VA Script

FSBO-Sign

FSBO Script

Use this script to talk to people with a house they’re trying to sell themselves icon-arrow-circle-down

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YOUR Information (Who's filling out this form?)

 

Main Information (Fill Out Before You Call)

  • ***Call & START THE SCRIPT!!***

 

Property Information

    "Sorry, I don't have all your house information in front of me right now... But since I have you on the phone, let me go ahead and ask you a few questions, ok?"

  • About the House

 

Financing Information

    "Ok, it sounds like your house is one we'd be interested in!"

  • Act as if you EXPECT them to give you the answer, yet seem CURIOUS about it.
  • (IF THEY RESIST, SAY): "Well, the reason I'm asking is because it's important for us to know how much you still owe on the house so that we can give you the best possible offer. We can pay cash or pay more with some terms! So...how much do you still owe?"

 

*(CALCULATE: Is the LOAN BALANCE (OWE)+ASKING PRICE (ASK) (or HOUSE VALUE) (ARV) WITHIN 15% (or $35,000) OF EACH OTHER?

 

"Great, well let me ask you something..."

    "If we can agree on a price, offer to pay the closing costs & take responsibility for all future repairs..."

 

Closing the Call

 

****OVERCOMING OBJECTIONS****

  • **This section is designed to help you overcome their concerns & objections. Use these scripts whenever you need them.**
  • ***OBJECTIONS & RESPONSES***

    IF THEY SAY THIS: "Are you a Realtor/an Agent/a real estate agent/calling to try to list my house/etc.?"

  • "No, I'm not a Realtor/real estate agent! You're probably getting a lot of calls from agents, aren't you?" (let them answer) "I'm actually calling as a potential buyer, so can I go ahead & ask you a few questions now?" *GO BACK TO WHERE YOU WERE*
  • IF THEY SAY THIS: "Who are you?/Are you calling from a call center?/Are you reading a script?/What company are you with?/What do you want?/What are you trying to do?/etc.?"

  • "Well, to be honest, I'm actually calling on behalf of my boss, Tony Pearl. He lives in the Northern Virginia area, and he asked me to call you because he's interested in buying your house. He's not an agent or anything like that. He just wanted me to ask you a few specific questions, and depending on the answers you give, he'll call you back to make an offer on your house, ok?"
  • IF THEY SAY THIS: "Who is your boss?/Who is this 'Tony Pearl'?/What does your boss do?/Why did you boss have you call me?/etc."

  • "Wow-I'm glad you asked me that! My boss is really a great guy, because he helps people just like you to save money from paying expensive real estate agent fees & commissions by buying your house directly from you. He has some really interesting programs that will probably help you get what you want without costing you anything! I'm sure you have more questions, but to be honest, it would be best to talk directly to him about it after I'm done asking you a few more questions, ok?"
  • IF THEY SAY THIS: "I'm not interested in owner financing/I just want to sell my house the 'regular' way/I'm not interested in anything like that..."

  • "Got it! You know, NAME, a lot of other people that we've helped felt the exact same way when we first talked with them. But what they found out was that by dealing with us, they were able to get the easiest and fastest sale possible of their house...and many of our clients actually MADE a lot more money by selling to us than anything else they could have done! ...Now, I'm sure you have questions, right?" ANSWER "And we'd like to answer your questions! So why don't I just ask you a few more things to see if this is even a possibility for us, then I can have Tony talk to you and explain how this works a little better...is that fair?"
  • IF THEY SAY THIS: "When do you want to come out and look at the house?"

  • IF THEY SAY THIS: "I'm an INVESTOR"

  • (NOTE: If they're an investor, it truly does change things. There would be no need to continue asking all the usual questions. Just get their contact info, thank them & move on.)
  • IF THEY SAY THIS: "I just don't understand why you need that information" (or anything like that)

  • If they answer YES, reply, "then let me just ask you a few simple, confidential questions, and we'll answer any questions YOU have when we call you back, ok?" If they answer "No," or say something stupid, then say, "Ok, listen, this is probably not going to work for either of us. I wish you a good day & good luck selling your house. Take care!"
  • **Please Link to Call or Upload Audio**