Phone Script To Use When Calling Distressed Homeowners

Real Estate Agent with Datamar, Inc. / Homestead Data

Hello all, I hope that upon finding this post, your real estate business is thriving.

We're often asked for sample mail pieces and verbiage to use when marketing to a list of homeowners in pre foreclosure. We asked Hoss Pratt, dubbed the “Prospecting King”, to put together a guided script to use when calling  financially troubled borrowers, and he was kind enough to provide the following verbiage.

Hi, is «Owner First Name» «Owner Last Name» available?

Hi, «Owner First Name», I know this call may seem kind of random, but… I am a local real estate agent in the area, and I am working with a buyer who wants to purchase a home in your neighborhood – And your home is a perfect match to their criteria - My random question is if my buyer brought you a generous offer for your home… Would you consider selling the property as early as next week?

Yes – No – Maybe
Why don’t I do this… I will be in the are tomorrow at 7:00pm – I can stop by for a quick 10 minutes – take a look at the property, and see what we can do to work together… or not work together… either way is fine – Sound good? Will both you and your wife be there?

Yes – No – Maybe
At the appointment… Take the “Grand Tour” – Build the relationship using F.O.R.D. Family-Occupation-Recreation-Dreams. Ask this very simple question… “I assume everything is current on the mortgage… Correct?

Actually we are a few months behind…
Oh… Well in that case… What do you plan to do to bring it current?

Bingo… Found their pain – Now solve their problem – Be their solution

Comments (3)

James Muhammad
RE/MAX Champions - Upland, CA
RE/MAX Vision

This is very, very good information Brandon. The script is straight to the point and almost any one can use it. .I'm going to share with my office and co-workers. Thank!

Sep 30, 2011 06:02 PM
Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

You can check your county's public trustee records to see who is behind and by how much. This is great information to let you know if the short sale is even worth attempting.

Sep 30, 2011 06:06 PM
Brandon Volpe
Datamar, Inc. / Homestead Data - Binghamton, NY

Glad you found it helpful, James. A door knocking script will follow. 

Sep 30, 2011 06:06 PM