LM Diagnosis Call

Question 1

What is the introduction for the call?

Answer 1

Hello (Seller), it’s (Name), I’m calling you because you spoke/texted with my assistant (name) about your property at (123 Main St). Probably caught you at a bad time.

Question 2

What should you say if the seller says ‘No’ to being caught at a bad time?

Answer 2

No problem. When would be a good time to give you a call back? It will only take 10 minutes or so.

Question 3

What are the initial expectations to set with the seller?

Answer 3

Thanks for taking my call. Is it okay if I share with you how we work before we get started? I’ll ask you some questions about your property and situation. If you feel we are not a fit at any time, please let me know and I will do the same. Seem fair?

Question 4

What happens if the seller and you are a good fit?

Answer 4

We will transfer you over to my home buying specialist or schedule a call, where our home buying specialist will present you with the number your property qualified for.

Question 5

What should you confirm about the property?

Answer 5

Confirm property condition that is in notes.

Question 6

What question should you ask about the timeline?

Answer 6

How soon were you looking to start the process of selling your home?

Question 7

What should you confirm regarding influencers?

Answer 7

Is there anyone you’ll need to consult with before selling the property?

Question 8

What to ask if there are no influencers?

Answer 8

Ok, got it. If we agreed on a price today, what would happen next?

Question 9

What to ask if there are influencers?

Answer 9

Ok, got it. If we agreed on a price today, is there anything that would stop us from working together other than speaking with the other owner?

Question 10

What to ask to discover motivation?

Answer 10

Your home is in a great part of town… what has you thinking about selling?

That sounds stressful. How long has this been going on?

Question 11

What to ask if the seller has no motivation?

Answer 11

Okay, so other than us calling, you don’t really have a reason to sell?

Question 12

What to ask about what the seller is hoping to sell for?

Answer 12

Ok, do you have a number in mind that you’re looking to get?

Question 13

What to say if the seller says ‘No’ to having a price range?

Answer 13

Ok, I get it… But if I can get you an all cash, as-is offer and we pay all the closing costs, do you at least have a ballpark range you are hoping to get?

Question 14

What to do if the seller responds ‘No’ again?

Answer 14

Ok, I will speak with our Home Buying Specialist to come up with a number. But do you at least have a $50k-$100k range that you are looking to get so we can get as close as possible to your goal?

Question 15

What to say if the seller does not have a price range?

Answer 15

Got it, no worries. I see here that a few homes have sold recently, and just to clarify, this is NOT our offer. However, It looks like investors are buying properties at 60-70% of the value of fully remodeled homes. What would your thoughts be on an offer like that?

Question 16

What to say if the seller responds that the offer is too low?

Answer 16

Again, like I said, that is not our offer, that is just what other investors are buying properties at. What were you hoping that I was going to say at least?

Question 17

What to ask if the seller wants market value?

Answer 17

I’ll be honest with you. As investors, buying properties for cash at market value is not something we do.

We do offer a unique program to pay a higher price for properties that are still in good condition, but are not completely remodeled.

Would you be interested in hearing about that?

Question 18

What to say if the seller responds that the offer is fair?

Answer 18

Great, I will speak with our Home Buying Specialist and give you a call within 24 hours.

Question 19

What to say if the seller gives a price?

Answer 19

Thank you for that, is that the best you can do because I want to make sure so when I present the number to my Home Buying Specialist it will have the best chance in being accepted.

Question 20

What to say if the seller says ‘Yes’ to the best price?

Answer 20

Okay great, thanks. I do want to share with you that other cash buyers are buying properties at 60-70% of Zillow Value. Again, that is not our offer but just what other investors are buying properties at. What would happen if an investor offered you that?

Question 21

What to ask if the seller was hoping for the price they previously told you?

Answer 21

I understand. What if an investor were to offer you 15-30k above your anchor price, I’m guessing that still wouldn’t work for you?

Question 22

What to say if the seller responds that the offer is fair?

Answer 22

Great, I will have my acquisition manager reach out to you within 24 hours.

Question 23

What to say if the price is market price or retail?

Answer 23

I will be honest with you, I know when you spoke with _________ they said you wanted (Insert Price), as investors buying properties for cash at market value is not something we do. Do you still think we would be a fit?

Question 24

What to ask if the seller says ‘Yes’ to being a fit?

Answer 24

Okay great, so with that being said what do you think is your best price, given we pay for all closing costs and buy the property in as-is condition?

Question 25

What to say if the seller says ‘No’ to being a fit?

Answer 25

Okay great thanks for being honest with me, there are a few other ways we could work together.

Question 26

What to say if the seller wants the highest offer close to market value?

Answer 26

I understand, it sounds like you would only consider selling if you got the highest offer close to market value?

Question 27

What to say if the seller wants the most they can get?

Answer 27

That’s fair, I’ll be honest with you, buying properties for cash at market value is not something we do. If we were able somehow to get you your asking price, are you open to other selling options?

Question 28

What to say if the seller says ‘Yes’ to other selling options?

Answer 28

Okay great. I am going to have our partner Matthew reach out to you. He is a local agent and will be able to share some options that he uses for homeowners to get market value.

Question 29

What to confirm about the timing of Matthew’s call?

Answer 29

Would it be better if he reached out in the morning or evening?

Question 30

What to say after confirming the timing?

Answer 30

Perfect. Here is what to expect, Matthew will give you a call either today or tomorrow. He’ll ask you a few questions and see if he has any solutions that would be a win/win.

Question 31

What to say if you believe you are not a fit?

Answer 31

Okay, I believe I have all the information I need. Right now, I do not think we are the best fit. I think your best option to get the highest price would just be to list it with a realtor.

Question 32

What to say if you are a fit but not doing a live transfer?

Answer 32

Okay, I believe I have all the information I need right now. I’m going to forward this information to my home buying specialist, and I’ll have him give you a call back.

Question 33

What to ask the seller before transferring to the home buying specialist?

Answer 33

What is your email so we can schedule the appointment? Do you have any other questions for me?

Question 34

What to say if the seller is available for the call?

Answer 34

Great, will you be available at ________ or _______ for the acquisition manager to give you a call to present you with that offer?

Question 35

What to do if the seller is not available for the call?

Answer 35

I understand, when is a better time that will work for you to be able to do that?

Question 36

What to say if you are a fit and doing a live transfer?

Answer 36

Okay, I believe that is all the information I need right now. I would like to transfer you to our home buying specialist.

Question 37

What to say while transferring the call?

Answer 37

Please hold on the phone for 2 minutes while I transfer you over to the home buying specialist.

Question 38

What to say if the seller does not want to be transferred?

Answer 38

I understand. When is a good time my home buying specialist can reach back out to you to present you with that offer?

Question 39

What to ask if they respond “That is WAY too low” or “heck no”.

Answer 39

Again, like I said that is not our offer, that is just what other investors are buying properties at. What were you hoping I was going to say at least?