Smart real estate investors know that when someone calls your business, they need help right now! That call could be a potential deal, a new client, or an important opportunity. This is why answering your phone consistently is so important!
CallPorter is here to help make that easier. Whether you want a live-answering service to handle calls for you or you prefer to manage calls yourself, we provide the support and resources you need to make sure no opportunity slips through the cracks.
Check out this simple script you can use to confidently and professionally handle seller calls:
Step 1: Introduce Yourself and Confirm Basic Information
Start by greeting them and making sure they feel comfortable speaking with you.
“Thanks for calling [Business Name], this is [Name]. How are you doing today?”
This does two important things; It confirms they reached the right business and helps build rapport right away.
Next, make sure you have a way to reconnect if the call drops.
“Just in case we get disconnected, is [their phone number] the best number to call you back?”
This small step shows professionalism and shows the homeowner you’re serious about helping them.
Now collect the property address.
“Can I please have the property address?”
Once you have it, look up the property on Zillow or another property database to confirm details.
“I’m seeing this property has [X bedrooms and X bathrooms]. Is that correct?”
This ensures you’re discussing the correct property before moving forward.
Step 2: Collect Important Property Details
Once you confirm the address, begin gathering information about the property itself.
Start with ownership.
“How long have you owned the property?”
Next, determine how the property is being used.
“Do you currently live in the property, or is it a rental?”
If it’s a rental property, ask follow-up questions like:
- “Are the tenants on a year lease or month-to-month?”
- “When do the tenants’ leases expire?”
- “What does the property typically rent for each month?”
This helps you understand cash flow potential and flexibility in the selling timeline.
Step 3: Ask About Property Condition and Repairs
Understanding the property’s condition is essential when evaluating a potential investment deal. Ask the seller an open-ended question:
“Would you mind telling me a little about the condition of the property?”
If the property sounds well-maintained, confirm with them:
“So there are no major repairs needed, correct?”
If they say repairs are needed, dig a little deeper:
“Are there any major repairs needed right now?”
You should also ask about major updates (roof replacements, HVAC systems, kitchen or bathroom renovations updates, etc.)
“Have there been any major repairs or upgrades in the last 10 years?”
These updates can significantly impact the property’s value.
Then, ask about financial obligations tied to the property.
“Is there anything owed on the property? For example, taxes, liens, or a mortgage – or is it free and clear?”
Understanding this helps you determine if a deal is possible.
Step 4: Understand the Seller’s Motivation
Motivation is often the key to finding great real estate investment deals.
So start with a simple question.
“Is there a particular reason you’re looking to sell the property?”
Sometimes sellers are dealing with situations like relocation, problem tenants, costly repairs, and/or financial pressure. Knowing their situation will allow you to better help you navigate any potential objections.
You can follow up with:
“Besides getting the right price, is there any other reason you’re considering selling right now?”
Then ask about their timeline.
“Were you hoping to sell right away, or are you thinking about a longer timeframe?”
Knowing the seller’s urgency helps guide the rest of the conversation.
Step 5: Ask About the Seller’s Asking Price
Of course, the seller’s pricing expectation is a very important question to ask on the call.
Ask them directly:
“Do you have an asking price in mind, or is there an amount you’d like to walk away with?”
Sometimes sellers will say they’re not sure. If that happens, ask again (respectfully!)
“I ask because I want to respect your time. Before scheduling a time to see the property, I want to make sure we’re in the same general range. Is there a ballpark number you’d like to walk away with?”
This helps avoid wasting time for both you and the seller.
Step 6: Schedule an Appointment
If the numbers make sense and the seller seems flexible, the next step is to schedule a visit to the property.
Try something like:
“It sounds like this could be a good fit! My next step would be to take a quick look at the property in person. When would be a good time to meet?”
Congratulations, you’ve just taken a call for a simple inquiry to a real opportunity! That’s why having a clear process for these calls makes it so much easier for you to get the right information, keep organized, and confidently guide real estate sellers to the next step.
If answering every call is a challenge, we’re here to help.