Disclaimer

This publication is intended to deliver accurate and authoritative information regarding the subject matter covered. This
information contained here is up-to-date as of the date of this publication.

By accepting this material, you recognize that the publisher is not engaged in offering or providing legal, accounting or
other professional services. The advice and strategies contained herein may not be suitable for your situation. You should
feel free to and are advised to consult legal, accounting or other professional advisors. Neither the publisher nor author
shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental,
consequential or other damages.

PLEASE NOTE THIS GUIDE IS INTENDED FOR INFORMATIONAL PURPOSES ONLY!

The reproduction, translation or copying of this work or any part of this work without the permission of the copyright owner
is unlawful. For more information on our services and on the conditions of use of this informational content please see
https://propwire.com

1
 LIKE THIS RESOURCE?
Then Join Propwire For Free Today!

As a Propwire member, you get unlimited access to:

● Off-market leads in every market in the US
● A real-time database of 157 million property records nationwide
● Free resources for agents (just like this one!
● “How to” training for building lists, marketing to leads, and getting listings from off-market
sellers
● And much, much more!

Propwire is FREE to join, FREE to search, and FREE to download an unlimited number of leads!

2
The Perfect Cold Calling Script for Wholesalers
Cold calling is the process of getting a list of seller leads, skip tracing to get their phone
numbers, then picking up the phone and calling them to find out if they’re interested in
selling their unwanted properties. Being able to effectively talk to sellers on the phone
requires patience, confidence, a lot of practice and of course - a good script, which I’ll
break down for you word for word in a minute. But first, I want to impress upon you the
importance of how you interact with people. A script is important to make sure you stay
on track and follow a logical process of progressing to a sale but always remember….

It’s more important “how” you say it than “what” you say.
It really comes down to your ability to connect with the seller and gain their confidence.
Years ago when I was a missionary in Argentina, we called this Building A Relationship of
Trust or BRT for short. Connecting with people on a meaningful level is the only way they
will be open to work with you. Never forget…

People do business with people they know, like and trust.

Having said that, there's still a place for technique in the sales process and regardless of
whether you use my script or someone’s else’s, your objective is to discover if the seller is
motivated to sell his unwanted property.

3
4 Pillars of A Motivated Seller
For a seller to be motivated there are 4 pillars that you need to uncover on the phone. If
these 4 pillars exist, you have the perfect situation to get a great deal while helping a
seller in need. They include…

Pillar #1 - Hardship
Is there a pressing issue or hardship going on in the seller’s life?

Pillar #2 - Urgency
Does the seller needs to close on the sale quickly, (within 30 days is usually considered
fast)?

Pillar # 3 – Condition
Is the property in poor condition and in need of repairs or updating?

Pillar #4 – Price
Is the seller willing to sell at a discounted price to alleviate the stress the property is
causing him?

Opening Line
When you cold call a lead, the opening sentence is very important. When a seller answers
the phone, say the following…

“Hi my name is_______(your name) and I work with a group of investors looking to
buy a property in metro ________ (your market) for all-cash. Do you have a house or
property you’re interested in selling?”

Not only is this opening line quick but it’s very clear what your intentions are. The
homeowner on the other side of the phone knows exactly what the call is about. It also

4
forces a quick “yes” or “no” response. If the answer is “yes,” you can continue with your
sales process. If it’s “no,” then you can make arrangements to follow up and get off the
phone so you’re not wasting unnecessary time. Also notice I didn’t say, “I buy houses
cash.” Instead I said, “I work with a group of investors who buys houses for cash.” This
positions you correctly to wholesale the property later while maintaining transparency
and disclosure with the seller.

*Seller Objection
It’s common for a seller to ask how you got their number. If they ask, simply respond
with…

”Our marketing team looked up your information on public record.”

Find Out Seller’s Name

When they respond with yes or maybe about selling their house, reply with…

“Great! Before we move forward may I ask who do I have the pleasure of speaking
with?” Let’s say it’s Thomas). Nice to meet you, ________ Thomas). Would it be ok if
I call you ________ Thomas) or is there another name you would prefer I use?” Let’s
say he goes by Tom).

Finding out and using their name is very important. Studies show that a powerful chemical
reaction occurs when someone hears their name that subconsciously evokes a sense of
trust. So from here on out use their name as often as you can throughout the
conversation.

5
Build A Relationship of Trust BRT
Next, take a minute to build a relationship of trust or BRT. Do this by asking questions and
showing interest in them. Questions could include…

● “How is your week going so far?

● “Do you have plans for the weekend?
● “Have you lived in the area for very long?”
● “What kind of dog is barking in the background?”

It doesn’t matter what questions you ask, just ask questions to get them talking and
sharing and look for “me too” statements to relate to the seller. And this is something you
want to continue doing naturally throughout the sales process whenever you can.

Find Out The Property Address:

After BRT, get back to the property. Say the following…

“So Tom, that property you may be interested in selling… may I have the address
including the city and zip code…? ________________. Let me repeat that back so I
make sure I got it right…The address was ____________,correct?”

Now you may already have an address from a list you acquired but never assume that is
the property they want to sell. Let them tell you.

Find Out The Decision Maker:

Next find out who the decision maker is by asking…

”And you are the outright owner of this property right?”

If they’re not, ask to speak to that person. Assuming they are, you would say…

6
 “Ok great…As I stated earlier, I work with a group of investors looking to buy
properties for all-cash in your neighborhood. Here’s how it works…my role is to
collect information from you about the property, send it over to my team manager
and then come back to you with a cash offer. And keep in mind, we can buy your
property exactly how it is, so you don’t have to fix anything and we pay all the
closing fees and close on your date of choice. Fair enough?

Explaining to the seller what you’re going to do sets the right expectations and
communicates that you’re in control of the conversation.

Pillar #1: Hardship

Next, find out if there is a hardship. ask the following…

_______ (Tom), Assuming we’re able to agree on a price that works for you, why are
you interested in selling this property?”

Notice how I took price out of the equation for now by saying, “assuming we’re able to
agree on a price that works for you.” Price is the last thing to talk about and you want the
seller to feel comfortable to share details about his situation. Remember - The more
pressing the issue and the greater the hardship, the more eager they are to sell. Some
sellers are open and will share, others are more reluctant and you’ll need to draw it out.
This is also an excellent time for BRT…. Whatever hardship is going on - listen and show
empathy. This is one of the greatest opportunities on the call to create a connection with
the seller.

7
Find Out If There Is Equity
Next, you want to make sure there is enough equity to be able to buy at a discount so find
out how much they owe on the property by asking…

“Are there any mortgages or liens that we would need to pay off at closing?”

If it’s a low equity situation where they owe more than you can buy with all cash, it might
be a great “subject-to” opportunity where you can take over their existing loan.

Pillar #2: Urgency

Next, find out if there is urgency and how soon they need to sell. Ask the seller…

“______ (Tom) If I can get you an acceptable cash offer, how soon are you looking to
sell? Is that a deadline or a preference?

Finding out when they want to close and why they want to close on that date gives you
more insight into the urgency of the situation. The sooner a seller needs to close, the
higher the motivation.

8
Pillar #3: Condition
Next, gather information about the features and condition of the property to find out how
distressed it is. Say the following…

“So ______(Tom), let’s talk more about the property. Just to verify the house is
________________ (an 1800 sqft ranch, has 4 bdrms and 2.5 baths), is that right?

Ok and does it have a garage? _____

What about a basement?” ______
Are there any other features I should know about? _______

And Tom, As far as repairs go - don’t worry, again, my investors buy as-is so you
don’t have to make any repairs but help me understand what kind of work or
updates would we have to do after we buy the property from you…”__________

Now keep in mind, their idea of work or updates needed might be very different from
yours so always ask specific questions such as…

● “What does the exterior look like?”

● “How old is the roof?”
● “How’s the electrical?”
● “What about the plumbing?”
● “Any structural damages?”
● “Are the windows ok and would you know what type of windows are installed?”
● “What type of flooring is there and how old is it?”
● “Is the kitchen updated, any granite countertops?”
● “What about the bathrooms?”
● “Would there be any repainting?”
● “Do we need to replace the doors?”

9
Once you’ve gathered as much as you can about the condition, say this…

“Thank you for that information ________(Tom), that’s very helpful. Considering the
work needed to update the property, how much do you think it will cost to put the
property in perfect condition again?”

If they don’t have an answer, say the following…

“Do you think it will cost ______ $60,000…? $70,000…? . Not that high…? Let’s just
say _________ $50,000 . Does that seem realistic? Ok good…

Whatever number they throw out doesn’t really matter because later, you’re going
to send someone to do a walk-through anyways. The reason for asking is to
establish why they need to sell their property to you at a discount.

Pillar #4: Price

Next is the moment of truth and it’s time to talk about price…Say the following.

“ _______(Tom), I don’t know yet if I can, but if I were able to get approval to buy
your property as-is, for all cash, pay all the closing fees and close on your date of
preference, how much would an offer like that be worth to you and what would be
the least amount that you would want to walk away with net in your pocket at
closing?”

This is a very powerful way to ask about price. Saying “I don’t know if I even can”
communicates that you’re not desperate or motivated to overpay. And pointing out the
benefits by saying “all cash offer, as-is, pay all the closing fees and close when you want,”
helps them see how valuable your offer is. Also, make sure you focus on net sale price,
which is what they walk away with at closing. For example, let’s say Tom says that he
wants $65,000 cash at closing and he owes $110,000 on his existing mortgage with the
bank… If that were the case, the sale price would need to be $175,000 with $65,000 in

10
cash going to Tom from the proceeds but don’t focus on the $175,000…focus on them
getting $65,000 at closing. If the price the seller gives seems reasonable, say the
following…

“______ (Tom), I’m not sure I can get you ________ $65,000 in your pocket. Like I
said, I’ll need to get my team manager to approve, I’ll do my best but let me ask
you… is that the lowest you can go?”

When you ask “is that the lowest you can go?” be quiet. There should be an awkward
silence. Let them negotiate against themselves and tell you if they can go lower. You’d be
amazed how this simple question can draw out their real bottom line. Let’s say he comes
down from $65,000 cash at closing to $55,000 cash at closing, which with $110,000
mortgage would make the sale price $165,000. Say the following…

“So _______(Tom), if I can get my team manager to approve ________ $165,000 sale
price, where we buy the property as-is, pay all the closing fees an close on your
date of choice… could you see yourself walking away with _______ $55,000 net in
your pocket at closing?”

“Yes? Ok ________(Tom), let me put you on hold for a few minutes while I try to get
this approved with my team manager.” I’ll be right back…”

While on hold, crunch the numbers. If you have my instant deal analyzer, it will
automatically run all the numbers for you and give you your offer price. To get that for
free, go to http://MyDealAnalyzer.com When you come back say,

“_______(Tom), it looks like we need to be at $145,000 to make this work and I know
you wanted $165,000. Listen, I completely understand that you’re not going to just
sell your house if it doesn’t work for you. You want a price that’s fair to you and my
investors want a property they can make a modest profit with. MY goal is to come
to an agreement that both sides can agree on.

11
 Honestly, we’re not too far off from each other so would meeting in the middle
work for you so you get _______ $45,000 cash in your pocket at closing…?

Great! So if I can get my team manager to approve _______ $155,000 sale price
with you walking away with ______ $45,000 cash at closing are you ready to move
forward and approve an agreement today?

Great, I’ll place you on a brief hold while I try to get this approved with my team
manager…”

BTW - use the wording “approve agreement” instead of “sign a contract.” Signing and
contract invokes a need for an attorney whereas approve an agreement is much less
intimidating. After a minute come back and say,

“Great news _____(Tom)! I was able to get this approved. The purchase price is
$155,000. And just to be clear, We will pay all the closing costs, So at the time of
closing you walk away with $45,000 net to you in your pocket. And we’re going to
set the closing date for ________ 21 days from now as you requested. Does that
sound good to you? Awesome, right now I’m going to send you a simple agreement
covering everything we discussed. It will only take a few minutes so stay on the
phone with me and let me know when you see it in your inbox so we can pull it up
and review it together.”

Now… this is very important. Do not hang up the phone. Stay on until you get an executed
contract.

12
20 Powerful Phrases To Use
When Speaking to Sellers
When having conversations with sellers, building a relationship of trust or BRT for short, is
vital to your success as an investor. BRT allows you to connect with the seller on a
meaningful level. Remember - people do business with people they know, like and trust.
Want to do more deals and convert more leads? Then learn how to master the art of BRT.

This document has 20 powerful phrases with examples and explanations that you can use
to BRT but I must warn you…if these phrases are used to manipulate the seller, they will
backfire on you. People are masters at mapping each other, even if subconsciously. A
seller will sense if you are not sincere and instead of building trust, it will do the opposite.
These phrases also must be used logically. If used out of context, they won’t work either.
Some phrases are the opposite of other phrases so it matters when and how you use
them so you’ll need to study them and look for clues as to when to use them naturally
throughout the conversation. Above all else, learn to listen. God gave us two ears and one
mouth for a reason! Alright let’s review 20 phrases you can use to BRT when talking to
sellers.

Phrase #1 “I wouldn’t want to tell you…”

For example, “I wouldn’t want to tell you to sell your house.” Or… “I wouldn’t want to tell
you to kick out your 35-year old son, living in your house rent free.” This phrase is a
non-threatening way of telling the seller what you think he should do in a way where he
feels like it’s his choice. It builds trust when people feel like you’re not telling them what to
do and respecting their choice.

Phrase #2 “You might want to… now...”

For example, “You might want to winterize your plumbing now before the pipes freeze.”
Or… “You might want to notify your tenant now that you’re selling your house, so they

13
have time to move out.” This phrase is used when you want to convey a sense of urgency
to the seller without pressuring him which is why you say “you might.”

Phrase #3 “I don’t know if this is…”

For example, “I don’t know if this is the best thing for you to do or not but I would sell your
vacant house and get the cash out of it.” This is a subtle way of telling the seller what to
do without telling him what to do. Again, like the first 2 phrases, honoring the seller’s
ability to choose creates trust.

Phase #4 “You are awesome or cool.”

This one is self-explanatory. People like to be recognized for their hard work or good
decisions but use this phrase sparingly. Flattery works until it doesn’t so use it only as
needed.

Phrase # 5 “You are right...”

For example: “You are right, you shouldn’t have to go through this.” Or… “You’re right, It’s
not fair.” Or… “You’re right, your brother shouldn’t have done that, I’m really glad we’re here
to help you.” Give the seller’s problems validation and then be the solution (even if it’s
their fault). It builds trust when they feel like you’re on their side.

Phrase #6 “You deserve...”

For example, “You deserve to retire and move to Florida.” Or… “You deserve to be free of
this problem so you can enjoy life.” This phrase works well when a seller is upset or
bothered by his current situation. Telling him he deserves something better allows him to
be more open about how you can help him.

14
Phrase #7 “What is it that helps you know whether/if [x] or [y]…?”
For example, “What is it that helps you know whether you should sell your house now or
wait until summer?” Or… “What is it that helps you know whether you should choose my
offer over the other offer you received?” The reason this is so powerful is because now
the seller is going to tell you exactly what you need to do to win him over.

Phrase #8 “If you could choose…”

For example, “If you could choose between receiving all of the money now for a lower
price, or waiting to get all of the money for a higher price, which would you choose?” This
question lets you know if they are open to do creative financing. Another example is, “If
you could choose between closing in 15 days or 30 days, what is better for you?” This
phrase gives a seller 2 choices so he feels empowered yet both choices you can live with.
I use this phrase all the time with my kids – “Do you want to go to bed in 10 minutes or 15
minutes, you decide.”

Phrase #9 “Why is it some people see/think it and most people

don’t?”
This phrase is used to agree with a seller when he is complaining about something that he
thinks only applies to him, like getting ridiculous low offers from other buyers. You would
say, “Why is it some see value in your home and most don’t when they make those crazy
offers?” Let’s say the seller is complaining about how hard it is to be a landlord and
manage tenants. You would say, “why is it some tenants pay rent on time but most don’t?”
Recently I was talking to an agent who was complaining about how hard it was to show
houses to buyers. I asked him, “Why is it that some buyers are respectful of your time but
most want you to show them houses every day?” People love to be validated about the
things that bother them.

15
Phrase #10 “I’ll do the work for you…”
For example, “I’ll do the work for you and empty out the house.” Or… “I’ll do the work for
you and handle evicting the tenant.” Or… “I’ll do the work for you and handle all the
paperwork and coordinate the closing.” Use this phrase if ever the seller is overwhelmed
or anxious about something that you know how to easily solve. It builds trust when the
seller feels like you’re willing to solve his issues for him.

Phrase #11 “How did you succeed when everyone else failed
miserably at this?”
For example, “How did you succeed at being such a good father when your own father
failed at it?” Or… “How did you succeed at being married for 30 years when most people
get divorced?” Or… “How did you succeed at paying off your mortgage when most people
are strapped in debt?” Use this when a seller shares a story about their past, especially
with elderly people. They love telling stories of things they accomplished and obstacles
they overcame that others didn’t. This shows interest in them as a person and not just in
their property.

Phrase #12 “You have no idea how nice it is to work with people who
actually get it/smart/can think, etc…”
For example, “You have no idea how nice it is to work with someone who understands the
process to sell a house.” Or…”You have no idea how nice it is to work with someone who
can see how valuable a cash offer is.” Use this phrase with seller’s who understand the
process. It’s a form of flattery that makes the seller feel smart and capable and evokes a
desire to want to help you in return.

16
Phrase # 13 “Imagine what would happen if…”
For example, “Imagine what would happen if we got all of this taken care of for you
quickly.” Or… “Imagine what would happen if you got $45,000 in your pocket at closing.”
This phrase puts them in a happy state by imagining their problem being solved by you.

Phrase # 14 “Would you be surprised…”

For example, “Would you be surprised that this process is pretty simple?” Or… “Would you
surprised if we could close in 10 days?” Many sellers think their problem is a big deal or
too difficult to solve. This phrase builds up the value of what you have to offer and it
lessens the tension and puts the seller’s mind at ease, which builds trust.

Phrase #15 “You probably already know…”

For example, “You probably already know that your house needs to be updated.” Or… “You
probably already know that right now is a good time to sell your house.” This phrase helps
create agreement between you and the seller (even if he doesn’t know). Assuming he
already agrees with you helps build trust.

Phrase #16 “You’re a really smart person and you probably already
know...”
This phrase is a combination of flattery and getting him to agree with you. For example,
“You’re a really smart person and you probably already know that the value on Zillow
doesn’t take into account the repairs that are needed.” Flattery and assuming he already
agrees with you helps the seller feel intelligent and builds further trust.

17
Phrase #17 “You’re obviously a man/woman who...”
For example, “You’re obviously a man/woman who already knows that your house needs
to be updated to sell for the value listed on Zillow.” This phrase is another way of
combining flattery with agreement to build trust.

Phrase #18 “One thing I’ve noticed about you…”

For example, “One thing I’ve noticed about you is you want to make the right decision for
your family.” Or… “One thing I’ve noticed about you is you’re a decisive person.” It can
even be something simple as noticing something of interest to them. For example, “From
the sounds of it, you must like dogs?” Noticing and bringing attention to something of
interest to the seller or pointing out a redeeming quality helps build trust.

Phrase #19 “The thing I admire about you...”

For example, “The thing I admire about you is how much pride you take in your home.”
Or… “The thing I admire about you is that you want to live close by so you can still see
your kids.” This one is easy to use. Just name something that makes them feel special and
it will help built trust.

18
Phrase #20 “I can tell it’s important to you that...”
For example, “I can tell it’s important to you that we close quickly so you don’t get a
foreclosure on your record.” Or… “I can tell it’s important to you that a lot of people don’t
come in your home.” This is an important phrase to use at least once in every conversion.
It builds trust when people feel like you understand and value their concerns.

To use these phrases effectively, you must use them from a place of sincerity NOT
manipulation and context is everything… It matters when and how you use these phrases.
My promise to you is if you study them and practice, you will be able to build meaningful
relationships with sellers. When it comes down to it…this is not a business of real estate,
it’s a business of conversations and relationships. Once you fully grasp that, you’ll be
unstoppable!

19
Disclaimer
This publication is intended to deliver accurate and authoritative information regarding the subject matter covered. This
information contained here is up-to-date as of the date of this publication.

By accepting this material, you recognize that the publisher is not engaged in offering or providing legal, accounting or
other professional services. The advice and strategies contained herein may not be suitable for your situation. You should
feel free to and are advised to consult legal, accounting or other professional advisors. Neither the publisher nor author
shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental,
consequential or other damages.

PLEASE NOTE THIS GUIDE IS INTENDED FOR INFORMATIONAL PURPOSES ONLY!

The reproduction, translation or copying of this work or any part of this work without the permission of the copyright owner
is unlawful.

20
 LIKE THIS RESOURCE?
Then Join Propwire For Free Today!

As a Propwire member, you get unlimited access to:

● Off-market leads in every market in the US
● A real-time database of 157 million property records nationwide
● Free resources for agents (just like this one!
● “How to” training for building lists, marketing to leads, and getting listings from off-market
sellers
● And much, much more!

Propwire is FREE to join, FREE to search, and FREE to download an unlimited number of leads!

21
22