Wholesaling real estate cold calling is one of the most effective ways to generate leads and find motivated sellers. However, not all cold calls are created equal. You need a well-crafted cold-calling script that suits the situation and the seller’s personality. A personalized wholesaling real estate script can help you build relationships, overcome objections, and close the deal faster.
According to Grand View Research, the size of the world’s real estate market was estimated to be USD 3.69 trillion in 2021. From 2022 to 2030, it is predicted to increase at a compound annual growth rate (CAGR) of 5.2%.
So, the market size is enormous and you need to grab your client with your effective wholesaling real estate cold-calling script. Here, you will discuss the best wholesaling real estate cold-calling script for 13 different situations.
Using these scripts, you can make more effective cold calls and increase your chances of landing a profitable wholesale deal. Let’s dive into the scripts!
Why You Should Use A Personalized Wholesaling Cold Calling Script?
Before diving into wholesale real estate cold-calling scripts, you must know one important thing. What do you think about generic scripts and personalized scripts? I’m sure you might be wondering why you need a personalized wholesaling cold-calling script. After all, isn’t it easier to use a generic script that works for everyone? The answer is no.
A generic script might sound robotic, boring, or irrelevant to the seller. It might also need to address their specific pain points, goals, and objections. On the other hand, a personalized script can help you create your message to the seller’s situation and personality.
It can help you connect with them emotionally, show them that you care, and persuade them to work with you. A personalized script can also help you stand out from the competition and increase your conversion rate (CR) by making your cold-calling services more effective.
Now, you can go through the 13 situation-based wholesaling real estate cold-calling scripts and apply them effectively to stand out from the competition.
13 Wholesaling Real Estate Cold Calling Script For Different Situations
1. When The Scenario is Positive (Things Are Going Well)
Here is a wholesale real estate cold calling script with a positive prospect for your service. That means when you approach a house buyer, they have already decided to sell their property. Most of the time, in this stage, the house owner chooses to sell but doesn’t take any action. They are highly potential clients and are convinced. You just need an excellent, professional approach.
Here is a script you can use when the scenario is positive:
“Hi [Seller’s Name], here is [Your Name], and I’m with [Your Company]. I hope you’re doing well today. Can I get a moment to discuss about your property?”
Pause for their answer. Most of the time, they will say “yes” and start hooking the prospects.
“I’m reaching out because we’re interested in purchasing properties in your area, and I wanted to ask if you’ve considered selling your property at [Property Address]. Do you have a bit of time to talk about it?”
If the seller is positive about discussing:
“That’s great to hear! What is your ideal timeframe for selling? If you have any specific needs or concerns, I would like to hear them. You can share with me the expected price of your property. It will help me to find a perfect buyer for you.”
At this time, you can add some value and create good connectivity.
“At [Your Company], we specialize in making the selling process as smooth and hassle-free as possible for our sellers. We can offer a quick close and cash payment, and we’ll buy the property in its current condition, so you won’t have to worry about any repairs.”
At this point, you can decide whether to set up an in-person meeting or carry on with the conversation to provide more details about your services, costs, and recommended course of action.
2. When The Scenario is Negative (Call Is Going On A Negative Path)
Sometimes, you might face a seller who is uninterested in selling their property or annoyed by your cold call. In this case, you must handle the situation tactfully and professionally.
It would help if you respected their decision, tried to leave a positive impression, and kept the door open for future opportunities.
Here is a script you can use when the scenario is negative:
“Hi [Seller’s Name], here is [Your Name], and I’m with [Your Company]. I hope you’re having a good day. I’m calling because we’re looking for properties in your area, and I wanted to ask if you’ve ever thought about selling your property at [Property Address].”
If the seller is negative about selling:
“I understand. May I ask why you’re not interested in selling?”
Listen to their answer and empathize with them based on their answer. For example, he replies that he has invested a lot in this property, and that’s why he is unwilling to sell it.
“I see. That makes sense. You have a beautiful property and invested a lot in it.”
Then, end the call positively and ask for permission to follow up.
“Well, thank you for your time and honesty. I appreciate it. Would you mind if I keep your number and check back with you in a few months, just in case anything changes?”
You should avoid being rude or pushy and show the seller that you are a professional and respectful wholesaler realtor by using this script. You can also keep the possibility of future business alive and get a referral from them.
3. Handling Objections Script
One of the most challenging parts of wholesaling real estate cold calling is dealing with objections from the sellers. Objections are natural and inevitable, and they can come in many forms.Â
Some of the common objections are:
- I’m not interested in selling.
- I already have an agent.
- I want to sell for a higher price.
- I don’t trust you or your company.
- I need more time to think about it.
You need to respond to any objections with confidence and professionalism. You need to acknowledge the objection, empathize with the seller, and provide a solution or a benefit that addresses their concern. Here is a general formula you can use to handle any objection:
“I understand how you feel. Many of our sellers felt the same way before they worked with us. But what they found out was that [solution/benefit].”
For example, if the seller says they are not interested in selling, you can say:
“I appreciate your opinion. Many of our sellers felt the same way before they worked with us. But they found out that we can offer them a fair and fast cash offer, without any fees or commissions, and close on their timeline.”
You can show the seller by this script that you are listening to them, that you care about their situation, and that you have a value proposition that can solve their problem.
Besides, you can also use personalized scripts to handle any specific objections by customizing the solution or benefit to fit the scenario.
4. When You are Connected To Voicemail Script
Sometimes, you need help to reach the seller directly, and you will be connected to their voicemail. In this situation, you must leave a short and catchy message that will pique their interest and make them call you back.
Here is a script you can use when you are connected to voicemail:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. I’m calling because I have a very important question about your property at [Property Address]. I think you’ll be very interested in what I have to say. Please call me back at [Your Phone Number] at a suitable time. Again, this is [Your Name] from [Your Company], and my number is [Your Phone Number]. I look forward to hearing from you soon. Have a great day!”
This script can create curiosity and urgency in the seller and make them want to know more about your offer. You can also show them that you are professional and respectful and that you value their time.
5. Curious But Non-Committal House Seller
Some sellers are curious about your offer but have yet to be ready to commit to anything. They might ask you many questions but also express doubts or hesitation. This indicates that they are curious but non-committal.
In this situation, you must handle the seller patiently and enthusiastically. You must educate the seller about the benefits of working with you and address their concerns and objections.
Here is a script you can use when the seller is curious but non-committal:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. I’m calling because we’re interested in buying properties in your area. Would you consider listing your property at [Property Address] for sale?”
If the seller is curious about your offer:
“That’s great to hear! I’m glad you’re open to hearing more about our offer. Can I ask you a few questions about your property and situation?”
The seller will be favorable to the conversation and then ask the seller some relevant questions, such as:
- How long have you owned the property?
- What is the current condition of the property?
- Why are you thinking about selling?
- What is your ideal timeframe for selling?
- How much do you owe on the property?
- How much do you expect to sell the property for?
Listen to their answers and take notes. Then, use their answers to highlight the benefits of working with you. For example:
“I see. You’ve owned the property for a long time, which has a lot of sentimental value. I understand that. But you also mentioned that the property needs many repairs, and you need more time and money to fix it. That’s where we can help. We can buy your property as-is, so you don’t have to worry about repairs or costs. We can also close quickly so you can move on with your life and enjoy your retirement.”
When you understand that the seller is non-committal about your offer, then tell them:
“I understand. This is a big decision, and you need some time to think about it. But let me tell you why you should consider working with us. We are a reputable, reliable company with many satisfied clients and positive reviews. We can make you a fair, fast cash offer without fees or commissions. We are not here to pressure you or trick you. We are here to help you and provide a win-win solution.
Whatever the seller’s reply, you can create a sense of urgency and scarcity and ask for a commitment. For example:
“But you should also know that we have a limited budget and a limited number of properties that we can buy each month. And we already have a few properties we are working on. So, to secure your spot and get the best offer possible, you need to act now. Can I schedule a meeting with you this week and show you how we can help you sell your property fast and quickly?”
Here, you should end this conversation. The seller will think about your offer. If the seller returns, proper nurture reaches them to the close deal.
6. Seller Asking For Too High A Price
You might encounter a seller asking for too high a price for their property. They might have unrealistic expectations, be testing the market, or be emotionally attached to their property.
In this scenario, you must handle the seller tactfully and diplomatically. You also have to show the seller that you are interested in their property and that you are a savvy investor who knows the property’s market value.
Moreover, you need to educate the seller about the factors that affect the price and provide them with a realistic and fair offer. Here is a script you can use when the seller is asking for too high a price:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. I’m calling because we’re interested in buying properties in your area, and I wanted to ask if you’ve ever considered selling your property at [Property Address].
The seller is asking for too high a price, and you can say:
“I see. Thank you for sharing your price expectations with me. How did you come up with that number?
Listen to their answer and try to understand their reasoning. Then, you can show them any reasons, like the property’s repair needs, to tell them the price.
“I see that you have a lovely property, but it also needs some work. I noticed that the [Roof, Plumbing, Electrical, Foundation, etc.] needs to be repaired or replaced. And that’s not cheap. According to the contractors, fixing those issues would cost [Repair Cost]. And that does not include the other minor repairs and cosmetic updates the property needs. So, if you were to sell your property on the market, you would have to either pay for those repairs or lower your price to account for them. And that would reduce your net profit significantly. But if you sell to us, you don’t have to worry about any of that. We can buy your property as-is and pay you a fair cash offer without any deductions or fees.”
You should show the seller that you are not trying to lowball them. Instead, you offer them a fair and realistic price based on market and property conditions.
7. The Seller Is In Distress
Sometimes, you might call a seller who is in distress. That means they face financial, personal, or legal trouble that forces them to sell their property quickly. They might face foreclosure, bankruptcy, divorce, inheritance, probate, tax liens, code violations, or other issues.
You have to be compassionate and sensitive to handle these types of sellers. Besides, you have to represent yourself to the seller by showing that you understand their situation, that you care about their well-being, and that you can help them solve their problem. Here is a script you can use when the seller is in distress:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. I’m calling because we’re interested in buying properties in your area, and I wanted to know whether you had considered selling [Property Address], your property.”
The seller is in distress, and they may reply:
“I’m sorry to hear that. That sounds like a tough situation. Can you tell me more about what’s going on?”
Listen to their story. Suppose his foreclosure date is close, and you should empathize with them at this time. For example:
“That’s terrible. I can’t imagine how hard it must be to deal with that.”
Then, offer them a solution and a benefit to help them escape their situation. For example:
“But you know what? There is a way out of this. We can buy your property before the foreclosure date and pay off your mortgage balance. We can also give you some cash to help you relocate and start over. We can close on your property in as little as [timeframe] and save your credit and your dignity.”
8. The Seller is Already Working With An Agent
One of the challenges you might face as a wholesale real estate cold caller is that the seller is already working with an agent. This means that the seller has already signed a contract with an agent who is representing them in the selling process. This can make it harder for you to convince the seller to sell to you.
However, this does not mean you should give up on the seller. You can still persuade them to sell to you by showing them the benefits of working with you. Here, you can highlight the drawbacks of working with an agent.
In this scenario, you must respect the seller’s relationship with their agent while making an assertive and confident offer.
Here is a script you can use when the seller is already working with an agent:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. I’m calling to see if you’d like to sell your property at [Property Address]. We’re interested in buying properties in your area.”
The seller is already working with an agent, and you can say:
“I see. Thank you for informing me that you’re already working with an agent. I respect that and don’t want to interfere with your relationship. However, I would like to ask you a few questions. It will take a few minutes of your time, and it might be beneficial for you to hear what we offer.”
If the seller agrees to answer your questions, you can proceed with the following:
“Great. Thank you for your time. I appreciate it. So, how long have you been working with your agent, and how is the process going so far?”
Listen to their answer and try to identify any pain points or frustrations they might have with their agent or the selling process. For example, they might say that their agent needs to be more responsive, has not received any offers, or is paying too much in commissions and fees. Then, you can use those pain points to show the seller how to provide a better solution. For example, you can say:
“I understand. It sounds like you need to get the results you want with your agent. That must be frustrating. Well, let me tell you how we work differently. At [Your Company], we can buy your property directly from you without any middlemen or agents involved. That means you can save thousands of dollars in commissions and fees and close faster and easier. We can also buy your property as-is, so you won’t have to worry about repairs or inspections. And since we pay in cash, you won’t have to wait for bank approvals or contingencies.”
You should show the seller that you are not trying to undermine their agent but offering them an alternative that might better suit their needs. This approach will probably work.
9. Reaching Out During Work Hours
Another possible challenge as a wholesale real estate cold caller is that you are reaching out to the seller during their work hours. This means the seller might need to be more focused, focused, or annoyed by your call. They might need more time or interest to discuss their property with you.
In this scenario, you need to respect the seller’s time and be persistent and persuasive in your approach. Here is a script you can use when you are reaching out to the seller during their work hours:
“This is [Your Name] from [Your Company], hello [Seller’s Name]. I’m dialing to find out your thoughts on selling your property at [Property Address] as we are interested in purchasing homes in the area.”
The seller is busy or not interested, and you can say:
“I understand. I’m sorry to bother you at work. I know you must be very busy. But I promise I will only take a little of your time. I have a quick question for you. Can I ask you something?”
If the seller agrees to answer your question, you can proceed with the following:
“Great, thank you for your time. I appreciate it. So, are you happy with your current situation with your property? Are you facing any challenges or problems with it?”
Listen to their answer and identify any pain points or motivations they might have to sell their property. They might say, for example, that they need to catch up on their mortgage payments, are tired of dealing with tenants, or are relocating to another state. Then, you can use those pain points or motivations to show the seller how you can solve their problem. You can say:
“I see. It sounds like you’re having trouble with your property, which must be stressful. Well, let me tell you how we can help. At [Your Company], we’re willing to buy your property quickly and easily and give you a fair cash offer. That means you can sell your property hassle-free and get the money you need to move on with your life. We can also handle all the paperwork and closing costs, so you don’t have to worry about anything.”
You should not understand the seller that you are trying to take advantage of their situation. Instead, you should show that you are doing your business and helping the people.
10. You’re Reaching Out During Work Days
You might face a wholesale real estate cold caller that you are reaching out to the seller during work days. The seller might have other priorities, commitments, or plans that prevent them from talking to you or selling their property.
In this scenario, you need to respect the seller’s schedule and be persuasive in your approach. You need to show them the value of your offer and get them to commit to a follow-up. Here is a script you can use when you are reaching out to the seller during work days:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. I’m calling because we’re interested in buying properties in your area, and you may sell your property at [Property Address].
The seller is busy or not interested, and you can say:
“I understand. I’m sorry to interrupt your day. I know you must have a lot going on. But I promise I will only take a little of your time. I have a quick question for you. Can I ask you something?”
If the seller agrees to answer your question, you can proceed with the following:
“Great, thank you for your time. I appreciate it. So, are you satisfied with your current situation with your property? Are you getting the best deal possible for it?”
Listen to their answer and identify any pain points or motivations they might have to sell their property. For example, they might say they need to get more or are getting lowball offers. Then, you can use those pain points to show the seller how to offer them a better deal. On the above, there are similar approaches; you can take ideas. Here is another you can say:
“I see. It sounds like you need to get the value you deserve for your property, which is disappointing. Let me tell you how we can offer you a better deal. We at [Your Company] can purchase your property from you directly; there won’t be brokers or agents involved. As a result, you can close more quickly and easily and receive the best price for your house. Even if you do not need to be worried about renovations, we can also purchase your property just as it is. Additionally, you won’t need to wait for bank permissions or backup plans because we can pay you in cash.”
In this scenario, you need to be more energetic and confident. You have to make your client optimistic with your positive energy.
11. Script For “For Sale By Owner” (FSBO) Prospect
You can contact a seller who is marketing their property independently. It’s essential to acknowledge their initiative and commend their courage. But you have to understand your seller that selling a property without professional assistance can be a great hassle.
You must realize your FSBO (For Sale By Owner) prospect may face challenges, such as limited exposure, difficulty finding qualified buyers, or not achieving their desired price.
Here is a script you can use when you are reaching out to FSBO prospects:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. I’m calling because I saw your ad for your property at [Property Address]. I wanted to know if you were still searching for a buyer because I would like to buy it.”
The seller is selling their property by themselves, and you can say:
“I see. Thank you for taking my call. I admire your initiative and courage to sell your property by yourself. That’s a challenging task. But I also know that it can be difficult and time-consuming. You must market, show, negotiate, and close the deal yourself. And you have to compete with other sellers with agents working for them. This can be stressful and overwhelming. How are you coping with that?”
Listen to their answer and try to identify any pain points or problems they might face in selling their property by themselves. Suppose they might say that they need more exposure or are not getting qualified buyers. Then, you can use those pain points and offer them a better solution. You can say:
“I get it. You’reselling your property yourself isn’t producing the desired results- in fact, it’s a hassle. Well, let me tell you how we can help. At [Your Company], we can buy your property directly from you without any broker. That means you can save thousands of dollars in commissions and fees and close faster and easier. We can also buy your property as-is, so you don’t have to worry about repairs. And we can pay you in cash, so you don’t have to wait for bank approvals or contingencies.”
In this situation, you have to be careful lest the seller feel that you underestimate their efforts. Along with this, you have to offer them a win-win solution. At this point, you can get the seller’s permission to send them an offer or set up an appointment to see the property.
12. Script for Non-decision Makers
Sometimes, you may get some prospects who are not the decision maker. These sellers may have little urgency, and they don’t have full authority to sell. However, they may be influential in selling the property. If you can convince them that you are giving you the best offer according to their property, they may make your sale easier.
So, for these types of sellers, you need to have convincing power and presentation quality. You need to utilize these prospects.
Here is a script you can use when you are reaching out to non-decided prospects:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. I’m calling because we’re interested in buying properties in your area, and I wanted to ask if you’ve ever considered selling your property at [Property Address].
The seller is not the decision maker, and you can say:
“I see. Thank you for letting me know that someone else is the decision-maker. I respect that, and I don’t want to waste your time. But I would like to ask you a few questions. It will take a few minutes, and it is helpful for you and the decision-makers to hear what we have to offer.
If the seller agrees to answer your questions, you can proceed with the following:
“Great, thank you for your time. I appreciate it. So, who is the decision maker for selling the property? And what is their relationship to you and the property?”
Listen to their answer and try to understand their decision-making process and the seller’s authority. They might say that their spouse or a relative is the decision maker. And they might say that they are the property’s co-owner or heir. Then, you can use that information to show the seller how you can make the decision-making process easier and faster for them and the decision-maker. In this situation you can say the following:
“I see. It sounds like you and the decision maker have a lot of things to consider and discuss before selling the property. That can be complicated and time-consuming. Well, let me tell you how we can make the decision-making process more manageable. At [Your Company], we can buy your property directly from you and pay you in cash, so you don’t have to wait for any bank approvals or contingencies. You can save thousands of dollars in commissions and fees for a broker or agent and close the deal faster and easier.”
You understand your seller & you are not trying to bypass the decision maker but offering them a win-win solution. You should also try to overcome any objections or concerns they might have and reassure them that you are a legitimate and trustworthy buyer.
13. Script for Sellers with Previous Bad Experiences
You may have some prospects who have a previous bad experience selling property. These types of sellers are sensitive. They may be hesitant to use your service. This means that they need clarification about using any real estate service.
In this situation, you need to address them with trust and proper clarity. So, the sellers can think about you to trust again. Here, the main thing is trust, and you have to gain it first. You should remember that they are hot cake because they attempted to sell their property. Somehow, they could not. So, there is a high chance to sell if you can gain trust.
Here is a script you can use when you are reaching out to sellers with previous bad experiences:
“Hi [Seller’s Name], this is [Your Name] from [Your Company]. Have you ever considered selling your property at [Property Address]? We’re interested in purchasing properties in your area.”
The seller has had previous bad experiences with selling their property, and you can say:
“I see. Thank you for sharing your previous experiences with me. I’m sorry to hear that you’ve had some bad experiences with selling your property. That must have been frustrating and disappointing. I understand why you might hesitate or be skeptical about selling your property again. But I also want to assure you that we are not like those other buyers or agents who have let you down. We are different, and we can prove it to you.”
You should try to gain their trust and offer them a win-win solution. You can also create a sense of urgency and scarcity. For example, you can say:
“Now, I am curious to know how long you can afford to keep your property or how much longer you have to deal with the stress and hassle of selling it. But I know that we have a limited budget and can only buy a few more properties in your area. So, if you’re interested in selling to us, please act fast before we run out of funds or find another property. We can make you a fair, no-obligation offer today, and you can decide whether to take it. What do you say?”
At this point, you can try to get the seller’s permission to send them an offer, set up an appointment to see the property or get their contact information for a follow-up. However, these sellers are sensitive, so handle them with care.
Wholesaling Real Estate Cold Calling Script PDF Download
Conclusion
Undoubtedly, these scripts will improve your cold-calling skills. The most important thing is your confidence and the fluency in conversation. The more confident you are in communicating, the more you can convince the house sellers.
Cold calling is practical for real estate, but it is challenging. You need well-planned and psychologically sound wholesale real estate cold-calling scripts. In this blog, we explain how to deal with clients in different situations.
Moreover, a real estate sale takes time to close. So, you need to build a good relationship and trust with the seller. Otherwise, your real estate cold-calling efforts will not yield results.
