Virtual Door Knocker REI Script

This is the EXACT script we use in our call center. We have more than 20 agents that
average 2.5-3 leads per day EACH. Of course, there are other facts; like what list you are
pulling, the number of follow ups and the tonality of your delivery, but we hope this helps
you close more deals!

As always if you need any assistance with Cold Callers, Paid Ads, or all things Lead Gen,
please feel free to reach out on any platform, I may even have some free leads in your
area hot and ready for ya!

-Garrett James

Introduction

Hello? (wait for an answer)

Hi, John?

My name is Ann, and the reason I'm calling.. is because I work for a local home buyer...
I'm reaching to see if you're interested in Selling your property at (address) for A Cash Offer?
If Interested
-Do you have a rough estimate that you can use as a starting point?
Yes
-Would you be open to negotiation?
If he said yes, continue with the qualifying questions (If he asked "what's your offer?")
Well, It depends on the condition of the property so let me ask you; does it need any major or
minor repairs?
(If he said no; move to the most important questions then return back to ask about the condition
in details)
Qualifying Questions

And as I can see here it's 3 beds and 1.5 baths (check zillow) correct?
And by the way the property is not listed with a realtor, correct?
If I may ask, how much is left for the mortgage to be paid off? If you still owe a mortgage
(If he didn't want to disclose, just say: "It's absolutely fine" and move to the next question right
away.
And is the owner occupied? Are you living there or do you have tenants or it's vacant?

Reason for Selling

So.... we have been talking about the property you are considering selling for the past 5 mins
and of course we looked at it but at this point I am wondering what would be the motivation for
you to go ahead and close on it?
If he mentioned a valid reason move on with closing, if he didn't mention a reason or said "just
for the cash" you must confirm the interest by saying:
"We're looking for motivated sellers so I just wanted to make sure that you would like to sell your
property." (PAUSE AND WAIT for an answer)
Closing

Let's say we came to an agreement on a number that works for the both of us, are you willing to
get this process started right away?
If we can agree on a price, how soon do you want to do the closing?

Detailed Condition

So (John) before ending the call, let me ask you more details about the conditions. Do you
remember how old the roof is? And the foundation?
What kind of upgrades have been done to the property so far?
What kind of upgrades are needed?
Confirming Owner's Info
Perfect! I think that's all the information we need, (Seller Name). Now, if you don't mind, let's go
over the details real quick one more time.
Just confirming your full name is (First Name, Last Name)
Full address is ... (with zip code) |
And your phone number is
Is it okay to provide me with your email?
Ending
Confirming the interest again, MUST SAY:
So Sir/ Ma'am, just confirming again that you are interested in selling the property we
just discussed because we're looking for sellers who wanna get things done ASAP, and
depending on that I'll have my ACQ manager run the numbers and get back to you within
2 business days with a cash offer.
I really appreciate talking to you John and looking forward to the ACQ manager to call you too,
do u have a specific time that you wanna him to call you at with his offer on this number?
And Do you have another property or know someone who has a property that would be
interested in selling? (If yes; start over and try to get more than one house)
Thank you so much and have an awesome day!
Other Scenarios

1. If not Interested

Ok, do you happen to have another property or know someone who has a property and would

be interested in Selling?

2. If It's a wrong number

I'm sorry, but since I've got you on the phone, would you happen to have any property that you

might consider selling or know someone by any chance?

Oh okay! So actually we're interested in buying all over (the state's name). Do you happen to

have any property that you're interested in selling? We pay all in cash and we buy as is.

3. In case the property is rented ask these questions:

Are they on a yearly lease or a monthly lease?

When does their lease expire?

How much are they paying for rent?

4. In case it's vacant lot ask these questions

What's the size of the land? (Can be in Acres or SqFt)

Is the land residential or commercial?

Does it have access to utilities like water, electricity, gas and cable TV?

5. If his AP is above the MV say the negotiation rebuttal

Oh, I see that this is your asking price but let me tell you that we buy the property in cash,

covering all the closing fees and also we don't ask you to do any more repairs or anything else

in the property so, about the asking price I meant what's the least you are eager to get in-cash

when walking away?

6. (If the Property is listed and we DON'T cover the realtor or listing fees, you must say this

rebuttal)
Let me just explain, that we don't deal with any realtors directly, simply because we don't pay for

their fees & commissions, you'll be the one paying the realtor's fees & commissions and we'll

take care of the closing costs, is that okay?

RED FLAGS
Please note that the points below will get the lead disqualified automatically, be careful:
If the owner mentioned am not interested
● I got another offer - under contract - another buyer - there's an agreement - foreclosure
● Am just curious to know the offer
● If the reason for selling is because we called and no other reason after saying the
motivation rebuttal
● Active listening for bluffers

Rebuttals for Potential Leads

If he's selling because we called him, we must say:
To be honest we're looking for motivated sellers so let's say we came to an agreement on a
number that works for the both of us, are you willing to get this process started right away?

Getting a valid reason for selling:

Aside from the money factor, what would be the reason for selling the property?
(While asking about the reason for selling you should pause after asking to wait for an answer,
don't ever give options or help him by saying a reason)
Owner wants an offer now instead of waiting for the acquisition:
Sir, let me just explain that we cannot run numbers blindly, in order for us to give you an
educated offer and a fair one, I'll need to confirm some information here. (and go straight
forward to the qualifying questions)

Owner saying come look at the property first:

Some so okay me property, so trying out nerd to name your inherit y asking
some basic information about the property Or
Yes sure I've seen it from the street view and I have some information about it already, but I just
need to confirm it right now over the phone with you.
(You need to set expectations in the beginning of the call on how the process goes by being
clear that the cash offer depends on the condition, I'll ask some questions about it and pass it to
my acquisition manager and he will call back with an offer).

If an owner refuses to answer questions:

Well sir, it's only taking a couple of minutes of your time. I won't be asking you anything
confidential, just a few questions about the condition that will help us generate that offer.