Guide
How a motivated seller cold calling script should be built
A script is a structure, not a monologue. Ours has six parts and the caller spends most of the call listening. Here is the structure, so you can judge any script you're handed.
In this guide
1. The opener (8 seconds)
Name, who you're with, the specific property, and a reason. "Hi, is this Mark? Mark, it's Sarah, I'm calling about the house on Elm Street in Dayton. I work with a local buyer who's picking up a few properties in that area this year and I wanted to see if you'd ever consider an offer." No "how are you today", no company pitch.
2. Permission
"Do you have a quick minute?" It costs nothing and changes the tone from interruption to conversation.
3. Situation questions
Open questions, then silence: Is it occupied? Any repairs it needs? How long have you owned it? What would you do with the proceeds? The caller's job here is to listen and take notes.
4. The four qualifiers
- Motivation: why would they sell, and why now
- Timeline: when
- Condition: what it needs
- Price: what they'd need to see, or a range
A lead with all four is qualified. Three is warm. Fewer is a callback.
5. Objections
"Not interested" (acknowledge, ask one more question, leave the door open), "what's your offer" (we don't price on the phone; the buyer looks at the property first), "take me off your list" (immediately, logged). Objection handling is written for sellers, not borrowed from a generic sales book.
6. Disposition
Every call ends with a tagged outcome and notes in your CRM: qualified, callback with date, not interested, wrong number, DNC. Disposition accuracy is on the QA scorecard because it's what makes the follow-up work.
Questions people ask
Can I use my own script?
Yes. We'll run it, record it, and show you where it's losing people, then adjust with you.
Do callers read word for word?
No. They work from the structure. Reading is what gets a caller hung up on.
Who owns the script?
You do. We write it for your market and change it whenever you ask.
Talk it through with the founders
One 30-minute call. Bring your market and your numbers; leave with a plan.