What to say to a motivated seller on the first call
By Josh MillerUpdated 4 min readOpen by saying who you are and why you're calling in one sentence, then ask about the house and why they're thinking of selling, and let them talk. Don't give a price on the first call; end with a specific next step, like a time to see the house, and say exactly what happens next.
A seller who calls your number, or answers your call, is deciding in the first thirty seconds whether you're a person or a pitch. Here's what to say, and what not to.
Open in one sentence
"Hi, this is Sam. I buy houses here in town, and I'm calling about your place on Maple Street. Is now an OK time?"
Name, what you do, why you're calling, permission. If they called you from a letter, it's simpler: "Thanks for calling. You got my letter about the house on Maple? Tell me about it."
Then get them talking
Ask one open question and stop: "What's going on with the house?" Then listen. The best first calls are mostly the seller. You'll hear the reason, the timeline and the people involved without asking a checklist. The questions to work in, in order.
Lines for the moments that come up
- "How did you get my number?" "From the property records for the house. I write to owners in the area. Is it OK if I ask a couple of questions about it?"
- "What's your offer?" "I don't want to throw out a number before I know the house. Can I ask about the condition? Then I can give you something real."
- "I'm not selling." "No problem at all. Can I check back in a few months, in case anything changes?" Then do it.
- "Are you an agent?" "No, I buy houses myself. You wouldn't pay a commission, and you wouldn't need to fix anything."
- "Other people keep calling me." "I bet. I'll be straight with you: I'll tell you what I can pay and why, and if listing it gets you more, I'll tell you that too."
What not to say
- Don't mention their foreclosure, divorce or death in the family unless they bring it up.
- Don't say "cash offer, close in 7 days" before you know anything about the house.
- Don't argue with their price. Ask what it's based on.
End with the next step
"Here's what I'd suggest: I come by Thursday at 4 to see the house, and I'll have a number for you by Friday. Does that work?" A specific time, a specific promise, and then keep it.
Most sellers don't decide on the first call. The ones who do business with you are the ones you call back when you said you would. See when each kind of seller in your county actually sells, so your follow-up lands at the right time.
Questions investors ask
How do I start a call with a motivated seller?
Say your name, that you buy houses in their area, and that you're calling about their house on that street. Then ask one easy question about the house. Short and plain beats any clever opener.
What do I say when a seller asks how I got their number?
The truth, briefly: their letter, or public property records. Then move on to the house. Long explanations sound like you're hiding something.
Should I make an offer on the first call?
Usually not. You don't know the condition, the loan or the deadline yet. Give a range only if they insist, and say what it depends on.
How long should the first call be?
As long as they want to talk. Most good first calls are mostly the seller talking. If you're talking more than they are, slow down.