Cold Calling Scripts and More

TABLE OF CONTENTS

• Cold Calling Scripts and More
  • Communication in Real Estate Investing
  • MindSet 
  • Goal
  • Attitude  
  • Intentions
  • Commitment
  • WINS!
• The System & Process
  • Cold Call Pipeline 
  • The Importance of Cold Calling
• Cold Calling Scripts  
• Step 2 Information Gathering  
• Rebuttals  
• Dispositions (Important) → Learn More
• The Importance of the Follow Up 
  • Following Up With Leads After Cold-Caller
  • Follow Up Rules 

Communication in Real Estate Investing

One crucial yet often overlooked aspect of successful real estate investing is effective communication and networking. Brent Daniels, a renowned real estate investor, emphasizes that an investor is “someone who talks to people all day long.” This highlights the importance of direct communication over passive strategies like texting or direct mail. Engaging in conversations with property owners, brokers, lenders, contractors, and other industry professionals helps investors uncover valuable opportunities and build strong relationships.

Key Success Factors for Real Estate Investors

To thrive in real estate investing, individuals must develop the following skills and attributes:

• Market Research & Analysis – Understanding local market trends, property values, and economic indicators to make informed investment decisions.
• Negotiation Skills – Securing favorable deals on property purchases, financing terms, and rental agreements.
• Networking & Relationship Building – Establishing connections with real estate professionals, mentors, and investors to access opportunities and industry insights.
• Financial Literacy – Managing investment capital, understanding tax implications, and evaluating profitability metrics.
• Adaptability & Problem-Solving – Adjusting strategies based on market shifts and overcoming challenges in property management, financing, and regulations.

Real estate investing is a dynamic field that requires strategic planning, market knowledge, financial acumen, and strong communication skills. Investors who actively engage in conversations, cultivate industry relationships, and make data-driven decisions position themselves for long-term success in the ever-evolving real estate market.

MindSet 

Yes, mindset IS everything. Your mindset plays a pivotal role in determining the level of success you can achieve. Cultivating a positive mindset allows you to approach every interaction with potential sellers from a place of optimism and opportunity. By maintaining a positive outlook, you are more likely to recognize and capitalize on the hidden gems within each lead, turning them into profitable deals.

Let’s back up a little bit to define Mindset in regards to your Real Estate Business, contacting potential sellers, and how you approach your cold outreach, as well as, your follow up. 

First, it is also important to focus on the person you are talking to, the one that inherited at home. Don't dwell on the fact that somebody died in the last couple days or couple months, instead focus on all the issues, problems or struggles that the beneficiary is going to encounter when inheriting a home.

When someone hurts at home, they also inherit mortgage payments, possibly second mortgages, property taxes, and insurance on the property. Besides PITI, they have to worry about property maintenance, utilities, repairs and you get the point, the list goes on and on… 

The correct mindset is one that builds and nurtures a pipeline of Leads.  As we discussed, this is Cold Call/Pipeline. Your mindset is to cultivate leads, knowing that the follow up is where the pipeline is built. If your mindset of looking for Leads sounds like a goal, it is! However, you must think and feel it to better control the direction of your conversations. Furthermore, understanding each and every lead as highly valuable means that you never miss out on potential opportunities. In other words, do not leave deals on the table. By maintaining openness and continuously nurturing these leads, you create the conditions for long-term success. By Cultivating A Cold Call/Pipeline Mentality, You are tapping into the power of persistence and nurturing relationships. Also, instead of being discouraged by initial rejections, you understand that these individuals are not completely closed off to working with you. They may just need to solve a problem, discuss with the family, or need time to make a decision.

An initial no can also be seen as a potential opportunity. This shift in mindset is essential for building a successful business with a strong pipeline. By recognizing that everyone who doesn't reject your offer outright is worth nurturing, you open yourself up to a world of possibilities.

Embrace the idea of viewing each interaction as an opportunity to build your pipeline. Every lead that doesn't say “no, never” is an invitation to continue nurturing and developing the relationship. With this mindset at the core of your approach, you'll find yourself on a path towards building a thriving business fueled by strong connections and consistent deal flow.

Your mindset plays a pivotal role in determining the level of success you can achieve. Cultivating a positive mindset allows you to approach every interaction with potential sellers from a place of optimism and opportunity. By maintaining a positive outlook, you are more likely to recognize and capitalize on the hidden gems within each lead, turning them into profitable deals.

Goal

As we learned, only looking for Yes is not going to work. A Yes is great and we all love them. However, to build a business, a business that has a solid foundation, that produces deals consistently every month, then it will have to be built with a different approach. The Goal is to look for Maybes, as maybes turn into deals.

Invest in Yourself

Potential clients often ask me if a product or service is too expensive. My answer is always the same - it is never too expensive if you are willing to invest in yourself. Investing in yourself is the best thing you can do. If stepping out of your comfort zone scares you, this is the time you need to push through and face your fears head on. By facing your fears and doing the thing that you fear most, you will start to perform and when you are performing, you are making progress and the fear disappears. Think about it - when you invest in a stock, a race car, or even a property, what do you want? You want them to perform well and increase in value over time. It's the same with business development tools - the value and performance depend on the user themselves and their willingness to be uncomfortable. "The product" doesn't perform; it's up to the person using it to make things happen. The true value lies not in the product itself but rather in how individuals perceive their own self-worth and their willingness or ability to put forth effort and perform at their best. So when evaluating a tool to help you be more successful, remember that it is just that, a tool to make your hard work pay off.

Attitude  

The Power of Attitude in Real Estate Investing. 

In life, attitude is everything—and in real estate investing, this truth is even more profound. Your attitude shapes your daily actions, influences how you approach challenges, and ultimately determines your success.

Ask yourself:

• Do you truly believe in what you’re doing?
• Do you operate with conviction?
• Do you engage with people confidently and enthusiastically?
• Do you maintain a positive mindset, even in tough situations?

Real estate investing is a challenging business, filled with negotiations, competition, and uncertainties. That’s why having the right attitude is essential. A strong, optimistic mindset keeps you resilient, motivated, and open to opportunities that others might overlook.

Moreover, your attitude is contagious—it reflects in your voice when speaking with sellers, buyers, lenders, and partners. A confident, upbeat demeanor signals trustworthiness and good intentions, making people more likely to work with you.

So, embrace a winning mindset. Be positive, be professional, and approach each interaction with enthusiasm. In real estate—and in life—the right attitude can open doors, create opportunities, and pave the way for long-term success.

Intentions

Intentions are transparent. The seller can sense your intentions immediately, so make this a priority from the start. A good intention in that you are helping them to find a win-win situation in all your deals. If you have a genuine intent to help the sellers by offering your resources will gain trust and confidence. By gaining confidence you will earn the listing or cash cling.

People can tell right away what you’re really about—and sellers are no different. They can feel your energy and read between the lines, so it’s super important to start every conversation with the right mindset. If your goal is to genuinely help them—whether it’s by offering your expertise, resources, or even just listening—you’re already ahead. When you come in looking for a win-win, not just a quick sale, that trust builds fast. And trust is what gets you the listing, the deal, or the referral.

Think of yourself more like a guide than a salesperson. Be honest, be helpful, and make it clear that you’re not just there to “get something” from them. When people know your intentions are good, they’re way more open to working with you—and way more likely to say yes.

Commitment

What are you really doing here?

Are you a real estate investor? A broker or agent?

Are you convicted—or just playing with the idea, thinking maybe you’ll get to it later?

Will it be tomorrow… or never?

Or are you going to attack this—

Set a plan, follow the system, and do what it takes every single day?

Are you going to run the plays that make this business work—

With blinders on, without second-guessing whether it works or not?

If you’re going to do this, then give it 100%.

Set a time every day to start.

Block out enough time to make enough calls—

To get enough new leads, consistently.

Do you have the conviction to not give up?

To keep going when someone questions your motives?

When they’re angry, skeptical, or even rude?

Will you look for excuses not to do this—

Or will you find the reasons that drive you forward?

Conviction is belief.

Belief in yourself.

Belief in this process.

And working your business with enthusiasm, discipline, and purpose.

WINS!

What constitutes a win? Yes! Closing are big wins and we love them! However, it takes time to build a Real Estate business that created consistent wins every month. Wins can come in different forms. Another win is when we put a New Lead (Maybe) in the pipeline. Patience and nurturing can turn these leads into deals. So have faith and focus on putting New Leads into your pipeline everyday.

The System & Process

Cold Call Pipeline 

System

The system is the most important part of your Real Estate Business. Every business has a specific and unique marketing method for guaranteed success. InheritedData is no different, there is a proven system for success. The system has a process, and if followed properly, will give incredible results. It is done on a daily basis to ensure consistency and maintain momentum. 

Process

Cold Call/Pipeline is the cornerstone of the process and is important to establish this process before anything else. Yes, there are other methods.  However, making sure that the cold calling-pipeline process is operating properly is the underlying key to success. 

The Importance of Cold Calling

Cold Outreach - daily

Cold outreach is not only important, but essential for a thriving real estate business. It is a powerful tool that can either make or break your venture. That's why it is crucial to have a well-crafted and replicable marketing plan in place. By following a strategic approach, you can unlock the keys to success in your real estate endeavors.

One of these keys is the art of cold calling. Cold calling allows you to have conversations with sellers, which can potentially transform into valuable leads and lucrative deals. Each interaction with sellers presents an opportunity to uncover any obstacles or challenges that may be hindering a sale. By identifying and addressing these issues, you position yourself as the problem solver, gaining the trust and confidence of potential clients and securing the contract. It's a simple equation - problem solvers get the deals.

Dedicating time to daily phone calls is not only a way to find sellers who are ready to make a deal now but also those who may be ready in the future. Building relationships with sellers and consistently staying in touch can pay off in the long run. Some sellers may not be ready to sell immediately, but by nurturing the relationship over time, you position yourself as the top choice when they are ready.

A successful cold calling campaign involves making 200-700 outbound calls per day in search of potential leads. While receiving a "yes" is great, it's important to remember that leads or maybes are your gold and leads turn into deals.  This is the key to creating consistency and wealth in the real estate business. Your minimum goal should be to find at least 3-5 new leads every day.

However, if cold calling isn't your preferred method or if you simply don't have the time, it is crucial to find someone who can handle this task for you. Whether it's a partner or a virtual assistant, having someone dedicated to cold calling can free up your time to focus on other aspects of your real estate business. However, it is important for you or an acquisition manager to handle all the follow-ups and guide the sellers towards the closing table. Remember, making contact 8-9 times before closing is crucial for sealing the deal. Scaling this process can be done by hiring multiple virtual assistants (VA) who can handle the initial cold calls while allowing you to separate the cold outreach and focus on follow-ups and further nurturing relationships.

In summary, cold outreach is crucial for a successful real estate business. By strategically cold calling and following up consistently, you can find sellers ready to make deals now or in the future. Positioning yourself as a problem solver and building relationships with potential clients increases your chances of securing lucrative deals. Stay proactive and dedicated to daily outreach for a thriving real estate business.

Identify New Leads - Daily

In your real estate business, it is important to identify new leads on a daily basis. These leads are the lifeblood of your business, as they have the potential to turn into lucrative deals. It is crucial to make it a top priority to collect as many leads as possible each day.

The beauty of InheritedData, is that we are getting there early. Some say it might be too early, but it's better to be too early than too late. Identifying leads is crucial and it's important to understand the actual definition of a lead or what we are talking about in this instance.

A lead can be anyone who falls into the categories of "Yes" or "Maybe". To put it simply, anyone who is not an outright "No" is a lead. However, it's important to recognize that leads can come in various forms and may require different levels of nurturing. Some leads may be ready to make a deal immediately, while others may require more time and follow-up.

To effectively identify leads, it's essential to have a keen eye for potential opportunities. This means paying attention to any signs of interest or potential motivation from sellers. It could be a seller who has an issue with the property and needs a solution before they can sell, someone who mentions they are considering selling in the future, or even a seller who seems hesitant but open to discussion.

Being able to recognize these potential leads and categorize them accordingly is crucial for maximizing your chances of success. It allows you to focus your efforts on those who are most likely to convert into profitable deals. Remember, every lead, no matter how small or uncertain, has the potential to become a valuable opportunity.

To ensure that you don't miss out on any potential leads, it's important to have a systematic approach to lead identification. This can include implementing lead tracking systems, using customer relationship management (CRM) software, or even creating a dedicated lead management team. These strategies can help you stay organized and ensure that no lead falls through the cracks.

In addition to identifying leads, it's also important to nurture them effectively. This involves maintaining regular contact, providing valuable information and resources, and building a relationship based on trust and credibility. By consistently following up with leads and providing them with relevant and helpful information, you can increase their confidence in your expertise and increase the likelihood of closing a deal.

Remember, the success of your real estate business depends on your ability to consistently identify and nurture leads. By making lead generation a top priority and implementing effective lead management strategies, you can ensure a steady stream of opportunities and maximize your chances of success in the real estate industry. So, stay focused, stay proactive, and watch your business thrive.

Build a Pipeline - Daily

To maintain a consistent flow of potential deals, it is crucial to consistently discover 3-5+ new leads every day. But where do you store them? You need a pipeline, and not just any pipeline, but the largest one you can create. Building a strong pipeline is essential because it establishes consistency, which translates into multiple deals each month. The size of your pipeline can be seen as a measure of your success. If you find yourself facing difficulties in adding new leads to your pipeline, it's important to take a step back and reassess your messaging, mindset, and ultimate goal. Merely seeking a "yes" from potential sellers will not yield the desired results. Instead, you need to cultivate a mindset that focuses on Maybes,  creating follow-ups and nurturing relationships to populate your pipeline. Realizing that not everyone is ready to sell immediately and being patient, adding them to the pipeline for future contact will guarantee a deal down the road. By adopting this approach, you will increase your chances of success and ensure a consistent flow of potential deals.

Always keep in mind that consistency is key. By continuously identifying new leads on a daily basis, you are not only building a substantial pipeline, but also ensuring a steady stream of potential deals. The more leads you have in your pipeline, the more consistent and lucrative your business will become.

Imagine having a pipeline filled with 300-500 leads after just 100 days. This abundance of leads will undoubtedly bring in a multitude of deals. And if you continue to expand your pipeline to 500, 750, or even 1000+ leads, you could be closing 5-10+ deals every month.

Consistency

Consistency is the secret to success. Your pipeline is the life force of your real estate business, and leads are the golden opportunities waiting to be seized. By faithfully following these steps every day, you will pave the way for a highly profitable venture in the real estate industry.

Your steps to success:

1. Cold Call
2. Identify New Leads
3. Build a Pipeline 
4. DO IT EVERYDAY, even on Sundays

This law of consistency pertains to most aspects of life, like working out, learning, arts and crafts, dance, sports, etc. all benefit from doing something over and over consistently until your goal is met. Business is the same, to make your business grow, you need to do certain things consistently to ensure success. 

Many years ago before UberEats, DoorDash and GrubHub, I worked at a Wing delivery restaurant that my friend owned. He was all about marketing. In fact, he always had a book with him called “Gorilla Marketing”. Every day, consistently, he would put out flyers to business, apartments, and homes. His goal was to put out 1000 flyers a day. These flyers were just a menu with a coupon on the back. 

This marketing technique was perfect for the small restaurant, and Oh boy, did it work. The restaurant was always slammed with orders all day long. The owner, Chris, would come in after hitting offices to help, would look at the orders and say, I went here today, and here, and here and also here. 

But we are talking about the Real Estate business. What does consistency have to do with Real Estate? In the last chapters we spoke about the number one thing that RE investors do. That is to talk to sellers, talking to sellers all day, every day. That is where the consistency comes in. 

Say you want to do 5 deals a month. This is totally doable. However, you need consistency to make it happen. Also, how fast do you want to build it? Let’s work some numbers.

Ok, so your goal is 3-5 deals a month. You’ll need to find new leads every day. Let’s make a sub-goal of 3-5 leads a day. How many phone calls do you need to make to hit your goal? 200-600 dials? 300 Dials should produce at least 3 leads a day. Consistently, 300 dials a day, should produce 300 leads in 100 days. 

With a pipeline of 300+, and growing daily, you will create 3-5 deals a month every month. The only way this is possible is to consistently dial out 300 times a day. Just a small nibble, 3 leads does not sound like much but after 100 days, that is a different story. 

We need to create the same process like marketing a restaurant, but specifically for the Real Estate business. 

The marketing plan would be as follows

• 300-500 Dials a Day (Small list of 300 Records)
• Call 5 days a week. 
• Find 3-5 leads a Day.
• Build a Pipeline of 300+

Closings - Weekly

We have now delved into the profound significance of leads and the indispensable nature of a robust pipeline in the real estate industry. Why Consistency is a key that creates momentum and new interest daily, and why this is the ultimate key to unlocking your goals and achieving unparalleled success. With a steadfast commitment to the strategies outlined in this article, paired with a positive mindset, you will undoubtedly discover a wealth of lucrative opportunities waiting to be seized.

So, stay committed to the daily routine of cold calling, identifying new leads, and building a pipeline. Embrace the power of consistency and the boundless potential it brings. With every call made, every lead identified, and every relationship nurtured, you are inching closer to achieving unparalleled success in the real estate industry. Your dreams are within reach, and by following these strategies, you will undoubtedly realize them.

Cold Calling is the key ingredient to your success. If you do not want to do it, then it is important that you find someone who will. A partner or Virtual Assistant can perform the cold outreach, then it is important you or an Acquisition Manager take care of the follow up and bring the sellers to the closing table. 

Postcards or Direct Mail are a great tool to add to your cold calling initiative. Send mail to the whole list and then follow with warm-cold calling within a couple of days. OR cold call the sellers and make sure you send “Thank you” cards to all the “YES” and “MAYBE” calls.

Gauge Your Success

You can gauge your success by how many Maybes you have in your pipeline. After 3 months, over 100 Maybes is minimal. After 6 months, 400, 500 Maybes is a very powerful follow up list to have. At this point, closings are done on a weekly basis. Build a huge pipeline and win!

InheritedData recommends that a minimal number of calls per day will guarantee your results. The rule of thumb is to make the same number of calls per day as you subscribe to per month. Example 1000 Property Records a month equals 1000 Calls per day. With this many calls, your pipeline will grow very quickly.

Opportunities

Every day in this business I see people missing out on opportunities. They said they're not getting enough deals and then we have a conversation about it, and we come to find that they're leaving 75% of the deals on the table. So let's talk about opportunities. opportunities are what bring you money and make this business work. So when you're talking to people you need to make sure that you can turn every call into an opportunity. It's impossible to do that on every call, I get it, but you should be looking at every single call for the opportunity. and realistically, the opportunity is to solve a problem. problem solvers get the deals.

The best way to make sure that you're not leaving deals on the table is to look at them and listen to their response. if they said yes great if they said 100% no no way, ok fine.  Everything else in between is an opportunity. 

Deeper Dive into Leads

What is a lead? And why is it important to identify them correctly. When calling potential sellers, it is imperative to not miss out on opportunities. 

Questions

Questions are an important part of your cold outreach for many reasons and especially when working with InheritedData. First we are on a fact finding mission. We are sifting through to find yeses and maybes. Questions ensure we are clear about the subject property and speaking to the correct Relative that is a Beneficiary or knows who the Beneficiary is.  

One major reason that questions are particularly important is determining the correct disposition. See Dispositions Here. Leaving deals on the table is one of the biggest mistakes that Real Estate Professionals make. 

Real Estate Professionals frequently make the same mistakes over and over. Asking questions can clear up some of the examples are below.

Wrong person - Statistically InheritedData only has a 2% miss rate. Meaning that you will not fine many wrong persons. However, questions can clear this up quickly. 

• Do you know the {Subject Property}? 
• Do you know the {Deceased Name}? This should be enough to pinpoint the correct beneficiary. 

Deceased Name is alive - First of all, we can assure you that the person has passed. However, this might be a case of  mistaken identity. 

• Ok, was this person born in 1921?
• Is this person 87 years of age?

I don't know that property - Once again, asking about the {Deceased Name} is the best way to connect the dots. 

The property has been taken by the bank - Foreclosure can take time, especially in State where Banks have to use the Court System complete the foreclosure process. Point is, the Bank did not take the house. Just let the potential Seller know that there might be a way for them to make some money on the home still. Then do your research. Check the Property Appraiser or Tax Assessor, that will display current owner info. If the title is still in the Deceased Name, you have a winner.

There is now equity - Sometimes low equity deals can be good deals depending on how you structure the Deal. Other times, the Relatives are unsure of the real debt on the home. Research the property before letting this one go. 

Reverse Mortgage - Reverse Mortgages are tricky to decifer. A quick conversation with the bank will clear up any questions about debt and equity. Working with the Beneficiary and the bank can unlock in great deals. 

CRM/Dialing Platform

One of the key tools in this business is to have an application to organize your data, leads, and pipeline. It is imperative that you have a CRM or a Dialing Platform. InheritedData provides a lot of information, and a solid cold calling initiative will require a CRM to keep track of Follow Ups, Notes, Appointments and Tasks. InheritedData can recommend some great platforms that will help you achieve your goals. We offer low-cost platforms and high-efficiency platforms. Just ask and we can offer a demo of the best systems.

Cold Calling Scripts  

Calling Scripts are meant to break the ice and get a conversation started about the property.

Cold Calling Getting Started

• Get to the point. 
• Make your intentions known. 
• Identify yourself, cash investor, inherited home specialist, etc.

Questions: 

• Would you be willing to accept an offer on the property?
• What are your intentions with the property?

3 Levels of Detail

1) Vague

Sometimes a vague calling script is the best way to contact the list. 

• Hello this is {Your Name}, I am a local Real Estate Investor and was calling to see if you had any Real Estate you wanted to sell or know anybody that does?

2) More Info, Mention the Property. 

• Hi, is this Dave? Hi Dave, my name is {Your Nmae} and I'm calling about a property at 123 Main Street. I am just calling to see if you might be interested in selling the property, I'm a cash buyer.

3) Mention the Potential Inheritance.

• Hi, is this Dave? Hi Dave, my name is {Your Name} and I'm coming about a property located at 123 Main Street.My records indicate that it's possible that you may have inherited this home and I'm just calling to see if you might be willing to sell the property? I'm a cash buyer.

Best Script

Hello (Prospect’s First Name) 

Prospect: Yes, this is him. 

My name is {Your Name} and I was calling about your property at 123 Main St?

Prospect: Okay, what about it?  

I was calling to see if you would be willing to accept an offer on the property?

Response 1. No. I’m not interested in selling.

Do you happen to have any plans of selling in the future?

Do you happen to have any other properties you would consider selling?

Response 2. What’s your offer?

Sure, we ask that you give us 24-48 hours for the best offer.

Response 3: If Yes I’m interested
Great! I will forward your info to my manager and they will contact you ASAP.

Inherited Home Specialist

Hello this is {Your Name}, and I’m calling about a property that I believe you’re an heir to? 

I am not sure if you wanted to keep the property, or, if you might need help with one of my resources, like a local realtor, probate attorney?....

Or, if you wanted to liquidate your inheritance quicker, I have several investors that could give you a cash offer and close in less than 7 days. 

Listen, at this point listen to what they need and provide a solution or solutions.....

Another IceBreaker…..

Hello is this {Seller Name} ? My name is {Your Name}, I am calling about an Inherited Home located at {Subject Property}.

I am an Inherited Home Specialist and I am calling to see if I can offer you my resources. 

Mind if I ask, what is your biggest obstacle?

I can help you with:

Probate Attorney

Realtor

Cash investors – I can get you the highest offer

Estate Sale Companies

Clean out/removal Companies

Local Contractors

Inheritance Funding

Landscape Company

Etc………

Cold Calling Script - 2  

Hello, is Heir/Relative there? 

Hi, Heir/Relative this is {Your Name}, I am calling about an Inherited Home located at {Subject Property}. I am just calling to see if you would be willing to sell the property?

Option 1

I am a cash buyer. 

Option 2

I am an inherited home specialist. I help people with local Realtors, Reputable Probate Attorneys and most of the time, I refer people to cash-investors who purchase “As Is” and pay all costs and close really quick. 

If Yes answer:

Perfect, you are willing to sell the property, are you looking for Full Retail Price? Or Are you looking to sell AS IS to a cash buyer?

Do you need a Probate Attorney?

Best Practice

It is a good idea to have a good Probate Attorney that you work with. Find a Probate Attorney that will accept being paid at closing. Even better, find a Probate Attorney that is also a Title Attorney or Closing Attorney.

Appointment Setter

Set an Appointment to Talk About the Inherited Home.

Hello, is this {Seller Name}? Hi, my name is {Your Name}, I am a local Inherited Home Specialist. 

I was just calling to see if you would be available in the next week or two to do an introduction. 

What is an Inherited Home Specialist?

What do you want to talk about? Who, What??

I help people that inherit a home by offering my resources. Is Monday or Tuesday best for you?  

2 or 4pm?

Great!

When I call you maybe have some questions ready for me and let me know your biggest obstacle. 

Investor Assistant

Hello my name is {Your Name}, I am a cash investor's assistant. I am calling about the property at {Subject Property} and wanted to ask if you are willing to accept an offer on the property.

Cold Calling Script - 3

Hello, is this Relative Name?

Hi, my name is {Your Name}, I work for a local Inherited Home Specialist. 

I was just calling to see if you would be available in the next week or two to do an introduction. 

What is an Inherited Home Specialist?

What do you want to talk about?

Who, What??

The Company I work for helps people that inherit a home by offering their resources. Is Monday or Tuesday best for you? 2 or 4pm? Great!

My Boss (Associate) will call at the scheduled time, please have some questions ready for him/her and let them know your biggest obstacle. 

Brent Daniels Cold Calling Script

TTP: Talk To People

(this is not be verbatim and without permission)

Hello, I am looking for ( First Name Only) 

This is (Your First Name) I know this call is out of the blue but.... I was calling about a property I believe you own on (Address) 

I just wanted to see if you would consider an offer on your property there? 

If “Yes”, or “How much will you give me?” answer: 

Ok Great! Well... we purchase properties cash... we pay all the closing costs...there are no real estate commissions... and the best part is we buy them completely as-is so you don’t have to put another cent into the property...so...for an offer like that...how much would you take? 

(Check on Zillow) It looks like your home is about ______ sf is that right? Have you done any remodeling to the kitchen and bathrooms in the last 5 years? 

(Option #1) We are buying homes similar to yours for around (66% of Zillow) ______. 

(Option #2) My partner runs all the numbers... so let me talk to him and call you back really soon. 

(Option #3) The condition of the home is terrible or their motivation is high... get the appointment immediately!
“I am in the area today. Do you mind if I swing by and take a look?” 

If “No”: 

I completely understand... do you have any other properties you would consider selling... maybe something that needs to be fully remodeled (or something that needs a little love)? 

If “Yes/maybe in the future”: 

Ok, great... should I call you back in a month? I am really looking for something that needs some love... have you done any major remodeling to the kitchen and bathrooms in the last 5 years? (this will open the conversation up for more “conditions of the home” questions) 

Please save my name under (Your name) and Home Buyer in your phone in case anything changes. 

If “How did you get my number?”: 

I have an internet provider named lexisnexis that I send over addresses I am interested in.. and if they have the phone number they send it back...sometimes I get lucky. 

If “Who are you?”: 

I am a local real estate buyer looking to do tasteful remodels in the area. 

Voicemail

The Question is whether or not to leave a message. I would test both ways. Leave a message, examples below or don't. Test to see what works best for you. 

Voicemail Drop

• Hello my name is {your name}, I was calling about your property, please call me back at xxx-xxx-xxxx. Thanks!

Voicemail Drop 2

• Hi, my name is _________.. I know this call is completely out of the blue… but I was calling about a home I believe you own on __(say address)….   I am interested in buying a home in the area and wanted to see if you would consider an offer on your property there…. I completely understand if you have no interest in selling right now but if you would give me a call back either way that way I don’t keep bugging you… again my name is __________ my number is __________.   Hope to talk to you soon. 

Large Investment Firm 

 Initial Conversation (Be Excited, Confident, and Assumptive) 

• OUTBOUND - Hi (first name) this is __________calling from ______ Investments. I am one of the Sr. buying specialists here. Your file came across my desk from our junior associate regarding the property at (address). 

o INBOUND This is _______ How can I help you (Make it personal. Do you not use the company name?) 

• Just want to confirm some of the property details. I apologize in advance if what we discuss is redundant but want to make sure I have all the correct facts so we can give you our best offer. 

Setting the Stage 

Great...Typically, people who call us want to know what we do, how we do it, & how much we can offer for their property... those kinds of things. Do you have those same types of questions? 

Firstly, we are Real Estate Investment Company. We work with a group of investors and we buy in AS IS condition, all cash and can close in your timeframe. Sometimes in as little as a few days. There are no hidden fees, real-estate commission and we pay all closing costs! Make sense? 

This process takes about 7 minutes. Sounds good? 

Great - So our process is very simple. I just need to ask you some basic questions about your property so that way I can go ahead and evaluate the area right here on the computer and see what 

I can offer you. Do you have about 5 -7 minutes so I can ask you some questions about your situation and about the condition of the property? 

Ok, great...after that I’ll let you know what your options are, and you can just let me know what you’d like to do. If at any stage, you feel like we are not a right fit (don’t like me etc...) then just let me know. We can go back and try and fix where I went wrong or at the end of the No, is okay too. It's all about communication and I am sure you agree that open communication is what makes every go smoother. 

Step 2 Information Gathering  

Contact Information 

Is it ok if I start by confirming your full name and the address of the property please? 

Is this the best phone number for you?
Where would you like us to email our offer and contact information to? 

Property Condition → Condition Report HERE

Now I’m going to run through some quick questions about the property, ok? 

1. How long have you owned the property? 
2. Is it occupied? 
3. Obviously, we are not together on your property but let’s imagine for a moment we are. What’s the general condition of the house? 
4. How many bedrooms and bathrooms? 
5. Are there any major repairs that need to be done? 
6. Does the house have any special features? 
7. Have the roof or windows ever been replaced? 
8. Have the kitchens and bathrooms been fully updated recently? 
9. Is there anything else you would like to tell me about the property? 

Motivation

• This sounds like a property we might be interested in.
• Why are you thinking about selling it? 

Motivation (Diving Deeper) 

• Really? 
• How long have you been thinking about selling? 

Timeline 

• If you did decide to sell to us or anyone else, would you like to do so within 30 days, 90 days, or further out? 

Amount Owed 

• If we buy the property, will we need to pay off any taxes, liens, or a mortgage? 
• (If So) Do you have a rough idea of how much? 

Home Value 

I haven’t done my research yet...BUT Considering Condition, (repeat the repairs needed) did you have any idea as to what you think it might be worth or WHAT you need to at least sell it for? Is that your asking price? 

If they don’t know this is when we give similar properties in as is conditions. Start by giving the street not the full address. Anchor price is solely how motivated they are 

• We know area (SOUND SURPRISED) 
• GO OVER PROPERTIES THAT ARE SELLING IN THE AREA (SET ANCHOR PRICE with lowest property and work up from there. USE MANAGER APPROVAL to by time)
• No price: Don’t give a set price—ONLY give a wide price range Give Wide (wide range....Top number is always $10K below top comp. Always assume the close) 
• Price given: Move to close/Negotiate 
• If we can cover all the closing costs, fees and commissions for you, and close on a timeframe that works best for you, what is the best price you can do? 
• Good Price: (If yes, move to close!) 
• Bad price: Go over what they said needs be done to the property give 

approximate prices of similar properties, touch on pain points and time 

• We are close, I think we can get a deal done 

Close (USE HOLD AND MANAGER TO ALLOW MARINATION PROCESS) 

• Okay, let me do this. I'm going to speak with my partner quickly to see if we can do that price. I'm not sure if it is, but if it is a price, we can do what would be THE deciding factor on signing a contract today? 
• Perfect. Is it okay if I put it on hold? Super important. If yes, put them on hold or call them back. 
• Okay, well I’ve got great news! It looks like we can do that price. So, the next step is I'm going to send you an email so we can review the agreement together. What is the best email for you? 
• Alright great. When would you be able to get in front of a computer or have access to your email? Send Email and Close!!!! 

Rebuttals  

1. How did you find me?/Where did you get my information? 

I work for a home office that specializes only in inherited homes. They gave me a list to call every day and your name popped up today. 

2. This is creepy, how did you get my phone number? 

We get your information from one of the three credit bureaus. 

3. You’re a vulture. You are trying to steal my house.. 

We help heirs of the estate navigate the complicated process of inheriting a home. Many times someone passes away and the heir(s) live in a different state. The heir has to worry about mortgages, taxes, insurance, utilities and traveling back and forth. We are able to help make the experience less stressful. We provide a valuable service. 

Objections and Alternative Rebuttals

Prospect: Where did you get my phone number?
We got it from public records

Prospect: Where are you calling from?
We are calling from We Buy Houses (Or Clients’ Company Name)

Prospect: Who are you?
I am {Your Name}, we are cash buyers.

Prospect: Did you see a for sale sign in front of my house?
We didn’t see anything ma’am/sir we’re just trying our luck to see if you have plans to sell your property.

Prospect: What makes you think I’m selling?
We basically call all homeowners in the neighborhood and take chances and see if they are considering selling. Are you considering selling?

Prospect: How much do you guys offer? Just make me an offer.
Unfortunately I’m not the numbers guy but we’ll surely make you an offer once we get all the information that we need. Can I ask you some quick questions about the property so we can make you an offer?

Prospect: Throws a unique question that you’re not familiar with
That’s a great question I’ll take note of it and I’ll have my manager answer that for you after this call (go back to where you left off)

Dispositions (Important) → Learn More

The Importance of the Follow Up 

Following Up With Leads After Cold-Caller

So, your Virtual Assistant or Cold Caller has made contact with the potential seller and has identified them as a New Lead. Great news! But Wait! What is a lead???

Before getting into the definition of a lead, we first need to get a better idea of what InheritedData is, and why it is different. When comparing InheritedData to other data sources, we find that InheritedData is classified as, early in the game, as opposed to, a probate record out of the Court System, where you are too late in the game. Obviously, it's much better to be too early, than too late. By getting there early, we have to approach these leads a little differently, and realize that the potential sellers might not be ready to sell just yet. That's okay, because our job is to find out what their biggest obstacles are, what their intentions are, their timeframe, and motivation. So celebrate! We have the ability to get there first, be a problem solver, a valuable resource, boots on the ground, and, a deal closer.

The definition of lead is anybody that did not say an outright no. NO, Never is how I describe it. Everyone else is a lead. The reason why it is necessary to approach it this way, is because they're not quite ready just yet, they just inherited a home. This can come with many issues and obstacles that need to be addressed. Mortgage Payments, Taxes, Insurance, Home Owners Association, 2nd Mortgages, Property Maintenance, Utilities, and the list goes on. If the beneficiary lives out of state, then this is another obstacle to be added to the list. 

The follow up call after your cold caller has made initial contact is your opportunity, as the Investor or Acquisition Manager to call within a day or two and introduce yourself. The Follow Ups are the bread and butter of your Real Estate Business. This is the most important part, following up with leads, creating a relationship with the seller, earning their trust, solving problems, as well as, earning their respect as someone who will follow through and close the deal.

What do you say to the potential seller? How do you approach your follow up on the initial call? It is not that difficult actually, and is not rocket science. Your goal on the first call is to establish a relationship and start to gain trust. You want to have an understanding of the intention of the seller and their time frame to sell. During the call you want to find any obstacles that they may have, and offer to help solve the problem. Remember, problem-solvers get the deals.

Script: “Hi my name is {Your Name}, my assistant reached out to you the other day about your property located at {Subject Property}. I just wanted to reach out to you and introduce myself. I was hoping to find out what your intentions are with the property. Possibly your timeframe and if/when you’re willing to sell. But most importantly I wanted to offer you my resources. I am here local and I can help with anything to do with inherited homes, whether that being a probate attorney or an estate sale specialist or any other needs you might have. Do you mind sharing your biggest obstacles you currently have in reference to the property? Do you mind telling me more about the property?”

Follow Up Rules 

Yeses are great. However, the Maybes are extremely important. The whole idea is to build a pipeline full of Maybes and Maybes turn into deals. This is how this business is built.

Relentless Follow-Up: A Proven System for Success

Why Follow-Up Matters

Consistent follow-up is one of the most important activities in your real estate business. InheritedData clients who implement a structured, daily follow-up process consistently outperform those who don’t. The goal is to build rapport, stay top of mind, and guide Sellers through their decision-making process.

Make Follow-Up Part of Your Daily Workflow

• Begin and end each day with your scheduled follow-up calls.
• Stay committed to speaking with every Seller on your schedule.
• Note: Email alone is not sufficient. Effective follow-up requires direct, two-way communication—ideally over the phone.

Use a CRM or Calling Platform to Stay Organized

Keeping your data in one place is essential. A reliable CRM or platform, InheritedDataPRO or even a robust dialer like PhoneBurner, simplifies the process, allowing you to:

• Track conversations and notes
• Automate call sessions
• Stay consistent with your follow-up schedule

InheritedData clients have full access to coaching and training on using InheritedData, InheritedDataPRO and PhoneBurner effectively.

Update Your Notes and Use Them

Detailed notes are key to meaningful follow-ups. Review your last conversation before each call so you can pick up where you left off. This reinforces professionalism and builds trust.

Understand Seller Types and Adjust Follow-Up Timing

YES Sellers

These are motivated Sellers likely to take action within 45 days or less.

Follow-Up Frequency: Weekly

Goal: Set the next appointment and continue building momentum.

MAYBE Sellers

These Sellers are 45–90 days out and may have conditions or questions (e.g., waiting on other heirs, needing more time).

Follow-Up Frequency: Weekly or Bi-Weekly

Goal: Stay in touch, answer questions, bring valuable information and help to guide them toward a decision.

Continue Follow-Up Even When:

• The Seller has gone quiet after initial contact
• Their timeline seems far off (important)
• They’ve expressed uncertainty

Tip: Always leave conversations open-ended and positive. Even if they pause communication, they should feel comfortable coming back to you when they’re ready.

Always Leave a Message

If you miss a Seller, leave a voicemail. This shows commitment and lets them know you attempted contact.

If you continue missing them, adjust your timing—try early mornings, evenings, or weekends.

Note: Avoid making assumptions. Let the Seller clarify their situation—don’t decide for them.

Stay Proactive

• Don’t wait for Sellers to call you. Proactive follow-up is your responsibility.
• Relying on passive methods (like drip campaigns) alone is not enough.
• Your follow-up system should drive actual conversations that lead to appointments.

Make Each Message Count

Every phone call and voicemail should:

• Add value (updates, ideas, timelines, solutions)
• Include a clear call to action
  Avoid vague check-ins like: “Just following up.” Instead, offer a reason to talk.

Call New Sellers Promptly

Reach out as soon as possible after receiving new leads. Waiting too long reduces your chances of 

connecting while motivation is high.

Aim for at Least Seven Conversations

On average, it takes multiple touchpoints to build enough trust for a decision.

Each contact should either:

• Request an appointment, or
• Set a specific follow-up time

Follow-Up Is Your Responsibility

If you’ve sourced the lead or made the connection, it’s important that you maintain it. Delegating this too early can weaken the relationship.

Reminder: Every closing starts with a follow-up. That’s how appointments happen, contracts get signed, and deals move forward.

What to Cover During Follow-Up Calls

1. Continue prequalifying: Is anything new that might affect their timeline?
2. Present options: Provide clarity on listing or selling strategies.
3. Ask questions that help move them closer to a decision.