AGENT: Hello, This Is Agent X with ABC Realty

INBOUND PROBATE SCRIPT

AGENT: Hello, this is Agent X with ABC Realty.

PR: This is ______, I got a letter from you saying you wanted to bring me a cash offer on my dad’s house. What is this about?

(For whatever reason in my market they always remember the cash offer more than any of the other options in the letter(s).

AGENT: I’m glad you got my letter and that you called. You see ______we have worked with a lot of clients in the past who have inherited properties and in doing that we realized there was a need in the marketplace for a professional who really understands what you’re responsibilities are and has a team in place to help you settle the estate and move on with your life. We work with a lot of investors who are looking to buy multiple properties each year and we have also put together a team consisting of real estate experts, estate sale companies, attorneys with estate experience who can also deal with messy title issues, clean-out crews and even class A contractors who can renovate homes. It really all starts with us understanding your goals, where you are today and then making some suggestions on how we can help. Tell me, are you guys looking to sell the home?

(Usually inbound calls will be cold at first because they have never gotten a letter like this in a greeting card envelope and are a bit untrusting…BUT it got opened and they are on the phone so layer in some value and they will drop their guard quickly when they realize you’re doing this for the right reasons)

PR: Well, we have to do something with it but we’re not sure where to start, there’s so much that needs to be done.

AGENT: I understand completely. Tell me ______, are you the only decision maker or do you have other family members as co-executors helping with the estate?

(If NO then find out who is and get their number don’t waste any more time or build rapport with the wrong person and burn the trust of the decision maker(s)

PR: No, I’m the only one. Mom didn’t trust the other two to handle anything important but I want them to be part of the decision.

AGENT: Okay. Well all I ask is that whenever we meet you make sure everyone is there who has a say because we don’t want anyone to feel like they didn’t have their needs met. Fair enough?

PR: Yeah, we’ll try to get everyone there but I’m really the one Mom wanted making the decision.

(There is usually one sibling who really will make the decision but be sure to include the others because emotions are high and people behave strangely when there is property to be distributed)

AGENT: Well ______, let me tell you a little more about what value we provide and the options you have with our team then you can tell me how we can help you. Does that sound like a good plan?

PR: Yup.

AGENT: Like I said, we have built a team of professionals around inherited properties so we can help you get the home cleaned out, consult on repairs and even help you get the home renovated to prepare it for the conventional market where you will get top dollar OR we can bring you a cash offer with no inspections or repairs and our investor will handle the cleanout and often even pay your closing costs. Which of those sounds like the best fit for you?

(The letter(s) you sent will have 4 options but you can wrap those up into 2 to make the decision simpler in the conversation)

PR: Well we’re not going to give it away, we want to get the most we can out of it.

AGENT: I can appreciate that ______. Tell me, what kind of condition is the home in? Has it been updated in the last 10 years? Are there any major repairs that you know of that should be done before someone moves in?

(9 times out of 10 you’ll find out here that the home is very clean and sound but has not been updated in decades which makes it a good listing at 80%-90% of retail. If they tell you it is extremely rough then you need to set an appointment for the investor. See the first paragraphs of the outbound script)

PR: Wellllll, Dad remodeled the kitchen about 15 yrs ago and there was a garage added back in 1994. It still has oil heat, it could probably use a roof and the carpets are old but it’s better than a lot of people’s houses. Frank Bailey built that house back in 1968 and he was the best around so I know you can’t go out and have one built like that today.

(DANGER ZONE: Chances are they will have an emotional attachment to the home so they may have a hard time seeing it as we would so ease into this conversation. Don’t make suggestions on the phone, that is for the listing appointment after you’ve built rapport)

AGENT: Well, ______, it sounds like a really nice house and I’m certain we can help you get it sold for the highest price and in the shortest amount of time. Once I take a look I’ll be able to make some suggestions and put together a strategy for you. Looks like I have a couple of spots on Friday to come out and meet with you. Does 10:00am or 2:00pm work best?

(If there are other decision makers make sure you go ahead and set the appointment and tell them to call back if they need to change it but otherwise you’ll see them there with the other decision makers)

PR: I guess 2:00pm will work best for everyone.

AGENT: Okay, I have you down for 2:00pm on Friday. Be sure to tell everyone. Can you do me a favor and bring everything that the probate clerk gave you including the list of heirs and death certificate just so we can make sure everything is in line? There has been more than one occasion where there was a broken link in the chain of title so we just like to make sure we have the history straight and can help you identify any hurdles that might come up in the process.

(This is doing 2 things: You’re showing them you’re an expert and differentiating yourself and you are being pro-active so you don’t end up marketing and selling a home that won’t close because an heir you haven’t discussed comes out of nowhere and stops the sale…..ask me how I know. If you don’t know what you are looking at set up a 30 min. appointment with the probate clerk in your county and have them walk you through what you need to know to help the PR.)

PR: Okay, I have a whole stack of stuff I’ll bring it.

AGENT: Great. If it’s okay with you I just need to ask you a few more questions about the house so I can do some analysis and be prepared for our meeting on Friday.

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