Script – Motivated Seller Phone Script for Wholesaling

Goal of the Call: To qualify the seller, build trust, and schedule a property viewing.

Pre-Call Preparation:

• Have your Maximum Allowable Offer (MAO) formula ready.
• Have a notepad or CRM open to log details.
• Smile! It changes your tone and makes you sound more friendly and confident.

The Script

You: “Hi, may I speak with [Seller’s Name]?”

(Once connected)

You: “Hi [Seller’s Name], my name is [Your Name] with [Your Company Name]. How are you today?”

(Pause for their response. This is a crucial rapport-building step.)

You: “The reason for my call is I was [Reference how you found them: e.g., ‘driving through your neighborhood,’ ‘saw your online ad,’ ‘reviewing public records’] and I wanted to follow up about your property at [Property Address]. Are you still considering selling that property?”

Part 1: Qualifying the Seller & The Situation

Based on their answer, listen carefully. Your next questions are based on their motivation.

Key Question 1 (The Motivation):
You: “I understand. To make sure I’m not wasting your time, can I ask what’s motivating you to sell?”

• Common Motivations & Your Response:
  • “It needs too many repairs.”
    • You: “That’s exactly what we specialize in. We buy properties in as-is condition, so you wouldn’t have to worry about making any of those repairs.”
  • “I’m facing foreclosure / behind on payments.”
    • You: “I’m sorry to hear that, that’s a stressful situation. We may be able to help you avoid the hit to your credit by selling quickly before the bank takes it back.”
  • “I inherited the property.” / “It’s a vacant rental.”
    • You: “I see. So you’re probably looking to avoid the hassle and carrying costs like taxes and insurance, is that right?”
  • “I just want to get rid of it.”
    • You: “That’s our specialty—making the process simple and fast for sellers like you.”

Key Question 2 (The Condition):
You: “To give you a rough idea if we can help, could you tell me about the condition of the property? What are the top 2 or 3 big-ticket items that need repair? For example, the roof, HVAC, foundation, or any plumbing issues?”

(Listen and take notes. This helps you estimate repairs.)

Key Question 3 (Timeline & Price):
You: “I appreciate that info. To see if we’re on the same page, what is your ideal timeline for selling? Are you looking to sell in the next few weeks, or is it more of a future plan?”

(Then ask about price…)
You: “And have you given any thought to what you’d need to get for the property to make a sale work for you?”

(Their answer here is critical. If their number is wildly unrealistic, you may need to gently manage expectations now or during the visit.)

Part 2: The Appointment Set

You: “[Seller’s Name], based on what you’ve told me, it sounds like your situation is exactly what we look for. However, I never make an offer over the phone. The only way I can give you a fair, firm cash offer is to see the property in person, walk through it, and take some measurements.”

“Would you be available for me to come by for a quick 15-20 minute walk-through? I’m available [Offer two specific times, e.g., ‘tomorrow at 3 PM or Wednesday morning at 10 AM’].”

Handling Common Objections

Objection 1: “I’m not sure, I might just list with an agent.”

• You: “That’s a great option if you have time and want to deal with repairs, showings, and waiting for a buyer’s financing to fall through. We offer a different solution: a guaranteed sale, as-is, often in as little as 7-10 days. Wouldn’t it be worth 20 minutes to see what your cash option is?”

Objection 2: “How much would you offer?” (Pushing for a number before the visit)

• You: “I completely understand you want a number. I would, too. But giving you a random number over the phone without seeing the property’s condition wouldn’t be fair or professional to you. My offer is based on the specific repair costs I see. The only way I can give you a serious, written offer is to see it in person. When can I stop by?”

Objection 3: “I’m not ready yet.” / “Call me back in a few months.”

• You: “No problem at all. The market is always changing, so it’s smart to be prepared. Can I add you to our monthly newsletter with tips for homeowners? It keeps you in the loop, and when you are ready, you’ll already know who to call. In the meantime, would it be okay if I followed up with you in about 90 days to check in?”

Part 3: Confirming the Appointment

(Once they agree to a time…)

You: “Perfect. So I’ll see you at [Property Address] this [Day] at [Time]. My cell number is [Your Number]—please call or text if you need to reschedule. I’ll do the same. I’m looking forward to meeting you, [Seller’s Name].”

Final Step: Immediately after the call, log all the details in your CRM or spreadsheet: Motivation, Condition, Timeline, Price Expectation, and Appointment Time.

Remember: This script is a guide, not a rigid monologue. The key is to listen more than you talk. Your goal is to understand their problem and position yourself as the solution. Good luck