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CALL SCRIPTS FOR OUTGOING CALLS When you are making outgoing calls, it’s important to remember that the person on the end of the line may not be familiar with you, your business or even the idea that they can sell their house without a Realtor® directly to a buyer.

In essence, initial outgoing calls should be considered a “cold lead” even though you suspect that they may be a motivated seller. Cold leads require a special touch so you can create the connection and continue the conversation.

• Get Control of the Call from the Start. Don’t state your name and then ask, “how are you today?” This allows them to interrupt your introduction - and getting a flat “fine” response won’t help you. Make sure you can share your name AND your business.

• Never Attempt to Close the Deal in your First Call. Selling a house is a big deal, no matter what the circumstances. The goal is to connect, not close.

• Know Your “Target.” Before picking up the phone, review the PinPoint information you have on the homeowner. Consider the neighborhood, the house and other factors you can bring into the conversation to connect.

• Keep the Benefits You Can Offer in Mind. As you are talking (and listening!) to the homeowner, consider their problem and how you can solve it.

• Prepare and Rehearse your Opening Statement. Before every outgoing call, practice how you will open the conversation when they answer. Also, be prepared with your voicemail message in case they don’t answer the phone.

GET CONTROL

“Hi, this is Drew Smith with XYZ Home Buyers, here in (name town). I’m hoping to talk to (homeowner) about the possibility of buying a house in the area. We’re looking to buy several properties in the next few months. I was hoping you had a minute to learn more about what we do.”

Follow up with several benefits of selling a house direct to a buyer like you.

BENEFITS OF SELLING TO YOU

“We’re cash buyers of local real estate and we buy homes direct from the owners - which saves everyone a lot of money and hassle. We work with (name your closing agent or lender) to buy homes. For someone interested in selling fast, we can close quickly. But we can also work on the homeowner’s timeline if they need more time. Do you or someone you know have a house they would like to sell without the hassles of repairs, showings and all of the other aggravations of selling?”

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KNOW YOUR TARGETTry to connect without seemingly over familiar. This is a cold call after all. Though you may already know their address and more, avoid sharing too much. Instead, get them talking about their house and situation. This is especially important with pre-foreclosure homeowners. Don’t say things like, “I see you’re behind on your payments and the bank is foreclosing.” This only makes you look like an opportunist shark.

“What part of town is your home located in?” Be prepared to make a few complimentary comments about the area.

“Homes in area were built in the 50’s - is that right?When you can, get “YES” answers to your questions. It’s a mindset thing.

“I’ve noticed that there have been a good number of (foreclosures/crimes/environmental problems) in that area. Why are you thinking of selling?”

Introduce a negative that could spark their interest in selling.

With every outgoing call, you should have basic information on your prospective seller. Take a moment before each call to become familiar with their area, their property info and any other data that might move your conversation along.

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CALL SCRIPTS FOR INCOMING CALLSThe beauty of the incoming call is that the caller has somewhat pre-qualified themselves as a potential home seller. Incoming calls are considered “warm” leads because they are following up with you after becoming aware of you and the service you offer.

REVISIT THE PRIOR SEGMENT, WHERE WE COVER:• Your Introduction - Establishing Credibility and Interest• Discovery - Learning More • Qualifying - Is this a Good Prospect?

This applies for incoming calls too, though your caller may have some background knowledge of what you do- but may have lingering questions.

“Hello, this Drew Smith with XYZ Buyers. How can I help you today?” Typically, the owner will mention their first point of contact. “I got your message and want to find out what you’re all about.”

Follow up with establishing your credibility, learning more about their situation and qualifying them as a good prospect.

USING VOICEMAIL TO CONNECT The right voicemail message can create more opportunities to connect and follow up with potential home sellers. But there some basic rules to stick to so your message is heard - and responded to.

• Your name• Reason for calling• Benefit of calling you back• Your contact information• Promise of a follow-up

FINE TUNING YOUR VOICEMAIL MESSAGES Be sure to make the most of every opportunity to reach your potential seller. A well done voicemail can get the callback. Consider the following:

WHAT TO SAY• Lead with relevant information: Include a statement about what

you do. “We’re interested in buying houses in your area”

• Provide context: Help them understand more about what you can do.“We BUY houses, we don’t list them for sale.”

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• Offer clear value: “People we work with are able to (include the perks of working with you)”

• Ask for what you want: State your Purpose and what they should do.“I would like to touch base with you to see if you or someone you know

would like to sell their house quickly and easily. Give me a call at XXX-XXXX and I can walk you through exactly what we do.”

• Set the stage for a follow up: this shows that you are diligent and interested in them.

“Again, you can reach me at XXX-XXXX but I’ll also (mention your follow up method) so you can learn more.

HOW TO SAY IT• Use a calm and reassuring tone of voice. Practice before you

begin leaving messages. You want to sound friendly, interested and approachable. Watch the pitch of your voice and keep it at a low tone - many people go fast and high pitched when leaving voicemails.

• Keep it short. 20-30 seconds MAX. People use voicemail to screen calls. If you leave a minute and a half message, it’s more likely it won’t even be checked. Again, practice your message, time it and perfect it. It’s worth the effort.

• Leave voicemails toward the end of the work day. In general, people are planning and getting their day started early. Voicemails can get lost in the shuffle. Consider making your calls and leaving messages later in the day.

• Leave your telephone number twice.

• Use the prospect’s name often. But don’t over do it. People like to hear their name, but when it’s overdone, it’s a turn off and comes off as an insincere sales pitch.

© 2018 CONNECTED INVESTORS

VOICEMAIL SCRIPT #1 - GENERAL

“Hello (Homeowner’s Name). This is Drew Smith. We haven’t met yet, but I am interested in buying houses in the area. I’m not a realtor that wants to list houses, instead my company BUYS houses. It’s a great way for any owner to sell a house - no commissions, repairs or hassles. I’d like to find out if you or someone you know has a house I could purchase. I hope you’ll give me a call back at XXX-XXXX so I can fill you in on how easy if can be to sell a property. Again (Homeowner’s Name), this is Drew with (Company Name) and you can call me anytime at XXX-XXXX.

VOICEMAIL SCRIPT #2 - PRE-FORECLOSURE

“Hello (Homeowner’s Name). This is Drew Smith with (Company Name). My company buys houses and we work with homeowners in all kinds of situations. It doesn’t matter if the payments are behind, if it needs repairs or anything else. I’m not a realtor that wants to list houses, instead my company BUYS houses. This a great way for any owner to sell a house - no commissions, repairs or hassles. I’d like to find out if you or someone you know has a house they would like to sell. I hope you’ll give me a call back at XXX-XXXX so I can fill you in on how easy if can be to sell. Again (Homeowner’s Name), this is Drew and you can call me anytime at XXX-XXXX.

© 2018 CONNECTED INVESTORS

VOICEMAIL SCRIPT #3 - VACANT

“Hello (Homeowner’s Name). This is Drew Smith with (Company Name). My company buys houses. I came across your house at (property address) and may be interested in buying it. I’m not a realtor that wants to list houses, instead my company BUYS houses. If you would like to sell, this a great way to do it - no commissions, repairs or hassles. I hope you’ll give me a call back at XXX-XXXX so I can fill you in on how easy if can be to sell. Again (Homeowner’s Name), this is Drew and you can call me anytime at XXX-XXXX.

© 2018 CONNECTED INVESTORS

HOW TO USE THEM TO CONNECT WITH SELLERS

SAMPLE FLYERS

Flyers are a great way to reach out to sellers - they can be used for direct mail, on social media, and placed directly at your target properties.

IN THIS SECTION, LEARN:• How to Use Old School Marketing in a New Way• What Your Flyer Should Say• How to Use Your Flyer• Sample Copy to Use in Your Flyers

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THE COMPONENTS OF AN EFFECTIVE FLYER

The HeadlineYour headline is the most important piece of real estate on that paper. If you don’t grab their attention, the rest of your message is lost. Keep it short, simple, and to the point. It will grab the reader’s attention and get them to read on. A subheading is a great idea too. Here are some tried and true headlines and subheadings:

Need to Sell Your House Quickly?Ready to Sell? We Buy Houses!Want to Sell Your House FAST and EASY?

The ProblemNext, you want to describe that itch that needs scratched – in essence, point out the problems that could be motivating them to sell the property.

HERE ARE SOME EXAMPLES: • No cash for repairs? • Need to sell quickly? • Facing foreclosure or behind on payments? • Are you getting a divorce or relocating? • Inherited a house that you need to sell?

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The SolutionNext, offer up solutions. You’ve grabbed their interest with your headline and connected with their problem – so now it’s time to answer the question “what’s in it for me?”

SHOW THEM HOW YOU ARE UNIQUELY QUALIFIED TO SOLVE THEIR PROBLEM.

• Save thousands when you sell direct to us – no realtor commissions or fees

• We can close in days not weeks or months• We pay cash and close on YOUR timeline • We buy houses as-is, where-is. All cash.

The Next Step - A Call to ActionFinally include a call to action. You want the potential seller to call you or contact you immediately about their property. Tell them what to do and what to expect.

Here are some examples: Call Now – No fees No obligation Call Today and get your house sold tomorrow Call to get a written offer in 24 hours.

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PINPOINT TIP

EFFECTIVE FLYERS, LETTERS AND EVEN EMAILS SHOULD INCLUDE ALL OF THESE ELEMENTS IN THIS ORDER:1. Briefly discuss a specific issue/problem

2. Describe a solution you offer that addresses the issue you raised

3. Share your credentials or advantages of working with you

4. Specify the next action (the “CTA” or call to action)