NEPQ Real Estate: Outbound Lead Sales Script
Connecting Phase
(Get them to remind themselves why they reached out)
Intro:
Hello (Seller) **Pause** it’s just (Name), looks like you spoke with (Cold
Caller/Texter) earlier, she/he mentioned that you guys spoke and asked me to
give you a call to go over what your home might be worth in case you ever
decide to move on from it in the future, right?
Or
Hey is this _________? Oh hey ____ this is just uhh Ty….looks like you
spoke with my assistant ____ in the last few days/(exact day) about looking
at ways to possibly sell your home on ______ so it doesn’t go into foreclosure
right?
Yeahh I just had a few minutes before my next appointment. Is now a bad
time?
Yeah and this first call is pretty basic really. It’s really more for us to find out a
little bit more about the property. You know, like kind of the condition it’s in,
and… when you’re possibly looking to move on from the house. Just to see if
we could do any good for ya.
Or
So they mentioned you were “possibly” interested in receiving an offer on that
property….I would say this first part of this call is pretty basic… its really more
for us to find out a bit the condition its in..when and really why you might be
looking to sell. Because as you know, the way the market has been going,
especially lately, we’re just not able to buy everyone’s house even if they
want us to. You know what I mean by that?
Or
So they mentioned you were possibly interested in receiving an offer on that
property….I would say this first part of this call is really more for us to find out
more about the property you have now, kinda like you know...what type of
condition its in, when and really why you’re even possibly looking to sell just
to see if we could actually do something for you.
And then towards the end of the call if you feel that it might be what you're
looking for we can talk about possible next steps, would that help you?
If “What’s Your Offer” or Hostile Response:
Oh yeah and I’ll definitely go through that with you… but just so you know
without understanding the condition / layout of the home and more details I
wouldn’t know what we’d be able to offer you.. It would be just me throwing
out some random price and it might not even be a good deal for you
compared to what your home is actually worth.
_____________
Situation Phase
Just so I have an understanding….
And just to confirm what I have here, it looks like the home is a x bedroom x
bathroom with x,xxx sqft is that correct?
And it’s showing on my end that the mortgage is $xxx,xxx. Is that still
accurate?
And is the house.. Do you currently.. Live here?.. Or are there tenants?
Homeowner
Now let’s say we bought the property, and I’m not sure we could yet but let’s
say we did.. Where would you even be headed to next?
Why there?
But how does that compare to what you have here with the Main St house?
If cold/I’d figure it out:
Well I don’t want to just kick you out on the streets! I mean really, the
investors are going to want to know what your plans are next if we end up
buying the house.
Investor
Are there tenants there now?
What are they paying?
Are they on a lease? Month to month?
And are they paying, ya know, on time, every
single month at the first of the month?
Vacancy
How long has it been vacant?
What are you doing now to keep up with the
maintenance?
Who’s actually responsible for you know, the
yard, the property taxes, things like that?
How long have you been paying that?
_____________
Problem Awareness Phase
If Motivation is Clear - Just so I can understand the rationale behind why
you might be looking to move on from the property… Besides (repeat back what
they said) what’s the main reason you’re possibly looking to sell the property
rather than I don’t know just (Alternative with negative spin)?
Or
So besides (Pain point) what’s caused you to feel like you might.. want to move
on from the.. property? (sceptical/curious)
If No Clear Motivation - It sounds like things are going fairly well for you
here, if I may ask.. Other than just wondering the price because anyone could
just look that up online or call a realtor.. What was it that made you want to look
into this.. further?...
Or
It sounds like your home is a pretty nice property… what would cause you to
even consider…. possibly wanting to sell it? (sceptical/curious)
When you say, (pain point), how do you mean exactly?
But can you give me a specific example.. Just
so I have an idea of what we’re walking into
here..
How long has that been going on?
Well that all makes sense, but why take care of this.. NOW though?
Ah, well that makes sense and how we could possibly help..
Time:
Did you have an idea of a timeframe that you would like to start the process so
you don’t have to deal with (PAIN POINT).
Influencers:
Is there anyone else you’d need to speak to before selling the property?
IF NO, confirm:
Ok so no spouse or crazy ex GF that’s going to be giving me a call if we end
up buying the property from you?
Condition:
Ok, that gives me a better understanding of how we can help. Would you be
comfortable answering some logistical questions around the property just to
make sure it’s something we can actually buy?
Solution Awareness Phase
And I guess I should ask just to maybe save us some time, before speaking
to me, what have you tried to do so far so that way you can stop dealing with
(Repeat back problem) or (Solve problem)
If nothing:
What’s prevented you from taking care of this in the past though?
If speaking to an agent:
That’s a fairly good option, I guess.. What’s the main reason you haven’t
moved forward with just.. I don't know.. Listing the house on the market?
If considering multiple companies:
And is there anything specifically you’re looking for from those other
companies?
Let’s just say that all of the other companies come back with similar prices.
How would you then decide who to go with?
Why is that important to you?
—
They’ve tried listing/FSBO:
Did you like the results you got from (method they tried)
Can you walk me through what an ideal situation would look like for you so
that you can (repeat back what they’re after)..
Other than (repeat what they’re looking for) is there anything else that’s
important to you?
2nd Half Solution Awareness Q’s - Get the seller to talk about
their life after the sale
(What will their future look like after their problems are solved?)
Ok so let’s say that we purchase your home, now I’m not saying that we
could yet,.. they’ll have to look at some of the comparable sales in your area
first to see what we could do, but let’s say we could…
Besides you just (what they wanted) wanting to get out of the high mortgage
payment/not wanting to deal with anymore tenants how do you see that
benefitting you the most though?
What would it do for you...personally?
How would it be different though, like being able to get rid of this home so you
can start fresh/can protect your credit getting destroyed how would your life
beee…...maybeee different than it is now?
Homeowners - I know you mentioned that _____ and _____ has you thinking
about moving on from the house. How is that different in the new house?
Investors - Typically the investors we worked with in the past already have
something planned for the money if we do buy the property. Do you already
have something lined up?
Or
If you were able to sell this property and not have to deal with ______
anymore.. what would you do with the extra (time/money)?
Consequence Phase
Consequence Question 1 - So that I understand the big picture what would
happen if you don’t take care of (what they’re dealing with) and (problem)
gets worse?
Consequence Question 2 - What would happen if you didn’t sell the house
and the market continues to decline for the next 3, 6, 9 months and you
never get the price you were looking for?
Consequence Question 3 - What happens if you go to sell the home, the
market keeps going down like it has been, what would you do then when
homes are selling 20% less than what they are now?
Qualifying Phase
So how important is it for you to change your situation and get rid of this
property so you don’t have to deal with (Problem) anymore?
Time to make a change possibly?
Transition to close
Based on what you told me, what we’re doing would actually work for you
because you know how you said (repeat what they wanted) but right now…
(repeat back the negative) and because of that it’s making you feel, I think
you had mentioned… (repeat emotion)? Well the way we’ve been able to
help people in your EXACT situation is with our cash/investor access/equity
protection program.
From here what I could do if you feel like it would help, is I can send this up
to my finance department to see if this is something that you would qualify
for. We work with over 10,000 different investors/hedge funds, a lot of them
can pay a lot more than let’s say your average flipper or Ibuyer.
————————————————
Anchor 1 - Now let’s say I go to my finance department, and they give me a
number that’s lower than that… like I don’t know.. (50% of ARV)... should I
just tell them to kick rocks or what do you feel like we should do?
or
Anchor 2 - So the (Money) that you said that you needed - let’s say I go
back to them and I tell them that you need (Money they said they needed)
and let’s say they give me a number lower that.. Like I don’t know, they can
only do like ($xx,xxx or xx,xxx) should I just tell them to kick rocks or what
do you feel like we should do?
————————————————
Ok just to confirm here, if I can get you the (money/thing) you said you
needed to solve (problem they’re dealing with) so that you can get to (result
they’re after) do you feel that could be.. the.. answer for you?
Well let me see what I can do, I’ll put you on a brief hold..
*Run Comps | Due Diligence*
OK great, it looks like we ARE able to help you with this..
It looks like the best way we’ll be able to help you with (repeat back the
problem) and get you to (repeat back the result) is with our equity protection
program. That being said, the best offer you could get for your property so
that you can (repeat back the problem they’re dealing with) is $XXX,XXX
Keep in mind this is what you will walk away with IN YOUR POCKET minus
your mortgage and prorated taxes You do not have to pay closing costs,
you do not pay any realtor commissions, the property will be sold AS-IS
which means you do no repairs and you do no cleaning. As well as of
course solving *Insert issue / problem.
Do you feel that could be the.. the answer for you?
Set The Expectations for Contract Call
So really the next steps from here are pretty basic, I would send over an
agreement.. Typically to your email.. That would outline kind of everything
we discussed so that way you can (repeat the result they’re after). From
there we would walk through it together and we’d introduce you to our
operations team to make sure you’re taken care of throughout the entire
process.