Objection Rebuttal
What if we presented an all cash offer that you liked…would you consider selling at
Not Interested
this time? Wait for the leads response then continue with your script.
I work for a buying real estate team and my job is to gather information to send it
Who are we? over to the Acquisitions specialist. They are the ones that run the numbers.
...Immediately go back to wherever you left off in the script.
Caller: “I am calling on behalf of a Local Real Estate Team”
IF OKAY: Immediately go back to wherever you left off in the script.
IF LEAD SAYS: “But who do you work for?... Which Agent”
Who do you work for?
Caller: “We're not a big company, but I represent a local real estate investor here in
the area.
...Immediately go back to wherever you left off in the script.
I currently don't have that information but I can inform our acquisition manager to
Which properties have we bought? share those addresses of the properties bought when they call you with the offer.
Immediately go back to wherever you left off in the script.
That will actually depend on the information that I will get about your property. I only
How much are you willing to offer? have basic information about your property and I'm not sure if it's updated. Proceed
with your pre-qualifying questions.
The offer will be provided by our acquisitions manager, my job is to make sure that
he can come up with a fair and reasonable offer based on the details of the property
I want you to give me the offer right now! that you will be sharing with me. With everything that's been going on, we are
currently trying to provide offers over the phone for your safety and ours.
...Immediately go back to wherever you left off in the script.
“The investor that I assist is located here in (lead’s city) and I assist the agent
Where are you calling me from? remotely here in our we work office.”
...Immediately go back to wherever you left off in the script.
Caller: “Our tech team pulled a list together for me and somehow your number
was associated with this address through public records.”
How did you get my number? IF OKAY: Immediately go back to wherever you left off in the script.
IF UPSET: “I completely understand. You have a good day!
...Immediately go back to wherever you left off in the script.
Caller: “Okay. So what would need to happen in order for you to be able to
“Well, I’m not planning to sell for another 3+ years
sell your home within 30 to 60 days from now?”
from now because of ...”
...Immediately go back to wherever you left off in the script.
“That is a great question, I will have my acquisitions manager can address that with
you
during their follow up call! ... They have an availabel schedule this week, would
“How much can I sell my home for” or “How much is
mornings or afternoons work best for you?
my home worth?” or
...After getting the details about the callback, Immediately go back to wherever you
any real estate specific question(s).
left off in the script.
To be honest, we weren't really sure if you were interested in an offer that's why I
"I won't answer your questions, you should have wasn't able to look up the public records. But since I have you on the line, I only
researched that before calling me." have basic questions like
...Immediately go back to wherever you left off in the script.
“I apologize, but most of our numbers are scrubbed before calling them, your
number may have been recently added, but since I have you on the line, do you
“I'm in a Do NOT Call List”
have any properties that you'd be interested in selling?”
...Immediately go back to wherever you left off in the script.
That's the last thing want to happen in this conversation. We’re working with
Are you trying to lowball me/rip me off?
investors and we just need to be at a reasonable price to make it happen.
You know what (Seller first name), we are actually buying properties as is, meaning
you don’t need to do any last minute repairs or remodeling on it. We pay all the
closing costs, and there are no realtor commissions. And what’s good about it is
Reassurance/Value of our services
that you can actually sell WHENEVER you want to, and the BEST part? If my
partner comes up with an offer, that’s the exact amount you’ll walk away with.
Sounds good?
Answer: Good question! Well we do all kinds of things, we buy properties, fix it and
"What are you actually gonna do with the property?" then sell it to the market. Or Fix it and make it as a rental property".Immediately go
back to wherever you left off in the script.
To be honest, I’m not really sure if you are, but what we do is call people to ask if
they're interested with an offer for the property so i want to ask you now if you are
Do you see any for sale sign in front of my house?"
interested in an offer for your property as well. Just trying our luck
here. .Immediately go back to wherever you left off in the script.
We also buy properties with tenants, you don’t have to worry, cause we will take
"What about my Tenants?"
good care of them" Immediately go back to wherever you left off in the script.
"That’s a great question, that’s honestly something that my acquisitions specialist
would talk about when he/she sits down face-to-face with you. I’d love to have them
Answer to any realty-specific information that you
follow up with you to answer that, and any other questions you might have. When is
don’t know
the best time for him/her to follow up with you? Mornings of Afternoons?
"
**If the lead has no inforation you should start with this **:
Hey my name is _____ and Im calling about a property you own.
Am i catching you in a bad time?
-no i can talk, which property are you reffering too ?
calling Thats the thing, my system froze at the moment and I dont have any informaiton, can i please have
the address?
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Hey I’m looking for (first name) ? (upward voice inflection)
-this is he, who is this?
my name is ____ calling about ______(address)?? (upward voice inflection),
am I catching you in a bad time? (upward voice inflection)
-No, I can talk.
Great!
We are an investment firm working in your area, thought we can give you a cash offer for it,
Are you against the idea of selling your property? (upward voice inflection)
-I’m not
OR
-I Do
Ok. Do you have other properties you might be interested in selling? (upward voice inflection)
Wonderful,
I was hoping to get some basic information about the property,
(this is the questions you need to ask the lead: )
1.How old is the roof? (upward voice inflection)
2.How old is the ac OR furnace?
3.How old is the water heater?
4.Have you done any work to the kitchen or bathroom in the last couple of years? (upward voice
inflection)
5.Is it rented? What is the rent? (upward voice inflection)
(RECAP/REPEAT THE INFO HE GAVE YOU)
Did I get anything wrong?
6.****Great, it seems like a very nice property, what made you consider selling ?
(upward voice inflection) (most important question)
(If the lead's answer is 'if the price is right' you will ask the next following question):
6b. (if the owner live in the property:)
I get that a lot , most of the people I talk to want to downsize or move out of state, what about
you?
(if the property is rented:)
I get that a lot ,most of the people I talk to are just tired of being a landlord and want to move to
the next chapter in their life, what about you?
(upward voice inflection)
IF THE MOTIVATION IS ABOUT BEING A LANDLORD OR TOO OLD YOU ASK:
*7. Oh yes we get that a lot. Will you be selling more than one property?(let him answer
and if he answer yes:)
Perhaps it will make sense for you to sell it in bulk. What is the addresses of the other
ones?
Scheduling an appointment (HOT TRANSFER)
Perfect, I will give all this information to my partner
actually my partner is open right now, is it a bad idea for me to transfer your call to him now?
COLD TRANSFER:
That’s fine
are you going to be busy in the next 5 to 10 minutes? (upward voice inflection)
He can call you right back
-No, I can talk. (if this is the answer go straight to the SUMMERIZE section)
OR
-Yes , I will be busy
ok that’s fine, To avoid the phone tag and missing each other we should set a time.
Do you prefer 11:30am ,3:15pm , 4:35pm, does any of it work?
(if he doesn’t chose an hour and ask tomorrow you say : )
Ok great tomorrow even better, what time is best for you?
(After this part you go to the SUMMERIZE section)
**SUMMERIZE SECTION** :
(WHEN THE APPOINTMENT IS NOT FOR 5-10 MIN:)
Great, I’d like to send you information about us and you can reply with any questions you might have, do
you have an email address I can use? (upward voice inflection)
(WRITE DOWN THE EMAIL ADDRESS IN PODIO)
(after he tell you set a time):
Perfect, my partner is going to text you to confirm the appointment and for you to have his number, is it a
crazy idea for you to save his number?
Scheduling an appointment AFTER 5PM
Perfect, I will give all this information to my partner he will contact you tomorrow morning.
currently his pretty open, is there a specific time you prefer him calling ?
owner wants to get an offer on the phone / out of state owner
ok thank you for the info my partner is the analytic one, he will call you in a couple of mins and will
give you an offer
always ask for an email
Questions the lead may have
Answers to his questions:
1. Who are you?
The company’s name is One Oak Capital.
we are a real estate firm working in 8 different states.
Do you have an email address? I will be more than happy to send you information about
us
2. Whats your offer?
My partner is the one who talk numbers and he would love to give you our highst and best
offer, it seems like you have a great property,
i just need some basic information to pass to him, how old is the roof?
2. Tell me about the process/How does it work?
We are buying the property AS-IS, so you wont need to make any repairs.
we are cash buyers and we cover all closing costs.
that means you wont pay any fees, commissions, closing costs etc. we cover all!
and we close super fast.
3. Are you paying cash?
yes we are, we pay cash, close fast and cover the closing costs.
4. How did you get my number?
We are using a service that matches property owner to their contact information .
5. Where are you located?
We are located in Tampa Florida and we work in 8 different states. We Have a local team
in each market we work in.
Voice message
hey __ (person’s name) my name is J, My associate Jeff tried to reach you about your property
on "______"(address) a while back and he never got a hold of you, if you still looking to sell
please give us a call at ________"
if the person's phone starts with 813 or 727 or 904 give this:
813-536-6134
if starts with 216 or 330 or 440 give this:
330-460-4495
If the person says he can’t talk right now:
Sounds like you busy at the moment.
To avoid the phone tag and missing each other we should set a time.
Do you prefer 11:30am ,3:15pm , 5:35pm, does any of it work?
(if he doesn’t chose an hour and ask tomorrow you say : )
Ok great tomorrow even better, what time is best for you?
**SUMMERIZE SECTION** :
(after he tell you set a time):
I’d like send you information about our company and you can reply with any questions you might have, do
you have an email address I can use?
(WRITE DOWN THE EMAIL ADDRESS IN PODIO)
AGENTS NUMBERS(to make the lead save on his phone)
OHIO+ALABAMA
AL - 216-208-6734
JOHN - 216-279-5496
FLORIDA
AL - 813-491-1156
JOHN - 813-773-0628
AGENTS NUMBERS(FOR HOT TRANSFER):
JOHN - 813-727-2624
AL - 267-461-0878
