All scripts · First call · Set up follow-up ownership
The script
Open: “Hi [name], it's Adam with [company]. We spoke about [street] on [day]. You asked me to call after [specific event]. Is now still a good time?”
Check the change: “Did [event] happen as expected, or has the plan changed?”
Recheck the goal: “When we last spoke, you were considering [seller's words]. Is that still the decision you are working through?”
Offer update: “I checked [comps, repairs or buyer detail]. Here is what I know, what is still an estimate and what that may mean for a price.”
Next step: “Would you like me to [specific action] by [day], or would you rather pause here?”
Why each line matters
The opening proves this is a real follow-up, not a new caller reading a stale list. Use the date and reason from the record. If you cannot find them, do not pretend you remember. Say you are calling about the property and ask whether they want to revisit it. The CRM setup guide recommends one owner and one next action on every open lead precisely so this context survives a handoff.
The timing question respects the seller's day. Even a call they requested may arrive at a bad moment. If they ask for later, confirm the date and save it. If they ask for no more contact, stop. Repeatedly calling because a lead remains “open” is a pipeline problem, not a seller objection. The call me back later response explains how to get a useful date without treating every delay as a yes.
The change question is about facts, not pressure. A tenant may not have moved, an inspection may have found more work, or a family member may still be thinking. An update can make the offer math different. If there is no change, do not manufacture urgency. Ask whether the owner wants another check or prefers to close the conversation. Mark the choice accurately so no automated sequence contradicts it.
The goal question uses the seller's own reason. “You wanted a simple sale without repairs” is more useful than “Are you ready to sell now?” If you got the goal wrong, invite a correction. That tells you whether to rework the offer, arrange a visit or step back. A seller who wants the widest market may be better served by an agent; see the agent response.
Offer updates should separate verified facts from assumptions. If you checked comparable sales, explain which ones you used and what differs from the subject property. If repairs are still a guess, say so. Use the ARV calculator, repair cost calculator and MAO calculator to show your work. The formula guide explains where a rule of thumb can fail. Do not name a number simply because the seller asks for one while your basic inputs are missing.
The close offers a concrete action and a pause. A follow-up is successful when both people know the next step, even if that step is no further contact. If you promise a written summary, send the promised format. If you need title information or contract advice, involve a title company or local real estate attorney rather than guessing on the phone.
When the seller pushes back
“What's your offer?” may be a request for the bottom line. Give a checked number with its assumptions, or say exactly what is missing. “That's too low” is a reason to ask which assumption they see differently. “I need to think about it” needs space and an agreed check-in date, not a countdown. “Send it in writing” means confirm the requested detail and channel.
Do not treat silence as permission for a long series. If a seller misses the agreed call, leave a short voicemail or send a permitted text, then follow your documented contact policy. A reply needs a person to read it before the next scheduled touch. OfferDesk can keep the call, message and task together, but a human should still decide what the next message means.
After the call
Update the property facts, the seller's current decision, any new price information and the exact action you accepted. Close an old task before adding a new one. If the lead moves to offer or contract, assign a clear owner. If the person is no longer interested, mark the outcome and stop unneeded follow-up. A clean record is a courtesy to the seller and to the next teammate.
Use this text only if the seller agreed to texts and the contact basis allows it. It should remind them of a specific promise, not restart the whole pitch. The text message scripts cover no-answer and other situations.
Follow-up text: “Hi [name], Adam with [company]. Following up as agreed about [street] and [specific item]. Is [day] still good for a call? Reply STOP to opt out.”
If the last discussion involved a rental, use the landlord script to ask about occupancy and repairs. If it involved an estate, use the slower probate script. The same follow-up structure works, but the pace and the questions belong to the seller's situation.