call cor 6/4/2020 | Home 4 You

Name

First Last

Address

Street Address Address Line 2 City State / Province / Region ZIP / Postal Code Country

Phone

Email

In case we get disconnected, what's the best CELL PHONE NUMBER for me to call or text you back at?:

Are you calling from a cell phone or landline right now?:

Is the house listed for sale with a Realtor?:

Is it Vacant or Occupied?:

(If "Tenant Occupied") How much is your Tenant currently paying in rent? And when does their lease expire?:

On average, how much have similar homes in the neighborhood RENTED for in the last 6 months? Keep in mind that our definition of "similar" means +/- 10% of the square footage of your house, same number of bedrooms, bathrooms, stories (1 or 2), and garage spaces, and similar quality and features as yours:

Is there anyone else on Title to the property, or are you the only owner? (GET NAMES & CONTACT INFO OF EVERYONE ON THE DEED):

How long have you owned the property?:

What all can you tell me about the property?:

(Approx. Age/#Bedrooms/#Bathrooms/#Garage Spaces/#Stories/Square Footage/Lot Size/Pool/Septic/Well/etc.)

What kind of REPAIRS - even minor ones - are needed to make the house the best one in the neighborhood? If you had $75,000 to fully renovate the property, what would you do to it?:

Have you done any work on the house that you didn't get a permit for?:

(Especially for major things like foundation, plumbing, electrical, structural changes, mechanicals, additions, demolitions, pool, etc.)

Are there ANY other problems with the house that you can think of that would need to be fixed before someone else moved in?:

[FOCUS ON: 1) Foundation; 2) Roof; 3) Electrical; 4) Plumbing; 5) HVAC; 6) Previous Wood-Destroying Insect Damage; 7) Any Health & Safety Hazards {like mold, asbestos, lead-based paint, etc.}; and 8) Major & Minor Damage to other parts of the house]

Is there ANYTHING else I should know about the property? Like whether or not it's ever been flooded from backed up pipes, any previous fire damage, or wood- destroying insect/termite issues? And I know this sounds silly, but there haven't been any murders in the house, or hauntings, or anything weird like that, right?:

It sounds like this is a great property. WHY do you need to sell it now? (SOUND CONFUSED - then follow up with "Why wouldn't you just list it with a realtor?"):

(Make sure to repeat their reasons back to them for clarification)

Do you mind if I ask you why you're considering selling now? The more we know about your CURRENT SITUATION, the better! That way we can present an offer that's tailored specifically to your needs. (If they don't want to, say "Okay, well, it sounds like you're not really interested in selling at the moment. Is that right?"):

(Make sure to repeat their reasons back to them for clarification)

How long have you been trying to sell the house, and what steps have you taken to try and sell it?:

When were you hoping to be able to sell it by?:

What kind of immediately pressing cash needs do you have right now? Maybe something like a broken down car or medical bills you need to take care of?:

Sometimes we can work out a better deal for you if we know your mortgage history. So what can you tell me about your mortgage? About how much do you owe on the mortgage? Are there any back taxes, liens, home equity lines of credit, or other mortgages? -OR- do you own it free & clear?

[TRY TO GET MORE DETAILS: 1) ask how much their total monthly payments are; 2) do they have only one mortgage or multiple; 3) what's the total balance of all mortgages; 4) do their payments include Principal, Interest, Taxes, Insurance, and HOA payments; 5) what's their interest rate on each loan; 6) is it a fixed or variable rate mortgage; 7) is it a 15 or 30 year mortgage; 8) have they ever refinanced and what were the terms of that loan; 9) do they have a Home Equity Line Of Credit; 10) are all payments current {if not, how far behind are they}]

And let me ask you real quick before we move forward, do you have any other houses that you would like to get an offer for as well?:

(If "YES", get FULL address of each property. Include house number / city / state / zip code, then do a complete seller questionnaire for each property after doing this one)

ADDITIONAL NOTES SECTION:

MUST-ANSWER QUESTIONS FOR DETERMINING MOTIVATION TO SELL

What would you like to see happen here?:

(Make sure to repeat their reasons back to them for clarification)

Not saying that we can, but if we could make that happen for you, HOW SOON WOULD YOU BE READY TO SELL?:

(Make sure to repeat their reasons back to them for clarification)

So what's more important to you - a fast sale or getting the highest price possible? (WAIT FOR THEIR ANSWER, THEN ASK: "Well, what if we could get you both?"):

Other

(IF THEY HAVEN'T ALREADY AGREED TO SELL IT TO US) So what were you planning on doing with the proceeds that you'll get after selling the house?:

(This will REALLY help determine their motivation level, and whether or not there's an opportunity to get seller financing or to buy the house subject-to the existing mortgage)

Other than money, is there anything else that we can help you get out of the sale of the house? Maybe like getting some help to arrange for a storage unit or movers - anything like that?:

(Try to figure out a solution to any of their problems other than money)

If we can agree on terms today, is there ANYTHING that would stop you from moving forward with selling the house to us?:

(SCRIPT: If we were to agree on a price with you to buy your house in as-is condition TODAY for all cash, and we could close quickly and pay all of your closing costs, is there anything stopping you from moving forward with the sale?)

Which EMAIL ADDRESS and MAILING ADDRESS would you like us to send the written offer to?:

DETERMINE SELLER'S PRICE & PERCEIVED VALUE OF THE PROPERTY

So let me ask you, what do you think the property's CURRENT MARKET VALUE is, in its present condition? [REALLY EMPHASIZE THAT WE'RE ASKING ABOUT ITS PRESENT CONDITION!!!]:

(They must give a number to proceed)

On average, how much have similar homes in the neighborhood SOLD for in the last 6 months? Keep in mind that our definition of "similar" means +/- 10% of the square footage of your house, same number of bedrooms, bathrooms, stories (1 or 2), and garage spaces, and similar quality and features as yours:

What's your Asking Price for the house?:

How did you arrive at that price?:

Would you sell the house for what you owe on it?:

(If "YES" stop here, and IMMEDIATELY notify an Acquisitions Manager so they can send a contract via DocuSign to them. Then say: "Okay, well since you're willing to sell for what you owe, I know that you're giving us the best possible deal you can. We're not here to beat you up on price, so what I'll do is have [ACQUISITION MANAGER'S NAME] go ahead and put a contract together so you can have a commitment from us on this, and they'll send it to you via email through DocuSign, and they'll also follow up with a call to go over the agreement with you. We can get it signed that way and start the process, and then [ACQUISITION MANAGER'S NAME] will schedule a time to come take a look at the property in the next day or so, that way we can make sure everything lines up in order to move forward.")

Other

(IF THE ANSWER TO THE QUESTION ABOVE IS "NO," THEN ASK) Well, if we were to offer you all cash, pay all closing costs - yours and ours - and close within 7-14 days, what is the least amount you would accept in that case?:

(IF THEY OWE LESS THAN WHAT THE PROPERTY IS WORTH, ASK THIS) Would you be interested in an offer that gets you a higher price, the best tax advantages, and a residual stream of income for you and your family? (IF THEY ASK WHAT THAT MEANS, SAY: "Basically, I'm asking if you'd be willing to wait for your equity by taking it in monthly installments instead of all at once at closing."):

Other

(BUT IF THEY OWE AT OR WHAT THE PROPERTY IS WORTH, ASK THIS) Sometimes the only way we can buy the houses we look at is to take over the debt and pay you your equity in monthly installments. That means the loan will stay in your name, and we'll continue making payments on your behalf until it's paid off - whether that's from us selling it for cash, or our buyer refinances. Or you also need to be prepared for us to just keep paying on it until it's paid off. So if we can pay you your remaining equity in monthly installments, guarantee and make your payments, and be responsible for all repairs, you will sell the home to us, right?:

Other

SCRIPT AFTER MOTIVATION LEVEL & ASKING PRICE HAS BEEN CONFIRMED

(INTERNAL USE ONLY): Is seller ready to answer questions about the property now? - IF YES, have acquisitions manager call them back ASAP!

Other

Email

This field is for validation purposes and should be left unchanged.

cold corm test

MUST-ANSWER QUESTIONS FOR DETERMINING MOTIVATION TO SELL

DETERMINE SELLER'S PRICE & PERCEIVED VALUE OF THE PROPERTY

SCRIPT AFTER MOTIVATION LEVEL & ASKING PRICE HAS BEEN CONFIRMED