Disarming Stage

Objective:

● Put the attention on the seller! Not about how “great you are or how good your company
is”
● Make them feel heart and understood and see if you can solve their problems and help
achieve their goals
● Disarm / lower their guard.. Remember you’re not a sales person!
● Speak with authority and industry specific expertise
● Make a good first impression with the right tonality
● Get the seller curious and spark their intrigue

Don’t:

● Sound like a pushy salesperson

● Don’t be aggressive or desperate (sellers will smell commission breathe)
● Be yourself.. Stop trying so hard to get everyone to like you

Do:

● Be calm and confident.

● Stay detached and neutral.
● Be enthusiastic and inquisitive.
● Act like an old friend offering a favor or courtesy.

Who are you and what do you do?

Prospect:
"What do you do?"

You: That’s a great question, Jason.. My name is just David.. I work at Leverage Homes..I help
people who are getting tired of working with realtors that charge 10’s of thousands of dollars on
real estate commissions, they end up showing the property weekend after weekend and end up
not really doing a great job of selling the property anyway. So people end up having to make
repairs and get delays in closings.. Well, we help people like that avoid the hassle of paying
those commissions, making repairs and not having to deal with unprofessional buyers. What do
you do?

"Who are you?" / "What do you guys do?"

1
Cold Call

Tonality: Address the prospect informally, like a friend.

You:
"Hi, Jason, is this the owner of 123 Main St? I’m David, and I noticed your property while driving
by. I own a few properties in the area and wanted to see if you might be open to a cash offer?"

Hot Outbound Lead - ISA Queue

Tonality: Address the prospect informally, like a friend.

You:

Hey (seller name) getting back to you (shuffle papers) it looks like my colleague (name tier 1
agent) spoke with you a few (weeks or months ago). About looking at ways to possibly sell your
property on 123 Main Street due to XYZ (why they wanted to sell) so you can ABC (repeat what
they wanted)

Prospect:

Yes I remember

Direct Mail Lead

You:
"Hi, this is David from Leverage Homes. How can I help you today?

I’m curious I do have some other questions for you.. But what was it about the check or the offer
we that made you want to call in today?

Can you tell me what you’re looking for? To start, I’d like to learn more about your property’s
condition and why you might be looking to sell.

If this seems like a good fit, we can discuss potential next steps later. Does that sound good?"

Direct Mail Lead (if you missed the call & don’t have info on the property)

2
You:
Hey you recently called in on (date/time the lead was created) about a check or offer we sent
you in the mail to purchase your property cash?

Sorry I missed your call earlier.. I’m curious I do have some questions for you.. But what was it
about the check or offer we made, that made you want to call in today?

FB Leads

You:
"Hi Jason, it’s David Choi calling you back. You responded to our ad about selling your property
for cash to Leverage Homes. What interested you about the ad? I have a few questions to
understand your property better—its condition, when you’re thinking of selling, and why. If it
seems like we might be a good fit, we can discuss possible next steps later on at the end of the
call. Does that work for you?"

Warm Outbound Lead (ISA 180)

You:
Hey (seller name) getting back to you (shuffle papers) it looks like my colleague (name tier 1
agent) spoke with you a few (weeks or months ago). About looking at ways to possibly sell your
property on 123 Main Street due to XYZ (why they wanted to sell) so you can ABC (repeat what
they wanted)

Did you give up on selling it or what happened?

Short-Term Nurtures Opportunities - “Follow up” Call

Hey (seller name) getting back to you (shuffle papers) it looks like my colleague (name tier 1
agent) spoke with you a few (weeks or months ago).About looking at ways to possibly sell your
property on 123 Main Street due to XYZ (why they wanted to sell) so you can ABC (repeat what
they wanted)

Did you give up on that or what happened?

Nurtures Opportunities

Hey (seller name) getting back to you (shuffle papers) it looks like my colleague (name tier 1
agent) spoke with you a few (weeks or months ago).About looking at ways to possibly sell your

3
property on 123 Main Street due to XYZ (why they wanted to sell) so you can ABC (repeat what
they wanted)

Did you give up on that or what happened?

Appt DNH

Hey (seller name) getting back to you (shuffle papers) it looks like my colleague (name
appointment settert) spoke with you a few (days, weeks or months ago) and set up an
appointment for you to receive on offer on 123 Main Street. You mentioned that you we’re
looking to sell due to XYZ (why they wanted to sell) so you can ABC (repeat what they wanted)

Did you give up on that or what happened?

Appointments

You:
"Hi, can you hear me? You booked a time to discuss possibly selling your property at 123 Main
St due to a high mortgage payment, correct?

I want to start by learning more about the property’s condition and why you’re considering
selling. If it seems like we’re a good fit, we can discuss the next steps at the end of the call.
Does that sound okay?"

Asking for Referrals - After you close

You:
"I appreciate the chance to work with you. Can you share how you feel we’ve been most
helpful?

With that in mind, who do you know who might be struggling with similar issues?

Can you tell me a bit about them and why you think we could help?

How should we approach them—should I give them a heads-up about my call?

Would it help if you talked about your positive experience with us?"

Asking for Referrals - With Prospects We Can’t Help

4
You:
"I appreciate the chance to get to know you a little better. Before we hop off.. We do have a
referral program where we offer up to 1-5k in referral fees for people who refer us, potential
clients.. Based on everything you’ve heard today, do you feel like you might know someone who
might benefit from working with us?”

How to Call Referrals

You:
"Hi, is this Jason? This is David. A mutual associate suggested I call you because I recently
helped them with [specific issue] and they mentioned you might be facing similar challenges. Is
this a good time to talk?"

Leaving Voicemails on Leads

Hey John it's just David with Leverage Homes.

It looks like you spoke to one of my colleagues on (date of the call).. About looking at possible
ways to sell your property so you mentioned (refer to 1-2 aspects from the tier1 notes regarding
timeline, goals, price point,or property details, etc)..

And I just had time to get back to you to see if I can help.

Now I should be available for a little bit today. Here’s my number.. And Like I said I should be
available a little bit today.

If you don’t get me just leave a message or you’re welcome to text that number and I’ll text you
a time that I’ll be able to get back to you. Talk to you then.

Leaving Voicemails on Nurtures

Hey John it's just David with Leverage Homes.

It looks like you spoke to one of my colleagues on (date of the call).. About looking at possible
ways to sell your property so you mentioned (refer to 1-2 aspects from the tier1 notes regarding
timeline, goals, price point,or property details, etc)..

You asked us to touch base with you around this time…

5
And I just had time to get back to you to see if I can help.

Now I should be available for a little bit today. Here’s my number.. And like I said I should be
available a little bit today.

If you don’t get me just leave a message or you’re welcome to text that number and I’ll text you
a time that I’ll be able to get back to you. Talk to you then.

Leaving Voicemails on No Show Appts

Hey John it's just David with Leverage Homes.

It looks like you spoke to one of my colleagues on (date of the call).. And booked a time to
discuss looking at possible ways to sell your property.. so you mentioned (refer to 1-2 aspects
from the tier1 notes regarding timeline, goals, price point,or property details, etc)..

You asked us to touch base with you around this time…

And I just had time to get back to you to see if I can help.

Now I should be available for a little bit today. Here’s my number.. And like I said I should be
available a little bit today.

If you don’t get me just leave a message or you’re welcome to text that number and I’ll text you
a time that I’ll be able to get back to you. Talk to you then.

Condition & Circumstance Stage

You:
"Okay, just so you know.. The way that we make offers is based on the condition & different
aspects of the property so I just want to confirm, this is a two-family property, correct? Four
bedrooms, two bathrooms?"

Prospect:
"Yes, that’s accurate."

You:
"And as far as the living area.. Do you have a living room and a separate dining room?"

Prospect:
"Yes and I actually have a den.

6
You:
"And just out of curiosity…is this your primary residence, or is it an investment property?"

Prospect:
"No, I live there.

You:
"Oh, you live there. Got it. It seems to be in good shape. If you had to rate the property on a
scale from 1 to 10—1 being unsuitable to live in and 10 being recently remodeled—what would
you rate it?"

Prospect:
"I’d give it a 7."

You:
"Great. When was the last time you remodeled the kitchen?

Prospect:
"It’s been a few years, but it’s still in good shape."

You:
“Great.. Would you say it has granite countertops, recess lighting, stainless steel appliances?”

Prospect:

“Oh no.. it doesn’t have granite countertops or stainless steel appliances.”

You:
Gotcha.. And you bathrooms would you say it’s recently remodeled or does it have blue/pink tile
walls?

Prospect:

No the tiles are newer..

You:
Wonderful and as far as the shower knobs go in the bathroom is it 3 knobs or 1 knob?

Prospect:

1 knob

You:
"Understood. When was the last time you made any repairs or updates to the siding or the
roof?"

7
Prospect:
"We’ve done some patchwork, but overall it’s in good shape."

You: (only ask for properties that look like they were built before 1960s)
"Got it. Are you aware of any underground oil tanks on the property?"

Prospect:
"No."

You:
"I ask because these tanks can sometimes leak, which can be expensive to remediate. But
nonetheless, Do you know if the home converted to gas or do you still use oil?

Prospect:

“I still use oil”

You:

“Most people wouldn’t know the answer but would you know if your electric wires have cloth
around them?”

Prospect:

“No I don’t know”

You:

“Okay. no problem.. Would you know if you have Federal Pacific electrical box or has that been
upgraded?"

Prospect:
"Not sure, but they haven’t been updated since I bought the property, but they’re in good
working condition."

You:
"Okay no problem. The reason I ask if because federal pacific has been known to cause fires
and are difficult to insure.. And as far as the flooring.. do you have carpet or hardwood floors
throughout?

Prospect:
"It’s hardwood floor throughout"

You:
"When is the last time you replaced any of the windows?"

8
Prospect:
"Some have been replaced, but others are older."

You:
"Is the basement finished or unfinished? I’m 6’ tall do you think I could I stand straight up or
would I need to duck??"

Prospect:
"It’s not finished and you can stand straight up"

You:
"Thanks for that. So this is a two-family… I’m guessing you have tenants?"

Prospect:
"Yes."

You:
"Gotcha, and are they good tenants?"

Prospect:
"Yes, they pay on time."

You:
"Are they paying close to market rent, or are they paying below market?"

Prospect:
"They’re paying below market rent."

You:
"Got it. Would you say maybe around $1,200 or $1,300?"

Prospect:
"Actually, they’re paying $1,500 a month."

Pain & Motivation Stage

You:
"Oh okay... So, Jason, you’ve owned this property for quite some time [Talk about good aspects
of their property... Almost convince them not to sell]. You have good tenants... You’ve lived here
with your family now for 15 years…why are you even thinking about selling this property?"

Prospect:
"It’s a big house and requires lots of work to maintain."

9
You:
"Got it. That makes sense… And how often do you find yourself having to make repairs to the
house?"

Prospect:
"Not too often, but probably 3-4 times a year."

You:
"Wow, what kind of repairs have you had to deal with in the last two years?"

Prospect:
"I had some leaks in the roof that I patched up, and small things around the house like faucets
and minor patchwork, but nothing major."

You:
"And do you usually handle those repairs yourself, or do you hire someone for them?"

Prospect:
"I usually do the small repairs myself, but for bigger issues, I hire a local contractor."

You:
"How long have you been dealing with making 3-4 repairs a year?"

Prospect:
"I’ve been dealing with them for about 10 years!"

You:
"Has dealing with these repairs had any impact on you?"

Prospect:
"Yeah, I’m definitely getting tired of it."

You:
"Tired? In what way?"

Prospect:
"It’s frustrating because I either spend money or hours of my day making repairs and running to
Home Depot. It’s very annoying."

You:
"Annoying? I can imagine… How much are we talking here how much does it cost you to
maintain the property every year?

Prospect:

“It’s costing me about 3-4k a year”

10
You:

Wow.. So, Jason, would you prefer to not have to make these maintenance repairs if you didn’t
have to?"

Prospect:
"Yes, I’d much rather save the money."

You:
"So, Jason, I know you don’t want to really deal with such a big house and its maintenance
issues. But I’m curious, why is it so important to you now to sell the property? Why not just push
it down the road or keep the property as a rental like you have for the last 15 years?"

Prospect:
“Well.. I mean like I told your colleague.. I’m entertaining offers and I’m just trying to see what
the property might be worth.”

You:

“Okay now I totally understand.. It looks like you’ve own the property since (check zillow
transaction history) do you have family living with you?”

Prospect:

“No…. the kids moved a while ago.. It’s just me and my wife”

You:

“I mean this is pretty big house.. Roughly (check zillow sqft) so I’m guessing that you’re
considering downsizing..?”

Prospect:
"I’m tired of the winter and thinking about moving. I would use the proceeds of the sale to buy a
new property out of state. I also don’t want to be a landlord anymore."

You:
"Ohh man... I could understand that. Where were you hoping to move?"

Prospect:
"I was thinking about North Carolina."

You:
"That’s a wonderful place to live! Do you have family there?"

Prospect:
"Yes, my kids live there now."

11
You:
"Do you have grandkids?"

Prospect:
"Yes, I have three little ones."

You:
"Awwwhh, that’s so cute. Do you plan to move near them?"

Prospect:
"Yeah, that’s the plan."

You:
"And I’m guessing your kids have been begging you to move closer for a long time?"

Prospect:
"They’ve been asking for some time now."

You:
"I’m sure it's been difficult being so far from your family... I can see why you really want to sell."

Prospect:
"It’s definitely frustrating not being able to see them as often as I’d like. I really miss them."

Dreams & Goals Stage

You:
"Ahhh man... I’m really sorry to hear that, Jason. So obviously moving closer to family would
mean a lot to you. When were you ideally hoping to sell the property by?"

Prospect:
"Well, I was thinking probably like, you know, six months. I was hoping to move before the new
year before it gets really cold."

You:
"Okay, that makes sense. And I'm guessing that you would move in with the family for a while
before you buy your new place?"

Prospect:
"I’d probably move in with one of my kids for a bit and then find something to rent or buy out
there."

12
You:
"Okay, gotcha, wonderful... Just curious... Once you do sell the property, get out of this cold
weather, and move closer to family, what do you plan on doing with your time and all the extra
cash you make from the sale? Go on vacation? Are you going to buy a boat? "

Prospect:
"Well, I haven’t really thought that far ahead. I’d definitely be happier… maybe buy a house or
take the kids and grandkids on vacation. But I need to be careful with my money."

You:
"Hahaha, yes, I agree… a dollar saved is a dollar earned. Jason, that does sound pretty
amazing... Hopefully, I can be a part of that journey to get you there. I am curious though…
Jason, I’m sure I’m not the only person you’ve talked to over the past few years about selling
the property… what have you done to try to sell it so far?"

Prospect:
"I get 3-4 calls a week with people making offers. I even spoke to a realtor friend."

You:
"What do you think held you back from actually selling or working with them? I’m trying to get a
little bit more context here."

Prospect:
"They made low-ball offers and didn’t seem serious."

You:
"Oh, what do you mean by low-ball offers and not being serious?"

Prospect:
"They never sent me a contract and offered way below what the property is worth."

You:
"Got it. And what were they offering you and what do you think your property is worth?"

Prospect:
"They were offering $250,000, I need to get at least $400,000."

You:
"Gotcha. Okay, is there anything else important to you when selling the property?"

Prospect:
"I want to work with a real buyer, not just these guys calling me every other day. And I want to
sell the property as-is!"

13
You:
"Okay... Noted... Alright, Jason, you’ve owned this property since 2006, right? You must have a
pretty small mortgage by now. How much do you owe on it?"

Prospect:
"I owe roughly $200,000."

You:
"Okay, so roughly 200k... So Jason, you mentioned that getting the right number and working
with someone who can close on the property as-is is important. If we could get that done for you
so you move to North Carolina without paying any real estate commissions and save tens of
thousands on real estate commissions and not have to make any repairs, so that the sale would
be a very hassle-free transaction, what would be the ideal amount of cash you’d like to have,
after we pay off that 200k mortgage?"

Prospect:
"I was looking for about $200,000."

You:
"Let’s say, hypothetically… I really don’t where my finance department will land, they can say
100,000 more than I say or even 100,000 less but let’s just say hypothetically I went back to my
finance department and said, ‘Mr. Jason really wants $400,000 for this property. $200k to pay off
the mortgage and $200k on top.’ And they come back and say the max we could offer is
$350,000 cash, what should I do then? Should I kick rocks? Do I even bother calling you back?"

Prospect:
"I’d like a little more than that, but you can call me back."

You:
"Okay, so let’s say we could purchase your home. I’m not saying we can do that yet—. But if we
could, besides moving closer to your family, selling the property as-is, and saving 10s of
thousands of dollars on real estate commissions... how do you see this benefiting you the
most?"

Prospect:
"If we could get close to the $400,000 range, I’d use the extra money for future needs."

You:
"How would having that extra money change your life compared to now?"

Prospect:
"I’d be a lot happier. I’d spend more time with my family and not worry so much about cash!"

What If Stage

14
You:
"So Jason, what happens if you don’t do anything about this and you’re still stuck here in New
Jersey alone—for another 3, 6, or 12 months? What happens then?"

Prospect:
"I don’t know. I haven’t really thought about it. I guess I’d be in a pretty bad spot."

You:
"Do you want to go through all that if you don’t have to?"

Prospect:
"Of course not! I mean, why would I?"

Presentation & Close Stage

For Appointment Setting

You:
"If I can get you the right price, avoid paying any real estate commissions, and make sure that
you sell the property as-is in a very hassle-free way so you can move closer to family and have
some extra cash to really enjoy your life… Do you feel like this could be the solution you’re
looking for?"

Prospect:
"Yeah, definitely."

You:
"Assuming that we’re able to do [xyz], what would you want to happen next?"

Prospect:
"I would sell the property to you."

You: VIRTUAL APPT

"Okay, great! I really enjoyed our conversation today. It helps me understand your unique
situation and where you are now and kind of where you want to be. The next step are really
simple it would be for my senior to go over our offer with you, so we can address [issue 1, issue
2, issue 3] so that way you can [benefit 1, benefit 2, benefit 3) Would that help you if we did that
for you?"

OR

15
You: IN-PERSON APPT (4+ ICP)
"Okay, great! I really enjoyed our conversation today. It helps me understand your unique
situation and where you are now and kind of where you want to be. The next step is really
simple it would be for my senior to quickly check out your property, so we can address [issue 1,
issue 2, issue 3] so that way you can [benefit 1, benefit 2, benefit 3) Would that help you if we
did that for you?"

Prospect:
"Yeah, that’s fine. I’m willing to hear an offer."

You:
"I’m just going to check his calendar now. Oh wow, he’s super busy today. Are you more
available tonight or tomorrow to receive that offer?"

Prospect:
"Tonight, I’ll be free."

You:
"Is 5 or 6 PM better for you?"

Prospect:
"6 is fine."

You:
"Okay, great! Just confirming, is this your phone number: 201-xxx-xxxx?"

Prospect:
“Yes”

You:

If there is no email on the notes say this:

You: “And your best email address is………”

If there IS AN email on the notes say this:

You: “And your best email address is (repeat what is written)”

Prospect:
"No, it’s name@leveragecompanies.com."

You:
"Fantastic. I know you’re a busy guy. Is there any reason you think you might not be able to
make the call at 6 o’clock tonight?"

16
Prospect:
"No, I’m retired now, so I should be available."

You:

“The reason I ask is because I’m about to set you up with my favorite Senior (name of AM)… if
anyone is going to get you that price its him.. But he’s also the busiest and his calendar usually
totally booked so I’m moving things around for him so I can make sure to respect your time and
I just want to respects his as well. That’s just why i’m just making that this time does work you..
Is there any reason any reason at all why you might not be able to make this appt?”

Prospect:

“Yes”

You:

Do you by chance have a pen really quick?

Prospect:

“Yes”

You:

“I just want to give you his cell phone number that he’s going to be calling you from. (the AMs
number)”

You:

“Great it was a pleasure speaking with you. I really hope that (name of AM) is able to get you
the offer you’re looking for and that we can be part of your journey to [seller’s goals, benefit 1,
benefit 2, and benefit 3] Again this is David from Leverage Homes. Hope you have blessed
day!”

17