Follow Up After Initial Contact

What to Say Once Your Cold Caller Has Made Initial Contact

So, your Virtual Assistant or Cold Caller made contact with a potential seller and identified them as a new lead — great news! But wait… what exactly is a lead?

Before diving into definitions, it’s important to understand what makes InheritedData different. Compared to traditional probate data, which comes from court records and is therefore, available as public records. Not to mention that  by then, you’re often too late. InheritedData gives you access to potential sellers early in the game — 3-6 months before the property hits public records.

That early access is a major advantage, but it also requires a more thoughtful approach. These potential sellers might not be ready to sell right away — and that’s okay. Your job is to build rapport, identify their challenges, uncover their motivations, and help them move forward at their pace.

Celebrate this: you’re the first one in the door — a problem solver, a trusted resource, and a potential deal closer.

What is a Lead?

A lead is anyone who didn’t say “No, never.”

If they didn’t give an absolute rejection, they’re a lead.

Why? Because they might just need time. Remember, inherited properties often come with emotional weight and logistical hurdles — from mortgage payments, taxes, and insurance to property maintenance, out-of-state ownership, or legal complications like probate or even foreclosure.

Your Role in the Follow-Up Call

Once the initial contact is made, your job as the Investor or Acquisition Manager is to follow up within 1–2 days to introduce yourself and build the relationship.

These follow-up calls are the bread and butter of your real estate business.

They’re how you:

• Establish trust

• Uncover motivation and timeline

• Identify obstacles

• Offer solutions

• Position yourself as the go-to person

• Close deals

How to Approach the Call

The goal of your first follow-up is not to pitch, but to connect.

Focus on:

• Listening more than talking

• Asking thoughtful, open-ended questions

• Offering help, not just a purchase price

• Demonstrating your local expertise and genuine willingness to be of service

Sample Follow-Up Script

“Hi, my name is [Your Name]. My assistant spoke with you the other day about the property at 123 Main St. I just wanted to personally introduce myself and see if I can help. And...

I was hoping to get a better understanding of your intentions with the property — maybe your timeframe, or if and when you might be looking to sell.

Most importantly, I want to offer you my support and resources. I’m local and can help with anything related to inherited homes — whether that’s finding a probate attorney, an estate sale specialist, or handling any other needs you may have.

Do you mind sharing some of the challenges you’re facing with the property? And would you be open to telling me a little more about it?”*

Final Note

Be patient, be present, and be persistent. Leads from inherited properties often turn into deals — but only for those who are willing to follow up and realize this is not a one call close. It will take time, nurturing, rapport building, problem solving, and most of all, patience.