Proven Real Estate Investing Scripts and Rebuttals That Turn Leads Into Deals

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Here’s the big misconception…

Most investors just don’t know how to handle objections from buyers and sellers. And that can end up costing them tens of thousands of dollars each year in lost deals. Don’t talk to another seller until you read these short scripts and rebuttals. I want to give you my master list of proven real estate investing “How To” scripts and rebuttals that I use in my business everyday to turn leads into deals so you can have the same success, filling your pipeline with qualified leads.

You know by now that this is a relationship business, and in building that relationship, you have to know how to talk to people. You know that people are going to be hesitant, reluctant, guarded, and cautious when talking with you, especially in the beginning. So you need to arm yourself with the right things to say to help overcome any objections and help put their concerns at ease.

These scripts I want to share are short but powerful. It is with this carefully wording that you will be able to increase your conversions.

Don’t leave this up to chance; there’s too much at stake.

The scripts I’m providing are grouped into three categories:

  • Competition phone script – another wholesaler
  • Outbound foreclosure scripts
  • Outbound bankruptcy scripts

So let’s take a look at each:

Outbound Foreclosure Script: Buying

Hi, is Mr. / Mrs. _____________ in ?
Hi, Mr./Mrs. my name is my name is ___________ and I am calling from _________________ …and the reason for my call today is because according to courthouse records you may be having a problem with your mortgage company and we specialize in helping homeowners in these types of situations…and was wondering how we could be of service to you today?

IF THEY’RE INTERESTED
Great, well let me tell you a little bit about our company…we are real estate solutions company who specializes in helping people by either helping them refinance their existing loan if that is possible or we are able to purchase the home directly from them without charging you a real estate brokerage fee and that is what you want isn’t it?

-Response

Well, what I will need to do is gather some information from you in order to be able to evaluate your situation and come up with the best solution. Let me ask you this…
(GO INTO SELLER LEAD INTERVIEW SCRIPT)

IF THEY’RE NOT INTERESTED
Ok, so you have taken care of the problem?

-Yes

Great, because I am in the business of helping people who have mortgage problems, let me ask you this…how did you take care of the problem?

-Their Response

Great, well take down my name and number just in case things don’t work out and you want to sell…do you have a pen?

-Their Response

Great, I will follow up with you in a few weeks just to make sure that you have the problem worked out…have a nice day!

(Always keep them talking and get to their #1 concern)

Common Outbound Call Objections

How did you get my phone number? Mr. ______ our company gets all the information from the public records at the county courthouse. What I do is reach out to people in similar situations to yours to tell them about our services. I am sure it is at least worth your time to hear how we can help you…isn’t it?

I have already taken care of the problem. Great, Mr. ________ let me ask you this…I am in the business of helping people in similar situations to yours and am always interested to see how you handled the problem?

I am not going to move out of my house. Well, I can certainly understand this, however wouldn’t it feel great to have a fresh start financially so the overbearing payments and stress you face on a daily basis doesn’t ruin your quality of life?

I don’t have any place to go. This is a very common problem that we can help you with. We help people all the time find affordable apartments and can even help you move. We will also provide the necessary deposit for you.

Can you buy it and rent it back to me? Unfortunately, Mr. _________ ethically we can not do this. Some investors will do this, but only with the intention of evicting you later on. The reality is that 95% of the time when someone is behind on their payments because they can not afford the payment on a consistent basis so it really does not help the homeowner.

My family member is going to buy it. Great…do you know if they are financially qualified to completely pay off your mortgage?

–Yes, they are! Great…however, I want you to know that I have seen many people lose their house and all the equity in it because they kept getting promises from family members who were supposedly going to help them and I just don’t want that to happen to you. Let me ask you this…what are their plans for the house after they purchase it?

I don’t have any problems with my mortgage. Okay, well sometimes our records aren’t updated, so let me ask you this…have you ever had a problem with your mortgage?

–No. Great, well I do apologize, however you should take down my name and number now just in case you ever are looking to sell your house in the future…do you have a pen?

I’m going to list my house with a Realtor. I understand that decision…however, we both know that you do not have enough time to deal with a Realtor because of your time constraints. We are ready to buy and close quickly and I am sure this is appealing isn’t it?

I do have the time to list my house. Great, however do you realize that it will take a Realtor at least a month to get a contract on the property, another month or two for the buyer to get qualified for their financing…if they can even get financing…and by that time the auction date has passed. Let me ask you this…can you afford to not deal with a company like ours that can close in a matter of days?

I am going to just declare bankruptcy. Well, I know bankruptcy is only a temporary solution, however do you realize that bankruptcy does not work for 95% of people because it does not get rid of the debt and you actually will owe more money once the bankruptcy is over?

I am going to declare chapter 7 to get rid of all of my debts. Ok, do you realize that this means you will have to sell your house anyway to pay off creditors and why not save your credit and sell your house now to avoid dinging your credit?

My mortgage broker said he is going to be able to refinance my loan. Great…did your mortgage broker pre-approve you or have you actually received the loan commitment from the actual bank?

-No or Yes: Well…unfortunately I am brutally honest with all of my clients because that is always in their best interest…and in this case I know all mortgage brokers give out pre-approvals to anyone who applies and later on when they run your credit they find out that they can’t do the loan, but meanwhile the sale date passes and you lose your home while you wait for them to act and that isn’t what you want is it?

We are refinancing next week. Great, however has your mortgage broker told you the new amount of your monthly payment yet?

-No or Yes: Because the reason people fall behind is because their payment is too high and when you refinance out of foreclosure…if it actually happens…they payment is always higher…can you afford to make such an overbearing payment?

I am not going to let you just take my house. We would never take your house…we always offer a fair price based on the condition and the area the property is in, let me ask you this…what would you consider to be a fair price if we could offer you cash and close in a week?

I am sick and tired of dealing with people like you. I can understand this, however let me ask you this why haven’t you dealt with any of them or the problem yet?

I have had several offers from other people for more money than you are offering. Great…let me ask you this…do you know 100% for sure that your buyer has the financially capability to buy within a week like we do because I would hate to see this drag out a couple of months only to find out that your buyer can’t qualify, and I know you don’t want this do you?

-Yes or No: Let me ask you this…if I dropped off a contract with a proof of funds showing you we can close in cash and can close in a week it would be pretty appealing wouldn’t it?

Another investor offered me so much more? Great what is it about their offer that you didn’t like and did you get any references from this investor about past clients he has helped in last minute situations?

–No or Yes: Well, I have seen too many investors make promises they can’t keep and then right before closing they beat you down on the price because you don’t have any other options and you wouldn’t want that to happen to you…would you?

–No or Yes: Great, let me provide you with a written offer, a deposit, and a list of clients that you can contact of people that we have helped in your exact situation before.

You are a little too aggressive for me. You are exactly right…but I know the people at your bank and mortgage company are exactly the same way…and I know you will feel safe knowing that their is someone on your side who will fight for you and be very assertive when dealing with these people wouldn’t you agree?

What can you do for me. Well, first off our company does a wide variety of things based on your individual situation. We can purchase your property and or help you refinance if at all possible. We can also help you rebuild your credit along with providing you a long list of clients in your exact situation we have helped before…let me ask you this…how far behind are you?

How can I start rebuilding my credit? The first thing to do is to get this problem solved as quickly as possible and get these back payments paid off. It is our policy to work with all of our clients who are in foreclosure get back on their feet after they sell us their house. In fact, we have helped numerous people improve their credit and qualify for one of our houses that we are selling in the area. We sell a lot of homes on a rent to own situation to people just like you who need to improve their credit, but also want to own a home and that is ultimately what you want isn’t it?

Competition Phone Script

Use this script when talking with another investor.

Investor: Hello!
Hey…my name is (Your Name) and I am another investor in the area and I just drove by one of your signs and I wanted to give you a call and introduce myself!

Investor: Okay…well my name’s John…how can I help you?
Well, John…I just wanted to give you a quick call because I am a new investor to this area and looking to build some relationships with other existing investors. Do you wholesale properties to other investors in the area?
Investor: Occasionally…why are you interested in buying?
Potentially, of course it depends on the deal, the area, and the price. Are you looking to sell any wholesale deals right now?

Investor: No…not right now, but maybe in the near future
Great…why don’t you add me to your buyers list. Likewise, I am sure there quite a few ways we could work together in the future. In fact, even though we are in the same business there is more ways we can work together then against each other. Tell me this…do you specialize in any specific type of real estate like rehabs, wholesale deals, or short sales?

Investor: Well…I don’t do a lot of short sales mostly rehabs and a couple wholesale deals here and there? And yourself…what types of properties do you work on…
I prefer rehabs, but I never try and take on too many projects at once so as a result prefer to wholesale (*especially because I work a full time job.) Before we hang up here I will definitely get your info as well in case we run across a couple good deals in the near future!

Investor: Sure no problem…definitely email me if you have any deals!
Cool…what is your email?

Investor: john@yahoo.com
Great…mine is yours@yahoo.com also do you have a website?

Investor: www.LocalHomeBuyer.com
Great…how do you let other investors like myself find out about the deals you are trying to sell?

Investor: Usually call a couple of my contacts or my realtor helps me out
Great… I guess I am going to have to harass you every day until I get on that list huh?

Investor: Funny… I will definitely keep you in mind
Definitely do! I will not waste your time. If you ever have a deal I will check it out that day and have you an offer that same day if it looks good. Either way I will never leave you hanging, kick tires, or blow up your deal. Plus, I am not like a lot of investors and would never, ever, try and cut you out of a deal. I am very upfront and looking to build some long term relationships with a couple investors in the area where we can help each other build our respective businesses.

Investor: I agree and appreciate that
Not a problem… I am definitely in it for the long term. Hey do you go ever go to the local REIA meetings or any other real estate related networking groups in the area?

Investor: Sometimes, not all the times
Well, if you ever go sometime definitely give me a ring or shoot me an email and maybe we can meet up at a meeting sometime.

Investor: Will do
Great… and definitely let me know if there is anything I can help you in the future or anybody you would like to meet. I have a pretty strong network of real estate investor contacts, lender contacts, etc… that I could put you in touch with.

Investor: Well… I have been looking for some private lenders! Do you know anybody who might be interested?
Sure do, I will shoot you an email with an investor friend of mine who lends money for real estate deals. I have borrowed from him before and he was very easy to work with. His name is Mike Smith and I will shoot you an email with his contact info!

Investor: Thanks…that’s pretty generous of you
No problem, like I said I think there are many ways we can work together!

Investor: Sounds like it.
Definitely, well I will shoot you that email and follow up with you about any properties you might send my way. Take care John

Investor: Take care and nice to speak with you!

Outbound Bankruptcy Script

These scripts are very similar to the Outbound Foreclosure Scripts, above.

Bankruptcy Intro’s

Hi, is Mr. / Mrs. _____________ in ?
Hi, Mr./Mrs. my name is my name is ___________ and I am calling from _________________ … My assistant was at the courthouse doing some research and saw that you are in a similar situation as one of our previous clients. I have sent you a few letters with no response so I figured I would give you a call. We are a real estate solutions company and we do home refinancing, cash loans, and purchases properties in the ___________ area. I am calling today because I feel my services could be of use to you. Removal of your burdensome debt is what you want isn’t it?

or

Hi, is Mr. / Mrs. _____________ in ?
Hi, Mr./Mrs. my name is ___________ and I am calling from _________________ …
I specialize in helping homeowners like you find solutions to what seem to be complicated financial problems. I have tried to contact you by mail three times but was unsuccessful so I figured I would give you a call. I can help you with possibly refinancing your home out of bankruptcy, I can even purchase your property while it is in bankruptcy. I can eliminate all or some of your debt and help repair your credit which is what you want isn’t it?

or

Hi, is Mr. / Mrs. _____________ in ?
Hi, Mr./Mrs. my name is ___________ and I am calling from _________________ … I have tried to contact you by mail three times but was unsuccessful so I figured I would give you a call. I have extensive experience in negotiating debt directly with the bank. You may find it hard to believe, but banks will often forgive significant amounts of debt under certain circumstance. Are you interested in removing debt?

IF THEY ARE INTERESTED

Great, well let me tell you a little bit about our company…we are real estate solutions company who specializes in helping people by negotiating directly with creditors to eliminate your debt, refinance their existing loan if that is possible or we are able to purchase the home directly from them without charging you a real estate brokerage fee and that is what you want isn’t it?

-Response

Well, what I will need to do is gather some information from you in order to be able to evaluate your situation and come up with the best solution. Let me ask you this?
…go to lead interview sheet…

IF THEY ARE NOT INTERESTED

Ok, so you have taken care of the problem?

-Yes

Great, because I am in the business of helping people who have mortgage problems, let me ask you this…how did you take care of the problem?

-Their Response

Great, well take down my name and number just in case things don’t work out and you want to sell…do you have a pen?

-Their Response

Great, I will follow up with you in a few weeks just to make sure that you have the problem worked out…have a nice day!
(Always keep them talking and get to their #1 concern)

Common Outbound Call Objections

How did you get my phone number? Mr. ______ our company gets all the information from the public records at the county courthouse. What I do is reach out to people in similar situations to yours to tell them about our services. I am sure it is at least worth your time to hear how we can help you…isn’t it?

I have already taken care of the problem. Great, Mr. ________ let me ask you this…I am in the business of helping people in similar situations to yours and am always interested to see how you handled the problem?

I am not going to move out of my house. Well, I can certainly understand this, however wouldn’t it feel great to have a fresh start financially so the overbearing payments and stress you face on a daily basis doesn’t ruin your quality of life?

I don’t have any place to go. This is a very common problem that we can help you with. We help people all the time find affordable apartments and can even help you move. We will also provide the necessary deposit for you.

Can you buy it and rent it back to me. Unfortunately, Mr. _________ ethically we cannot do this. Some investors will do this, but only with the intention of evicting you later on. The reality is that 95% of the time when someone is behind on their payments because they cannot afford the payment on a consistent basis so it really does not help the homeowner.

My family member is going to buy it. Great…do you know if they are financially qualified to completely pay off your mortgage?

–Yes, they are! Great…however, I want you to know that I have seen many people lose their house and all the equity in it because they kept getting promises from family members who were supposedly going to help them and I just don’t want that to happen to you. Let me ask you this…what are their plans for the house after they purchase it?
I don’t have any problems with my mortgage. Okay, well sometimes our records aren’t updated, so let me ask you this…have you ever had a problem with your mortgage?

–No: Great, well I do apologize, however you should take down my name and number now just in case you ever are looking to sell your house in the future…do you have a pen?

I’m going to list my house with a Realtor. I understand that decision…however we both know that you do not have enough time to deal with a Realtor because of your time constraints. We are ready to buy and close quickly and I am sure this is appealing isn’t it?

I do have the time to list my house. Great, however do you realize that it will take a Realtor at least a month to get a contract on the property, another month or two for the buyer to get qualified for their financing…if they can even get financing…and by that time the auction date has passed. Let me ask you this…can you afford to not deal with a company like ours that can close in a matter of days?

I am going to just declare bankruptcy? Well, I know bankruptcy is only a temporary solution, however do you realize that bankruptcy does not work for 95% of people because it does not get rid of the debt and you actually will owe more money once the bankruptcy is over?

I am going to declare chapter 7 to get rid of all of my debts. Ok, do you realize that this means you will have to sell your house anyway to pay off creditors and why not save your credit and sell your house now to avoid dinging your credit?

My mortgage broker said he is going to be able to refinance my loan. Great…did your mortgage broker pre-approve you or have you actually received the loan commitment from the actual bank?

-No or Yes: Well… unfortunately I am brutally honest with all of my clients because that is always in their best interest…and in this case I know all mortgage brokers give out pre-approvals to anyone who applies and later on when they run your credit they find out that they can’t do the loan, but meanwhile the sale date passes and you lose your home while you wait for them to act and that isn’t what you want is it?

We are refinancing next week. Great, however has your mortgage broker told you the new amount of your monthly payment yet?

-No or Yes: Because the reason people fall behind is because their payment is too high and when you refinance out of foreclosure…if it actually happens…they payment is always higher…can you afford to make such an overbearing payment?

I am not going to let you just take my house. We would never take your house…we always offer a fair price based on the condition and the area the property is in, let me ask you this…what would you consider to be a fair price if we could offer you cash and close in a week?

I am sick and tired of dealing with people like you. I can understand this, however let me ask you this why haven’t you dealt with any of them or the problem yet?

I have had several offers from other people for more money than you are offering. Great…let me ask you this…do you know 100% for sure that your buyer has the financially capability to buy within a week like we do because I would hate to see this drag out a couple of months only to find out that your buyer can’t qualify, and I know you don’t want this do you?

-Yes or No: Let me ask you this…if I dropped off a contract with a proof of funds showing you we can close in cash and can close in a week it would be pretty appealing wouldn’t it?

Another investor offered me so much more. Great what is it about their offer that you didn’t like and did you get any references from this investor about past clients he has helped in last minute situations?

–No or Yes: Well, I have seen too many investors make promises they can’t keep and then right before closing they beat you down on the price because you don’t have any other options and you wouldn’t want that to happen to you…would you?

–No or Yes: Great, let me provide you with a written offer, a deposit, and a list of clients that you can contact of people that we have helped in your exact situation before.

You are a little too aggressive for me. You are exactly right… but I know the people at your bank and mortgage company are exactly the same way… and I know you will feel safe knowing that their is someone on your side who will fight for you and be very assertive when dealing with these people wouldn’t you agree?

What can you do for me? Well, first off our company does a wide variety of things based on your individual situation. We can purchase your property and or help you refinance if at all possible. We can also help you rebuild your credit along with providing you a long list of clients in your exact situation we have helped before…let me ask you this…how far behind are you?

How can I start rebuilding my credit? The first thing to do is to get this problem solved as quickly as possible and get these back payments paid off. It is our policy to work with all of our clients who are in foreclosure get back on their feet after they sell us their house. In fact, we have helped numerous people improve their credit and qualify for one of our houses that we are selling in the area. We sell a lot of homes on a rent to own situation to people just like you who need to improve their credit, but also want to own a home and that is ultimately what you want isn’t it?

As you can see, this is a pretty extensive list of common objections you will get from sellers. If you can arm yourself and prepare to handle their objections with your own carefully crafted rebuttals, you’ll find yourself building those relationships and increasing your conversion rate. And that puts more money in your pocket every time.

For more strategies to convert leads into deals, systems, tools, and resources that I use in my business everyday CLICK HERE to register for a comprehensive real estate training with me and my team.

Happy Investing,

Chris Bedgood
CEO/Founder
Real Estate Veteran Training Academy
800-854-1952
chris@revtrainingacademy.com

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