Part 2: Don’t Know What to Say?

Yesterday we talked about what to ask sellers
so you can determine whether you’re sitting on
a deal or on a dead duck.

Now the next problem that most people have
at this point is getting a conversation started
where they will be able to incorporate the 5
questions we talked about yesterday.

You can’t begin to imagine how many people
freeze up when they try to talk to their prospects
even when they’re doing it over the phone.

Don’t fret. As promised, here’s a sample of the
script I and my Virtual Assistants use to talk to
normal sellers, wholesalers and landlords.

A) Here’s the script when talking to normal
sellers:

Hi there my name is _________ and I’m calling
about the property that you have advertised at
___________. Is it still available?

Great! May I speak with the owner please? Well,
can you tell me a little bit more about the house?

Sounds like a lovely home. If you don’t mind me
asking, why are you selling it?

So are your payments pretty high on the house?

So you still owe like how much on the house again?

Do you happen to know how much the actual value
of the house is or at least how much houses in that
area usually go for?

Say for example, you were to buy this house again
and turn it into your dream home, what would you
fix or upgrade about it?

Fair enough. Would you consider selling the house
for what you owe on it?

What’s the least you would accept if I can buy this
house now, pay all cash and close quickly?

Great! Another thing, in case this does not meet our
cash buying criteria, would you consider renting out
you house instead?

I understand, you wouldn’t want to get into the hassle
of having to deal with tenants and repairs and all that
but tell you what, I’m an investor and what I do
with my rental properties is that I get tenants to do a
rent-to-own on them. That way all repairs will be
shouldered by the tenants since they have the option
to buy the property after a year anyway and it
becomes theirs. Would you consider doing something
like that?

Great! Tell you what, let me get your email address
so I can send you my offer via email or at least get
a buyer for you. Sound good?

Great. You have a great day.

B) Here’s the script when talking to wholesalers:

Hi there my name is _________ and I’m calling
about the property that you have advertised at
___________. Is it still available?

Great! May I speak with the owner please? Well,
can you tell me a little bit more about the house?

Do you happen to know how much the actual value
of the house is or at least how much houses in that
area usually go for?

I see. What kinds of repairs does the house need?
Do you have an estimated repair cost?

Do you mind if we take a look for ourselves?

How much are the payments on the house?

So you still owe like how much on the house again?

Would you consider selling the house for what you
owe on it?

Say if I can buy this house, pay all cash and close
quickly, what’s the least you would take?

Great! Tell you what, let me get your email address
so I can send you my offer via email or if I get a
buyer for you, I can also send information about
him that way. Sound good?

Great. You have a great day.

C) Here’s the script when talking to landlords:

Hi there my name is _________ and I’m calling
about the rental property that you have advertised
at ___________. Is it still available?

Great! May I speak with the owner please? Well,
can you tell me a little bit more about the house?

How long ago has it been since someone lived
there?

Does the house need any repairs or anything like
that?

Sounds like a lovely home. Let me ask you, would
you consider selling it outright instead of just
renting it out?

You see, I’m an investor and right now and I got
buyers who might be interested in doing a
rent-to-own in your area or probably some owner
financing. Would you be interested in doing that?

Great. Say for example, we do that, one of my
buyers does a rent-to-own on your house with
option to purchase at your asking price in a year,
would the rent be still the same?

Do you happen to know how much the house is
worth? Or at least how much houses in that area
go for?

Say if I can buy this house, pay all cash and close
quickly, what’s the least you would take?

Great! Tell you what, let me get your email address
so I can send you my offer via email or if I get a
buyer for you, I can also send information about
him that way. Sound good?

Great. You have a great day.

These scripts are in its barest form. You can simply
go down the script as it is or you can make your own
modifications. It’s completely up to you.

One thing you got to remember when speaking to
your prospects is that your speaking to people.

That’s it.

You’re not talking to aliens, or flowers or plants or
cattle or anything for that matter. You are talking to
people.

This means, you ain’t got nothing to be afraid of.

The secret is just to have a conversation.

Tell you what, tomorrow I will be sending you some
secrets to making good conversation with your
prospects which in turn will help you get over your
*phobia* of speaking to your prospects and turn you
into a negotiation monster.

Watch out for that.

Talk soon.

Tim Mai