Standard Purchase & Sale agreement
assignment purchase
Land trust
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Affidavit & Memorandum
Option purchase
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Other Resources
| free-zipcode-database.xlsx |
| cost_to_sell.xlsx |
| real_estate_power_team_questionnaire.pdf |
| yl_samples.pdf |
Save on Power (Electric & Gas) - Ambit - You can save money and make money on your own power bills!
www.REIvault.com/LeadCalculator (this is a great tool to "Remove all the guess work from your "REAL" real estate business. This tool was built for you to quickly estimate the number of seller leads you need per month to achieve your profit goal along with all the estimated sales activity (phone calls and appointments) to achieve your goals.
Scripts
Seller Script
Opening: Return Call: Hi, I’m (NAME) with (COMPANY), I’m returning a call about a property that might be for sale. Do I have the right number?
•Am I speaking with (PROSPECT)?
Opening: Live Answer:Hi, this is (NAME) at [Company Name]. How may I help you?
Setting the Stage:
*This call may be recorded for quality and training purposes.
•Great…Typically, people who call us want to know what we do, how we do it, & how much we can offer for their property… those kinds of things. Do you have those same types of questions?
•Sounds good - Do you have about 5 minutes so I can ask you some questions about your situation and about the condition of the property?
•Ok, great…after that I’ll let you know what your options are and you can just let me know what you’d like to do.
Contact Information
•Is it ok if I start by getting your full name and the address of the property please?
•Is this the best phone number for you?
•Where would you like us to email our offer and contact information to?
Property Condition: Now I’m going to run through some quick questions about the property, ok?1.How long have you owned the property?2.Is it occupied?3.What’s the general condition of the house?4.How many bedrooms and bathrooms?5.Are there any major repairs that need to be done?6.Does the house have any special features?7.Have the roof or windows ever been replaced?8.Have the kitchens and bathrooms been fully updated recently?9.Is there anything else you would like to tell me about the property?
Motivation: This sounds like a property we might be interested in...Why are you thinking about selling it?
Motivation (Diving Deeper): Really?How long have you been thinking about selling?
Timeline: If you did decide to sell to us or anyone else, would you like to do so within 30 days, 90 days, or further out?
Amount owed: If we buy the property, will we need to pay off any taxes, liens, or a mortgage?(If So) Do you have a rough idea of how much?
Home Value: I haven’t done my research yet…do you happen to know what houses in that area are worth?Is that your asking price?
Setting Next Steps – Qualified: You know, this sounds like a property we’d like to make an offer on. The next step from here is to have our home buying specialist start to put your options and your cash offer together and give you a call. When would be the best time for our home buying specialist to call you?Disqualified: From what I’m hearing, I don’t think we have a good fit at the moment. I’m not sure we could buy quick enough ata price that makes sense for us right now. But, we’d love to keep in touch in case something changes.Softening Statements
Rapport: Softening Statements
Here are a few softening statements to use in response to questions:
•“Good question.” •“I’m glad you asked me that.” •“I was hoping you were going to bring that up.”
Here are some softening statements to use in response to statements:
•“That makes a lot of sense.” •“I know exactly how you feel.”
•“I can appreciate that.” •“That’s an excellent point.” •“Thank you for sharing that with me.”
Signs of Motivation
●Inherited ●Massive Repairs●Divorce ●Tired Landlord
●Financial Distress ●Relocating ●House Didn’t Sell With Realtor
●Needs To Sell Fast ●Talking To Other Investors ●Not Talking To Realtors
Opening: Return Call: Hi, I’m (NAME) with (COMPANY), I’m returning a call about a property that might be for sale. Do I have the right number?
•Am I speaking with (PROSPECT)?
Opening: Live Answer:Hi, this is (NAME) at [Company Name]. How may I help you?
Setting the Stage:
*This call may be recorded for quality and training purposes.
•Great…Typically, people who call us want to know what we do, how we do it, & how much we can offer for their property… those kinds of things. Do you have those same types of questions?
•Sounds good - Do you have about 5 minutes so I can ask you some questions about your situation and about the condition of the property?
•Ok, great…after that I’ll let you know what your options are and you can just let me know what you’d like to do.
Contact Information
•Is it ok if I start by getting your full name and the address of the property please?
•Is this the best phone number for you?
•Where would you like us to email our offer and contact information to?
Property Condition: Now I’m going to run through some quick questions about the property, ok?1.How long have you owned the property?2.Is it occupied?3.What’s the general condition of the house?4.How many bedrooms and bathrooms?5.Are there any major repairs that need to be done?6.Does the house have any special features?7.Have the roof or windows ever been replaced?8.Have the kitchens and bathrooms been fully updated recently?9.Is there anything else you would like to tell me about the property?
Motivation: This sounds like a property we might be interested in...Why are you thinking about selling it?
Motivation (Diving Deeper): Really?How long have you been thinking about selling?
Timeline: If you did decide to sell to us or anyone else, would you like to do so within 30 days, 90 days, or further out?
Amount owed: If we buy the property, will we need to pay off any taxes, liens, or a mortgage?(If So) Do you have a rough idea of how much?
Home Value: I haven’t done my research yet…do you happen to know what houses in that area are worth?Is that your asking price?
Setting Next Steps – Qualified: You know, this sounds like a property we’d like to make an offer on. The next step from here is to have our home buying specialist start to put your options and your cash offer together and give you a call. When would be the best time for our home buying specialist to call you?Disqualified: From what I’m hearing, I don’t think we have a good fit at the moment. I’m not sure we could buy quick enough ata price that makes sense for us right now. But, we’d love to keep in touch in case something changes.Softening Statements
Rapport: Softening Statements
Here are a few softening statements to use in response to questions:
•“Good question.” •“I’m glad you asked me that.” •“I was hoping you were going to bring that up.”
Here are some softening statements to use in response to statements:
•“That makes a lot of sense.” •“I know exactly how you feel.”
•“I can appreciate that.” •“That’s an excellent point.” •“Thank you for sharing that with me.”
Signs of Motivation
●Inherited ●Massive Repairs●Divorce ●Tired Landlord
●Financial Distress ●Relocating ●House Didn’t Sell With Realtor
●Needs To Sell Fast ●Talking To Other Investors ●Not Talking To Realtors
| seller_lead_universal_call_script_1.docx.pdf |
VA Seller script
Main objectives:
• It is important if possible to build a small rapport with the seller. I know from experience most sellers are skeptical up front, and a small rapport goes a long way with helping us solidify a deal.
• Your job is to crack the door for the client to close the deal. I t is their job to close it. Yes answers are what you are shooting for, but at the very least you should be attempting to crack the door with the seller for them to consider selling on a lease purchase or with owner financing as an option to consider, if they are initially no's. Try and also take down the wall of skepticism.
• Your approach should always be soft in how you ask your questions (don't put them on the defensive), and definitely friendly and personable.
• Don't use the words "property" or "option". In most cases the sellers have an emotional attachment to the home, not property, and most do not want a "renter" who has the "option" to purchase the home at the end of the term.
• At any point during the script if the seller asks who you are, if you are the buyer, or if you are calling for someone else, be prepared to answer it this way: "I work for a local investment firm and we have a specific interest in your home and in your area ."
• If they have a negative response in any way after that, you can follow up with "we buy homes in several different areas, and in certain cases we are willing to pay a fair market value for the home if it fits the criteria we are looking for."
• The price range we buy homes in ranges from $100,000 up to $1,000,000.00.
• Any homes priced above $250,000 can be referred to as "executive lease purchases/executive owner financing", which ca n also be referenced as an area we specialize in.
• If they want to know who you are, let them know you are with which is located in ----- - - - - and you belong to a large group that has been buying and selling homes locally in all areas of for over 30 years. Our website is www . if they'd like to check us out. (YOU CAN USE
• One other piece of information about us is that we have a deep list of funders in our database we are working with at all times.
Script:
• Hi, I 'm calling about the home I saw on _ _ _ _ _ _ _. PAUSE
• Is it still available? PAUSE
• (I f yes) Great- my name is . Am I calling you at a good time? PAUSE
• Ok. Let me just verify the address. (Ask to verify the zip as well).
GO TO THE BOTTOM OF THE LEAD SHEET:
• How many bedrooms and bath rooms are in the house?
• Any idea the square footage?
• Any idea of the size of the lot?
• Does it have a garage? Attached or detached?
• Is it a house or a townhouse/condo?
• Are there any homeowner association dues? How much/ how often are they due?
• Does the home need any repairs? PLEASE LIST OR PROVIDE DETAILS IN THE NOTES
• Are you living there now? If not, is anyone living there? If not, how long has it been empty for?
• Do you mind if I ask why you are selling? (probably my favorite question and tells me what I need to know most-their motivation)
Main objectives:
• It is important if possible to build a small rapport with the seller. I know from experience most sellers are skeptical up front, and a small rapport goes a long way with helping us solidify a deal.
• Your job is to crack the door for the client to close the deal. I t is their job to close it. Yes answers are what you are shooting for, but at the very least you should be attempting to crack the door with the seller for them to consider selling on a lease purchase or with owner financing as an option to consider, if they are initially no's. Try and also take down the wall of skepticism.
• Your approach should always be soft in how you ask your questions (don't put them on the defensive), and definitely friendly and personable.
• Don't use the words "property" or "option". In most cases the sellers have an emotional attachment to the home, not property, and most do not want a "renter" who has the "option" to purchase the home at the end of the term.
• At any point during the script if the seller asks who you are, if you are the buyer, or if you are calling for someone else, be prepared to answer it this way: "I work for a local investment firm and we have a specific interest in your home and in your area ."
• If they have a negative response in any way after that, you can follow up with "we buy homes in several different areas, and in certain cases we are willing to pay a fair market value for the home if it fits the criteria we are looking for."
• The price range we buy homes in ranges from $100,000 up to $1,000,000.00.
• Any homes priced above $250,000 can be referred to as "executive lease purchases/executive owner financing", which ca n also be referenced as an area we specialize in.
• If they want to know who you are, let them know you are with which is located in ----- - - - - and you belong to a large group that has been buying and selling homes locally in all areas of for over 30 years. Our website is www . if they'd like to check us out. (YOU CAN USE
• One other piece of information about us is that we have a deep list of funders in our database we are working with at all times.
Script:
• Hi, I 'm calling about the home I saw on _ _ _ _ _ _ _. PAUSE
• Is it still available? PAUSE
• (I f yes) Great- my name is . Am I calling you at a good time? PAUSE
• Ok. Let me just verify the address. (Ask to verify the zip as well).
GO TO THE BOTTOM OF THE LEAD SHEET:
• How many bedrooms and bath rooms are in the house?
• Any idea the square footage?
• Any idea of the size of the lot?
• Does it have a garage? Attached or detached?
• Is it a house or a townhouse/condo?
• Are there any homeowner association dues? How much/ how often are they due?
• Does the home need any repairs? PLEASE LIST OR PROVIDE DETAILS IN THE NOTES
• Are you living there now? If not, is anyone living there? If not, how long has it been empty for?
• Do you mind if I ask why you are selling? (probably my favorite question and tells me what I need to know most-their motivation)
| va_seller_script.pdf |
DIRECT MAIL OBJECTIONS
- Why did you send me a postcard?
- We are looking to buy a house in that area
- Why did you think I’m selling my house ?
- We really didn’t know if you had any interest in selling, but we are looking for homes in your area, so we contacted you.
- What is your offer?
- I’m not sure yet. I collect a little information here and then pass it to a Home Buying Specialist who works on the offer.
- Why did you send this to me ?
- We are looking to buy a house in your area.
- Have you seen my house?
- No. I haven’t personally seen your home, but we are looking to buy a house in that area.
- How do you formulate your offer?
- That’s the job of our home buying specialist. I just collect the information and pass it on if you’re interested in an offer.
- I’m not sure I’ll sell
- That makes sense. By receiving an offer, you’re under no obligation to do anything.
- You can’t have my email address
- That’s no problem.
- “Not Ok” prospect
- I get the feeling I might have said or done something to upset you or make you uncomfortable. Should we continue on or back up a bit?
- Technical/Unique Questions
- I’m Glad you brought that up: I don’t know a lot about that, but I do know that these are the types of questions our Home Buying Specialist can answer for you.
- How’d you get my information?
- Our marketing department pulls that information for us.
- From Where? Public Records
- Why can’t you give me the offer/Why do I need to talk to someone else?
- I help collect some basic information, and then pass it to a Home Buying Specialist because they have the tools to actually calculate the offer.
| direct_mail_objection_handling_sheet.docx.pdf |
