Step 2

REMEMBER...

LAUGH, at yourself when you mess up. Don't be afraid to tell the lead you missed something and you need to retrace your steps. BE GENUINE, get to know the other person and really try to figure out if we can help them in their situation. PEOPLE ARE FIRST, the deal is the result of taking care of people. Focus on providing a solution for their needs above all else. We will not be the right fit for every seller.

"Hey [lead name]. I’m [your name] with Journey Home Buyers and I'm following up regarding your property. Is now a good time to have that conversation?"

IF YES --> "Great! Let me get all the notes pulled up real fast." PASSIVELY, ALMOST AS A SECOND THOUGHT... "So, what’s got you thinking about selling the property?" IF NO --> "When is a good time to schedule a call back to you?" CREATE APPLICABLE TASK

FROM ABOVE --> "So, what’s got you thinking about selling the property?" YOU'RE LISTENING FOR AND SEEKING MOTIVATION CLUES

"Ok, totally makes since to me. So on the phone today, what I want to do is real simple. I just want to confirm some details on your property to make sure it qualifies for our purchase criteria. We talk to a lot of people and we can’t buy everything. At the end of the call I’ll either have an offer for you or I'll schedule a follow up call after I get this to our underwriting team for their review. Sound good?" YOU'RE BUILDING TRUST.

COMPLETED

Is the property currently occupied? If so, by whom...

Yes No Tenant Occupied Vacant

IF OWNER OCCUPIED --> Can you tell me a little about the property? How many bedrooms and bathrooms? How long have you had it? Are there any known repairs needed? When would you say the last time the kitchen or bathroom(s) were updated? What other details should I know?

IF LANDLORD --> Can you tell me a little about your property? Let’s start with how many bedrooms and bathrooms you have. How long have you rented if for? Are there any known repairs that need done? When would you say the last time the kitchen or bathroom was remodeled or updated? Are they each rented? What do they pay for rent? Do they pay utilities? What is the current term on the lease? What other details should I know? (IF NEEDED SKIP TO BOTTOM SECTION TO ANSWER RENTAL QUESTIONS.)

IF VACANT --> Let’s start with how many bedrooms and bathrooms you have. How long has it been vacant? Do you know the current condition? When is the last time you were there? Are there any known repairs that need done? What other details should I know?

IF MULTIFAMILY --> Can you tell me a little about your property? How many units? How many bathrooms/ bedrooms is each unit? Are there any known repairs that need done? Are they each rented? What do they pay for rent? Do they pay utilities? What is the current term on the lease? What other details should I know? (SKIP TO BOTTOM SECTION TO ANSWER RENTAL QUESTIONS.)

IF LAND --> How many acres is it? Are there utility hook ups on the property? Do you know the current zoning or use allowance? Can you help with the exact location? What other details should I know? (DO WHAT YOU CAN TO FIND THE LOCATION ON GOOGLE MAPS OR GIS WHILE ON THE CALL.)

Have you considered how quickly you would like to have the property sold?

Based on above, select applicable answer...

ASAP, <45 days <90 days <6 months <12 months >12 months

"Now you mentioned earlier you were thinking about selling because ______?" PHRASE THIS AS A QUESTION AND A LITTLE MESSY SO THE LEAD WILL NEED TO CORRECT YOU WITH A, “NO, THAT’S NOT WHAT I MEANT (SAID).” WE WANT A “NO” FROM THE LEAD BUT BE CAREFUL NOT TO MISQUOTE THEM ENOUGH TO UPSET THEM.

Completed

"Oh, I’m sorry about that. Can you help me understand that a bit more?" YOU'RE TRYING TO DISCOVER MORE ABOUT ANY UNDERLYING MOTIVATIONS.

Have you considered listing this with a real estate agent?

Yes No Currently listed

And as far as anything being owed against the property, mortgage or taxes or things like that, you can obtain those balances if needed?

Yes No, not sure Owned Free and Clear

IF BALANCE OWED --> "Very good. Hopefully you can walk away with good sum of money once you have it sold." PASSIVELY... "Have you thought about what you'll do with the money?" PAUSE HERE, WE'RE HOPING TO LEARN WHAT THEY MIGHT OWE ON THE PROPERTY.

Let me look here real fast, to make sure I’m not forgetting anything. Looks like I’ve got everything I need. Oh, no I didn’t ask you what you’re selling the property for? What’s your ideal sales price? (LEAVE A SILENT AWKWARD PAUSE IF NEEDED.)

IF ASKING PRICE NOT GIVEN --> "I totally understand. Usually I like to have an asking price from you before I take this to our underwriter. I always relate it to being in a store and looking at an item that has no posted price, I’ll usually just leave it on the shelf. I don’t want you left on the shelf so I’d love to note what you’re asking." PAUSE HERE TO SEE IF THEY WILL GIVE YOU A NUMBER.

"Perfect. I've got everything I need to get started. Let me get all this info to our underwriter. Can I put you on a brief hold about a minute or two so I can see about getting you an offer?"

LISTEN CAREFULLY WHILE THEY ARE ON HOLD TO LEARN ANY ADDITIONAL DETAILS. ENTER THE NUMBERS IN THE CALCULATOR AND PULL COMPS.

"Geez, I feel like a rookie here, I totally forgot to confirm a few things, how old is the roof and the windows? What about the HVAC system (Heating, Ventilation and Air Conditioning)? And last off, are there any foundation issues? Ok, now I should have everything. Unless I’ve forgotten something else." LAUGH "Let me put you back on hold and confirm if I can get this approved for an offer."

IF MAKING AN OFFER... "Alright, this property has been approved for purchase and I’ve got an offer for you based on the information we’ve discussed. Grab a piece of paper and pen real fast and I’ll give you the virtual withdrawal number." THEY'LL LIKELY TO ASK WHAT THIS IS.

"On properties we make an offer on we make what we call a virtual withdrawal where we set aside those funds. We have to make sure we do not overcommit on resources on outstanding offers so the offer has an expiration. So are you ready to write down the offer?" IF THEY ASK... "Expiration on the offer is based on what offers we have outstanding. But generally we like to move forward as quickly as you need us to."

IF WE CANNOT CURRENTLY MAKE AN OFFER... "So at the moment I cannot provide an offer to you. My underwriting wants to take a closer look at the numbers and have me follow up with you. When is a good time to call you back? Also let me get get (confirm) a good email address for you." CREATE TASK FOR CALL BACK

Mornings Afternoons Evenings Weekends

"Are you ready to move forward with getting this done?" CREATE TASKS AS APPLICABLE...

IF YES --> "Excellent." Confirm name(s) needed for the PSA. Confirm email(s) for all who need to sign. Or get a mailing address. Set an expiration date 5 days out for the offer. IF NO --> "Oh, sorry to hear that. What makes you say that? What price do you have in mind that you would like to have? I can certainly ask the underwriters and follow up." IF MAYBE --> "Ok, should I have the virtual withdrawal removed? We make a lot of offers so we can’t hold back funds on properties we are not actively moving toward purchasing."

Who Pays for Utilities?

How many vacancies do you currently have?

Who Manages the Property?

Number of units

Are the current tenants on term leases or month to month? If term, could we get copies of the leases?

Are the utilities separately metered?

How long have you owned the property?

How much are your annual taxes and insurance?

Unit Mix

Do you owe anything on the property?

Deferred Maintenance

Are you Open to Owner Financing?

Address info

Contact Info

CONVERSATION NOTES

INTRODUCTION AND BUILD TRUST

CONDITION

Timeframe

motivation

price AND OFFER

rental questions