Your Information Your Name:(Required)
First
Last
Time of call
Seller's Information Seller's Name:
First
Last
Property Address:(Required)
What Kind of Lead is This? Before you make the call, you should know which option fits here.This is the part where you'll need to pick which answer the seller gave your VA (or you, if you were acting as the VA).Choose the appropriate selection here, and the next section will appear...
The Seller Said... Choose one of these options.
Making The Call! Get yourself ready & organized.
START THE SCRIPT: "Hi SELLER NAME, this is YOUR NAME, calling about the house you're selling at ADDRESS. Is it still available?" "Oh? You've got it sold already? Congratulations! I'll take you off my list." (Make a note of this and get off the phone. If it's already sold, there's nothing we can do)
"Great! It sounds like I may have caught you in the middle of something. Is it not a good time?" This is a very powerful way to not only make sure they have time to talk now, it also subconsciously elevates your status in the interaction. They will reach for YOU!
YES to Will Take Payments (Owner Financing or Lease Purchase) This section/script is obviously used for when the seller indicates they're open to taking payments.
"Ok, I've got all the facts that my assistant passed on to me from the conversation you had with her, and you've indicated that you'd entertain taking monthly payments if we can agree on a price and terms. Is that correct?" "So you're saying you won't? Well, then would you consider renting to us for a little while and THEN selling if I accept all responsibility for repairs & make sure you get paid on time every month?" "Ok, so are you saying that all cash at closing is the only way you'll sell?" "Ok, the only way I can do that and get you anywhere near what you're asking is for you to refinance and keep the cash and I'll take over your debt or lease purchase from you immediately. IS THAT SOMETHING WE CAN DISCUSS?" "Sooooo... You're saying that you DO have some flexibility with how you sell the house & you'd entertain taking payments for a little while, right?" "Ok, That's fine, but it won't work for us at this time. Tell you what... How about I give you a call back in a few weeks to see how things are going...Would that be ok with you?" "Got it! Ok, well thanks for your time & good luck selling your house!" (now get off the phone)
YES to Selling For What They Owe (Subject-to, AFD, or Lease Purchase) We use this section for when the seller indicates that they'll sell for that they owe on the property.
"Ok, I have all the facts that my assistant gave me when you spoke with her the other day, and I see that you've indicated that you'd sell the house for what you owe on it. --Is that correct?" "No? Ok, then what did you have in mind?"
"Ok, I can come see the house and likely buy it and close on it as soon as you're ready. I'll also be able to pay all your closing costs, but the only way I can do all this is to take over your debt. That means that I'll buy your house and make the payments when you & I agree I'll start, but the loan will stay in your name until sometime in the future when I get it cashed out. --Will that work for you?" Try to see what they'd like to do. If you can understand their situation and discover their motivation, you should be able to bring them back to where you want them to be.
"Well, if that's an issue, I can also lease your property and then buy it after a little while. During that time, I can cover your payments with rent, or buy with owner financing and handle all the repairs and maintenance in both cases. --Does that seem more appealing? "So you're saying that the only way you'll sell is if your loan is paid off when you close on the sale?" Say this with a skeptical tone of voice.
"Ok, so you're saying that you DO have some flexibility with how you sell the house & you'd entertain taking payments for a little while, right?" "Ok, That's fine, but it won't work for us at this time. Tell you what... How about I give you a call back in a few weeks to see how things are going...Would that be ok with you?" "Got it! Ok, well thanks for your time & good luck selling your house!" (now get off the phone)
"NO" Script (Said NO To Terms) "Ok, I've got all the facts that my assistant passed on to me from the conversation you had with her, and my notes show that you would NOT be interested in taking a monthly payment until I could pay you off in full. Is that correct?"
"NO" Script Section "Well NAME, we've found that some people don't have a clear understanding of what we do, and why it's in their best interest to work with us. But once they get clarity, they conclude that it's the best way to sell, and here's why..."
-"I can tell you that we can cash you out, but it would be a delayed cash sale - if you have to cash out now, we can't do that..."
-"But when we buy, we usually pay all the closing costs - which is several thousand dollars - so you don't come to closing with a nickel."
-"We can pay full price and close with an attorney whenever you're ready.
To some people, that's important because they need some time to move out."
-"We'll take it as-is, which means no home inspector is going to come & pick your house apart."
-"Most importantly, you'll find that when you sell to us, you'll NET MORE MONEY than any other way you sell, because there's no commission & we usually pay the closing costs!"
-"You'll get a monthly payment until some time in the future when we pay it off, and you'll have no more responsibility for the house after we close."
"So NAME, do you have to have the cash now... or would you consider a delayed cash sale to get a lot better deal??" "NO" Script Rebuttal Section Use this part only if you need to. If they ask: "How do you get paid?" orIf so, then use something from the section below!
USE JUST WHAT YOU NEED FROM BELOW:
"So NAME, can you take a monthly payment for a little while until we can pay you in full??" "Good, I just have a couple questions, then we can determine if I should come see the house... OK?" If they say YES to this, we'll move on to the Million Dollar Script. If they say no, we can try a bit more or just get off the phone.
"So you're saying it's all cash at closing or nothing?" "So you might have some flexibility with how you sell the house?" "So can I ask you a couple more questions?" Get off the phone. Don't waste any more time.
The Million Dollar Script Section (Negotiation) This is the section you WANT to get to - where you lightly negotiate some terms with the seller to determine the next steps.
"Ok, well if we're paying that high amount, we usually buy with nothing down. Ok?" TIP: Say this with confidence & authority, as if you EXPECT them to answer with, "Ok."
"Ok, well if we pay that high amount, which is near retail price, We usually buy with nothing down, ok?"
(Mortgage or Free & Clear)? You should already know this. If not, just ask, "Please remind me - do you have a mortgage on the house, or do you own it free & clear?"
"I assume you're ok if I just cover your payment until I pay you off?" (If they need clarification: "I assume you're ok if I just cover your monthly mortgage payment, including taxes & insurance until I get you paid off?")
Did they ask HOW LONG you need to cash out/pay them off? TIP: Don't bring this up until you get to the house.
(Do you like these answers & want to make an appointment?) "Well, I appreciate that you're willing to entertain working out some terms with me, but it doesn't look like the numbers make sense for us right now. Are you committed to the answers you gave me, or do you think you might have some flexibility there?" "Ok, That's fine, but it won't work for us at this time. Tell you what... How about I give you a call back in a few weeks to see how things are going...Would that be ok with you?" OPTIONAL: You can also offer to send them some information and follow up later. IF so, get their email address.
"Got it! Ok, well thanks for your time & good luck selling your house!" (now get off the phone)
Appointment Script "Great, let's set up a time to meet! Are you the only owner of the house?" "Well, if possible, I'll need all owners present, along with anyone else you need there to make a decision when I come look, ok?" "Well if they're not able to be there when I come look, then maybe we should just wait until they ARE available so that we don't waste each other's time, wouldn't you agree?" "Ok last question: If I come to your house and like it and we can agree on the details, are you ready to make a decision now and get some paperwork done while I'm there?" Setting the Appointment! Moment of Truth Time! Let's go get it!
"Ok, now do you prefer mornings, afternoons, or early evenings? What's best for you?" Try to schedule a specific time
CLOSING: "Ok, we're all set! I'll come out (or follow up) to meet you at the house on DATE at TIME. Do you think you can have all your house papers together for me when I come out? Great! If anything comes up before then, please let me know, ok? All right... Congratulations & I look forward to meeting you and doing business together soon!"
Notes or Comments Add any notes or comments about this lead here.
Setting a Time To Follow-Up This is where you'll set up a time to follow up with the seller who's just not ready to do business with us our way at this time.
"All right...And is there a certain time of day that would be best to call you?" After you've made an appointment to follow-up, close the call by saying: "Ok, NAME. I'll follow up with you on DATE to see how things are going. Maybe we can do business then, but if not, I wish you well. I look forward to talking with you again soon!" Say this, then get off the phone.
