for
confirmation) Thanks and have a great day!

2. NOT MOTIVATED/ASKING ABOVE THE MARKET VALUE: Oh, in that case, you'd probably be better off listing
with a realtor. Have you thought about listing it with an agent?

a. IF YES: That’s great! We have a great brokerage in your area that we love dealing with. I’d be happy to
pass your information to them and have them call you. When is the best time they can possibly call?
b. If NO: To be honest, I want to give you exactly what you’d like for the property, but I’m struggling to
figure out how to get there and make it make sense on our end…(pause as if you’re thinking) as you
know we’re investors and we usually make offers that are substantially lower than the list price--so we
just want to make sure you know that so you’re not offended. If I may ask: What are you gonna do if
you don't get the price you’re looking for. Would you just keep it?
i. IF asking 15% above the market value or totally NOT INTERESTED: I could be wrong, but it
sounds like no matter what I could offer, you’re just not ready to sell. I really appreciate your
time talking to me about this, and in case anything changes please let me know. You can save
my number under “YOUR NAME, Company Name”. I hope you don’t mind if I check on you
from time to time. Thanks and have a great day!→ Action→ Tag COLD
ii. IF asking market value and NO motivation say: Okay, so here’s what we can do. We will run the
numbers, do some due diligince on this property and send you an offer via email. IF that offer doesn’t
work, you can keep it so when you’re in a situation where you’re ready to sell you just have to
reply to move forward. Where is the best place to email our contact
information and offer to?
→ ACTION: Submit LOI (Ensure that you have the correct email address, text lead to
confirm after the call), tag SENT LOI)

Sounds great! Again, thanks for taking the time to talk to me about this and I really look forward to helping you in this
house. If you ever have any questions, feel free to reach out to me anytime. Have a great day!

Send the following text/s:

AFTER EVERY APPOINTMENT SET:

Glad to talk to you about {{contact.address1}}. I will have my partner, NAME, give you a call tomorrow between 1-2PM CST. Her
number is PHONE NUMBER. Thanks and have a great day!
AFTER EVERY CALL NO OFFER/NOT MOTIVATED:

Glad to talk to you about your house. Again, if you know someone that may be interested in selling within this neighborhood, let me
know. We offer $1000 as a finders fee for any properties we end up purchasing. Thanks and have a great day

If “NO”, or “NOT INTERESTED”

I completely understand, do you have any other homes or might know someone that may be interested in selling within
this neighborhood? We offer $1000 as a finders fee for any properties we end up purchasing.

MAYBE/NOT YET/IN THE FUTURE

Ok for sure! Well, I’d love to follow up with you when the timing is better. Can I check back in with you next month?
Great! I’m making myself a note now. Talk to you soon!

FAQS:

How did you get my number?

Since we’re looking for a home to buy with all-cash in the neighborhood, we used an internet service that looked up your
phone number for us. We then submit them searches for properties we’re interested in and if they have the number they
send it back. …sometimes I get lucky.

How much are the fees?

This is a net offer. No fees for you. We will even take care of the closing costs.

Are you a realtor?

No. We are not! We are local real estate buyers that are trying to grow our portfolio one house at a time.

Who are you? What company are you with?

We're a small group of local investors that put our money together to buy houses and we own several properties all over
MARKET. Just trying to grow our portfolio one house at a time and help us where we can.

Please stop calling me. I am on DNC

Oh, I’m very sorry. Let me remove you from our list right now so we don’t bother you anymore.

I am an investor
Sounds great! It looks like we have something in common. Do you want to collaborate?
YES: We would be happy to meet for coffee and discuss real estate. When is a good time for you?

No: I understand! Thanks! Have a great day!

I am a realtor

Sounds Great! Hey, do you have any good deals we might want to check out? If you happen to have any off-market
deals or properties that require full rehab, we'd be interested.
Yes: Great! Can you send the property details via email? Also, can I have your email address? No: Is it okay if we
check back with you from time to time to see if you’ve got any deals that we may be interested in?

VOICEMAIL SCRIPT:
“Hi, sorry I missed you. I was calling about a property that I believe you own in the area and just wanted to reach out
and see if you might have any interest in selling. We’re local investors and we buy houses cash which means you don’t
have to do anything to the property, we buy them “as-is” and we can typically close fairly quickly…

…And listen, if I got the wrong person, I’m sorry for the interruption but give me a shout back even if you’re not thinking
about selling right now just so I can know to take you off our list. You can reach me directly at NUMBER. Look forward
to talking to you soon. Again, the number to reach me is NUMBER.”