ACQUISITION SCRIPT
Property Acquisition
Call Script
A step-by-step guide for acquisition calls. Read through before your first call. Export a copy to keep handy.
6
SECTIONS
30min
AVG CALL
Step 01
Intro
2–3 min

Hey, (SELLER NAME), this is (YOUR NAME)!

I'm calling about your property at (PROPERTY ADDRESS).

My team mentioned here in the notes that you're potentially interested in selling your property? Let them speak

Awesome! The reason for my call today, (SELLER NAME), is to see if your property even qualifies for an offer.

Typically, we're looking for properties for one of two reasons:

Fix and Flip
Buy and Hold for Rentals

By the end of this call, I can promise you one of two things: I will either give you an approval with an offer or a denial, with the reason why.

Do me a favor (SELLER NAME). Grab a pen and paper, or write this down on your phone. I want to give you my information so you know exactly who you're dealing with. Let me know when you're ready. Send information over if not willing

My name is (YOUR NAME).
The name of our company is (BUSINESS NAME).
Business number is (BUSINESS NUMBER).
I'll text over our website (WEBSITE).

Would you like me to repeat anything back to you?

Step 02
Fact Find
5–10 min

Alright, catch me up to speed, (SELLER NAME). What's got you even thinking about selling?

Is the property a Rental or is it your primary home?

(If tenants) — What do you like or don't like about being a landlord?
(If primary) — What's the game plan after selling? Any big plans when you sell?

How long have you owned this property? (RAPPORT)

Are you from (CITY/STATE) originally? (RAPPORT)

Married? Kids? Just seeing if there's another decision maker in the picture

Is he/she around to jump on the phone with us?

(If no) — How did that conversation go the last time you talked about selling?
When was that?

You sound pretty young, (SELLER NAME). How old are you?

Step 03
The Pitch
10–20 min
(PULL PROPERTY UP ON ZILLOW OR GOOGLE)

Ok, (SELLER NAME), before we talk about the inside of the house, tell me a little bit about the outside. What's the neighborhood like?

Lots of renters or mostly owners?
What's the speed limit out front — slow neighborhood or cars flying by? (Our owner/partners prefer quieter properties)
Any structural issues with the home?
What's the exterior look like? Brick? Siding?
Lot size?
Anything hiding in the backyard I can't see on Google Maps — pool, shed, deck, porch?

Awesome, (SELLER NAME). Is there anything worth mentioning that you'd like me to know that I haven't already asked?

Okay (SELLER NAME), before we continue, is there a price you have in mind for the property?

If they give a dollar amount, don't argue. Ask how they landed on that number, make a note.

What I'd like you to do now is walk me through the inside. This home was built in (YEAR BUILT). Does it still look (YEAR BUILT) inside?

What kind of flooring is throughout?
What's the layout — open concept or chopped-up rooms?
Have you added anything that wasn't permitted?
Is the kitchen original to the build? Cabinets, counters, appliances?
Bathrooms original to the build, or updated? Vanity? Shower or tub?
Is it a slab, basement, or crawl space foundation?
(If basement/crawl space — any moisture issues?)

If you had $20–30 thousand dollars to spend updating the property, where would you put it? Let them spend the money. Don't accept "Nothing."

Is there anything I haven't asked you that you'd want me to know — good or bad?

Well, awesome, (SELLER NAME). Thanks for giving me all this info. I know it was a lot of questions, but it's going to help.

Quick question — our average close is 30 days or less. If the property gets approved for an offer, does that timeline work for you? Let them answer.

All right, (SELLER NAME). Everything you've told me goes straight into our system and back to our underwriters. They're pulling a CMA report right now — that's a Current Market Analysis.

I'm going to put you on a quick hold to see if they're done with the report. Let's keep our fingers crossed. I'll be right back — I'm not hanging up, just a quick hold. Hang tight for me.

(3 MINUTE HOLD — RUNS COMPS)

(SELLER NAME), Thanks for hanging in there. I don't have good or bad news just yet. They had a couple of quick questions I didn't have answers for — that's on me.

When did you last replace the hot water heater?
Are those windows original?
Any foundation issues I should know about?
When was the electrical panel last replaced?
Any plumbing problems?
Age of the roof?
Age of the A/C?
Any liens or open mortgages on the property?

Is there anything else you'd need to figure out before selling?

Would there be anyone who might be even a tiny bit upset if you sold the property?

The underwriter asked me this: If they come back with an approval and an offer that makes sense for you, are you ready to sign a purchase agreement and get the process rolling now?

Do you have access to your email? What's the best email address for you?

Step 04
The Offer
1–3 min
NOTE: They should not be happy with the first number.

(SELLER NAME), congratulations! Your property was just approved for purchase. This is the first property they've green-lit for me in five days, so I'm pretty excited.

They've approved an AS-IS purchase. As-is means you don't have to lift a finger. You don't need to paint, patch, clean, or fix a single thing. You can leave pictures on the wall, holes in the drywall, junk in the garage — none of it matters.

We're talking about a 30-day close, no commissions coming out of your pocket, and we cover all the closing costs. So the number I'm about to give you — that's your NET at the closing table.

The offer actually came in higher than I expected, considering (CONDITION, LOCATION, ETC.).

The approved offer for your property in its current condition is.. (OFFER PRICE).

(PAUSE) — ASSUME THE CLOSE

(IF THEY REJECT THE FIRST OFFER — WHICH THEY SHOULD):

I completely understand. This is what they have authorized me to spend, (SELLER NAME).

Nice thing about this, (SELLER NAME) — I'm on your side. The hard part is over. The property is approved. Now it's just about making the numbers work for both of us.

(LOOP BACK AROUND AND PAINT THE PICTURE) — (NEGOTIATE WITH PAIN & CIRCUMSTANCES, NOT MONEY.)

I'm going to put you back on hold and see if there's anything they can do. Before I do that, let me ask you:

Where do you need to be price-wise to walk away happy, (SELLER NAME)?
Is that the best you think you can do, so I can let the underwriter know?
If they can reach that number, are you ready to move forward now?
Have them close themselves. Keep going back to the underwriter and coming up little by little. Never live negotiate.
Step 05
The Close
varies
(SEND AGREEMENT — PURCHASE CONTRACT)

Let's verify we have your name correctly, address spelled correctly, and the price is correct, right?

They're sending me both of us the offer. Can you put me on speaker and check your text?

The underwriter just sent you and me the offer. Let's review it together.

Walk them through the agreement.
Step 06
After the Close
2–3 min
SET EXPECTATIONS FOR PROCESS

Within 24 hours, you'll get a call from our transaction coordinator, who will hold your hand from start to finish.

Within 72 hours, we'll get a photographer from our team to your house.

There will be a couple of times we'll need to get access to the house — to get pictures, have one of our contractors out, and possibly one of our financial partners.

Always feel free to call and ask for me, but usually I'll direct you to our transaction coordinator.

It was a pleasure getting to know you — congratulations on bringing this chapter to a close!