WHOLESALING

SALES SCRIPT
PREGAME:
Treat Every Lead the Same
A Sale Takes Place on Every Single Call
It takes Time to Take Houses
Our Leads do not suck.
Do not prejudge the lead.
Create an experience!
 1. INTRO
(2-3 minutes)

Hi (Seller Name), this is (Your Name)!

(Pause, let the seller respond, sound like the neighbor next door,
not a salesperson, come off like your already know each other)

I'm calling about your property on (PROPERTY ADDRESS) it

was referred to me by our referral company.

Looks like they paired your property with us because they

thought we would be a good fit for you. Did I catch you at a
bad time? (Pull away/ Let them answer)

They mentioned here in the notes that you are wanting to sell
your property? (if there is a reason in the CRM give it)

(SHUT UP AND LET THEM TALK. TAKE NOTES. THIS IS THE START
OF THE “WHY”)

The point of this call today (MR/MRS) is to see if your property

qualifies in getting an OFFER As-Is.

We are looking for properties to put into our portfolio for one
of two reasons

1.Fix and Flip or 2. Buy and Hold for Rentals

 1. INTRO
(2-3 minutes)

By the end of this phone call, I am either going to give you, an

approval with an offer or a denial with a reason why.

Some of the benefits of working with us is we buy the home

AS-IS, we cover ALL CLOSING COST and there is NO
COMMISSIONS.

**THIS NEXT STEP IS A MUST ON EVERY CALL**

(MR/MRS), can you grab a pen & paper, I'm going to have you jot
down my contact information. There will also be some information
I'm confident you will want to write down if we can get your
property approved today.

1. My name is (YOUR NAME)

2. The name of our company is (company name)
3. Our office number is xxx-xxx-xxx (Have them repeat the
number to see if they really wrote it down) ASK, Is this a
Landline or a Cell phone number?
4. Our website is www.yourwebsite.com you can go on there to
check us out and see that we have an A rating with the BBB
(Better Business Bureau)
 2. FACT FIND
(Motivation/ Building Rapport/ Pre Qualify)
(7 min minimum)

**COLLECT DETAILS IN CRM**

YOUR DELIVERY ON THIS WILL BE CRUCIAL... YOU CAN NOT

JUST BLAST A TON OF QUESTIONS AT THEM, IT MUST FLOW
INTO A CONVERSATION.

Catch me up to speed...Why are you considering to selling? Or

mention their response to earlier when the referral company
referred them to us
Is the home their primary home, tenant occupied,or vacant?

•(DIG DEEPER ON THE REASON WHY THEY WANT TO SELL!)

1. How long have you been thinking about selling?
2. What will selling do for you, accomplish for you or help you
with?
3. What will the money be used for...?
4. How long have you lived here?
5. What's your favorite thing about this
home/area/neighborhood?

• (USE A THIRD-PARTY STORY) This helps them understand its not

the first time you have encountered this situation before. It will
also help them open up.
 2. FACT FIND
(Motivation/ Building Rapport/ Pre Qualify)
(7 min minimum)

Is it just you that owns the property? - ARE THEY AROUND TO

JUMP ON THE PHONE WITH US? If they are not there, ask
question like.... When's the last time you talked about selling
with the wife/ husband? (This is a rapport building question to
ask how long they've been married? kids?) How did that
conversation go?
(This will ultimately be an objection at the end of the call)

In a perfect world, what were you hoping to walk away with?

[Ask 2x] Ballpark? Must have an idea?
 3. PITCH
(Condition/ Timeline/ Deal Killers)
Start to run your comps

Note: In your pitch, you are trying to find out what kind of value
you can add to their situations so that you can add it to your
offer (Selling As-1s, They need help moving, want to leave their
belonging, etc.)

Outside of house
Open-ended question:
1. Ok, (MR/MRS)before we talk about the inside of the house, talk
to me about everything outside of the house starting with...
2. What is the neighborhood like?
3. Lots of renters or more owners occupied?
4. Do you have any electrical lines in the front, back or side?
5. What's the speed limit out front?
6. Is there anything wrong with the structure of the home? Is
there any siding missing, gutters missing (do you have
gutters)?
7. Is there anything in the back of the house I cant see... Pool,
shed, barn, structures?
8. Is there anything I haven't asked you, that if you were in our
shoes you would want to know? (this is to get them to start
selling you the house)
 3. PITCH
(Condition/ Timeline/ Deal Killers)
Start to run your comps

Inside of house
-What I'd like you to do now MR/MRS. is walk me through your
home. (Let them lead the way, If they don't say much take over the
call)
-Is the inside still from the “YEAR OF THE HOUSE”
-What are the floors like?
-Have you added anything to the home that needed to be
permitted but wasn't permitted?
-Is the kitchen original to the build? Cabinets? Countertops?
Appliances?
-Bathrooms original to the build? Vanity? Tub/Shower or Walk in
Shower? Toilet?
-If there is a basement or crawl space is there any moisture?
-IF you were going to keep it what changes would you be doing,
lets say you had 20k-30k to spend of the house?
-Again, is there anything I haven't asked that you would want to
know... Good or Bad? (let them answer)

ADDED VALUE

•Our average close is 30 biz days or less?

•Are you looking to leave any belongings?

 3. PITCH
(Condition/ Timeline/ Deal Killers)
Start to run your comps

Is there anything I haven't asked you might need help with?

(don't promise something you can't do)

Alright (MR/MRS) everything you've been giving me I've been

putting straight into our system and goes back to our
underwriters. They are running a report that is going to tell
them everything they need to know about this property.

(FIRST - 3 Minute hold)

Run Your Comps

(Come out of hold - to ask additional question)

I do not have good or bad news Mr/Ms seller.

(MR/MRS) I have a few more questions, my apologies for not

asking
-Age of the Hot Water Heater
-Age of the Roof
-Age of the windows (Are they original)?
-Foundation issues? Cracks? Is it on a slab or is there a crawl
space?
-Has the electrical panel box been updated?
-Any issues with plumbing? Is that original?
-Any liens on the property that we should be aware of? Is there
still a mortgage? About how much?
 3. PITCH
(Condition/ Timeline/ Deal Killers)
Start to run your comps

Risk/Discomfort
- What would you still need to figure out before you could actually
sell?
Relationships
-Would there be anyone who might be even a tiny bit upset that
you are selling the property?
Time
-If the underwriter was to come back with an offer that made
sense for you, when were you looking to move or close? Our
standard closing is 30 business days, is that doable for you?

If we can get you an offer approval for your property today,

do you mind if I tell you how the process will work?
(Remember, the unknown can be scary)

(Explain how simple the process will be)

-Once home is approved and offer is accepted we sign a simple 2
page agreement. It's written in 3rd grade English, not to insult
your intelligence, but it's just super easy to understand.
-After that with 24 hours you will get a welcome call from the
transaction coordinator. She will line up for us to get pictures of
the house.
-The titling company with make sure there is a clear title for
closing
-We will schedule to do a quick walk through
-And then we head to the closing table, so you can get PAID!
Its really that simple
 4. OFFER
Run your comps

OK... The last thing they wanted me to ask you is.... If we can get
to a number that makes sense for both of us, are you ready to
move forward with a purchase agreement TODAY?

Ok, I am going to run in the back to see what they have come
up with, do you mind if I put you a brief hold
(LET THEM ANSWER)

(SECOND - HOLD)

Congratulations, MR/MRS. your property was approved to be

purchased! This is the first one they have approved for me ALL
WEEK/MONTH. Let me explain what they have approved.

Offer was approved to buy the property AS-IS, they approved

closing to be (their timeline they gave you ex: 30,45 days), no
commissions are taken out and all the closing costs are
covered by us

They just put the FUNDS in a “VIRTUALWITHDRAW ACCOUNT”,

this is the account where the funds have been set aside on
hold, Please write this # down VW-12345 (HAVE THEM REPEAT
THIS NUMBER)

The approved offer for your property in its current conditions

is...

$$$ Use an odd number (Ex: $567,358)

 4. OFFER
Run your comps

(Note: They should not be happy with the first number.)

I WANT MORE MONEY!!

If you have done 1, 2, 3 right now they are negotiating with
someone they LIKE, TRUST AND WANT TO DO BUSINESS WITH)

I completely understand, this is what they have authorized me

to spend.

Nice thing about this MR/MRS seller is, I'm on your side. The
hard part is over with... The property is approved, Now it's a
matter of making the numbers make sense for both of us.

I'm going to put you back on hold and see if there's anything
they can do. Before I do that, let me ask you...
-Where do you need to be at price wise to walk away happy
Mr./Ms. seller?
-Is that the best you think you can do Mr./Ms. Seller so I can let
the underwriter know?
-If they can come up to that number, are you ready to move
forward today?

(Have them close themselves)

(Keep going back to the “Underwriter” and coming up little by

little with your price. Never live negotiate)

They accept your offer!

 5. CLOSE
Your Direct Next Steps!

The next step is the underwriters are going to prepare an

agreement for you, it will be sent via email through DocuSign.
-It is written in 3rd grade English,
-It's super easy to understand; it outlines all the steps we must
take to close on time, and for the full price we discussed today
-What is your email address?

(SEND AGREEMENT - Purchase Contract)

Let's verify we have your name correctly, address spelled

correctly, And the price is correct, right?

Do you have access to your email? Ask if they can pull it up on

their phone if they aren't near a computer

The underwriter just sent you and I the offer.(Don't send it yet)

If they say “no”, send it.

Walk them though the agreement

SIGN!!!

Within 24 hours you will get a call from our Transaction

Coordinator who will hold your hand from start to finish.
Within 72 hours we will get a photographer from our team to
your house.
5. CLOSE
Your Direct Next Steps!

There will be a couple times we will need to get access to the

house to get our pictures. Have one of our contractors out &
possibly one of our financial partners.

Always feel free to call and ask for me, but usually I will direct
you to our Transactional Coordinator

It was a pleasure getting to know you, congratulations on

bringing this chapter to a close!

Additional Notes:
Rude People that just want an offer - Apologize to them and
say “Do you really want to hear what I have to say, or are you
just tired of these phone calls?”

“I just want an offer” — I completely understand, At the end of

this phone call I will be giving you an offer.

Follow the 80/20 rule — 80% of the conversation is about the

seller, 20% about the house.

High Energy, Match tonality.

5. CLOSE
Your Direct Next Steps!

Assume everything.

Every step is crucially important.

NEVER do live negotiation, they only negotiate with the

underwriter to get approval.

Follow up - Always wine and dine them again with the notes
you took in your first phone call, find that common ground.

Fact Find will continue through the whole conversation

Building Rapport (Finding common ground / Separate yourself

from your competition / Ask Questions that matter)