Appointment Setter Seller Script

(Qualifying)

Caller:

Hi (Seller Name)?

Seller:

Caller: Hi, this is <Your First Name>, How are you? – Wait a few seconds for a response. If no response, Go to Next Step.

 

Caller: Oh wow, I’m so sorry… I was just calling about the property on (Street Name)… Is that yours?

⦿ If they say “No”…

» Do you have any property that you might consider selling now or in the near future?

⦿ If they say “Yes”…

» Go to Next Step

 

Caller:

I’m just calling about your property on (Street Name) - Do Not Include the Street Number).

Seller:

Caller: Do you have any interest in selling it now or in the near future?

⦿ If they say “No”…

» Ok, I completely understand. Besides this property on <Street Address>, do you have any other properties that
you might be interested in Selling?

⦿ If they say “Yes”…

» Go to Next Step

 

Caller: Ok, I completely understand. If you don’t mind me asking, Do you have any other property that you might be interested in selling?

⦿ If they say “No”…

» Ok, Got it. Thanks so much & Have a Blessed/Great Day!

⦿ If they say “Yes”…

» Okay, that’s great! What’s the address of that property? Go to Next Step

 

» Are you open to talking with one of our managers, or you want the manager to call the realtor directly about the property?

⦿ If they want to talk with the manager…

» (Go on with the script…)

⦿ If they want the manager to talk with the realtor…

» Okay, I’m gonna go ahead and contact your realtor. Is it okay if I copy you on the email to your realtor so that you’ll be updated and stay in the loop?

⦿ Yes

» Can I have your Email, please?

⦿ No

» (End the call properly)

» Would it be okay if I follow up with you next week to see how things are going?

      ⦿ Yes

» If it’s ok, can I email you our website and my contact information in case things change and you do need some help?

       ⦿ YES

»  What’s the best email that you want me to send to?

       ⦿ NO

» Ok, I understand. Wishing you the best and really hope that things work out for you. Have a Blessed Day.

Caller: Ok, I completely understand. If you don’t mind me asking, Do you have any other property that you might be interested in selling?

⦿ If they say “No”…

» Ok, Got it. Thanks so much & Have a Blessed/Great Day!

⦿ If they say “Yes”…

» Okay, that’s great! What’s the address of that property? Go to Next Step

 
 

Caller: Oh WoW! I’m so sorry about that. Our research team messes up like this from time to time. If you don’t mind me asking, Do you have any other property that you might be interested in selling?

⦿ If they say “No”…

» Ok, Got it. Thanks so much & Have a Blessed/Great Day!

⦿ If they say “Yes”…

» Okay, that’s great! What’s the address of that property? Go to Next Step

 
 

Caller: I’m so sorry you’re getting so many calls… I know that’s frustrating. I’m calling to see if you’re even interested in Selling now or in the near future?

If so, I’ll reach out to one of our managers to ask you a few questions about your property and get you a Cash Offer as soon as possible. How does that sound?

 

Caller:

I’m not authorized to give you an offer, but what I can do is connect you with one of our managers who will ask you a few questions about your property and get you a Cash Offer as soon as possible. How does that sound?

 

Caller: Sure… We have a marketing department that provides us with a list of properties that fit our buying criteria in the area.

 

Caller: (If the Seller’s Asking Price is WAY Higher than the Zestimate on Zillow)…

I hear you <Seller Name>. It sounds like you’re frustrated due to getting a lot of calls and you’re not really interested in Selling your home right now.

We are serious buyers and don’t want to waste your time. Would you like me to follow up with you in the future in case things change?

⦿ If they say “No”…

» Ok, Got it. Thanks so much & Have a Blessed/Great Day!

⦿ If they say “Yes”…

» Ok, Perfect! We promise not to bug you with calls. We’ll just check with you in a few months.  Have a Blessed/Great Day!

 
 

Caller: If the Seller’s Asking Price is Somewhat Close to the Zestimate on Zillow (within 90%)… Go on with the Script

Caller: Ok, Great! I completely understand that and would love to set up a call with both you and your (other decision maker). Are they available now?

⦿ If they say “No”…

» Ok, No problem. When is a good time to connect when you both are free? – Take note of the day &  time , Disposition the Call as Complete, Tag as a Follow Up, and Set up a Task to Follow Up with Contact.

⦿ If they say “Yes”…

» Ok, Great! We’re definitely looking to purchase in the area soon. Do you mind getting him/her on the phone with us real quick? – Wait til other decision maker gets on the call…

» Hi, this is (Your First Name), do you mind if I ask your name?… then continue at… 

» Hi <First Name>, I‘m reaching out about your property on <Street Name>… Do you have any interest in selling it now or in the near future? – Wait for response, then Go to Next Step.

 
 

 

 

Caller: We have offices throughout the East Coast, but I’m calling from our corporate office in Jacksonville, FL.

If Seller persists about where YOU are: “For
security reasons, we’re not permitted to give our location, but you can visit our website, integratedhomesolutions.org” … Then continue with your script.

 

» Sure, we actually work with a lot of sellers and buy a lot of houses, and we have different roles within the company, so my specific role is to call with the sellers to ask if they want to sell the property and set an appointment with one of our managers to answer the seller’s questions, at the same time give the right information.

Caller:

Perfect! I work for a private investor who buys houses in AS-IS condition and can close on your timeline. We’re not interested in wasting your time with a ridiculous low-ball offer... but is it ok if I take less than 5-minutes to ask you a few questions about your house?

Seller:

<Reference Rebuttals>

» Ok, I understand. What’s the best time of day for one of our managers to reach back out to you?

<Take note of when the Seller wants a Call back, Add to Notes, then let the Seller know that One of our managers will be reaching back out to them at the time they stated.>

 

I – PROPERTY CONDITION

I know a lot of this information is online, but before I submit this to our underwriters to see what offer your property qualifies for… I just want to verify the information we have is accurate in case there are errors in County Records or you may have made some changes…

1. How many bedrooms and bathrooms?
2. What is the general condition of the house?
3. How old is the roof?
4. Does the property have central heat & A/C; How old are the units?
5. How long ago were the kitchen and bathrooms updated?
6. Is anyone living in the property right now?
7. How much does it typically rent for?
8. Is there anything else you think we should know about the property?

II – MOTIVATION

» Ok, Perfect… This seems like a Great Property. Outside of me calling you today, what has you considering selling?

⦿ <If they have been considering selling>…

» How long have you been thinking about selling?   <Listen carefully here to
take note of any motivation and/or pain that might cause the Seller to want to sell.>

III – TIMELINE

» If we were to make you an offer that you were happy with, would there be anything preventing you from closing in the next 30-45 days?

IV – PRICE

» What price did you have in mind for the place in its current condition?

⦿(Doesn’t know price) – Do you happen know what houses in your immediate area area selling for right now?
⦿ (Knows Price) –  Okay, great! Since we’d be buying Cash and paying all your closing costs as well as ours, do you have any flexibility with the price? What’s the bottom line that you need to net from the sale?

SET APPOINTMENT

» Thanks so much for being patient and providing all the info we need to get you an offer… I’ll go ahead and get this submitted to one of our Acquisitions Managers who will be able to discuss the offer with you… That call should only take a few more minutes…

» Do you mind if I put you on a quick hold to see if they’re available now?

⦿ No… <Reference Rebuttals>

Ok, I understand. What’s the best time of day for one of our managers to reach back out to you?

<Take note of when the Seller wants a Call back, Add to Notes, then let the Seller know that One of our managers will be reaching back out to them at the time they stated.>

⦿ If they say Yes/Ok…

<During this quick hold time <30-seconds – 1-minute “MAX”> Complete the Seller Lead Form.>

⦿ After completion of the Seller Lead Form… Come back to Seller and say the following:

» Thanks for holding <SELLER>… Our managers are on the phone with other Sellers right now… Would it be ok to have one of them give you a call back in the next few minutes?

⦿ If they say Yes/Ok…

» Perfect! You can expect a call shortly. Thanks so much <SELLER>, Have a Good / Blessed Day!

Seller Qualifying


PROPERTY CONDITION

MOTIVATION