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After collecting quality prospects in your real estate lead management system, the next step in the sales funnel is to nurture those leads through marketing. Cold-calling homeowners is a real estate marketing strategy that can lead to successful connections and potential deals. When you set out to make calls you must use effective real estate investor cold calling scripts to create a good rapport and direct the conversation where you want to take it.
How To Practice Real Estate Scripts With Your Team
The goal of practicing real estate scripts with your team is to get them to a point where they no longer sound like scripts and instead flow like a natural conversation. The art of getting to that point is the tried-and-true method called practice. Spend time pairing team members up and have them practice their real estate phone scripts with each other. Depending on how much experience your team members have, you should dedicate anywhere from 1 – 4 hours per week practicing cold calls so they’re prepared for any question that could come up.
Encourage them to practice with family and friends as well. The more practice they get the more authentic they will sound to their prospective leads. Team members should be spending time each day making cold calls using a cold calling app and with each call, their skillsets will improve.
To help you improve your team’s cold calling rates, here are 9 scripts you and your team can adapt and use for better cold calling results.
Script #1: Off-Market Home Script
This real estate investor script is useful for any homes you find while out driving for dollars that are not currently on the market. Keep in mind that your goal is to let the homeowner know you are trying to help them by offering a fair price and a fast close.
Hello [Lead’s Name] this is [Your Name] with [Your Company] and I’m calling you about your property at [Address]. I’m interested in purchasing a property in your neighborhood and wondered if you’ve thought about selling your property?
If the owner says, “Yes”:
Great! Does the property need any repairs?
Have the kitchen and bathroom been renovated in the last 5 years?
Ok. Does the home have a loan or mortgage at this time?
Why do you want to sell your home now?
Perfect! Can you tell me what the absolute lowest price is that you would accept for this home?
Ok. Could I get your email address so I can send you a purchase proposal?
Great! What timeframe would you be looking to sell?
That sounds good. I will send you an offer today via email so we can start this process.
Thank you and I’ll talk to you soon!
If the owner says, “No”:
I totally understand. Do you have any other properties you’d like to sell?
If the owner says, “Who’d you get my number from?”:
I found it online!
If the owner says, “Take me off your list”:
Totally get that. I will take you off the list. Thank you for your time.
If the owner says, “Maybe”:
Should I call you back in a month?
Ok. I look forward to talking to you then. Thanks!
Script #2: Follow-up on a Lead Script
Since you use a variety of outreach strategies, you will need to have a script for follow-up calls. Use this script after you receive a response from real estate text marketing, direct mail, or a phone call with the prospective lead.
Hello [Lead’s Name], this is [Your Name] with [Your Company]. How are you?
I wanted to check in with you after our last conversation to see if you’re ready to accept a cash offer on your home.
- Do you need any more information from me?
- Does the timeframe I mentioned work for your schedule?
- Can we set up a time for me to visit the property?
Ok. What date and time are you available?
Perfect! I’ll email you the details later today. I’ll look forward to seeing you on [Date/time].
Script #3: For Sale By Owner Listings Script
FSBO homes are a great opportunity for a quick sale. When speaking with FSBO sellers, focus your conversation on the fact that you can get them their money faster than anyone else. This real estate investor cold calling script helps you drive that point home.
Hello [Lead’s Name], this is [Your Name] with [Your Company]. How are you?
I wanted to check in with you to find out how your home sale is going.
Well, if you’re interested in selling your home quickly, I can buy your house faster than anyone else. Do you have a minute for a few questions?
- What are you asking for in your home?
- What is the lowest price you would accept?
- How long has your home been on the market?
- Have you made any improvements to your home recently?
I appreciate all the information you’ve given me. I’m prepared to put in a cash offer for your home so you can sell it right away.
Can we set up a time for me to visit the property?
Wonderful! I will text you to confirm and I look forward to meeting you and seeing your home.
Thank you!
Script #4: Circle Prospecting Script
Circle prospecting involves calling people who live near the location of your last deal. Since you won’t know whether these people are interested in selling, use this real estate investor script to express your interest in developing a relationship with them. It is possible that they may not be ready to sell when you first contact them but over time that may change.
Hello [Lead’s Name], my name is [Your Name] with [Your Company]. I’m reaching out to you today because I just bought a home in your neighborhood.
I’m interested in buying more houses in this area. Do you know anyone else who is interested in receiving a cash offer?
If the price is right, would you be interested in selling your home?
Could we set up a time for me to visit your property and prepare my cash offer?
Wonderful! I will send you the details to confirm and look forward to seeing you then.
Script #5: Recently Expired Listings Script
Approach owners of recently expired listings with patience. Generally, an expired listing is not a sign of a positive experience and the owner may feel frustrated. Direct your efforts on assuring the owner that you value what they have to say and that you are interested in purchasing their property.
Hello [Lead’s Name], my name is [Your Name] and I’d like to purchase the home you previously had listed. Do you still want to sell it?
- What are your plans as of now with the home?
- In your opinion, what kept your home from selling?
- I would like to make a cash offer on your house. Can we set up a time for me to tour the house and get you an offer?
- What day and time works best for you?
Perfect! I look forward to speaking with you then and going over how we plan on buying your home for the best price. Thank you!
Script #6: Leaving a Seller a Voicemail Message Script
Keep your voicemails short and to the point with this real estate phone script. Aim to clearly communicate your expertise and excitement to buy the seller’s home. Be sure to encourage them to contact you.
Hello, [Seller’s Name]! This is [Your Name] with [Your Company]. I’m an investor in the area and saw your home and am interested in purchasing it. I’m prepared to make you a cash offer and I can close the deal quickly.
Please call or text me at [Your Phone Number] at your convenience. I look forward to connecting with you. Have a great day!
Script #7: Referral Seller Script
Start this call by asking about your common connection and getting to know the seller’s needs. This real estate prospecting script gives them a direct invitation to the next step at the end of the call.
Hello, [Lead’s Name]! This is [Your Name] with [Your Company]. I got your name from [Referring Person’s Name]. How are you today? How did you meet [Referring Person’s Name]?
He/she mentioned that you’re looking to sell your home. Do you have time to chat now so I can learn more about what you need?
- When was the house built?
- What is your home’s square footage?
- How many beds and baths do your house have?
- What neighborhood are you in?
- Are you moving out of the area?
- How much are you looking to sell your house for?
How would you like a cash offer for your home and close quickly? The next step would be for me to visit your home and take a tour. When is a good day or time for us to meet?
Ok, great! I look forward to meeting you and seeing your home. Thank you!
Script #8: Interested Lead Script
Responding to a lead who has already expressed interest is one of the most desirable cold calls to make. Use this real estate investor script to express your interest in helping them during this call and set up the next steps to continue the engagement.
Hello [Lead’s Name], my name is [Your Name] with [Your Company]. How are you today?
I understand you are interested in selling your home. Do you have a couple of minutes for a few questions? I want to be sure I can help you and then set up a time for me to visit the house!
- Do you have a date you’d like to sell your home by?
- What made you click on the [Google/Facebook/Instagram] ad?
- Does the property need any repairs?
- Have the kitchen and bathroom been renovated in the last 5 years?
- What is the lowest price you would accept?
- Can we set up a time for me to tour your home?
- What email address can I reach you at?
Feel free to call or text me anytime at this number. I’ll [call/email/text] you with the details of my visit. I look forward to seeing you soon!
Script #9: Warm Up Internet Leads Script
Internet leads provide you with more information than the standard cold call. Use that information to your advantage and let it help you improve your conversion rate. Scripts for real estate internet leads ask open-ended questions and let the conversation flow where it needs to go. This script works well as a wholesaling cold calling script for internet leads as well.
Hello [Lead’s Name], my name is [Your Name] with [Your Company]. How are you?
We noticed that you were on our website and I wanted to check in with you to see if I could hear a bit more about you and your home.
- Are you interested in selling your home for cash?
- Do you have a date you’d like to sell your home by?
- Does the property need any repairs?
- What is the lowest price you would accept?
- Can we set up a time for me to tour your home?
- What email address can I reach you at?
Perfect! It was a pleasure speaking with you today. Thanks for taking the time to answer my questions. I’m excited to meet you and move forward with the process.
How To Keep Track of Real Estate Leads With DealMachine
As a wholesale real estate investor, you have conversations with multiple leads a day. DealMachine delivers all the tools you need to make real estate lead management effortless and help you keep track of every lead. Call, text, and send direct mail all within 10 seconds via DealMachine. Choose to manage everything in DealMachine or simply integrate with your existing real estate CRM. Maintain notes for each lead to remember important details and use custom tags to filter and sort your properties to stay organized. Find everything you need to run a more efficient real estate investment company. Learn more about how DealMachine can help you scale in an organized, efficient way by starting your free trial today.