Calling Scripts

[Kevin Kaczmarek]

Does anyone know a great source for phone calling scripts for various aspects of real estate? I just brought a few people on board who will be handling qualified leads and am looking for "Subject-To", "Seller Financing" and "Cash Sales" style scripts.

[Michael Quarles]

Cold Call

Hi, my name is __________with I Buy Houses… We are looking for 3 and 4 bedroom homes in your neighborhood…And I was wondering…who do you know that is looking to move out of your area? (No one) Fantastic!

Thank you for taking the time to think about it.. By the way

1. Have you thought about selling? (Never) Terrific!

2. If you were to sell…where would you go next? (Back to LA) That’s Exciting!

3. And when would that be? (3 months) Fantastic!

If they do not want to sell say thank you and hang up
or
If they want to sell

4. Are you planning on selling this house? (Yes) That’s exciting!

5. Do you have your next home picked out already? (You do) Ouch!

6. What do you think it will take to get the houses sold? (The right offer) Really!

7. I buy houses… just like yours… all of the time, and I have found that if the seller is willing… we can come up with a solution that works best for both of us, is that okay with you? (Yes) outstanding

8. Sometimes the only way we can buy the houses we look at is to take over the debt and pay you your equity, That means the loan will stay in your name until its sold, assumed or paid off.

9. Sometimes even buy the house under a lease option… Is that a problem? ⯠Yes ⯠No

10. So if we can pay you your equity, guarantee and make your payments and be responsible for all repairs you will sell the home to us, right? ⯠Yes ⯠No

11. What time today would be better for me to come out and buy your house ___________ or ______________? (___) Terrific

12. Before I come out… there are just a few more questions… I need to ask about your house, is that okay? (It is) outstanding

13. Is the home ⯠Vacant or ⯠Occupied? Occupant Name?

14. _____ Bedrooms ______ Baths

15. How many Square Feet? ________________

16. Size of the Garage? ____________________

17. How did you happen to own the home?

18. What Kind of repairs does it need?

19. ⯠Carpet ⯠Paint ⯠Roof ⯠Cabinets ⯠Electrical ⯠Plumbing ⯠Plaster ⯠Sheet Rock
⯠Cooler ⯠Heater ⯠Air Conditioner â¯Window ⯠Landscaping ⯠Clean-up ⯠______

20. What do you think the repair cost will be?____________

21. What are you asking for the house? __________________

22. Is that ⯠Fixed–Up or ⯠‘As Is’

23. How did you come up with that Price?

24. How soon would you like to be sold? ____Days _________Date

25. Is there a Mortgage on the house? ⯠Yes ⯠No

26. What is/are the balance? 1st ________ 2nd ________3rd________

27. Are you in Foreclosure? ⯠Yes ⯠No ⯠Notice of Default or ⯠Trustee Sale...Sale Date _______ Arrearage Amount __________

28. One last thing…. When I come out… it is important…that all of the decision makers be there…. so I can come to an agreement to buy your house… Will all of the decision makers be there for the appointment? (If all of them are not there don’t go)

29. Well, ____________ I look forward in meeting you at __________…

FSBO Script

Hi, I’m calling about the house for sale… My name is __________with I Buy Houses.

I bet you are bombarded with real estate agents calling you and trying to list your home for sale… And

1. I’m sure you’ve selling your houses yourself to save as much money on real estate commission as possible…Is that right. (It is) Terrific! / Really!

2. When would you like this house Sold? (Now)That’s exciting!

3. Do you have your next home picked out already? (You do) Ouch!

4. What do you think it will take to get the houses sold? (The right offer) Really!

5. Now you had it offered at _________ and it didn’t sell, right? (No) Really!

6. And your planning on lowering the price this time to get the house sold, aren’t you? (You are) terrific!

7. I buy houses… just like yours… all of the time, and I have found that if the seller is willing… we can come up with a solution that works best for both of us, is that okay with you? (Yes) outstanding

8. Sometimes the only way we can buy the houses we look at is to take over the debt and pay you your equity, That means the loan will stay in your name until its sold, assumed or paid off.

9. Sometimes even buy the house under a lease option… Is that a problem? ⯠Yes ⯠No

10. So if we can pay you your equity, guarantee and make your payments and be responsible for all repairs you will sell the home to us, right? ⯠Yes ⯠No

11. What time today would be better for me to come out and buy your house ___________ or ______________? (___) Terrific

12. Before I come out… there are just a few more questions… I need to ask about your house, is that okay? (It is) outstanding

13. Is the home ⯠Vacant or ⯠Occupied? Occupant Name?

14. _____ Bedrooms ______ Baths

15. How many Square Feet? ________________

16. Size of the Garage? ____________________

17. How did you happen to own the home?

18. What Kind of repairs does it need?

⯠Carpet ⯠Paint ⯠Roof ⯠Cabinets ⯠Electrical ⯠Plumbing ⯠Plaster ⯠Sheet Rock
⯠Cooler ⯠Heater ⯠Air Conditioner â¯Window ⯠Landscaping ⯠Clean-up ⯠______

19. What do you think the repair cost will be?____________

20. What are you asking for the house? __________________

21. Is that ⯠Fixed–Up or ⯠‘As Is’

22. How did you come up with that Price?

23. How soon would you like to be sold? ____Days _________Date

24. Is there a Mortgage on the house? ⯠Yes ⯠No

25. What is/are the balance? 1st ________ 2nd ________3rd________

26. Are you in Foreclosure? ⯠Yes ⯠No ⯠Notice of Default or ⯠Trustee Sale...Sale Date _______ Arrearage Amount __________

One last thing…. When I come out… it is important…that all of the decision makers be there…. so I can come to an agreement to buy your house… Will all of the decision makers be there for the appointment? (If all of them are not there don’t go)

Well, ____________ I look forward in meeting you at __________…

For Rent Script

Hi, I’m looking for _____ … Hi ______ … my name is _______ with I Buy Houses.

I noticed that you have a house for rent and I buy rentals… actually all of the time… and being a landlord myself… I know how frustrating… the rental business can be…

1. Have you thought about… selling your rental… before you spend the time and money to fix it up and re-rent it? (You have) Terrific! / Really!
2. I buy rentals… vacant or occupied… would there be a… good time… to come out and talk about whether… you want to sell… your rental? (There isn’t) Outstanding
If they don’t want to sell
3. If you don’t mind I am going to be sending you my card and checking back with you from time to time, if that is okay with you? (It is) Great
If they do want to discuss selling
4. I buy rentals just like your all of the time, and I have found that if the seller is willing… we can come up with a solution that works best for both of us, is that okay with you? (Yes) outstanding

5. Sometimes the only way we can buy the rental we look at is to take over the debt and pay you your equity, That means the loan will stay in your name until its sold, assumed or paid off. Is that a problem? ⯠Yes ⯠No

6. Sometimes even buy the house under a lease option…Is that a problem? ⯠Yes ⯠No

7. So if we can pay you your equity, guarantee and make your payments and be responsible for all repairs you will sell the home to us, right? ⯠Yes ⯠No

8. What time today would be better for you for me to come out and talk with you ___________ or ______________? (___) Terrific

9. Before I come out… there are just a few more questions… I need to ask about your house, is that okay? (It is) outstanding

10. Is the home still ⯠Vacant or is it now ⯠Occupied? Occupant Name?

11. How much do you collect in rent? __________

12. _____ Bedrooms ______ Baths

13. How many Square Feet? ________________

14. Size of the Garage? ____________________

15. How did you happen to own the home?

16. What Kind of repairs does it need?

17. ⯠Carpet ⯠Paint ⯠Roof ⯠Cabinets ⯠Electrical ⯠Plumbing ⯠Plaster ⯠Sheet Rock ⯠Cooler ⯠Heater ⯠Air Conditioner â¯Window ⯠Landscaping ⯠Clean-up ⯠______

18. What do you think the repair cost will be?____________

19. What do you think the house is worth? __________________

20. Is that ⯠Fixed–Up or ⯠‘As Is’

21. How did you come up with that Price?

22. How soon would you like to be sold? ____Days _________Date

23. Is there a Mortgage on the house? ⯠Yes ⯠No

24. What is/are the balance? 1st ________ 2nd ________3rd________

25. Are you in Foreclosure? ⯠Yes ⯠No ⯠Notice of Default or ⯠Trustee Sale...Sale Date ______ Arrearage Amount __________

26. One last thing…. When I come out… it is important…that all of the decision makers be there…. so I can come to an agreement to buy your house… Will all of the decision makers be there for the appointment? (if all of them are not here don’t go)

27. Well, ____________ I look forward in meeting you at __________…

Foreclosure Script

Hi, I’m looking for _____ … Hi ______ … my name is _______ with I Buy Houses.

I hate making these types of telephone calls… And I’m sure you’ve aware that your house has showed up on the [your county] county website as a house in foreclosure.

1. Is the foreclosure a temporary situation…one where you will be able to…. come up with the… money… or are you going to …sell your house… before the bank takes it? (Sell) That’s exciting!

2. I was wondering… Are you aware of your rights… regarding these issues? (You are) Terrific! / Really!

3. Well I help people… in your situation… all of the time …and I can help you too… What time today would be better…. for me to come out… and discuss your options? ___________ or ______________? (___) Terrific

4. Before I come out… there are just a few more questions… I need to ask about your house, is that okay? (It is) outstanding

5. Is the home ⯠Vacant or ⯠Occupied? Occupant Name?

6. _____ Bedrooms ______ Baths

7. How many Square Feet? ________________

8. Size of the Garage? ____________________

9. How did you happen to own the home?

10. What Kind of repairs does it need?

11. ⯠Carpet ⯠Paint ⯠Roof ⯠Cabinets ⯠Electrical ⯠Plumbing ⯠Plaster ⯠Sheet Rock ⯠Cooler ⯠Heater ⯠Air Conditioner â¯Window ⯠Landscaping ⯠Clean-up ⯠______
12. What do you think the repair cost will be?____________

13. What do think the house is worth? __________________

14. Is that ⯠Fixed–Up or ⯠‘As Is’

15. How did you come up with that Price?

16. What is/are the balance of the mortgages? 1st ________ 2nd ________3rd________

17. What is your Sale Date _______ Arrearage Amount __________

18. One last thing…. When I come out… it is important…that all of the decision makers be there…. so I can come to an agreement to buy your house… Will all of the decision makers be there for the appointment? (if all of them are not here don’t go)

19. Well, ____________ I look forward in meeting you at __________…

Expired Script

Hi, I’m looking for _____ … Hi ______ … my name is _______ with I Buy Houses.

I’m sure you’ve figured out that your house came up on our computer as no longer listed for sale using a real estate agent…

1. I was wondering… did you take it off of the market…. because the real estate agent couldn’t sell it? (You Did) Terrific! / Really!

2. When would you like this house Sold? (Now)That’s exciting!

3. Do you have your next home picked out already? (You do) Ouch!

4. What do you think stopped your house from selling? (The agent) Really!

5. Now you had it offered at _________ and it didn’t sell, right? (No) Really!

6. And your planning on lowering the price this time to get the house sold, aren’t you? (You are) terrific!

7. I buy houses just like your all of the time, and I have found that if the seller is willing… we can come up with a solution that works best for both of us, is that okay with you? (Yes) outstanding

8. Sometimes the only way we can buy the houses we look at is to take over the debt and pay you your equity, That means the loan will stay in your name until its sold, assumed or paid off. Is that a problem? ⯠Yes ⯠No

9. Sometimes even buy the house under a lease option…Is that a problem? ⯠Yes ⯠No

10. So if we can pay you your equity, guarantee and make your payments and be responsible for all repairs you will sell the home to us, right? ⯠Yes ⯠No

11. What time today would be better for you for me to come out and buy your house ___________ or ______________? (___) Terrific

12. Before I come out… there are just a few more questions… I need to ask about your house, is that okay? (It is) outstanding

13. Is the home ⯠Vacant or ⯠Occupied? Occupant Name?

14. _____ Bedrooms ______ Baths

15. How many Square Feet? ________________

16. Size of the Garage? ____________________

17. How did you happen to own the home?

18. What Kind of repairs does it need?

⯠Carpet ⯠Paint ⯠Roof ⯠Cabinets ⯠Electrical ⯠Plumbing ⯠Plaster ⯠Sheet Rock ⯠Cooler ⯠Heater ⯠Air Conditioner â¯Window ⯠Landscaping ⯠Clean-up ⯠______

19. What do you think the repair cost will be?____________

20. What are you asking for the house? __________________

21. Is that ⯠Fixed–Up or ⯠‘As Is’

22. How did you come up with that Price?

23. How soon would you like to be sold? ____Days _________Date

24. Is there a Mortgage on the house? ⯠Yes ⯠No

25. What is/are the balance? 1st ________ 2nd ________3rd________

26. Are you in Foreclosure? ⯠Yes ⯠No ⯠Notice of Default or ⯠Trustee Sale...Sale Date _______ Arrearage Amount __________

One last thing…. When I come out… it is important…that all of the decision makers be there…. so I can come to an agreement to buy your house… Will all of the decision makers be there for the appointment? (if all of them are not here don’t go)

Well, ____________ I look forward in meeting you at __________…

Call Script
1. Owner first and last name. (if adding confirm spelling)______________________________________________
2. In case we get disconnected what is a good number to call you back on?_______________________________
3. Do you happen to have a cell number? _________________________
4. What is the best time to call you back? _________________________
5. How did you happen to hear about us? __________________________
6. Are you calling about a note you received regarding selling your house? Yes No Maybe
7. Do you have a house you're hoping to sell? Yes No Maybe
8. Is the house listed with a real estate agent? Yes No
9. What's the address of the house you're hoping to sell? __________________________________________
10. Property City?___________________ Property State? ___________ Property County?_______________
11. Out of curiosity, why are you selling? __________________________________________________________
12. When do you want the house sold? _____________________________
13. On a scale of 1 to 10, 10 being highly motivated, how would you rank your motivation to sell? ___________
14. How did you happen to own the home? ____________________________________________________________
15. Is the Home Vacant or Occupied? Vacant Occupied
16. Occupants Name? ________________________________
17. Do You Know the Year Built? __________________
18. What is the approximate square footage? ___________________
19. How Many Bedrooms? __________________ How Many Bathrooms? ______________ Size of the Garage? ___________
20. Knowing I buy "As Is" tell me a little about the condition of the property, does it need any repairs? Things like paint, carpet, roof repairs and such? ________________________________________________________________________________
21. What do you think the repair costs are going to be? _______________________
22. What do you think your house will appraise for in today's market? ____________________
23. What are you asking for the house? _______________________ Pause
24. Is that price "As Is" or fixed up? ___________________
25. How did you happen to come up with that price?___________________________________________________________
26. Are your payments current or behind? Yes No A little In Foreclosure
27. If in foreclosure; You may owe more on your home than it is worth, would you agree?
28. Do you have an interest in NOT having a foreclosure on your record right?
29. Have you heard of a short sale? Yes No
30. Owner Occupied Foreclosure? Yes No
31. Notes ________________________________________________32. Prospect Status Dead Follow up Made Appointment