Step 1: Personalized Opening (10-15 seconds)
“Hi [Owner’s Name], this is [Your Name] from [Your Company]. I noticed you own a property at [Property Address] that seems vacant. I wanted to discuss how we can help you quickly sell it without the usual hassles. Do you have a moment to talk?”
📌 Pro Tip: Reference the specific property to show you’ve done your homework and personalize the conversation.
Step 2: Initial Prospect Response
Based on their response, follow one of the paths below:
Prospect Agrees to Continue
“Fantastic! Let me explain how we can offer you a fair price and handle all the paperwork for a smooth transaction.”
✨ Book Insight: Immediately start building value by outlining your offer.
Instruction: Proceed to Step 3: Understanding Their Property Situation.
Prospect Is Busy
“I understand you’re busy. When would be a better time for a quick discussion about your property?”
⏰ Respect Their Time: Schedule a follow-up without pressing for immediate attention.
Instruction: Schedule a follow-up and gracefully end the call.
Prospect Shows Disinterest
“I get that. May I ask what your current plans are for the property?”
🔍 Redirect the Conversation: Understand their current strategies to identify opportunities.
Instruction: Proceed to Step 3: Understanding Their Property Situation.
Prospect Asks a Question
Answer confidently and use it as an opportunity to showcase your expertise.
💡 Turn Questions into Value: Use their inquiries to highlight your strengths.
Instruction: After answering, guide them to Step 3: Understanding Their Property Situation.
Step 3: Understanding Their Property Situation (15-30 seconds)
“Can you share a bit more about the current status of the property? Is it vacant, or have you had any tenants recently?”
🏠 Ask Specific Questions: Get detailed information about the property to tailor your approach.
📌 Follow-Up Prompt: If the prospect is unsure, try asking: “Are there any challenges you’re facing with the property right now?”
Step 4: Tailoring the Response
Respond based on their property situation:
Property is Vacant
“A vacant property can be a burden. Here’s how we can help: We offer a quick and hassle-free purchase, taking care of all the details so you can move forward without any stress.”
Property is Occupied by Tenants
“Managing tenants can be time-consuming. We can provide a seamless transition by handling the purchase without disrupting your tenants, ensuring a smooth process for everyone involved.”
Facing Maintenance Issues
“Maintenance issues can drain your resources. We specialize in buying properties in any condition, saving you the time and money needed for repairs.”
Other Situations
“That’s interesting! Regardless of your current situation, we can tailor our offer to meet your specific needs and make the process as smooth as possible.”
Step 5: Addressing Common Concerns
“I understand that selling a property can raise concerns about the process, timing, and fairness of the offer. We strive to provide transparent and flexible solutions to address all your needs.”
💬 Acknowledge and Offer Solutions: Validate their concerns and present your offerings as solutions.
📌 Note: If the prospect raises general concerns, address them here. If they raise specific objections like price or timing, proceed to Step 6.
Step 6: Handling Specific Objections
Respond based on their primary concern:
Price is a Concern
“I understand that getting the best price is important. We offer competitive rates based on current market values and can provide a detailed comparison to ensure you’re getting a fair deal.”
“What price range are you considering for your property?”
Instruction: After addressing, circle back to Step 7: Offering Genuine Value.
Timing is a Concern
“Timing is crucial. We can work within your preferred schedule to ensure the sale aligns with your personal or financial plans.”
“When would be the most convenient time for you to complete the sale?”
Instruction: After addressing, circle back to Step 7: Offering Genuine Value.
Process is a Concern
“Our process is streamlined and handled by professionals, ensuring all paperwork and legalities are taken care of efficiently.”
“Would you like me to walk you through our simple and transparent selling process?”
Instruction: After addressing, circle back to Step 7: Offering Genuine Value.
Step 7: Offering Genuine Value
“My goal is to make the selling process as smooth and beneficial for you as possible. We handle all the heavy lifting, so you can move forward without any stress or delays.”
🌟 Focus on Helping: Position yourself as a partner, not just a salesperson.
Step 8: Engaging Follow-Up Questions
Ask questions that encourage the prospect to think and engage:
Example Questions
“If you could sell your property in a way that saves you time and effort, what would that look like?”
“How do you envision your next steps after selling this property?”
“Have you considered how selling now could free up resources for other investments?”
Instruction: If the prospect seems unsure, prompt with: “What would be the most important outcome for you in selling this property?”
Step 9: Closing Without Pressure
“How about I send you a no-obligation offer tailored specifically for your property, and we can have a follow-up chat next week to see if it meets your expectations? There’s absolutely no pressure—just some options for you to consider.”
🤝 Offer Options: Provide value without pushing for an immediate sale.
Step 10: Scheduling the Follow-Up
If the prospect agrees, schedule the follow-up call.
“Great! Would Tuesday at 10 AM or Thursday at 2 PM work better for you?”
📅 Provide Specific Options: Make scheduling easy by offering clear time slots.
Step 11: Handling Additional Responses
Be prepared for various additional responses and handle them accordingly:
Prospect Requests More Information
“Absolutely, I’d be happy to send you some information. Could you share your email address so I can send over a brief overview and our process details?”
Prospect Mentions Budget Constraints
“I understand budget is important. We offer flexible payment options and can tailor our offer to fit within your financial plans.”
Prospect Expresses Satisfaction with Current Setup
“That’s great to hear! Just in case you ever decide to sell in the future, I’d love to keep in touch and share any insights that might benefit your investment portfolio.”
Prospect Asks About Specific Terms
“Great question! We can discuss terms such as cash offers, closing timelines, and any other specific conditions you have in mind to ensure a mutually beneficial agreement.”
Step 12: Finalizing the Call
Regardless of the outcome, always end the call on a positive note:
“Thank you for your time today, [Owner’s Name]. I’ll send over the information we discussed, and I look forward to speaking with you again soon. Have a great day!”
😊 Leave a Positive Impression: Ensure the prospect feels valued and respected.
Step 13: Handling Common Objections
If the prospect raises specific objections related to selling their vacant property, use the following tailored responses:
Lack of Trust in Investors
“I understand that selling to an investor can feel uncertain. We pride ourselves on transparency and integrity, ensuring that all parties feel secure and satisfied throughout the process.”
Concern About Quick Sale
“A quick sale can actually save you time and money. We handle all the paperwork and logistics, allowing you to move forward without any lingering issues or costs.”
Worried About Market Value
“We base our offers on current market data and ensure you receive a fair price. If you’d like, I can provide a detailed market analysis to support our offer.”
Property Needs Repairs
“No worries about repairs—we buy properties in any condition. This saves you the hassle and expense of fixing up the property before selling.”
Not Ready to Sell
“I understand that now might not be the right time. How about I keep you updated on market trends and reach out in a few months to see if your situation has changed?”
Prefer Traditional Sale
“A traditional sale can be lengthy and uncertain. With us, you have a guaranteed sale timeline, reducing your stress and allowing you to plan your next steps with confidence.”
Legal Concerns
“We handle all legal aspects of the sale, ensuring that everything is compliant and that you’re protected throughout the transaction.”
Tax Implications
“Selling a property can have tax implications, and we recommend consulting with your tax advisor. We’re also happy to provide any documentation you might need for your records.”
Fear of Scams
“Scams are a valid concern. We are a legitimate company with a track record of successful transactions. I can provide references from past clients if that would help build your confidence.”
Questions About the Offer
“I’d be happy to walk you through the details of our offer and answer any questions you have to ensure you’re comfortable with the terms.”