Complete Sales Scripts

Clozo Academy Proprietary Curriculum | The Fix and Flip Growth System

Script 1.1: Direct Mail Response Call

Context: Seller calls in response to your direct mail piece.

```

YOU: "Thank you for calling. This is [Your Name]. I buy houses in [Neighborhood]

for cash, as-is. I understand you received my letter about [Property Address].

Can you tell me a little about the property and your situation?"

[LISTEN. Let them talk for 2-3 minutes without interrupting. Take notes on:

YOU: "Thank you for sharing that with me. It sounds like [recap their situation].

Based on what you've described, I think I can help. I buy properties in any condition,

I pay cash, and I can close in as little as 10 days if that works for your timeline.

Would it be possible for me to come take a quick look at the property tomorrow or

the day after? It usually takes about 15-20 minutes, and afterward I can give you

a fair cash offer with no obligation."

[IF YES]: "Excellent. Would [time] work for you? I'll bring my notebook and

camera to document the condition. After the walkthrough, I'll need about 30

minutes to run my numbers, and then I can present you with a written offer

on the spot."

[IF HESITANT]: "I completely understand you want to think it over. Just so

you know, my offer is good for 7 days, and there's absolutely no pressure.

The visit is free, and you're under no obligation to accept anything I propose.

Many sellers tell me they appreciate just knowing their options, even if they

decide to go a different direction. What would work better for your schedule?"

```

Script 1.2: Absentee Owner Call

Context: Calling an out-of-state landlord who owns a property in your farm area.

```

YOU: "Hi [Name], this is [Your Name]. I'm a local real estate investor here

in [City], and I noticed you own the property at [Address]. I hope I'm not

calling at a bad time. I wanted to reach out because I actively buy rental

properties in that neighborhood, and if you've ever thought about selling,

I'd love to make you a fair cash offer."

[IF RECEPTIVE]: "Great. How long have you owned the property? ... And how's

it been going with the tenants and management? ... I see. It sounds like

[acknowledge their situation - good rental, tired landlord, problem tenants, etc.].

If I could make this really simple for you, buy it as-is with tenants in place

or vacant, and close in a couple of weeks with no Realtor commissions, is that

something you might consider?"

[IF NOT INTERESTED]: "I completely understand. I know managing a property

from [their location] can be a lot of work. If anything changes in the future,

I'd appreciate the chance to make you an offer. Can I send you my contact

information so you have it on hand? And would it be alright if I check back

in a few months to see how things are going?"

```

Script 1.3: Driving for Dollars Follow-Up Call

Context: Calling an owner after identifying their property as distressed during a driving route.

```

YOU: "Hi [Name], this is [Your Name]. I'm a local real estate investor, and

I was driving through [Neighborhood] recently. I noticed your property at

[Address], and I wanted to reach out because I buy homes in that area,

especially properties that need some work. If you've ever thought about

selling, I'd be interested in making you a cash offer."

[IF CURIOUS]: "I understand you might not be actively looking to sell. A lot

of the people I work with weren't planning to sell either, until they realized

how simple I could make the process. No repairs needed, no cleaning, no showings,

no commissions. Just a straightforward cash sale on your timeline. Would it be

worth having a brief conversation about what that might look like for you?"

[IF NOT INTERESTED]: "No problem at all, [Name]. I know it's out of the blue.

Can I ask just one quick question: if you ever did decide to sell that property

in the future, what would be most important to you in a sale? Speed? Price?

Convenience? [LISTEN] Thank you for that. I'll make a note of it, and if

anything changes, I hope you'll give me a call."

```

Framework 2.1: The SPIN Discovery Method

Use this questioning framework to uncover the seller's true motivation and tailor your offer accordingly.

S - Situation Questions (Establish the facts):

P - Problem Questions (Identify pain points):

I - Implication Questions (Amplify the cost of inaction):

N - Need-Payoff Questions (Guide them to your solution):

Script 2.1: Inherited Property Conversation

```

YOU: "I'm truly sorry for your loss. I know this is a difficult time, and

the last thing you need is another thing on your plate. My goal is to make

this as simple as possible for you."

[Pause. Let them respond.]

YOU: "Here's what I can offer: I'll buy the house exactly as it is. You don't

need to clean it out, you don't need to make repairs, you don't need to hire

an agent or deal with showings. Take what you want from inside, leave what

you don't, and I'll handle everything else. I can close in 10-14 days, or

longer if you need time to sort through things. Does that sound like it

might work for your situation?"

[IF PRICE CONCERN]: "I understand you want to make sure you're getting a fair

deal. Let me walk the property, and then I can show you exactly how I arrived

at my offer. My price is based on what the house will be worth after I renovate

it, minus the renovation costs, minus my profit margin. I'm transparent about

the numbers, and there are no hidden fees or commissions."

```

Script 2.2: Financial Distress Conversation

```

YOU: "I understand you're in a difficult position, and I want you to know

that I'm not here to take advantage of your situation. My goal is to create

a solution that works for both of us."

[Listen to their timeline. How many days until foreclosure? Until they need

to relocate?]

YOU: "Speed and certainty are my strengths. I can close in [X days], which

means [specific benefit - stopping foreclosure, providing moving funds, etc.].

I pay cash, so there's no risk of a lender denying the loan at the last minute.

Once we sign the contract, you can count on the closing happening."

[IF THEY HAVE ANOTHER OFFER]: "I respect that. If their offer works for you,

you should take it. What I can tell you is that my offers close. I'm local,

I've closed [X] deals in this market, and I have the cash ready. Some

investors make offers they can't actually close on. I don't operate that way."

```

Script 2.3: Burned-Out Landlord Conversation

```

YOU: "It sounds like you've been dealing with a lot of headaches with this

property. I've talked to dozens of landlords who reached the same point.

The good news is, I can make this very simple."

[Acknowledge their specific pain points - problem tenants, maintenance calls,

vacancies, property management hassles.]

YOU: "I'll buy the property with the tenants in place if that's easier for

you. Or if you want to deliver it vacant, that works too. Either way, no

repairs, no showings, no commissions, no waiting for a buyer's financing

to get approved. Just a clean break and a check at closing. When would

you ideally like to be done with this property?"

```

Script 3.1: Initial Wholesaler Contact

```

YOU: "Hi [Name], this is [Your Name]. I'm a cash buyer who specializes in

[Neighborhood/Property Type] properties in [City]. I got your name from

[REIA / mutual contact / your marketing]. I wanted to introduce myself

because I'm always looking for solid deals, and I hear you're one of the

more active wholesalers in the area."

[IF RECEPTIVE]: "Great. Here's what I'm looking for: [your buy box criteria

10-14 days, I don't renegotiate after inspection unless we find something

structural that wasn't disclosed, and I always perform. I'd love to get

on your buyer's list. Can I send you my buyer profile and proof of funds?"

[IF CAUTIOUS]: "I understand. I know wholesalers get burned by buyers who

don't close. I can provide references from [title company / attorney / other

wholesalers], and I'm happy to meet in person at [REIA / coffee shop] so

you can vet me properly. My reputation is everything in this business."

```

Script 3.2: Wholesaler Relationship Maintenance

```

YOU: "Hi [Name], just wanted to check in. I wanted to let you know I closed

on that [Address] deal last week, and it went great. The numbers worked out

exactly as projected. I really appreciate you sending that one my way."

[Small talk. Then:]

YOU: "I'm actively looking for my next deal. My criteria haven't changed:

[restate buy box]. If you have anything coming down the pipeline that

might fit, I'd love to get first look. I'm ready to move fast on the right

deal. What do you have coming up?"

```

Script 4.1: The Private Money Conversation

```

YOU: "Thank you for taking the time to meet with me. I know your time is

valuable, so I'll be direct. I flip houses in [City] for a living. Over

the past [X years/deals], I've [completed X flips / built a track record

of X% average returns]. Today I want to show you exactly how I operate,

and if it makes sense for both of us, explore how you might participate

as a private lender on future deals."

[Present deal example - 3-5 slides or one-page summary]

YOU: "Here's a recent example. I purchased this property at [Address] for

$[Purchase Price]. It needed about $[Rehab Amount] in renovation. I completed

the renovation in [X weeks], and sold it for $[Sale Price]. After all costs,

the project netted $[Profit]. The entire cycle took [X days] from purchase

to sale."

[Explain the structure]

YOU: "As a private lender, here's how it would work: You provide the capital

for the purchase and/or renovation. The loan is secured by a mortgage or

deed of trust on the property, which gets recorded with the county. You

receive [X%] interest, paid [monthly / at closing]. The loan term is

[6-12 months]. If anything goes wrong, you have the property as collateral.

My track record shows I close deals on time and loans get paid back in full."

[Address questions directly and honestly]

YOU: "I want to be completely clear about the risks. Real estate investing

carries risk. Property values can decline. Renovations can run over budget.

Sales can take longer than expected. That's why I only borrow what the

numbers support, I maintain contingency reserves, and I never stretch

beyond my capacity. I've never missed a payment or defaulted on a loan,

and I intend to keep that record."

[Close]

YOU: "I'm not asking for a commitment today. I'm asking for the opportunity

to send you specific deals as they come up, so you can evaluate each one

on its own merits. If a deal interests you, we move forward. If not, no

pressure. Does that sound reasonable?"

```

Script 5.1: Initial Contractor Phone Screen

```

YOU: "Hi, this is [Your Name]. I'm a real estate investor, and I renovate

properties in [Area]. I have a project coming up, and I'm looking for

a [trade/general contractor] to bid on it. Do you have a few minutes

to talk about your availability and experience?"

[CONFIRM AVAILABILITY]

YOU: "Great. Before we get into the project details, I have a few standard

questions I ask every contractor. It helps me make sure we're a good fit."

"First, are you licensed in [State] for this type of work? What's your

license number? ... Can you email me a copy of your license and your

certificate of insurance showing general liability and workers comp?"

"How long have you been in business? ... How many projects like mine

do you typically handle at once? ... What does your current workload

look like? When could you start a new project?"

"Can you provide three references from projects completed in the past

6 months? ... Do you have a website or portfolio where I can see your

work?"

"For payment, I use a milestone-based schedule tied to inspections

and completion. How do you typically structure your payment terms?"

"Are you comfortable working from a detailed written scope of work?

I provide very specific specifications for materials and finishes,

and all change orders need to be in writing. Does that work for you?"

[IF ALL ANSWERS SATISFACTORY]: "This sounds like it could be a good fit.

I'd like to schedule a walkthrough of the property. When are you

available this week? I'll send you the address and my scope of work

template in advance."

```

Script 6.1: In-Person Offer Presentation

```

YOU: "Thank you for having me over today. I've walked the property,

I've run my numbers, and I'm prepared to make you a written offer right

now. Before I give you the number, I want to walk you through exactly

how I got there, so you can see this is a fair calculation, not a lowball."

[Pull out your analysis sheet]

YOU: "First, I looked at what similar homes in this neighborhood have

sold for after being fully renovated. Based on [3-5 comparables], the

after-repair value of this property is approximately $[ARV]."

"Next, I estimated what it will cost to bring this property up to that

standard. For [list major items - roof, kitchen, bathrooms, flooring,

HVAC, electrical, etc.], my contractor estimates $[Rehab Budget]."

"I also have to account for my holding costs while I renovate and sell:

loan payments, taxes, insurance, utilities. That runs about $[Holding

Costs] for a [X-month] project."

"Then there are selling costs: real estate agent commission, closing

costs, and transfer taxes. That's roughly $[Selling Costs]."

"And finally, as a business, I need to earn a profit margin that makes

this project worth the risk and effort. My target is $[Profit]."

"So here's the math: $[ARV] minus $[Rehab] minus $[Holding] minus

$[Selling] minus $[Profit] equals my offer price of $[Offer]."

[Hand them the written offer]

YOU: "I can close in [10-14 days], you don't need to make any repairs

or even clean the place out, and you won't pay a dime in commissions

or closing costs. This is a net number to you."

[BE QUIET. Let them process. Wait for their response.]

[IF THEY SAY IT'S TOO LOW]: "I understand. This number reflects the

property's current condition and what the market supports. I'm happy

to show you the comparable sales I used. If you think I missed

something in my rehab estimate, I'm open to walking through it again.

That said, my numbers are my numbers. I can't pay more than the math

allows and still operate my business."

[IF THEY ASK FOR MORE]: "I appreciate you considering the offer. Let

me take another look at my numbers and see if there's any room. Can

I get back to you by [tomorrow / specific time]? I want to be honest

with you, and I'd rather say no than make a promise I can't keep."

```

Objection 7.1: "Your offer is too low."

```

YOU: "I completely understand. No one wants to feel like they're not

getting a fair deal. Let me ask you this: have you had an opportunity

to get contractor estimates for the [kitchen / roof / HVAC / etc.] work?

... If you haven't, I encourage you to get one or two bids. I think

you'll find that my rehab estimate is realistic, if not conservative."

"The difference between my offer and what you might get listing it with

an agent is essentially the cost of repairs, commissions, holding costs,

and the convenience of a fast, certain sale. When you add all that up,

my net offer to you is often very close to what you'd walk away with

after a 6-month listing process."

"That said, I know you have to do what's right for you. My offer is

good for 7 days. If you find a better option, I genuinely hope it works

out. And if that doesn't pan out, my offer still stands."

```

Objection 7.2: "I need to think about it."

```

YOU: "Of course. This is a big decision, and you should take the time

you need. Can I ask what's specifically on your mind? Is it the price,

the timeline, or something else? ... [Address specific concern]."

"Here's what I'll do: my offer is good for 7 days. I'll leave you a

written copy with all the numbers broken down. I'll check back with

you in a couple of days to see if you have any questions. And if you

want to talk to your [attorney / accountant / family member], I

encourage that. My contract is straightforward, but you should always

have someone review it."

"One thing I do want to mention: I have capital allocated for this deal

right now. If something changes on my end, I may need to redeploy it.

That's why the offer has a 7-day window. I want to be transparent about

that."

```

Objection 7.3: "I want to list with an agent first."

```

YOU: "That's a completely reasonable approach, and if you think you can

get more on the open market, you should absolutely try. Here's what I

want you to know: when you list with an agent, you'll likely need to

[make repairs / stage the property / keep it clean for showings], and

you'll pay [5-6%] in commissions plus closing costs. And if the property

doesn't sell in the first 30 days, you may need to reduce the price."

"My offer gives you a guaranteed close in [X days], no showings, no

repairs, no commissions. I'm not saying don't try the market. I'm saying

if the market doesn't give you what you need, my offer is here as a

safety net. Fair enough?"

"Here's what I'll do: I'll give you my offer in writing with a 14-day

acceptance window instead of 7. That gives you time to talk to an agent

and see what they think. If you decide to list, no hard feelings. If

you decide my offer works better, it's still here."

```

Objection 7.4: "I have another investor interested."

```

YOU: "That's great. It means you have options, which is exactly what

you want. Here's what I'll say about that: my offer is cash, I can

close in [X days], and I have a track record of closing every deal

I contract. Not every investor can say that."

"I'd encourage you to compare three things: the net price to you

after all costs, the certainty of closing, and the timeline. The

highest offer isn't the best offer if it falls through or takes

6 months to close."

"My offer stands at $[Amount] with a [X-day] close. If their offer

is better on all three of those dimensions, you should take it. If

not, I'm here."

```

Objection 7.5: "Can you do better on price?"

```

YOU: "I appreciate you asking. Let me look at my numbers one more time.

[Pretend to review your sheet]. Here's the challenge: every dollar I

add to the purchase price comes directly out of my profit margin. I've

already budgeted my renovation pretty tightly. I don't have a lot of

fat in these numbers."

"What I can potentially do is [offer flexible closing date / include

some personal property / provide a short-term leaseback if you need

time to move]. I can't move much on price, but I can be flexible on

terms. What would be most helpful to you?"

[IF THEY INSIST ON PRICE]: "Let me ask: what price were you hoping

for? ... Okay, that's $[X] more than my offer. If I could meet you

at $[Split the difference or move 10-15% toward their number], could

we make a deal today? ... [If yes]: Let me write up the amendment."

```

Script 8.1: Investor-Friendly Agent Outreach

```

YOU: "Hi [Name], this is [Your Name]. I'm a local real estate investor

who specializes in buying distressed and off-market properties in

[Farm Area]. I wanted to reach out because I'm looking to build

relationships with a few investor-friendly agents who understand our

side of the business."

"Here's what I can offer you: I'm a cash buyer who can close in 10-14

days, no financing contingencies. When you come across properties that

are too distressed for retail buyers, or sellers who need speed and

certainty, I'm your buyer. I also list my finished flips, and I'd love

to list them with an agent who understands the renovation value I've

added."

"Would you have 20 minutes for coffee next week? I'd love to tell you

more about my buy box and see how we might be able to help each other."

```

Script 8.2: Requesting MLS Access / Pocket Listings

```

YOU: "Hi [Name], I've really appreciated our working relationship so

far. I wanted to ask you about something: when you have listings that

are about to hit the market, or sellers who are considering selling

but haven't listed yet, would you be comfortable giving me a heads-up?"

"I move fast, I pay cash, and I've never had a deal fall through. For

your pocket listing sellers, I can often close before the property

ever hits the MLS, which saves them the hassle of showings and open

houses. For you, it means a commission on a deal that might otherwise

go to another agent or sell off-market without representation."

"I'd never ask you to do anything that puts your license at risk. I'm

just asking to be in the loop when you have something that might fit

my criteria. Does that work?"

```

Script 9.1: Door-Knocking for Referrals

```

YOU: "Hi, I'm [Your Name]. I'm a local real estate investor, and I

buy properties in this neighborhood to renovate and improve them.

I noticed the property at [Distressed Property Address] has been

looking like it needs some attention. I was wondering if you happen

to know the owner or if they've mentioned anything about wanting to

sell?"

[IF HELPFUL]: "That's really helpful, thank you. Would you mind if

I leave you my card? If you hear of anyone in the neighborhood

looking to sell, I'd love to know. I pay fair prices, I renovate

properties to a high standard, and I care about improving the

neighborhood, not just making a quick buck."

[IF NOT HELPFUL]: "No problem at all. If you think of anything,

I'd appreciate a call. My goal is to help improve properties in

this neighborhood. Have a great day."

```

Script 10.1: Post-Offer Follow-Up (Day 3)

```

YOU: "Hi [Name], this is [Your Name]. I wanted to follow up on the

offer I presented for [Address] a few days ago. I know these decisions

take time, and I didn't want you to feel like I forgot about you."

"Have you had a chance to review the numbers? Do you have any questions

I can answer? ... [Address questions]."

"My offer is still good for [X more days]. If you need more time than

that, just let me know and we can talk about it. I want this to work

for your timeline, not just mine."

```

Script 10.2: Post-Closing Follow-Up

```

YOU: "Hi [Name], I wanted to reach out and let you know that the

renovation on [Address] is complete, and the property just closed

with the new owners. I thought you might like to know that your

old house looks beautiful, and the new owners are thrilled with it."

"Thank you again for the opportunity to work with you. If you ever

know anyone else looking to sell a property quickly and easily, I'd

appreciate you passing my name along. I treat every seller the way

I'd want my own family to be treated."

[For sellers who had a good experience:]

"Also, if you'd be willing to write a brief testimonial about your

experience working with me, it would mean a lot. Most of my sellers

come from referrals, and your words help other homeowners feel

comfortable working with me."

```

Script 10.3: Reactivation Call to Past Sellers

```

YOU: "Hi [Name], this is [Your Name]. We worked together [X months/years]

ago when I purchased [Address] from you. I hope you're doing well! I

was just thinking about you and wanted to check in. How did everything

turn out with [their next chapter - relocation, new home, etc.]?"

[Build rapport for 1-2 minutes]

YOU: "The reason I'm calling is that I'm actively looking for more

properties in that area. I know things change, and I wanted to see

if you know of anyone else who might be looking to sell? A neighbor,

a family member, a friend? I'd really appreciate any introductions

you're comfortable making."

[IF THEY HAVE A LEAD]: "That's fantastic. Would you be comfortable

giving them my number, or would you prefer to introduce us directly?

Either way works for me."

```

Clozo Academy Proprietary Curriculum | The Fix and Flip Growth System