Rescue Script to Uncover Distressed Property Leads

Current studies show that over 6 million homeowners in the country are potentially facing foreclosure. However, initiating the conversation to find out if a homeowner needs your services can sometimes be uncomfortable or even offensive. That’s why we have a refined a script that works well in any situation, whether you are on the phone or in person, and we call that script the “Distressed Property Rescue Script.”

It’s simple, effective and most importantly it makes homeowners feel comfortable to open up about their situation. This is not a sales call, or a referral call; it’s a rescue call.

Here’s the script:

“Do you, or someone you know, owe more on your property than what it is worth and you don’t know what to do?"

This may sound like a simple question, but each word is designed to elicit a specific response.

Let’s take a look at this script and explain why each section is important.

“Do you, or someone you know.” Adding the part “someone you know” is non-accusatory and let’s the person off the hook. It may also trigger a memory of someone they know who is in trouble which allows you to connect to their market.

“owe more on your property than what it is worth.” Leaving out the words “foreclosure” or “short sale” are important because studies have shown that 65% of homeowners do not understand these terms or know what they mean. They do understand, however, that they are late on payments and that is something they can definitely relate to.

"you don’t know what to do?” This last section is the most important part. Foreclosure is an ambiguous term, one the homeowner may not relate too or even understand. Not knowing what to do has personal implications that every person can recognize, so by communicating in a way that has meaning you help people open up.

When CDPE’s call qualified clients and use this script they report 5 out of 10 and in some cases 10 out 10 calls resulting in referrals.

Begin calling past clients today. Use this script to generate more listings and, more importantly, help someone in your database that already knows you.

Watch the Rescue Script video on You Tube.