Jake Burhans walks through a cold-call script and the four things to uncover in every seller conversation: property condition, timeline, motivation, and price. He explains why each matters for deciding if a lead is worth pursuing.
Once you get the numbers, you can call through them. Hey, Mr. Seller, this is Jake. I know this is out of the blue. I wanted to see if you'd ever consider an offer on your property. If they say yes, to keep it very basic, there's 4 things that you want to get from the seller. The condition of the property, which you probably already know if you've been driving around that it's poor, but you want to confirm that. What's their timeline? Are they looking to sell it right now or are they looking to sell in 6 months? Their motivation. What's the reason that they're selling? It could be distress of the real estate asset or it could be personal distress, financial situation, other things are going through, divorce, pre-foreclosure, things like that. So you want to kind of understand the motivation, then their price. What price are you looking to get? We call those the 4 pillars of pre-qualifying. So that's condition, timeline, motivation, price.
