What to ask when a seller calls.

[Michael Quarles]

Some investors want to know the sequence of questions to ask a prospect   I’ll never ask their name or house address until they qualify themselves as a prospect at the minimum amount of 85% of as is value. 

this is the first half of the qualifying script 

1. Hello this is ______ with we or I buy houses 

Seller says something which indicates that they want to sell a house. If they don’t get off of the phone. 

Once they say they have a house for sale  

2. Do you have a house you're hoping to sell? 

The hoping word is important   Use it  

3. Is the property listed with a Real Estate Professional? If listed discontinue the call.

4. What do you think your house would appraise for in today’s market if we sent out a professional appraiser to appraise the house, what would they appraise it for? If the caller doesn't give a dollar amount then mention to them that you really need a number in order to help them" Invite them to call you back.

5. What amount… (Pause)

•  let me tell you a little about what I do. I buy houses like yours all the time.”

• I pay all the costs – things like Real Estate Commission - Title Insurance - Escrow Fees - Transfer Tax -

Termite Clearance - Roof Certification – the list goes on and on..

• And I buy them in an “as is” condition. I am going to assume the responsibility for all of the needed repairs –

whether I have seen them already or not.

• One of the positive factors about selling me your house is that you can stay in it for as long as you need to

and I can get you your money on the date of your choice.

• I will pay cash when I buy your house so you can have the peace of mind of knowing it’s sold not only sold,

but sold to someone who can afford to buy it.”

• Believe me, there is nothing more frustrating than seeing a deal break down in escrow. That isn’t going to

happen to you.” Isn’t that really what you want?

6. So knowing how I will buy your house what were you hoping to sell your home for, the net amount that you would receive after the loans and costs are taken care of. What I call the walk away money?

7. (Pause) (Pause) (Pause) Is that the least you will take? Always justify the reason before asking.

8. You can see yourself selling for less, yes? Always justify the reason before asking.

9. Is that the lowest you will go? Always justify the reason before asking.

happy hunting.