Interested in Selling Script

Question 1

Introduction

Answer 1

Hi John? Hi John, this is Trenton from Veridien Capital, a local investment company in the area. How’re you doing?

Question 2

Why are you calling?

Answer 2

The reason for my call is my partner and I are looking to buy in the area, and I’m wondering if you would be totally against selling your property on 123 Main Street.

Question 3

Objection: No I’m not interested in selling that property.

Answer 3

I understand.. so if I were to get you a great offer at or above market price would you at least consider it?

Question 4

Objection (2): No I wouldn’t consider selling this property at or above market price.

Answer 4

I understand.. Do you happen to have any other multifamily properties that you might consider selling?

Question 5

Objection(3): No I don’t have any properties that I would consider selling at this time.

Answer 5

I understand.. so just to be clear, if I, or a client of mine is going through a 1031 exchange that I know your property would be perfect for, and they would be willing to pay market price or higher, I shouldn’t bother giving you a call?

Question 6

I may be willing to sell the property for the right price.

Answer 6

Okay, and have you ever considered a price at which you would be willing to selling the property for?

Question 7

No, I haven’t thought of a price I’d be willing the sell the property for.

Answer 7

Okay, no worries. What number comes to mind that would work for you?

Question 8

I don’t have a number for you

Answer 8

Okay, again no worries, I’m just trying to get a feel for where you’re at. If you were to sell the property, would you plan on doing a 1031 exchange or would you have other plans for the money?

Question 9

If I were to sell the property I would look to cash out or 1031 exchange.

Answer 9

Okay, great. Well, the online records have different number everywhere. Can you clarify the number of units for me please?

Question 10

The property has x units.

Answer 10

Okay, great. Sorry if there is a slight delay in my response. I am taking some notes as we go here… So the property has x units, and what is the Unit Mix Breakdown?

Question 11

The building has x 1b-1ba units, y 2b-2ba units, z 3b-2ba units…

Answer 11

Alright, and what is a rough square footage number for the building and each unit mix?

Question 12

The building is 10,000 SQFT, the 1b-1ba units are x sqft, the 2b-2ba units are y sqft, and the 3b-2ba units are z sqft

Answer 12

So, to clarify, you said there are x number of 1b-1ba units, y number of 2b-2ba units, and z number of 3b-2ba units. The building is 10,000 sqft, the 1b-1ba units are x sqft, the 2b-2ba units are y sqft, and the 3b2ba units are z sqft, correct?

Question 13

Yes, those are the correct square footages.

Answer 13

And what is the current occupancy rate in the building?

Question 14

The building is currently 95% occupied.

Answer 14

Okay, and what utilities do the tenants pay? (Water, Sewer, Trash, Gas, Electric)

Question 15

The tenants pay x, y, and z utilities.

Answer 15

So, to clarify, you pay t, u, and v utilities, correct?

Question 16

Yes, those are the utilities that I pay.

Answer 16

Okay, and what type of renovations have been done in the last 5 to 10 years?

Question 17

We have done x, y, and z renovations over the last 5-10 years.

Answer 17

Okay, and is there any laundry or parking on the premises?

Question 18

There are x laundry units and y parking spaces on the premises.

Answer 18

Okay, and do you have a property manager? or do you handle leasing yourself?

Question 19

I have a property manager (or) I do leasing myself.

Answer 19

Okay, and would you be able to give me a rough gross income number?

Question 20

Objection (1.1): I don’t want to give out any financial information.

Answer 20

I understand you don’t want to share any specifics around financials, however, can you give me any type of gross income number? I will need some financial information in order to get you the best price that we can possibly offer.

Question 21

Objection (1.2): No, I am not interested in sharing any financial information, just bring me an offer.

Answer 21

Okay, John, we have two options here. If I don’t have any financials, I’m going to submit an offer that you’re going to be unhappy with when I know we can afford more. But if you share any type of financials with me, I’m sure I can get you a substantially higher offer that would get me as close as possible to an agreeable number for you.

Question 22

Objection (1.3): You called me. If you’re interested in buying my property then send me an offer. I don’t have any interest in sharing financial information with someone I’ve never met. I don’t even know if you or your client are serious buyers.

Answer 22

Okay, well I understand the lack of desire to share the financial information for your building, but if I were to sign a non-disclosure agreement as a part of an agreement that would allow me to market your property, but where I am not allowed to share the information with anyone who is not a potential buyer of mine. Is that something that would work for you?

Question 23

The gross income for the building is about $300,000

Answer 23

Okay, so based of the expenses of roughly x, your net income, after expenses, is roughly y, correct?

Question 24

Yes that sounds about right as far as the net income I am receiving.

Answer 24

You had mentioned you were looking for x price, correct?

Question 25

Yes, x price is an amount I would consider selling for.

Answer 25

Would you be able to share any more detailed financials with me so I can my best possible offer in front of you?

Question 26

I will share more information with you after an NDA is signed. And when it is, what will that look like.

Answer 26

If I can’t get to a price that is acceptable to you for the property, worst case scenario I would only market your property to active buyers in my network.

I would do this by reaching out to each of them with some of the details about your property to get feedback and an offer if they are interested.

I would also reach out to my top broker friends who represent seasoned, motivated, and experience buyers like me.

And to claridy, getting the highest and best possible price is what you want, correct?

Question 27

Yes, I want the highest and best possible price for my property.

Answer 27

Great, then this is the path of least resistance to doing exactly that.

Now in order to do this would you be willing to sign a marketing agreement that would allow me to go ahead and market your property for you?

This agreement would just protect me from someone trying to exclude me from the process.

Question 28

Objection(1.1) : I don’t want to sign anything.

Answer 28

Other than having to sign an agreement, is there any other reason why you wouldn’t move forward?

Question 29

Objection (1.2): I don’t want sign anything, and …

Answer 29

Okay, to clarify, other than (insert objection here), is there any other reason why you wouldn’t move forward today?

Question 30

No, the contract, and (insert objection here) are my only reasons for not wanting to move forward today.

Answer 30

Okay, well just so you know, the agreement is cancelable at any time and the main reason for it is protection.

One, for you, so you don’t get hundreds more phone calls like this ever again.

And two, for me, so if a buyer that I have tries to go to you directly, I don’t get cut of the transaction.

So if I change the agreement so all it really states is that, if I bring you a buyer, they will pay a commission, I will be able to market the property to my database and a few select websites, and that the contract can be canceled at any time, would you be totally against moving forward?

Question 31

Objection (2.1): I don’t want my property marketed anywhere because I don’t want my tenants thinking or knowing I am trying to sell the property.

Answer 31

So just to be clear, if you got an unbelievable offer that was exactly what you were looking for, you wouldn’t accept it because you’re Tenants might know you are selling the property?

Question 32

Objection (2.2): I would certainly sell if the price is right but I don’t want my tenants knowing or being concerned about me selling the property. I don’t want that headache.

Answer 32

Most tenants are tenants because they’re not looking to buy properties. The only websites that I would recommend your property be marketed on are websites where only individuals who are motivated to buy properties frequently visit. So, we have found with great success that the vast majority of tenants never know the property is being marketed unless they are already considering buying their own building. So why don’t we authorize the agreement and get you the best price possible. Can you confirm the best email I can send it to?

Question 33

Objection (2.3): I hear you having tenants find out that I am looking to sell the property isn’t a risk I am willing to take.

Answer 33

Ok, so if I were to change the agreement so that nothing is marketed online other than me sending out some information to my database of buyers who would be likely to buy the property for a great price, is there any other reason why you wouldn’t move forward with the agreement?

Question 34

Objection (3.1): I’m not listing the property. I have several friends who are realtors, and if I was interested in selling, I would list with them.

Answer 34

I completely understand, and I’m not looking to list your property. I’m looking to bring you an offer that would be agreeable to you like we have talked about. I’m just looking to protect myself so when I bring your property to a few of my best clients, I don’t get cut out of the transaction if they try to go directly to you. I’m not looking to burn any bridges. I’m just looking to bring you a few offers that you might consider. So, I’m curious, would you be totally against signing an agreement that would allow me to market your property without listing it actively for sale?

Question 35

Objection (3.2): I understand what you’re saying, but I have someone who deals with all my real estate transactions.

Answer 35

Okay, just to be clear, other than (insert objection), is there any other reason why you would be totally against having me market your property?

Question 36

No, if the contract is cancellable at any time and you won’t share the information with anyone other than (insert), I would be okay with moving forward.

Answer 36

Okay, great! So, would you prefer I send the link to sign via email or would a text be better for you?

Question 37

If you could send the agreement to me by email, that would be best.

Answer 37

Okay, and what’s the best email to send the agreement to?

Question 38

Tell me again what it is that I will be signing for you to market my property.

Answer 38

It will give me the ability to market your property by sending the details we have already spoken about to my best buyers, to the fellow top brokers I’m connected with, and on a few websites that have proven to attract only the highest quality motivated buyers.

So, to clarify, would you prefer I send you the link to sign via email, or is text better for you?

Question 39

You can send the agreement to JohnSmith@gmail.com

Answer 39

Great! And, when can I expect that you will be able to get the agreement back to me?

Question 40

I’ll be able to get the agreement back to you within the next few days.

Answer 40

Okay, wonderful! So as promised, I will send over my contact information via (text/email) along with the agreement, and I’ll follow up with you in a few days. Does that work for you?

Question 41

Yes, that works for me. Send over the agreement.

Answer 41

Great. I’m looking forward to getting some great offers for you to review. I’ll be sure to reach out again in a few days to discuss next steps. Have a great rest of your day!