Script for For Rent By Owner 1. Hi I was calling about the house for rent... Is this the owner? (Yes) 2. The reason I am calling is to see if you had considered selling this property instead of renting it? (Yes) 3. Well, I was calling because I saw it (online, on CL, FSBO) and I m interested. But I have two problems, may I share them with you? (Sure) 4. My first challenge is that I have to pay all cash. That shouldn t be a problem right? (No) 5. Second challenge is that I need to close within 30 days. Can you close that quick, or would you need more time? 6. Would you mind BRIEFLY describing your rental? 7. When you sell this property, will you buy other investment property, or will you cash out? 8. And when IDEALLY would you like to close? 9. May I ask how you came to your sales price? (Inquisitive) 10. Interesting! So if I paid all cash, and closed within 30 days, and paid all your closing costs, what price do you feel you could sell it at? 11. Ok, so you are looking to get $ for your home by _ (DATE) _ Right? 12. What happens if it DOESN T Sell? 13. So in other words, If we can agree on a price and terms to get you where you want to go by the end of the month, you would be in a position to sell your home to me by then. Right? 14. When would be a good time for us to get together and take a look at the house to figure out what the best thing to do is? Monday or Tuesday at 4?
Script for For Sale By Owner 1. Hi I was calling about the house for sale... Is this the owner? (Yes) 2. The reason I am calling is to see if your house is still available. Is it? (Yes) 3. Well, I was calling because I saw it (online, on CL, FSBO) and I m interested. But I have two problems, may I share them with you? (Sure) 4. My first challenge is that I have to pay all cash. That shouldn t be a problem right? (No) 5. Second challenge is that I need to close within 30 days. Can you close that quick, or would you need more time? 6. Would you mind BRIEFLY describing your home? 7. I can t imagine why you are selling, where on earth will you go when you DO sell? 8. And when IDEALLY would you like to close? 9. May I ask how you came to your sales price? (Inquisitive) 10. Interesting! So if I paid all cash, and closed within 30 days, and paid all your closing costs, what price do you feel you could sell it at? 11. Ok, so you are looking to get $ for your home by _ (DATE) _ Right? 12. What happens if it DOESN T Sell? 13. So in other words, If we can agree on a price and terms to get you where you want to go by the end of the month, you would be in a position to sell your home to me by then. Right? 14. When would be a good time for us to get together and take a look at the house to figure out what the best thing to do is? Monday or Tuesday at 4?
Lead Sheet Daily Goal: Date: FSBO 1 2 3 4 5 6 7 8 9 10 FRBO 1 2 3 4 5 6 7 8 9 10 Sign Calls 1 2 3 4 5 6 7 8 9 10 Past Clients/COI 1 2 3 4 5 6 7 8 9 10 Total Leads Generated 1 2 3 4 5 6 7 8 9 Total Appointments Set 1 2 3 4 5 6 7 8 9 Appointments Attended 1 2 3 4 Contracts Signed 1 2 3 4 Deals Closed 1 2 3 4 Amount Paid TODAY $ Action Steps for Today: Goal #1 for TODAY Goal #2 for TODAY Goal #3 by End of Week.
Pre-Qualifying the Wholesale Deal I m looking forward to meeting you. Period. However there are a few questions I d like to ask in order to save time is that okay? 1. If we can agree to price and terms, and the date for closing that would work for you, is there anything that would prevent us from agreeing to purchase the home when I meet you? 2. Are you thinking about listing the home with an agent? 3. Why did you say you were selling again? 4. Perfect! When did you say you needed the money in your hand? (X) Great! 5. So when I see you, about how much do you want for your home? I have been studying the market for sometime now, therefore I m going to assume you will sell the home at a price that is reflective of current market conditions is that correct? Awesome! What price did you NOT want to go below? 6. And about how much you owe on this home? (X) Great! 7. The million dollar question, have you ever thought about selling by owner? (No) Awesome! (Yes) Interesting 8. Did you want to do any kind of owner financing, or did you just simply want to take all the cash and run? 9. Can you quickly describe the home for me? 10. Did you have any questions for me before I come out? (X) Great! 11. Just to be fair, I will only be there 15 to 20 minutes. Is that okay?
The Pawnshop Presentation Mr. and Mrs. Seller, a lot of what I do is a lot like a pawnshop. You know how it is when you go to a pawnshop, you bring in mom s jewels, and they may be worth $100, but you may only get $60? (Yes) I m sure your home is a very nice home, and the price sounds like it is probably retail. However, I don t pay retail, as what I do is buy in discount with the intent to sell later for a profit.. So let me ask you, if I paid all-cash, with no commissions, took it as is where is, and closed when YOU wanted to, what would you suppose would be a fair price for this place today? (I don t need to sell that bad or whatever number they come up with) I can appreciate you think that home is worth X, However that is a retail price. What would be a Pawnshop price if again, I pay all cash, and all of your closing costs? (X) I have a check that I can write today for the house. What would you like that check to say? (X)
Top Ten Objections Heard by REI 1. We are not going to give it away. I can appreciate that you do not want to give it away. Have you considered the problem with that creates for you? You see, most people won t even bother looking at a fix-up property that needs work, and must sell quickly without some form of discount. Would you rather have a contract on your home now, or go through the hassle of having buyers in and out of your home for the next three months? Let s do the right thing, and sign the contract. 2. We were thinking about selling to HomeVestors, (or we ve never heard of you.. ) I can understand where you re coming from, and I think you realize that a company does not buy home, it is the individual person. Do you feel I can close on your home? Awesome! Then all we need to do now is simply, sign the contract, so we can get this into escrow and close right away! 3. We are thinking about rehabbing it ourselves. You can certainly rehab the property yourselves, however are you aware that the most money is made in quick buy and flip? Would you rather make a long dime or quick nickel? All the professional investors I know, keep their options open and are generally willing to sell their properties even before they rehab them. You re not a new investor, you re professional correct? 4. We are thinking about Listing our home with a Realtor. You can always list your home with a Realtor. However do you realize the problem that may create for you? Did you know that nearly 50% of homes on the multiple-listing service do not sell? So my question is do you absolutely have to sell your home? Or are you looking to just do your Realtor a favor?
5. We need to think (or pray) about it. It is a big decision isn t it? If the decision must be made based upon what you need. Let s do this lets sign the contract today contingent upon your approval within the next 24 hours. That way we both win. May I tell you how? You have 24 hours, with no pressure, see you can relax, and feel comfortable about your decision. Then the morning I will call you up, and you simply tell me yes, or no. If you say no, I ll rip up the contract and there s no obligation. If you, say yes then I will begin opening escrow immediately. Either way all we have to simply do now sign the contract. 6. How much will you give me for my property? The great news about what I do, is that my pricing is completely flexible. I can give you as much as full price depending on your terms, or I can give you a quick sale and close within three days. Which would work better for you? 7. I have a Realtor Friend. That s great! Many people do. As we talk about your house sale, are you ready to sell your home to me now, or are you wanting to wait three more months? 8. Another Investor said they would give me more money. That s perfect! And what you probably don t realize, is it an investor, or realtor, who will tell you the price that you want to hear now, assumes that they can agree with you on a price NOW and THEN beat you up on the price later. You want someone who will be honest with you, and upfront, from the beginning. Don t you? Of course you do. So let s do the right thing, and sign the contract now, so I can open escrow, and close right away! 9. I want my Realtor (or Attorney) to review this. That s no problem, please have whomever you need review these standard forms. If there s anything they have questions about, or they would like to have addressed, please feel free to have them call me at my office. In the meantime let s sign the contract, so I can begin opening escrow and we can get to close right away.
10. What you are offering, is less than (Zillow, Tax Assessor, Neighbor sold) for. I can appreciate how your home is worth less than what a computer says it is. However computers do not buy houses, people do. I have the cash, and I m willing to spend it on your home. Are you willing to sell it? I m willing to buy it, let s sign a contract now so we can work together to get you what you want right away.