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Real Estate Cold Calling Scripts for Sellers

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Real Estate Cold Calling Scripts for Sellers

  1. 1. Real Estate Cold Calling Scripts for Sellers
  2. 2. PRODUCT We Buy Properties FEATURES • We buy real estate that is distressed in some way • We will take the property of the owner’s hands and pay the typical market value • We can either raise money for the purchase or take over the owner's debt • We can also finance over time creating an income stream DIFFERENTIATION • With us, you will get a higher purchase price than selling on the open market • With us, you will not have to pay a broker fee • Quicker to close because not going through a bank
  3. 3. • We buy real estate that is distressed in some way • We will take the property of the owner’s hands and pay the typical market value • We can either raise money for the purchase or take over the owner's debt • We can also finance over time creating an income stream PRODUCT We Buy Properties FEATURES DIFFERENTIATION TARGET PROPERTY OWNERS IMPROVEMENTS • Get distressed properties off their hands and out of their books • Decrease the headache and financial losses with underperforming properties • Get the most value from the sale of underperforming properties • Turn properties that are losing money into positive cashflow • Decrease the time it takes to sell properties • Improve their debt to income • Make something work better • Make something easier • Decrease the time it takes to do something • Increase revenue or income • Decrease costs or expenses • Improve product quality • Decrease the risk of something bad happening • Improve visibility or access to information VALUE • With us, you will get a higher purchase price than selling on the open market • With us, you will not have to pay a broker fee • Quicker to close because not going through a bank
  4. 4. PRODUCT We Buy Properties IMPROVEMENTS TARGET PROPERTY OWNERS CHALLENGES/CONCERNS • Distressed properties can be difficult to sell • Underperforming properties can be a strain on profitability • Can be difficult to get a good price for distressed properties • Many properties can have zero or negative cash flow • It can take a lot of time to sell distressed properties • Floating rates can bring properties underwater with rising interest rates • What is the opposite of the improvement? • What problem goes away with the improvement? • What problem starts to happen if this improvement is not provided? VALUE PAIN • Get distressed properties off their hands and out of their books • Decrease the headache and financial losses with underperforming properties • Get the most value from the sale of underperforming properties • Turn properties that are losing money into positive cashflow • Decrease the time it takes to sell properties • Improve their debt to income
  5. 5. PRODUCT We Buy Properties CHALLENGES/CONCERNS TARGET PROPERTY OWNERS PAIN QUESTIONS • How much of a priority is it to sell underperforming properties? • Do you have any properties that are negatively impacting profitability? • How concerned are you about losing money when selling any distressed properties? • How important is it to quickly sell any of your properties? • How concerned are you about how rising rates is impacting your cash flow? • What question could we ask to see if the prospect has each challenge or concern? • For each pain point the product fixes is a question that could be asked. VALUE PAIN QUESTIONS • Distressed properties can be difficult to sell • Underperforming properties can be a strain on profitability • Can be difficult to get a good price for distressed properties • Many properties can have zero or negative cash flow • It can take a lot of time to sell distressed properties • Floating rates can bring properties underwater with rising interest rates
  6. 6. PRODUCT We Buy Properties TARGET PROPERTY OWNERS CURRENT STATE QUESTIONS • How much vacancy do you have in the property? • Do you have distressed or underperforming properties? How many? • Are you looking to sell any of your properties? • Do you have any properties on the market? • Do you have any properties with floating rates? • Currently have what you sell? • Current vendor/provider • Current systems and processes • People in the organization • Current contracts and expiration dates • Size details – number of sites, people, systems, etc. • Current performance/stats (technical, marketing, financial, etc.) • Last time evaluated other options VALUE PAIN QUESTIONS
  7. 7. PRODUCT We Buy Properties TARGET PROPERTY OWNERS CUSTOMER EXAMPLE • We worked with an owner of retail strip center. • They had an empty unit that was not able to be rented and accruing losses. • We were able to help with by purchasing that unit in a cash transaction. • This not only helped them to easily and quickly get an underperforming property off of their books, but we actually provided them with a price that was above market value. • Who have we helped that is similar to the target buyer? • What problem did they have? • What did we sell to solve that problem? • What are two improvements we helped to influence? VALUE PAIN QUESTIONS CUSTOMER EXAMPLE
  8. 8. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT Building Blocks
  9. 9. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  10. 10. VALUE POINTS PAIN POINTS CURRENT STATE PRODUCT PAIN QUESTIONS DISCOVERY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE First Appointment Script
  11. 11. Cold Email Campaigns Email #1 Email #2 Delay (1 or 2 weeks) Email #3 Delay (1 or 2 weeks) Email #4 Delay (1 or 2 weeks) Email #5 Delay (1 or 2 weeks) Email #6 Delay (1 or 2 weeks) VALUE POINTS PAIN POINTS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT VALUE POINTS
  12. 12. Voicemail Messages Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4 VALUE POINTS PAIN POINTS CUSTOMER EXAMPLE PRODUCT
  13. 13. www.salesscripter.com

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