INTRODUCTION:

1. Hi good afternoon (12 PM- 5 PM) / evening (5 PM+) {Home owner’s name}, How are you today?
2. Hey {first_name} this is [Your Name].
I was actually reaching out to you about your home on {address} here in {city}
and I just wanted to see if you’d be open to a cash offer?

~IF “YES” & “What's The Offer”:

For us to give our highest and best offer, I just need to ask you a few updates that you've done in the
last 5 years or so. Starting with your kitchen...

OR

I just need to ask you a few basic questions about the condition of the home. Can you tell me a
little bit about the property? Just some basics, any updates or improvements...in the last 5 years or
so...

CONDITION QUESTIONS:

1. Kitchen: For your counter top, is it granite or laminate? (ask about the changes in the last 5 yrs)

2. Roof: I can see that your roof is in good shape, how old is it? Are there any updates needed?

3. Foundation: For your foundation, is it a concrete slab or crawlspace/basement?

(If SA / FL / OK - no basement)

4. Plumbing & Electrical: Did you have any recent issues? Any re piping or rewiring done?

5. AC& Heater: For your AC and heater, how old are the units? Is it central heat and air?

6. Bed & Bathrooms: I can see here that you have ___ BD and __ BA (refer to Zillow and sound
knowledgeable), correct? Is there a new vanity, new sink or tub?

STATUS:

What’s the status of the property: Are you living in it, renting it out, or what’s going on with it?

A. RENTED:
1. Are the tenants on a fixed lease or month to month?
If fixed lease: When will the lease end?
2. If you don’t mind me asking, how much are you collecting in rent?
3. How have the tenants been treating you and the property?

B. VACANT:
1. How long has the property been vacant?
2. Did you have any plans for the property or were you using it at storage?

C. OWNER OCCUPIED
TIME FRAME:

• Assuming we gave you an offer that you liked, how soon would you be ready to sell?

• If you are given an offer, what is your timeframe, within 2 weeks or 1 month?

• If the offer is good, you can do it within 2-3 months, right?

MOTIVATION:

Other than receiving a CASH OFFER today for your home, what are some of the other reasons why
you would be interested in selling or at least hearing an offer? Are you looking to up-size, downsize or
relocate?

PRICE: (note: Use Zesti calculator)

Now before I let you go here {first_name} , how much were you hoping to get for this property?

A. No Price: (please use the zesti calculator for the additional No price Lead rebuttals)
• Do you maybe have a ball park or range you are looking to get for it?
• If you were to sell it, how much would you want to get from it potentially?
• No worries, do you maybe have any ideas of what you think its worth?
B. If the customer gives a price below 80% of the Zestimate (NET LEAD)
• Hmmm...... We’re not too terribly far off here. I’d really like to get you a firm cash offer -
let me ask - before I submit all your information into my system - would you have any
flexibility in your asking price,
• Ok, what’s the best price you can possibly give me?
• Ok, let’s see if we can make that price work for you.
C. If the customer gives a price above 80% but less than 99% of the Zestimate, (Gross Lead)
• What if we were able to make this a super simple process for you, Pay all cash and cover
all the thousands of dollars in closing costs and commissions? Would you have some
flexibility with your asking price? (stay quiet)
• Ok, what’s the best price you can possibly give me?
• Is that your absolute rock bottom? / OK, and *is that the least you can do right? /
So, would that price be your floor price for your home?
D. If the customer gives a price more than 99% of the zestimate but not more than 25K cap (Retail
Lead) (note: If the AP is more than 25k from the zestimate just say - (I will have my manager
check on this, thank you for your time. Have a good one.)
• I understand you’re looking to get (Asking Price) for this property BUT, I see here on my
end investors are buying properties in this area similar to this one anywhere Between
(.5 of zestimateto .70 of zestimate)
• Considering we pay cash, cover all of the closing costs and fees, and we can close on
your time frame, is a price in that range something you would be open to hearing
about?
• What do you think the absolute price you can give me?
MORTGAGE INFO:

1. Is there an existing mortgage on the property?

2. If yes ask what is remaining balance, monthly payment and interest rate?
3. If NO, submit for FREE AND CLEAR on notes section

PASS OFF:

1. Confirm the Name and the address

2. Would tomorrow between 1-4PM be a good time to call you back through the same number
that we are calling you from? (please bear in mind that Acquisitions team availability Mon-Fri
12 - 7PM EST)
3. Thanks for this information! What I'll do now is have my manager run the numbers on our end
and we'll call you back with our highest and best offer.
4. Thank you for your time and have a good one.

REBUTTALS

1. No/Not interested / Not ready to sell yet.

• Do you think you would reconsider selling in the next 2 to 3 months if we give you an
offer that you like?
• What if we give you an offer that you're looking for, would you still be willing to take it?
• Okay, no worries, do you possibly have any other properties or land you would consider
selling or someone you know who is interested?

2. IF THE ANSWER IS STILL "NO"

• Alright I understand that you don’t want to sell your home at this time. Please save my
number under <Your Name> from <Campaign Name> Home Buyer in case anything
changes.

3. “Who are you?”

• My name is (first name), I work for a private investor, he buys about 1 to 2 properties a
month in this area. With that being said...Are you open to a cash offer on your property?

4. COMPANY NAME (ONLY SAY IF THEY ASK): (CAMPAIGN NAME) HOME BUYERS

5. How did you get my number?”

• Well, we just bought a property in your area, so we used the internet and public records
through the county to get the phone numbers of all the neighbors. I hope that’s not too
much of a bother...BUT, are you open to a cash offer on your property?