"Hi! My name is _______. (Your Name) I was hoping to speak with the owners of __________ (Address). Would that be you?"
YES: "Okay great! I am with Direct Home Buyers and I wanted to give you a quick call to see if you had possibly considered selling this property?"
NO: "Oh, it's still great I got you on the line; do you have other properties you are looking to sell?"
"Do you know anyone who might possibly want to sell? (Get referral)"
INTERESTED: "Sounds good- I have a few questions about the property that should not take longer than 5 minutes. How does that sound?"
YES: "Okay great!" ( Proceed to Qualifying Questions)
NOT INTERESTED: "Okay. Well, thank you for your time. Have a great day!"
QUALIFYING QUESTIONS:
"By the way, since you are possibly selling, are you in contract with a realtor?"
*(If in contract, refer to REI Rebuttals)
-----------4 Pillars------------
PROPERTY CONDITION:
"On a scale of 1-10, 1 being unsuitable to live in and 10 being recently remodeled, what would you say the general condition of the property is?"
HOW OLD IS THE ROOF AND A/C UNIT ?
HOW LONG AGO WAS THE KITCHEN AND BATHROOMS UPDATED ?
IS ANYONE LIVING IN THE PROPERTY RIGHT NOW ?
(If it’s a rental property as)
HOW MUCH DOES IT TYPICALLY RENT FOR?
IS THERE ANYTHING ELSE YOU THINK WE SHOULD KNOW ABOUT THE PROPERTY?
MOTIVATION:
By the way _______ (Seller's name) What's got you thinking about selling at this time?
DIG DEEPER for Motivation :
" Really? How long have you been thinking about selling"
(Use pain questions when needed)
TIMEFRAME
"If you do decide to sell, you would want to sell in the next 30 days wouldn't you?"
( Adjust 30,60,90 days when needed)
ASKING PRICE:
"What number did you have in mind for the place in its current condition?"
IF NO: I UNDERSTAND YOU DON’T KNOW. BUT IF YOU DID KNOW, OR WERE TO TAKE A GUESS, GIVE ME SOME IDEA OF THE BALLPARK YOU WOULD SAY IT’S WORTH?
IF YES: OKAY, GOT IT. SINCE WE ARE COVERING ALL THE COSTS TO SELL, IS THAT THE BEST YOU CAN DO?
IF NO: IF CASH OFFER WON'T FIT, WOULD YOU BE OPEN TO OTHER SELLING OPTIONS?
IF NO
MORTGAGES & LIENS
IF YOU DECIDE YOU WANT TO SELL THE PROPERTY TO US, WILL WE NEED TO PAY OFF ANY TAXES OR MORTGAGE BALANCES ON THE PROPERTY?
IF YES
"Great! We buy properties in two ways. The first one is a cash offer- plain, simple and straightforward. Now if cash won't work for us both, another way is maybe we can pay you with what your asking price is or possibly even more, it's just that it will be on terms. Will you be open to something like that?"
LEAD: WHAT DO YOU MEAN BY TERMS?
TERMS MEANS WE CAN PAY YOU IN AN INSTALLMENT SALE (MEANING: WE WILL PAY SPECIFIC DOWNPAYMENT AND THE REST WILL BE PAID MONTHLY) I WILL LET OUR PROPERTY SPECIALIST CALL YOU AND DISCUSS FURTHER.
MORTGAGES & LIENS
IF YOU DECIDE YOU WANT TO SELL THE PROPERTY TO US, WILL WE NEED TO PAY OFF ANY TAXES OR MORTGAGE BALANCES ON THE PROPERTY?
DO YOU HAPPEN TO KNOW HOW MUCH THE BALANCE IS? ARE THERE ANY OTHER LIENS OR MONEY OWED ON THE PROPERTY THAT WE SHOULD KNOW ABOUT? I UNDERSTAND
CALL CLOSE:
"Okay great! I will forward this information to our property specialist to check and see if your property fits our buying criteria, and if so, we will give you a call to discuss the next steps with you. Are you available within 48 hours or at _______
(Client timeslots).
Alright! I have you scheduled to speak with us at _________ (Repeat appointment day and time). May I have the best callback number and email address?
We look forward to working with you on this. Thank you"