PPF REALTY COLD CALLING SCRIPT
PART 1: HOW TO OPEN THE CALL – CALLING A FRIEND
“Hello (Hi), I’m looking for (THEIR FIRST NAME)?...”
“Hi (THEIR FIRST NAME)..”
“Hey, my name is (YOUR FIRST NAME).. I was calling about a property I believe you own
on (ADDRESS - JUST SAY THE STREET NAME)... I was just giving you a call to see if you
would consider selling the property you have there?”...
PART 2: HOW TO CLOSE THE CALL — THE 6 RESPONSES
NOT THE RIGHT PERSON/WRONG NUMBER – “I’m sorry about that... By chance do you
or someone you know want to sell property in New Jersey?” – (999/1000 times they are going to
say no or hang up on you) IF “NO”- end the call and move on.
IF YES – move onto prequalifying the property (4 pillars and property specs).
NO – “Ok (THEIR FIRST NAME) I understand.. But even if I told you that sometimes we
overpay for properties in areas that we really like.. you still wouldn’t be interested in selling?”
IF “YES/HOW MUCH WOULD YOU PAY/YOU WOULD OVERPAY FOR MY PROPERTY” –
move onto prequalifying the property (4 pillars and property specs)
IF STILL “NO” – “Ok (THEIR FIRST NAME).. I completely understand.. Do you have any other
properties that you would consider selling at this time?.. IF YES – move onto prequalifying the
property (4 pillars and property specs) IF NO – end the call and move on.
IF ANYONE SAYS “YES” - FOR TODAY ONLY - “I’m going to forward your information to a
member of our finance team and they will reach out within 24 hours.. Is this the best phone
number to reach you? - Confirm their number and end the call
Cold Call Loom from Day 1
https://www.loom.com/share/42fc5eece3a146eeb500e6fd202159ca
HOW MUCH WILL YOU PAY/HOW MUCH WILL YOU GIVE ME/DEPENDS ON THE
OFFER/FOR THE RIGHT PRICE EVERYTHING IS FOR SALE -
Is now a bad time to talk?.. Do you have 5 minutes to talk about the property?
PRE QUALIFYING - 4 PILLARS
“The property’s condition and income play a big role in what it will ultimately qualify for… I’m
going to ask you some questions about the property that will help paint that picture for me..
CONDITION
“So it looks like this is a multi-family home right?.. Awesome.. How many units does the property
have?.. Is it currently rented or vacant?.. How many bedrooms and bathrooms are in each
unit/apartment?.. How much are you getting for rent?.. What renovations have you made in the
past 5 years?.. How long have the tenants been living there?.. Are their leases long term or
month to month?.. Would you deliver the property vacant?
EXPENSES - “Are the utilities separate?.. (IF NOT- How much do you pay for the
utilities?)...Typically landlords pay the water bill in New Jersey..How much does that cost each
month?..Do you know how much your insurance bill is?.. How much are the property taxes?
“Ma’am/Sir.. As I told you the condition and income play a huge role in what this property will
qualify for.. These are the questions that we typically ask every homeowner that works with us
and I completely understand your hesitation to answer them.. It seems like selling isn’t
something that you really want to do..
(REMEMBER TO ALWAYS CONFIRM WITH EVERYTHING THEY SAY “OK, YEAH, MHMN,
OK GREAT, SOUNDS GOOD, VERY NICE”)
**IF CONDITION IS TERRIBLE - TENANTS AREN’T PAYING - PLACE HAS VERY BAD
CONDITION - END THE CALL AND SET UP THE FOLLOW-UP WITH ME OR MONICA
“Ok (THEIR NAME) that’s fine! We help people in similar situations all the time.I’m going to
forward your information to a member of our finance team and they will reach out within 24
hours.. Is this the best phone number to reach you? - Confirm their number and end the call
PRICE
“Just out of curiosity, do you have a number in mind that you were thinking about selling
this property for? (usually they’ll say no) then you can say “Ok I understand you don’t have
a specific price, but could you possibly give me a ballpark range in round numbers so I
know if we’re even a good fit for you?” FROM HERE THEY’LL EITHER GIVE YOU A
PRICE, OR SAY THAT “THEY REALLY DON’T KNOW” OR “YOU CALLED ME, WHAT’S
YOUR OFFER”
TIMELINE
What were you thinking for when you would sell? 30-60 days? (IF THEY GAVE YOU PRICE) -
So if we could give you “price” how soon would you be ready to sell?
MOTIVATION
What’s making you want to sell? Any particular reason that you’re looking to sell? IF they say
“BECAUSE YOU CALLED” or “JUST LOOKING TO SEE HOW MUCH MY HOUSE IS WORTH”
or “I’M JUST LOOKING TO GET THE HIGHEST OFFER/THIS PRICE FOR MY HOUSE OR I’M
NOT SELLING” then say “Ok (THEIR FIRST NAME) I completely understand. So is selling
something that you really want to do or are you just entertaining this phone call?
PPF REALTY RESOURCES/TOOLS
Calltools: (east-1.calltools.io/login)
Multi-Line dialer. This is the tool that you will use the most. This is the system you will be using
to cold call.
How to use calltools:
https://www.loom.com/share/0425b27cefc94b8dbbe3e06a59f8f4f3
4 PILLARS OF PREQUALIFICATION (IN NO PARTICULAR ORDER)
1) PRICE - Gives an indication about motivation.
2) TIMELINE - Gives an indication about motivation.
3) CONDITION - INFLUENCES PRICE
4) MOTIVATION -
DISTRESSED/MOTIVATED SELLERS:
● TIRED LANDLORD - Older doesn’t want to do the renovations to the property. Doesn’t
want to collect rent
● NEEDS $$$ - PERSONAL OR BUSINESS REASONS
● Older - can’t maintain/doesn’t want to be bothered/spouse that maintained passed away
● Pre-foreclosure - bank is going to take the house
● POOR CONDITION - doesn’t have the $$ to fix it up
