Script – Cash Buyer Phone Script for Wholesaling
Goal of the Call: To qualify the investor, add them to your buyer list, and/or present a specific property.
Pre-Call Preparation:
- Have the Property Details Sheet ready (if calling about a specific deal).
- Have your Cash Buyer Spreadsheet/CRM open to log their criteria.
- Be ready to text or email information immediately.
The Script
Part 1: The Initial Connection & Qualification
(This is used when you are cold-calling or following up on a lead to build your list.)
You: “Hi, may I speak with [Buyer’s Name]?”
(Once connected)
You: “Hi [Buyer’s Name], my name is [Your Name] and I’m a real estate wholesaler here in [Your City].* I came across your information and saw that you’re a real estate investor. Did I catch you at an okay time for a brief 30-second chat?”
<u>Alternative Opener if you have a mutual connection:</u> “Hi [Buyer’s Name], my name is [Your Name]. I was speaking with [Mutual Connection’s Name] and they suggested I reach out to you as a serious cash buyer.”
(If they say “Yes, go ahead…”)
You: “Great. I’m building my private list of cash buyers for the off-market deals I find. I just want to ask two quick questions to make sure I only bring you deals that fit exactly what you’re looking for.”
Key Question 1 (What they Buy):
You: “First, what type of properties are you currently buying? For example, are you focused on single-family homes, multi-family, or something else? And what condition—are you looking for full rehabs or lighter cosmetic fixes?”
(Listen carefully and take notes.)
Key Question 2 (Geography & Budget):
You: “Perfect. And what specific areas or zip codes are you actively investing in? Also, what’s your typical all-in budget range for a property after purchase and repairs?”
(Listen and take notes.)
The Wrap-Up & Permission:
You: “That’s exactly what I needed. [Buyer’s Name], when I find a deal that matches your criteria, what’s the best way to get the details to you quickly—usually a text with a link to the specs, or an email?”
(Get their preferred method and contact info.)
You: “Excellent. I’ve got you on my list. I won’t spam you—I’ll only contact you when I have something that looks like a strong fit. Thanks for your time, and have a great day.”
Part 2: The Deal Presentation Call
(This is used when you have a property under contract and are calling your pre-qualified list.)
You: “Hi [Buyer’s Name], it’s [Your Name] with [Your Company Name]. You asked me to only call you with deals that match your criteria, and I believe I have one. Do you have about 60 seconds for me to give you the highlights?”
(If they say yes…)
You: “Great. It’s a [3-bed, 2-bath single-family home] located at [123 Main St, Your City].”
Deliver the Key Numbers (The “Blitz” Method):
You: “Here are the key numbers:
- ARV (After Repair Value): ~$350,000
- Est. Repair Costs: ~$45,000
- My Assignment Fee: $10,000
- Your Total Cash Price: $195,000
This is an off-market deal. The seller is motivated, and we are ready to move quickly.”
(Pause for 3 seconds. Let the numbers sink in.)
The Next Step:
You: “I have the full details, photos, and the repair scope of work ready to go. Can I text/email the package to you right now?”
(If they are interested…)
You: “Done. You should see it in your inbox shortly. Please take a look and let me know if you’d like to schedule a time to see the property. I’m setting up viewings for tomorrow. Thanks, [Buyer’s Name].”
Handling Common Objections from Cash Buyers
Objection 1: “Send me the info and I’ll look at it.” (Brush-off)
- You: “I will absolutely send it. To make sure it’s a good use of your time, let me just give you the 3-second overview… [Give the Blitz: ARV, Repairs, Price]. Based on that, does it still seem like something you’d want to pursue?” This re-engages them and qualifies their interest level.
Objection 2: “Your fee is too high.”
- You: “I appreciate you looking out for your margins. My fee is built into the total price, which is based on a standard wholesale formula at roughly 70% of ARV minus repairs. This still leaves a healthy profit for your rehab and holding costs. Are the repair estimates or the ARV not aligning with what you’re seeing in the market?”
Objection 3: “I need to see it first.”
- You: “Of course, and I encourage it. I’m coordinating viewings for [Day]. Does [Time 1] or [Time 2] work for you?” (Assume the sale and move to schedule it).
Objection 4: “I’m not buying right now.” / “My capital is tied up.”
- You: “No problem at all. I completely understand. Should I keep you on my list for future deals, or would you prefer I check back in [3 months/6 months]?”
Part 3: The Follow-Up
- Text Script (After sending the package):
- “Hi [Buyer Name], it’s [Your Name]. Just sent the details for [Property Address] to your email. ARV ~$350k, repair est. $45k, cash price $195k. Let me know if you’re interested in viewing tomorrow.”
- Voicemail Script (If they don’t answer):
- “Hi [Buyer Name], it’s [Your Name] with [Your Company]. Calling with a potential wholesale deal at [123 Main St]. ARV is ~$350k with a cash price of $195k. Texting you the full details now. Call me back if you’re interested. Thanks!”
Final Step: Immediately log the interaction in your buyer list. Note their level of interest, any feedback on the numbers, and if they scheduled a viewing.
Key Mindset: You are a valuable resource, not a salesperson. You are providing them with the product (deals) they need to run their business. Be brief, be professional, and be a person of your word.
