All scripts · Absentee owner · Tenant objection
The script
Opening: “Hi [name], Adam with [company]. I'm calling about [street]. Is now an okay time for a quick question?”
Permission: “I work with buyers in the area. Would you ever consider selling that property, or is it one you want to hold?”
Rental context: “How is owning that property going for you right now?”
Tenant and access: “Is it occupied? If you ever looked at an offer, what would an interested buyer need to know about the tenancy and access?”
Property and timing: “Are there repairs or projects you have already planned? Is there any date that would matter if you chose to sell?”
Next step: “I can check the property and buyer side before I name a number. Would [day] be a useful time to compare notes?”
Why each question earns its place
The opening identifies the caller and the property without pretending the owner asked for your call. It also creates an easy exit. If they say it is a bad time, ask for a better time only if they want you to. A person managing a rental may be handling a tenant issue when you reach them. Respecting that is more useful than completing a pitch. The general call script uses the same permission-first structure.
The permission line asks whether a sale is possible while naming the equally valid choice to hold. That matters for rentals because the owner may have a good reason to keep the income or the asset. If they want an agent to market it, see the agent response. Do not tell them that a direct offer is automatically better. You can explain the process and its tradeoffs after you understand their priorities.
“How is owning it going?” is open enough to hear the real answer. They might talk about maintenance, management, a good tenant or an upcoming lease decision. Follow what they say. If everything is working, thank them and close the call. If a problem appears, ask what they have already tried and what outcome they want. Avoid turning an ordinary property expense into a story about distress.
The tenant and access line is there because the occupants are people, not a line item. Ask whether the property is occupied and what access would be appropriate if the owner wanted an offer. Do not promise a buyer that a tenant will leave. Lease terms, notice and local rules can affect a sale, so an attorney or title professional should review the specific situation. The tenant objection page explains how to keep this conversation measured.
The repair line separates known work from your own guess. A landlord may already have quotes, or may be planning to defer a project. Ask what they know and whether a contractor or buyer can inspect. Work a preliminary estimate in the repair cost calculator, then update it when evidence changes. If the owner says the property is in bad shape, see the condition response without assuming every issue makes a deal impossible.
Timing matters because a tenant renewal, planned work or a tax conversation can change the owner's decision. Ask for the date that matters to them. Do not turn their date into artificial urgency. The next-step line says exactly what you will check before following up. If the numbers do not work, say so. If they might work, use the ARV calculator and MAO calculator with the actual occupancy and repair assumptions visible.
Handling pushback
“It isn't for sale” is a complete answer. “Your number is too low” deserves a review of the property and terms, not a canned rebuttal. “I need to think about it” may mean they need to talk with a partner or review the lease. Ask whether they want to reconnect on a particular day. If they say no, record that boundary.
Some owners ask whether a sale can happen with the tenant in place. You can say that buyers may consider occupied properties, but you cannot promise what a specific buyer will accept. Get the lease and payment facts through appropriate channels, protect the tenant's information, and have a local real estate attorney review the transaction. A phone script is a discovery tool, not an explanation of the owner's legal obligations.
After the call
Save the property address, occupancy, lease questions, known repairs, the owner's reason and the promised next action. Note what came from the seller and what still needs independent verification. The CRM setup guide shows how a lead manager and acquisitions manager can share a record without asking the owner the same questions twice. If the owner asks to stop contact, use the team's opt-out process immediately.
Only send the following if the owner agreed to a text and the contact is permitted. Keep it specific. A generic “checking in” message does not carry the context of their rental or the task you accepted.
Follow-up text: “Hi [name], Adam with [company]. Thanks for talking about [street]. I'll check [specific issue] and call [day] as agreed. Reply STOP to opt out.”
For a different owner situation, use the absentee owner script. If the owner is ready to talk numbers, move to the offer math guide. If the call goes unanswered, a single clear voicemail is enough to explain why you called. The goal is a conversation the owner can recognize, not a sequence that wears them down.