🎯 Opening Script (First 30 Seconds)
YOU
"Hi [NAME], this is Mike Johnson. I hope I'm not catching you at a bad time. I'm a local real estate investor here in Mesa, and I noticed you own the property at [PROPERTY ADDRESS]. I wanted to reach out because I work with homeowners who are interested in selling their homes quickly without the traditional real estate hassles. Do you have just 2 minutes to chat?"
📝 Key Notes: Use their name immediately, be upfront about being an investor, mention their specific property, ask for a small time commitment (2 minutes feels manageable).
For Out-of-State Owners
For Trust Properties
For Local Owners
💡 Building Interest & Qualifying
If they say "Yes" to listening:
"Great! I specialize in helping property owners in situations where they need to sell quickly - maybe they've inherited a property, are relocating for work, dealing with financial changes, or just want to avoid the traditional listing process. I noticed your property in Mesa and wanted to see if you'd ever considered selling, or if you might be open to a fair cash offer?"
Qualifying Questions (Choose 2-3 based on their situation):
For Out-of-State Owners:
"I see you're located in [THEIR STATE]. Are you managing the Mesa property from there, or is it more of an investment for you?"
For Trust Properties:
"I noticed the property is held in a trust. Are you dealing with any estate planning situations or family transitions?"
For High-Equity Properties:
"You've owned the property for quite a while - have you ever considered cashing out some of that equity?"
For Recent Purchases:
"I see you recently purchased the property. How's that investment working out for you?"
🏆 Value Proposition
"Here's what makes working with us different from listing with a realtor: We can close in as little as 7-14 days, we buy the property as-is so you don't need to do any repairs or improvements, there are no real estate commissions or fees, and we handle all the paperwork. Plus, since we're local investors, we know the Mesa market very well and can offer competitive cash prices."
YOU
"Would you be interested in hearing what we might be able to offer for your property? There's no obligation - I can give you a ballpark figure right over the phone, and if it makes sense, we can schedule a quick 15-minute walk-through to give you an exact offer."
🛡️ Handling Common Objections
"I'm not interested in selling right now."
"I completely understand, and I'm not trying to pressure you into anything today. A lot of the homeowners I work with weren't initially thinking about selling either. Sometimes circumstances change - job relocations, family situations, or just wanting to simplify things. Would it be okay if I just gave you a quick idea of what your property might be worth in today's market? That way you'd have the information if you ever need it down the road."
"How did you get my information?"
"That's a great question. All the information I use is from public records - property ownership, mailing addresses, that sort of thing. It's the same information that real estate agents, tax assessors, and other legitimate businesses use. I focus on reaching out to property owners in Mesa because I'm a local investor and I know the area well."
"I'd probably get more money listing with an agent."
"You're absolutely right that listing might get you a higher gross price, and I'm always honest about that. The question is whether the extra money you might make is worth the extra time, hassle, and costs. When you list, you'll have commissions (typically 6%), closing costs, possible repairs, carrying costs while it's on the market, and the uncertainty of when it will sell. Our approach is about speed, convenience, and certainty. Which is more important to you - maximizing the price or having a quick, guaranteed sale?"
"I need to think about it / talk to my family."
"Of course! This is a big decision and you should definitely take your time. How about I email you some information about our process and recent sales in your area? That way you and your family can review everything together. Would it be helpful if I followed up in a week or so to answer any questions that come up?"
"How do I know you're legitimate?"
"That's a smart question to ask. I'm a licensed real estate professional here in Arizona, and I've been investing in Mesa properties since 2018. I can provide references from other homeowners I've worked with, and we always encourage people to verify our credentials with the Arizona Department of Real Estate. We also use licensed title companies for all our closings, so everything is done properly and legally."
🎯 Closing & Next Steps
For Interested Prospects:
"Excellent! Here's what I'd like to do next. I can come by the property this week for a quick 15-minute walk-through - I'm not looking for anything fancy, just need to see the basic condition and layout. Based on that, I can give you an exact cash offer within 24 hours. Would Thursday afternoon or Friday morning work better for you?"
For "Maybe Later" Prospects:
"I totally understand - timing is everything in real estate. Let me do this: I'll send you an email with some information about our process and examples of recent deals we've done in Mesa. That way you'll have all the details if your situation changes. What's the best email address to reach you at? And would it be okay if I checked back with you in about 3 months, just to see how things are going?"
For Information Gathering:
"Before I let you go, could you help me with just a couple quick questions? This will help me give you the most accurate information possible. First, are you currently living in the property or is it a rental/investment? And second, roughly how long have you owned it? This just helps me understand the market better."
🚀 Advanced Techniques & Psychology
🧠 Psychological Triggers
- Scarcity: "We're only looking at 3-4 properties this month..."
- Social Proof: "We just helped another family in Leisure World..."
- Authority: "Based on my 6 years in Mesa real estate..."
- Reciprocity: "Let me send you our free market report..."
📊 Property-Specific Openers
- Leisure World: "I specialize in the 55+ community properties..."
- Out-of-State: "Managing from [STATE] must be challenging..."
- High Equity: "You've built incredible equity over the years..."
- Trust Properties: "Estate planning can be complicated..."
⏰ Timing & Urgency
- Call Tuesday-Thursday, 10 AM - 2 PM
- Avoid Mondays and Fridays
- Create soft urgency: "rates are changing"
- Offer specific appointment times
🎭 Tonality & Delivery
- Speak 10% slower than normal
- Use confident, friendly tone
- Mirror their communication style
- Pause after important questions
📅 Follow-Up Sequences
Day 1 - Initial Call:
GOAL
Get appointment or permission to send information
Day 2 - Email Follow-Up:
Subject: "Thanks for your time yesterday - Mesa property info attached"
"Hi [NAME], Thanks for taking the time to speak with me yesterday about your Mesa property. As promised, I've attached some information about our process and examples of recent transactions in your area. If you have any questions after reviewing this, feel free to call or email me back. Best regards, Mike"
Day 7 - Text Message:
"Hi [NAME], this is Mike from Mesa Real Estate Solutions. Just wanted to follow up on the property info I sent last week. Any questions I can answer for you? Text or call anytime - (480) 555-CASH"
Day 30 - Second Call:
"Hi [NAME], it's Mike Johnson again. I know you weren't ready to sell when we spoke last month, but I wanted to touch base since the Mesa market has been moving quickly. Have there been any changes in your situation, or would you like an updated value estimate for your property?"
Day 90 - Market Update Call:
"Hi [NAME], this is Mike from Mesa Real Estate Solutions. I'm calling with a quick market update for your area - property values have [increased/stabilized] and we're seeing [specific trend]. I thought you might find that interesting. Are you still holding onto the property, or has anything changed in your plans?"
📈 Call Tracking & Metrics
Track These Metrics:
• Contact Rate: Actual conversations / Total dials (Target: 15-25%)
• Interest Rate: Showed interest / Total contacts (Target: 10-20%)
• Appointment Rate: Scheduled appointments / Total contacts (Target: 5-10%)
• Conversion Rate: Deals closed / Appointments set (Target: 20-30%)
Call Disposition Codes:
• NP: No Answer/No Pickup
• VM: Voicemail Left
• CB: Call Back Requested
• NI: Not Interested
• INT: Interested - Follow Up
• APPT: Appointment Scheduled
• DNC: Do Not Call
⚡ Call Success Optimization
🎯 Pre-Call Research (30 seconds)
- Check property photos on Zillow
- Note recent sales in area
- Identify key distress signals
- Practice pronouncing their name
🗣️ Voice & Delivery Tips
- Stand while calling (better energy)
- Smile while talking (they can hear it)
- Keep water nearby
- Take notes during conversation
📞 Technical Setup
- Use local Mesa phone number
- Professional voicemail greeting
- CRM system for tracking
- Call recording (if legal)
🏆 Daily Call Targets
- Beginner: 25-50 calls/day
- Intermediate: 50-100 calls/day
- Advanced: 100+ calls/day
- Sweet Spot: 75 calls = 3-5 appointments
⚖️ Legal & Compliance Notes
🚨 Important Legal Reminders:
• Always respect Do Not Call (DNC) requests immediately
• Keep records of DNC requests for compliance
• Arizona requires disclosure that you're a licensed investor
• Never guarantee specific prices without property inspection
• Be honest about your investor status upfront
• Respect "not interested" responses professionally
• Follow up appropriately without harassment
• Use professional, respectful language at all times
🎯 Key Success Factors
REMEMBER
The goal isn't to sell them on the phone - it's to get an appointment. Keep calls friendly, professional, and focused on building rapport. Most homeowners need multiple touchpoints before they're ready to sell, so focus on providing value and staying top-of-mind.
🏆 Your Competitive Advantages:
• Local Mesa investor (not out-of-state)
• Fast closings (7-14 days vs 30-60)
• No repairs or staging required
• No commissions or fees
• Certainty vs traditional listing uncertainty
• Personal service vs big corporation