How to Use a Real Estate Cold Call Script to Close Deals

Nervousness when making a real estate cold call is normal, even for experienced investors. Having a script can help ease some of your tension and give you direction to lead you through to call. 

You might think of a script as something you need to read line by line, but that isn’t what this type of script is. It is just used to help you gain confidence and make sure you gather all the information you need to determine if there is a potential deal.

Benefits of a Real Estate Cold Call Script

A script is something that you can develop and update as your business grows and changes. Making improvements to it as you close more deals will help you grow your business and confidence in your cold calling skills. 

There are many benefits of using a script. Let’s discuss a few of the most important.

Decrease stress and anxiety

When you have a real estate cold call script to refer to, it almost feels like someone is there holding your hand through the call. Knowing you have something to fall back on can decrease the fear that sometimes comes along with making cold calls.

Make a Good Impression

That you aren’t nervous will come across to the person on the other end of the call. Also, having answers to common objections will show the seller that you are confident in your ability to help them out of a distressing real estate situation.

Gathering Information

When you are on a call, it’s easy to forget the questions you need to ask. Having a list of the relevant information you need ensures you won’t hang up the call and realize you forgot something. I provide my students with a phone form that covers specific information like the property basics, how much the seller owes on their loan, and if the seller in default, among other details.

Helps You Handle Objections

In your script you can have a quick outline of common objections and how to handle them. You can add to this list as you encounter more objections and learn more about the business. Having the information written down will help avoid sounding uncomfortable if a seller asks tough questions.

The Basics of a Script

While scripts can vary based on your own style and the investment method you are planning to use, there are some items that you should always include.

1. A natural introduction is essential. The last thing you want to do is to appear as a spam cold caller. Having a generic interest in the property can help get the seller’s guard down. For example, instead of leading with your business you can say, “Is the property at 1234 Main Street still available? What can you tell me about it?” 
2. A transition into telling the seller about your business. You might ask them if they would like to avoid foreclosure or default, or ask them if you can get a few more details about their home. 
3. A list of specifics to gather about the property will help guide you through the call. 
4. A list of objections you might encounter and bullet points of how to combat them. 
5. Closing strategies for different scenarios. For example, are they ready to schedule an appointment? Or, if they aren’t interested, asking if they would be okay with a follow-up call in two weeks.

While using your script, the primary goal is to get them to talk. Listening is key, and the script is just a guideline, not something you need to say word for word. 

To learn more about strategies to close real estate investing deals, I invite you to download my Unlimited Funding Kit.